Make It Happen Mondays - B2B Sales Talk with John Barrows

Best selling author and sales expert Mark Raffan cuts through the noise to discuss the importance of empathy in the tech industry. Raffan highlights how the over-reliance on technology has led to a loss of connection with customers. Through personal experiences and practical advice, listeners will gain insights into negotiating with empathy, handling pricing challenges, and understanding the changing dynamics of procurement in the current climate. Mark offers insightful tips on how to navigate sales with empathy and achieve successful outcomes.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Connect with Mark on LinkedIn: https://www.linkedin.com/in/markraffan/Get Mark's Book: https://negotiations.ninja/9-secrets-to-win-deals-and-influence-stakeholders-preview/More links for Mark:9 Secrets to Win Deals and Influence Stakeholders: https://a.co/d/7aSABN2Website: https://negotiations.ninja/IG: https://www.instagram.com/negotiationpod/Twitter: https://twitter.com/NegotiationPodPodcast: https://podcasts.apple.com/ca/podcast/negotiations-ninja-podcast/id1300435924

John Barrows is joined by Eduardo Briceño, the co-founder of Mindset Works and author of "The Performance Paradox: Turning the Power of Mindset into Action." With over 9 million views on his TED Talks, Eduardo delves into the concepts of fixed versus growth mindsets and the chronic performance trap. Eduardo offers insightful tips on how to cultivate a growth mindset, maximize your potential, and achieve higher-level results.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/Get Eduardo's Book THE PERFORMANCE PARADOX: Turning the Power of Mindset into Action https://www.amazon.com/Performance-Paradox-Turning-Mindset-Action/dp/059335690XConnect with Eduardo on LinkedIn: https://www.linkedin.com/in/eduardo-briceno/

Ryan Staley, founder and CEO of Whale Boss, discusses the role of AI in B2B sales and its potential impact on the future of the industry. Ryan shares his expertise on leveraging AI for sales reps, providing insights on where to get started, tactical applications, and understanding ideal customer profiles for messaging. The conversation also explores the significance of a "Chief AI Officer" in sales organizations, strategies for pipeline creation and conversion, and the importance of integrating emotional, psychological, and logical strategies in enterprise sales. They offer valuable insights into using AI to improve sales outcomes and adapt to the changing landscape of the sales industry.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipCheck out Ryan's Podcast: https://ryanstaley.io/podcast/ Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryan-staley/ Connect with Ryan on Facebook: https://www.facebook.com/ryanstaleysales Subscribe to his Youtube: https://www.youtube.com/channel/UCFGndSHN4KkE89kUP74U7Qg?sub_confirmation=1Want 10 Free Sales and AI Gifts (Prompts and Cheat Codes) to revolutionize your sales? It will be released this week and you will be the first to get it. https://www.aiforrevenue.com/sale-ai-accelerator-home

Joel Bein, the Chief of Content and Coaching at Career Hackers, shares insights on overcoming limiting beliefs, navigating imposter syndrome, and reengineering creativity. Joel's powerful process for uncovering and addressing deep-seated beliefs offers a transformative approach to personal growth and mental wellness. This conversation offers valuable insights on exploring childhood experiences, finding self-acceptance, and gaining a fresh perspective on intelligence.Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Joel on LinkedIn: https://www.linkedin.com/in/joel-bein-9b8343110/Visit Joel's website: https://joelbein.comBook a complimentary belief work session (special offer for MIHM listeners): https://careerhackers.com/happen/Learn more:https://thehumanliberation.co/https://careerhackers.com/

John welcomes entrepreneur, author and community builder Lloyed Lobo shares his experiences and insights on building his own startup and bringing it to eight figures in revenue. His unique background as a young refugee from Kuwait during the Gulf War has shaped his perspective on community-led growth. John and Lloyed also discuss his book, "From Grassroots to Greatness," and discover the 13 rules to build iconic brands with community-led growth. They also dive into the importance of pain in personal and professional growth, and how surrounding yourself with the right people can positively impact your mental health and the importance of aligning with a greater purpose.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Lloyed on LinkedIn: https://www.linkedin.com/in/lloyedlobo/Get Lloyed’s new book, 'From Grassroots To Greatness: 13 Rules to Build Iconic Brands with Community Led Growth' (Top New Release on Amazon) at  https://FromGrassrootstoGreatness.com

