30 min

Ep. 36: Playing the Long Game to Win Deals, Stay Agile, and Keep Going featuring John Barrows How the Deal was Done | Deal Stories Podcast

    • Business

John Barrows, one of the top sales trainers and thought leaders, joins for a look back on his journey and fun discussion on a particularly large and memorable deal from his time at Thrive Networks.



Background:


John Barrows has 20+ years of sales experience with a variety of companies and as an entrepreneur
In this episode he remembers a managed IT services deal he did that was 20x the avg. deal size

Challenges:


Establishing trust and staying top of mind without being perceived as annoying.
Adapting to the evolving sales landscape and shifting from traditional tactics to leveraging technology effectively.

Key learnings:


The value of playing the long game in sales and building meaningful relationships over time.
The necessity of adapting to changing sales environments and leveraging technology to stay competitive.

Timestamps:


(0:07:28) Reflecting on the challenges faced at a big company versus startups and working on your own
(0:13:16) Sharing a specific deal that highlighted the value of persistence and relationship-building.
(0:17:14) Utilizing low-tech tactics and the significance of fundamentals in sales.
(0:21:20) Discussing the relevance of agility and adaptation in the fast-evolving sales landscape.
(0:24:37) Exploring the concept of the infinite game and the importance of aligning with personal values in sales.



Resources:John Barrows on LinkedIn

The Infinite Game: Sinek, Simon

John’s Newsletter

John's Podcast



Questions, comments, ideas - reach out to: Andrew Kappel

John Barrows, one of the top sales trainers and thought leaders, joins for a look back on his journey and fun discussion on a particularly large and memorable deal from his time at Thrive Networks.



Background:


John Barrows has 20+ years of sales experience with a variety of companies and as an entrepreneur
In this episode he remembers a managed IT services deal he did that was 20x the avg. deal size

Challenges:


Establishing trust and staying top of mind without being perceived as annoying.
Adapting to the evolving sales landscape and shifting from traditional tactics to leveraging technology effectively.

Key learnings:


The value of playing the long game in sales and building meaningful relationships over time.
The necessity of adapting to changing sales environments and leveraging technology to stay competitive.

Timestamps:


(0:07:28) Reflecting on the challenges faced at a big company versus startups and working on your own
(0:13:16) Sharing a specific deal that highlighted the value of persistence and relationship-building.
(0:17:14) Utilizing low-tech tactics and the significance of fundamentals in sales.
(0:21:20) Discussing the relevance of agility and adaptation in the fast-evolving sales landscape.
(0:24:37) Exploring the concept of the infinite game and the importance of aligning with personal values in sales.



Resources:John Barrows on LinkedIn

The Infinite Game: Sinek, Simon

John’s Newsletter

John's Podcast



Questions, comments, ideas - reach out to: Andrew Kappel

30 min

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