241 episodes

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

Make It Happen Mondays - B2B Sales Talk with John Barrows John Barrows

    • Business
    • 4.7 • 27 Ratings

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

    Paul Magnone: Good Decisions Require Data AND Instinct

    Paul Magnone: Good Decisions Require Data AND Instinct

    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/111989848X

    • 48 min
    Niraj Kapur: Reinventing yourself through the pandemic

    Niraj Kapur: Reinventing yourself through the pandemic

    From an idyllic early childhood to enduring “unbelievable racism” as a teenager, sales and LinkedIn coach Niraj Kapur learned to adapt. After facing mental health challenges and “a horrendous divorce,” Niraj was ready to rebound — then the pandemic hit and his income went to zero. He threw himself into his consulting business, Everybody Works In Sales, and devised ways to make sales connections on LinkedIn. Today he is sought after as a speaker and sales coach who offers as his No. 1 piece of advice: Better understand the sales process and “engage with customers who are not doing business with you.” … After John laments that too many entrepreneurs and sales executives “take money from anybody to keep the lights on,” Niraj replies that he says “no to anybody” who isn’t a good fit.
    Connect with Niraj on LinkedIn:
    https://www.linkedin.com/in/nkapur/
    Twitter @nirajwriter
    Instagram nirajkapur

    • 1 hr
    Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO

    Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO

    Daphne E. Jones is no stranger to adversity. As a young black woman interested in a STEM career, a career counselor once told her that she should be a secretary. Instead of blindly following this so-called “professional” advice, Daphne developed a plan to change the impossible to the inevitable. Since then, she’s held numerous executive and leadership positions with companies like IBM, Johnson & Johnson, and General Electric. Her tactical and structured approach to career ownership includes a realistic framework for envisioning, designing, iterating, and transforming your life. In this episode, Daphne opens up about her new book, Win When They Say You Won’t: Break Through Barriers and Keep Leveling Up Your Success, and offers valuable advice for overcoming the adversity in your life. 
    Connect with Daphne E. Jones on LinkedIn:
    https://www.linkedin.com/in/daphne-e-jones/
    Get her new book here
    Or Visit www.daphneejones.com/book 

    • 55 min
    Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’

    Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’

    Growing up in Israel, Udi Ledergor studied magic, music, and puppeteering. He uses showbiz skills today, not on a stage but in business conference rooms as chief marketing officer for Gong, one of the hottest and fastest growing tech companies in the world right now. “I see B2B marketing as a way of performing to an audience and creating a show, creating truth and experience,” he says. As the 13th employee hired at Gong — which today has a headcount above 1,500 — Udi says scaling the company while fostering its inclusive “Gongster” culture requires tact and candor: Be “respectful to everyone in the room, but calling things out as they are, so we can fix them and move forward.” … Also hear John and Udi discuss the challenges of providing direct feedback to associates of different ages and backgrounds.
    Connect with Udi on LinkedIn:
    https://www.linkedin.com/in/udiledergor/
    Or visit https://www.gong.io/

    • 59 min
    Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers

    Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers

    From working his way up the ladder at Oracle to becoming a top executive at customer experience management platform Sprinklr, Mark Siciliano has invested in people. He reveals what he’s learned in the last quarter-century about sales, sales enablement, and what it takes to make an impact on people’s lives — both customers and colleagues. Treating others as they want to be treated “seems old school,” Mark says, “but technology has shot so quickly ahead of us that we forget that those core things still count.” Hear John and Mark riff on a musical analogy about the future of sales, when everyone will know how to play more than one instrument.
    Connect with Mark on LinkedIn at:
    https://www.linkedin.com/in/marksiciliano1/

    • 43 min
    Jay Godfrey and Richard Meloff: The Business of Psychedelics

    Jay Godfrey and Richard Meloff: The Business of Psychedelics

    The booming psychedelic industry offers hope to those with psychological challenges as well as opportunities for workers and investors, according to two pioneers in the business. Jay Godfrey and Richard Meloff left investment banking to create Nushama, a network of psychedelic wellness centers. Jay says his first experience with supervised use of psychedelics “uncovered things that I couldn't uncover in three years of therapy.” Seeing people living in fear during the pandemic inspired creation of the company, which is part of a fast-growing segment of healthcare that treats PTSD, addiction, and mood disorders. … John encourages people suffering to consider psychedelics and offers a reminder to those facing stress in sales: "You're never as good as your best deal; you're never as worse as your worst deal."
    Connect with Jay on LinkedIn here:
    https://www.linkedin.com/in/jay-godfrey-090b602/
    And with Richard here:
    https://www.linkedin.com/in/rmeloff/
    Find out more about their Nushama psychedelic wellness centers here:
    https://nushama.com/

    • 58 min

Customer Reviews

4.7 out of 5
27 Ratings

27 Ratings

sanj p1111 ,

Johns the real deal

It’s sales and life advice. He’s just an average joe with a extraordinary work ethic. The sales knowledge and life lessons from JB and his guests are just amazing!

okahiel ,

Not just fluff. Actual facts.

A lot of podcasts are touchy feely, high in sky, inspirational and thought provoking. There is lots of that with John Barrows. But…. If you want to follow it up with lots of actionable insights and things you can start doing today, thats the true value. You will only learn when you start doing.

Danp19121912 ,

Really solid sales insights from really smart people

John delivers tremendous insights, has really good guests and digs deep to deliver really interesting insights.

This is the first podcast I’ve “binge listened” to in a long time ... I think it’s fantastic.

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