John Barrows is joined by guest Thomas Curran, a psychology professor, leading expert on perfectionism and author of "The Perfection Trap: Embracing the Power of Good Enough" which received raving reviews by thought leaders such as Adam Grant. Thomas believes that in a society that increasingly values achievement above all else, we must recognize that perfectionism is not a personal flaw, but a symptom of a larger cultural problem. The conversation dives deep into the roots and impact of perfectionism, the rise of failure aversion in young people, and the societal pressures that contribute to these trends.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Thomas on LinkedIn: https://www.linkedin.com/in/thom-curran/Get his book "The Perfection Trap: Embracing the Power of Good Enough": https://www.amazon.com/Perfection-Trap-Embracing-Power-Enough/dp/1982149531

Host Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with Joaquim Lecha, the CEO of Typeform. Joaquim shares his insights on how AI is transforming businesses and our lives. He discusses Typeform's vision of creating a human-like interface for online interactions and their use of AI in product development and operations. The conversation dives into the power of AI in lead qualification, content creation, customer interactions and its role in shaping the customer experience.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Joaquim on LinkedIn: https://www.linkedin.com/in/joaquim-lecha-040136/Visit the Typeform Website: https://www.typeform.com/Connect with Russell on LinkedIn: https://www.linkedin.com/in/russellbradleycook/Visit the HubSpot Website: https://www.hubspot.com/

Alina Vandenberghe, Co-CEO and Co-Founder of Chili Piper, explores the strategies and challenges faced by businesses when it comes to partnerships and creating a supportive culture within a remote company. Alina shares her experiences growing up in Romania, her journey through different roles within organizations, and the importance of learning from others. From leveraging AI in coaching and content creation to the value of diverse skill sets, Alina's insights offer valuable takeaways for any sales professional.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Russell on LinkedIn: https://www.linkedin.com/in/russellbradleycook/Visit the HubSpot Website: https://www.hubspot.com/Connect with Alina on LinkedIn: https://www.linkedin.com/in/alinav/Visit the Chili Piper website: https://www.chilipiper.com/

Jason Zintak, CEO of 6Sense, discusses the importance of leveraging data and AI in sales and marketing. He explains how 6Sense's product and ideal customer profile have evolved. He highlights the value of partnerships for GTM and the essential qualities of a sales leader. Elevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Russell on LinkedIn: https://www.linkedin.com/in/russellbradleycook/Visit the HubSpot Website: https://www.hubspot.com/Connect with Jason on LinkedIn: https://www.linkedin.com/in/jasonzintak/Check out the 6Sense website: https://6sense.com/

Guest host Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with Godard Abel, CEO and Co-Founder of G2. Godard shares invaluable insights into the world of software buying and selling from G2, as well as his 2 $400m+ exits SteelBrick to SalesForce and BigMachines to Oracle. He highlights the importance of building a trusted reputation, how tech partnerships unlocked organic growth at BigMachines, the importance of data and content integrations, and the future of software recommendations with Monty, G2's AI tool. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Russell on LinkedIn: https://www.linkedin.com/in/russellbradleycook/Connect with Godard on LinkedIn: https://www.linkedin.com/in/godardabel/Visit the G2 Website: https://www.g2.com/Visit the HubSpot Website: https://www.hubspot.com/

Host Russell Bradley-Cook, Senior App Partner Manager at Hubspot sits down with guest Doug Winter, CEO and Co-Founder of Seismic, a leading sales enablement company. As an Engineer turned Entrepreneur, Winter shares his insights on the importance of partnerships for efficiency in the go-to-market motion, discusses the phases of a company's sales enablement journey and touches on the potential of AI in sales and marketing.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Doug on LinkedIn: https://www.linkedin.com/in/doug-winter/Doug’s Twitter/X: https://twitter.com/SeismicJDWVisit the Seismic Website: https://seismic.com/Seismic Twitter/X: https://twitter.com/SeismicSoftwareSeismic Instagram: https://instagram.com/seismicsoftwareSeismic YouTube: https://www.youtube.com/user/seismicsoftwareConnect with Russell on LinkedIn: https://www.linkedin.com/in/russellbradleycook/Visit the HubSpot Website: https://www.hubspot.com/

Jason Bay, the founder and CEO of Outbound Squad, is a seasoned sales professional with a wealth of experience in coaching and training both sales teams and individuals. We discuss the current state of sales coaching and the impact of artificial intelligence (AI) on the industry. Jason, like many others, believes that AI will have a significant short-term impact, particularly in coaching. He highlights that managers often struggle to provide adequate coaching due to time constraints, and existing tools require extensive analysis and coaching time.We also explore the importance of fundamental skills in sales training and the need for organizations to invest more in training frontline leaders. Jason shares tactical tips on engaging with executives, de-risking purchases, and reverse engineering lost deals. Additionally, we discuss the power of the upfront contract and the art of having uncomfortable conversations in business deals.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Jason on LInkedIn: https://www.linkedin.com/in/jasondbay/Check out Jason's Website: https://outboundsquad.com/Join the FREE objection handling course at https://hubs.la/Q01-06Bk0 or the cold calling course: https://hubs.la/Q01PL1Dm0

Gil Allouche is the co-founder and CEO of Metadata, a marketing operating system. Join us as we dive into the importance of building and selling in tandem, exploring topics such as Account-Based Marketing, the impact of AI on organizations, and the power of personal branding. Gil shares his insights on the vital relationship between sales and marketing, emphasizing the need for collaboration, trust, and a fast feedback loop. Gil's real-world experiences and expertise shed light on how organizations can optimize their sales and marketing strategies to achieve success in any economic climate. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Gil on LinkedIn: https://www.linkedin.com/in/gilallouche/ Check out his website: https://metadata.io/ 

John Vagueiro is an eternal optimist. He’s also the founder and CEO of Adapting Social, a digital marketing agency that validates and elevates small businesses to help them become authorities in today’s competitive world. In this week’s episode, John Vaguiero talks about how he has become a very hopeful and optimistic person despite childhood poverty, adversity, anxiety, and other mental health issues. He even provides some tactical advice for taking that first step into entrepreneurship, managing your calendar, practicing self-discipline, and overcoming depression in all areas of your life.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow John Vagueiro on LinkedIn: https://www.linkedin.com/in/john-vagueiro

As the founder and CEO of Empowered Engagement, Kelley O’Keeffe has dedicated her professional career to helping women thrive in executive roles. She worked as a tech sales executive for years, but when fertility issues made it difficult for her to work the long hours required in the corporate world, Kelley chose entrepreneurship. Today, she spends her time repairing broken talent pipelines and honing women’s revenue generation skills across some of the world’s biggest companies. Listen in as Kelly offers some actionable and practical advice for promoting gender equity and diversity in the workplace.Are you looking for ways to take your sales or business career to the next level? John’s signature programs and on-demand courses can help you Make It Happen. Visit www.jbarrows.com to get started right now.Follow Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Kelley O’Keeffe on LinkedIn: https://www.linkedin.com/in/kelleyokeeffe/

Jim Fielding is a busy man. He’s the president of the Archer Gray Co-Lab Group, the author of All Pride, No Ego: A Queer Executive’s Journey to Living and Leading, and a leader of consumer product groups with prominent brands like Disney, Dreamworks, and Twentieth Century Fox, among others. In this week’s episode, John and Jim talk about some of today’s most pressing topics, such as our skewed perception of the world due in part to social media, the superpower of personal and professional authenticity, and real-world tips for making society a more inclusive and accepting place for everyone, including the LGBTQ+ community.Do you want to become your authentic self? You can Make It Happen with coaching and training from John Barrows at www.jbarrows.com.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Jim Fielding on LinkedIn: https://www.linkedin.com/in/jamesdfielding/Also Visit: www.allpridenoego.com

As the CMO at Planful, Rowan Tonkin is uniquely positioned to discuss one of today’s hottest topics: the gap between sales and marketing. In today’s episode of Make It Happen Monday, John and Rowan explain how a lack of marketing transparency paired with the microanalysis of sales professionals’ performance can drive a wedge between departments and stunt a company’s growth. Rowan provides some valuable guidance for leveraging finances, transparency, and trust to bridge the gap, and the two discuss other issues including budget cuts during hardships, attribution, and personal branding.Ready to overcome the obstacles you face in your career with insight from some of the world’s leading sales professionals? Check out www.jbarrows.com and Make It Happen today.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Rowan Tonkin on LinkedIn: https://www.linkedin.com/in/rowantonkin/

Adam Jay is the founder and owner of Adam Jay Consulting and one of Demandbase’s top 25 sales executives for 2023. After getting his start in tech sales, Adam quickly advanced into leadership positions and discovered the importance of culture-first leadership. Listen in as Adam and John talk about the differences between leadership and management, the importance of encouraging authenticity, and the true role a leader plays in developing the next generation of sales professionals in an increasingly AI-driven world.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Adam Jay on LinkedIn: https://www.linkedin.com/in/adambjay/Also visit www.adamjay.io and https://revenue-reimagined.com/

In this episode John goes back to his roots and talks tactics with cold calling expert Jeremy Chen. Jeremy started his career as a door-to-door salesperson for a telecom company and worked his way through the ranks. In today’s episode of Make It Happen Monday, John and Jeremy hone in on the practice of cold calling, why so many sales professionals avoid it, and why it is still relevant in today’s tech-driven world. Jeremy also provides valuable tactical advice for optimizing connect rates and generating qualified leads with cold calls.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Jeremy Chen on LinkedIn: https://www.linkedin.com/in/jeremy-chen51/Also visit: https://jeremychensales.com/And follow @Jeremy Chen on socials

As the co-founder and co-CEO at Crowd Surf, Cassie Petrey helps some of the world’s most incredible talent - including Britney Spears, the Backstreet Boys, and others - connect with their fans. In today’s episode of Make It Happen Monday, Cassie shares her extraordinary perspective on starting with virtually nothing and working her way to the top. Listen in as Cassie and John discuss the similarities between the music and sales industries, how AI is changing marketing strategies in the music industry, the positive impact of imposter syndrome, and the links between risk tolerance and success.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Cassie on LinkedIn: https://www.linkedin.com/in/cassiepetrey/Connect with Cassie on Instagram: http://www.instagram.com/cassiepetrey Also visit her website:  https://crowdsurf.net/

Tiffani Bova is a bestselling author and keynote speaker, and she’s also a Growth and Innovation Evangelist at a top Customer Relationship Management software company. She has seen the tech industry evolve spectacularly over her nearly 30-year career, and she’s an expert in customer success and growth. In today’s episode, Tiffani and John discuss how the over-engineered sales processes designed to improve the customer experience can negatively impact employees. Tiffani provides helpful tips, statistics, and actionable advice that can help companies continue to grow and thrive while improving their employee satisfaction.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn:https://www.linkedin.com/in/johnbarrows/Connect with John on IG:https://www.instagram.com/johnmbarrows/Connect with Tiffani Bova on LinkedIn:https://www.linkedin.com/in/tiffanibova/Get Tiffani's new book: The Experience Mindset: Changing the Way You Think About Growth

Adam Apps got his very first job at the age of seven, and since then, he’s made it his mission to excel in everything he does. While a career in sales was never on his radar growing up, he now has more than 20 years of experience in tech sales, and he’s especially focused on discovering the things that make some sales leaders better than others. In today’s episode, John and Adam talk about Adam’s bestselling book, “Shitty Sales Leaders and How Not to Be One.” Listen in as they discuss the differences between leadership and management, the art of giving and receiving feedback, the habits of ineffective leaders, and more.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Adam Apps on LinkedIn: https://www.linkedin.com/in/adamapps/Sh*tty Sales Leaders: And How to Not Be One is available at:  https://a.co/d/09wSjnHFor more information or to continue the conversation please visit www.AdamApps.com

Jason Inouye knows a thing or two about filmmaking, and his professional career is dedicated to connecting artists with the tools they need to elevate their skills. In today’s episode of Make It Happen Monday, he discusses how he leveraged John’s training and coaching to level up his sales game and develop professional relationships with major brands. Listen in as Jason explains how he propelled his career forward by embracing the resources available to him.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Get full access to the best sales training at https://gosellbetter.com/membershipConnect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Jason Inouye on LinkedIn: https://www.linkedin.com/in/jason-inouye-6381042/

With more than 20 years of experience in leadership roles with companies like Microsoft and Gartner, Jaime Diglio knows firsthand what it takes to thrive. As the CEO of inFirst Consulting, she trains sales professionals and leaders to put their best foot forward in every interaction. Listen in as Jaime and John talk about the importance of embracing your own personal value proposition, honing your superpowers in a tech-dominated world, and remaining resilient in the face of adversity. The sales landscape is changing, but Jaime believes that embracing the foundational human element of sales will lead the future generation to success.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Jaime Diglio on LinkedIn: https://www.linkedin.com/in/jaimediglio/TEDx & IG: TEDx | IG | WIN RoomAbout Jaime:Jaime Diglio is a high-performance professional coach and speaker who helps sales leaders and teams WIN in their careers and in life. She spent 20 years crushing sales targets at Gartner, Microsoft & Slalom. In her recent TEDx Talk: "From WAR Room to WIN Room: Change your Room, Change your Life" she shares a bit of her proven formula for success which includes aligning inner strengths with goals or what she calls “Your Real AI.”

Pablo Dominguez spends most of his days partnering with portfolio companies to help them build their teams, but he’s also an incredible author. His new book, “What A Unicorn Knows,” focuses agility and lean business practices. In today’s episode, John and Pablo talk about the reasons why agility is the key to sustainable growth in today’s unique market, the differences between strategic planning and a year-long strategy, and the impact of ChatGPT on companies and individuals alike.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Pablo Dominguez on LinkedIn: https://www.linkedin.com/in/pabtexas/Also visit: https://whataunicornknows.com/

Drew Sechrist is the founder and CEO of Connect The Dots™, an organization that uses innovative AI to help people discover new connections in their email metadata. As Salesforce.com’s 36th employee, he helped that company grow from $0 to more than $1 billion in revenue. In today’s episode of Make It Happen Monday, John and Drew talk about the impact Salesforce.com had on their individual careers, the benefits of creating an exceptional sales culture, the power in leveraging a personal network, and much more.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Drew on LinkedIn: https://www.linkedin.com/in/drewsechrist/Connect with Drew directly at: [email protected] or visit www.ctd.ai Mentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

In this episode John takes a different approach and instead of interviewing a guest he shares his deeply personal keynote speech that he has only delivered once before. In this keynote John shares the challenges he has faced over the past few years ever since his father died and the journey he has been on to find the characteristics of companies and people who always seem to keep growing even though tough times. After speaking with hundreds of executives and studying dozens of companies he has identified 3 main characteristics that keep these companies and individuals moving: Alignment, Execution and Gratitude. After learning these characteristics John shares how he applied them to his own life and business and keep himself going after realizing he had stopped growing and was stick in neutral.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/

Scott Barker’s career in sales has been incredibly successful. He’s been a sales manager, a business development representative, and even a strategic advisor for some incredible organizations. Most recently, he co-founded and became a partner of a venture capital fund known as GTMfund, and he’s seen firsthand what it really takes for an early-stage company to get off the ground. Listen in as John and Scott talk about his experiences, the importance of creativity and connectivity, the lack of fundamental sales knowledge in the SaaS space, and differences between the science and art of sales.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Connect with Scott Barker on LinkedIn: https://www.linkedin.com/in/ssbarker/GTMfund website The GTM NewsletterThe GTM PodcastMentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

Valerie Fridland is a professor at the University of Nevada at Reno, and she earned a PhD in the interesting and important field of sociolinguistics. She recently authored “Like, Literally, Dude: Arguing the Good for Bad English,” a book that examines the relationship between language and society. In today’s episode, John and Valerie explore the impact of language on our everyday lives and discuss how society forms preconceptions about people based on their language. They also dive into some of the linguistic techniques that sales professionals can use to speak with power and purpose.Are you looking to level up your Sales skills and stay relevant in the evolving world of AI?  Check out www.jbarrows.com and let's Make this Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Follow Valerie Fridland on LinkedIn: https://www.linkedin.com/in/valerie-fridland-0b29b5209/Get her book: Like, Literally, Dude: Arguing for the Good in Bad EnglishFor more information about John, visit: https://johnmbarrows.comSpecial thanks to our sponsor: Try Hubspot today!Mentioned in this episode:Welcome to the Make It Happen Monday PodcastThe Hubspot CRMhttps://hubspot.com/

Dr. Howard Dover is the a sales coach and director of the Center for Professional Sales at the University of Texas at Dallas, and he has years of experience in sales, marketing, and education. Dr. Dover believes that rising interest rates, technology, and ineffective education have created a serious problem in the sales profession, but there is still light at the end of the tunnel. Listen in as John and Dr. Dover explain why there’s still plenty of opportunity in sales for those who reach out and take it.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Howard Dover on LinkedIn: https://www.linkedin.com/in/howarddover/ Try Hubspot today!

Rhonda Petit has been in sales her entire professional life. She was influenced by her parents - a police officer and a nurse - who found their purpose and calling as incredibly successful Amway sales reps. Today, she’s a successful author and sales coach who helps sales professionals find their own purpose by focusing on emotions, beliefs, and mindsets. In today’s episode of Make It Happen Monday, John and Rhonda discuss their shared love of sales, the importance of a solid belief system, how to overcome the perils of imposter syndrome, and much more.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Rhonda Petit on LinkedIn: https://www.linkedin.com/in/rhondapetit8htg/

Ulf Arnetz has founded several incredible companies and describes himself as a serial entrepreneur. He’s the founder and chairman of Howwe Technologies, which is a unique platform designed to help CEOs plan, implement, manage, and align their strategies through to the front line. In today’s episode, Ulf and John discuss the ability to predict trends at just the right time and why it’s an entrepreneurial superpower. They also talk about how to avoid failure when it comes to implementing executive strategies, the difference between vision and strategy, tips for treating everything like an experiment, and more.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Ulf Arnetz on LinkedIn: https://www.linkedin.com/in/ulf-arnetz/

As a coach, author, speaker, and podcaster, David Weiss is a busy man. He’s also the founder and CEO of DealDoc, and he’s the CRO of The Sales Collective, an organization that helps companies use science and data to increase revenue. In today’s episode of Make It Happen Monday, David and John have a very tactical conversation centered around discovery in sales, and David explains the MEDDPICC discovery process that changed his life forever. They also discuss what they believe is one of the major reasons for poor sales performance in a down economy: the lack of fundamental sales knowledge and techniques.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with David Weiss on LinkedIn: https://www.linkedin.com/in/davidlbweiss/

As the founder of the Smart Women Society, Téa Angelos has dedicated her professional life to empowering women. Her latest book, “Smart Moves,” offers personal and professional advice on more than 130 life topics, including money, love, business, and much more. In today’s episode of Make It Happen Monday, John and Téa talk about a variety of topics in her latest book, including everything from maximizing the potential of side hustles to ensuring financial stability in the event of an economic collapse. Though her primary audience is women, Téa’s advice for improving personal and professional wellbeing applies to everyone.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Téa on Linked In: https://www.linkedin.com/in/t%C3%A9a-angelos-aa7494154/?originalSubdomain=au

The line between sales and marketing has grown increasingly blurred in recent years, and it has led to anxiety, controversy, and fear. In today’s episode of Make it Happen Monday, Greg Kihlstrom brings that line back into focus. Greg is a global speaker, entrepreneur, consultant, and author of 11 books that focus on a wide range of topics like agility, marketing, digital transformation, and more. Listen in as Greg discusses some of the principles in his 11th book, “House of the Customer,” including how an employee-driven, customer-centric experience is the key to aligning sales and marketing.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Greg Kihlstrom on LinkedIn: https://www.linkedin.com/in/gregkihlstrom/ 

As the VP of Enterprise Partnerships of JumpCrew, an outsourced sales and marketing partner, Jarron Vosberg knows a thing or two about boosting conversions and improving sales. In today’s episode of Make It Happen Monday, John and Jarron talk about the importance of treating everything like an experiment and how to align those experiments with specific outcomes. Jarron also discusses his take on the “Give a Shit” factor and what it means in the business world, and he provides valuable insight on coaching toward agility in today’s changing landscapes.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Jarron Vosburg on LinkedIn: https://www.linkedin.com/in/jarronvosburg/

As a current Expert Partner in B2B Marketing for Bain & Company and a former CMO for companies like Vonage and Mongo, Rishi Dave has experienced the challenges of misaligned sales and marketing teams firsthand. In today’s episode, Rishi discusses how to improve the relationship between sales and marketing in a way that promotes agility and produces better results in a modern market. Rishi and John also talk about how sales professionals are effectively becoming mini-marketers, the need for marketing to work more selectively with sales, and tips for making the “Day One” list that companies use to select 90% of their vendors.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Connect with Rishi Dave on LinkedIn: https://www.linkedin.com/in/rdave/

Numerous industries are fraught with disruption and change, and it seems as if there’s a new crisis around every corner. While some companies crumble under pressure, exceptional leaders use these crises as opportunities to learn new behaviors, accelerate their performance, and better understand the business. In today’s episode, Carol Kauffman and David Noble, successful CEO coaches and co-authors of “Real-Time Leadership,” explain what leadership truly means. They also explain the difference between management and leadership, and they provide valuable advice for enhancing your leadership capabilities in personal and professional situations.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Carol Kauffman on LinkedIn:https://www.linkedin.com/in/carolkauffmanphd/Follow David Noble on LinkedIn:https://www.linkedin.com/in/david-noble-468222/

Elizabeth Andrew is a highly successful strategic advisor, VP of Sales, and TEDx speaker, but her path to success has been anything but linear. She started working in the investment industry after college, but took a 17-year hiatus to raise children. Despite struggling to reenter the workforce years later, she found her place in tech sales. In today’s episode of Make It Happen Monday, Elizabeth explains how she reinvented herself in order to overcome the challenges associated with going back to work after a long-term break. She also discusses the reality of the generational divide and provides invaluable advice for anyone considering a long-term career break.Follow Sell Better: https://hubs.la/Q01BmcRc0 Become a member: https://hubs.la/Q01BmdsW0Follow Elizabeth Andrew on LinkedIn:https://www.linkedin.com/in/elizabethaandrew/Instagram: @lizzyaandrewFacebook: www.facebook.com/lizzy.a.andrewTwitter: @lizzyandrew001

As major companies lay off thousands of people and replace them with AI-driven software like ChatGPT, fear and concern continue to grow among professionals in sales and other industries. Eric Nowoslawski & Varun Anand, the innovators behind Clay.com, are helping companies of all sizes find opportunities in the era of artificial intelligence. They believe that AI actually creates more opportunities for those who are willing to educate themselves. Listen in as John, Eric, and Varun discuss the real risk of becoming redundant in the AI age and the steps you can take to remain relevant during this fundamental shift in the way we do business.Follow Eric Nowoslawski on LinkedIn:https://www.linkedin.com/in/outboundphd/Follow Varun Anand on LinkedIn:https://www.linkedin.com/in/vaanand/Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

Soren Kaplan has both a master’s degree and PhD in organizational psychology, and today, he’s a bestselling author, keynote speaker, Inc. Magazine columnist, and founder of multiple organizations. We’ve all heard of IQ and EQ, but Soren believes that XQ - or experiential intelligence - guides much of our lives at both the personal and professional levels. Rather than allowing his past experiences and traumas to limit his success, Soren learned how to leverage those experiences to facilitate growth, strength, and resolve. In today’s episode of Make It Happen Monday, listen in as Soren provides invaluable advice for finding strength in your past experiences.Connect with Soren Kaplan on LinkedIn:https://www.linkedin.com/in/sorenkaplan/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

In 2009, Graham Cochrane was laid off from his job, and he had to go on food stamps to provide for his family. By learning more about living with intention and the difference between scarcity and abundance mindsets, he was able to found The Recording Revolution, a multi-million-dollar recording company, in that same year. Today, Graham is the author of “How to Get Paid for What You Know,” serves as a business coach to 3500 customers around the world, runs two education companies, and helps more than 80,000 followers across multiple channels better understand how to develop the right mindset for success.Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0Connect with Graham Cochrane on LinkedIn:https://www.linkedin.com/in/cochranegc/

Despite majoring in molecular biology in college, Anthony Nava decided he didn’t want to spend his entire life in a pharmacy or lab. From his humble beginnings in sales at Target, Anthony eventually became the Senior Sales Development Manager at Crunchbase. In today’s episode of Make It Happen Monday, Anthony tells the tumultuous story of finding his true calling, which turned out to be quite different than he originally imagined. From gut-wrenching decisions and plenty of hardship to a successful career in tech sales, Anthony’s story is sure to resonate with those who feel stuck in their current careers.Follow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0Connect with Anthony Nava on LinkedIn:https://www.linkedin.com/in/anthonyjnava/

As a Wall Street Journal best-selling author, international speaker, and professional consultant with a PhD in communications, Dr. Cindy McGovern is known as the First Lady of Sales. In today’s episode, Dr. Cindy breaks down the misconceptions surrounding sales, discusses the right mindset for a successful sales career, and explains how to leverage sales skills in every aspect of life. Dr. Cindy and John even debate the relationship between sales, art, and science before discussing the reasons to be intentional about your own personal brand right now - even if you think you don’t have one.Follow Dr. Cindy McGovern on LinkedIn:https://www.linkedin.com/in/drcindy/Learn more on her website:https://drcindy.com/Get her book Sell Yourself HereFollow Sell Better: https://hubs.la/Q01BmcRc0Become a member: https://hubs.la/Q01BmdsW0

Jenna Rogers is the Vice President of Growth at Sales Assembly and the founder of Career Civility. She’s a self-described “corporateur” who has made it her mission to help people have more impactful discussions in the workplace. In today’s episode of Make It Happen Monday, Jenna discusses tough topics like the generational divide, male advocacy, and the differences between cancel and accountability. She also provides strategic advice for discussing tough topics like diversity and inclusion in the workplace.Connect with Jenna Rogers on LinkedIn:https://www.linkedin.com/in/jennamrogers/Visit Jenna's Website:https://www.careercivility.com/Checkout her IG:https://www.instagram.com/careercivility/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

When it comes to getting the most out of partnerships, Russell Bradley-Cook is a pro. He has a strong background in sales and currently serves as HubSpot’s EMEA App Partner Manager, where he builds and maintains partnerships with some of the leading SaaS companies in Europe. In today’s episode, Russell explains the ecosystems associated with professional partnerships, the importance of leading with giving, and his own three pillars of partnership success to help listeners learn how to leverage partnerships in their own careers.Follow Russell Bradley-Cook on LinkedIn:https://www.linkedin.com/in/russellbradleycook/Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

As the most popular and most downloaded Make It Happen Monday episode of all time, this conversation with Chris Voss is all about the power of negotiation. Chris is an ex-CIA agent and expert negotiator, the founder of the Black Swan Group, and the author of Never Split the Difference, an incredibly popular book about negotiation. Today, Chris is the world’s top negotiation coach. In this episode, Chris talks about unintuitive negotiation techniques, the importance of seemingly unimportant information, and the problems with presumptions in negotiations. Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Angela Kristen Taylor is the founder of Integrative Productivity, a coaching and consulting firm that focuses on the emotional side of productivity. In today’s episode of Make It Happen Monday, she discusses the emotional productivity connection, how negative self-talk leads to chaos, and how entrepreneurs and independent business owners can overcome that chaos to lead more productive and meaningful lives. Listen in as Angela shares her personal journey and the powerful secrets for finding your purpose amidst the chaos of everyday life. Connect with Angela:https://www.linkedin.com/in/angelakristentaylor/https://www.instagram.com/productiveflow/https://www.tiktok.com/@productiveflowhttps://www.youtube.com/channel/UC9Ria_bDtWwSOXrfYiMyBFw Website: http://angelakristentaylor.com Programs, Services, & Events: http://www.productiveflow.com ***(This is the the one to highlight most) Book Your Free Productivity Breakthrough Session: http://productiveflow.as.me/clutterfree Grab your TOP 10 LIST of TELLTALE SIGNS you are DEFINITELY a Sales Matcher over at http://list.productiveflow.com Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

How do you gain a new perspective on life? For sales coach Ian Koniak it took a brush with death, making peace with his family, and getting sober. He discovered “a calling of helping” and today he encourages a life of integrity, where “your actions and your behaviors match your thoughts.” In pursuing sales or other goals he urges patience and faith, which he equates with “the ability to see success, even if you don't experience it” immediately. He also advises people to listen for “shoulds” in their self-talk because they indicate “you're not living a life that you truly want to live.” … John and Ian warn that our 24/7 world leaves too many of us “short-term focused,” allowing immediate gratification to get in the way of what's important.Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/Coach with Ian: https://untapyoursalespotential.comYouTube channel: https://www.youtube.com/iankoniakNewsletter: https://untapyoursalespotential.com/newsletterFollow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0

Paul Magnone, an engineer who heads global strategic alliances for Google, just co-wrote a book about hunches. In “Decisions Over Decimals” he advises readers to use both gut and numbers because, he argues, good decisions require “understanding the data, but also listening to your intuition.” He says engineers typically “go to the numbers,” and “high flyers … will go to gut instinct.” To improve the process, Paul encourages following your instincts but only after creating a decision framework that pulls information from across an organization, including from “everybody who touches customers,” to define the problem you’re trying to solve. … Hear John and Paul discuss that people who “understand the DNA of their business” are better prepared to profit in the face of unexpected events like the pandemic.Connect with Paul on LinkedIn:https://www.linkedin.com/in/paulmagnone/Visit Paul's website https://www.dodthebook.com/Find his new book on Amazon:https://www.amazon.com/Decisions-Over-Decimals-Intuition-Information/dp/111989848XFollow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Become a member and never miss quota again:https://hubs.ly/Q01tLYRV0