Make It Happen Mondays - B2B Sales Talk with John Barrows

John Barrows
  • 4.6 (198)
  • BUSINESS
  • UPDATED WEEKLY

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.

  1. 3D AGO

    Why Trust Is the Ultimate Sales Advantage in the AI Era with Tim Castle

    AI is changing sales. But trust still wins deals. In this episode of Make It Happen Mondays, John Barrows sits down with negotiation expert Tim Castle to break down what it actually takes to negotiate and close deals in today’s AI-driven sales environment. They dive into the real difference between influence and manipulation, why belief in what you sell matters more than ever, and how preparation, emotional awareness, and cultural nuance shape successful negotiations. Tim also explains how AI can help sales professionals prepare faster while reminding us that human connection and trust are still the ultimate advantage. If you're serious about improving how you sell, negotiate, and build trust with buyers in the AI era, this episode delivers practical insights you can apply right away. Want to sharpen your sales skills and stay ahead of the curve? Head over to www.jbarrows.com and start building the systems that help you close more deals. What You’ll LearnWhy belief in your product mattersInfluence vs manipulation in negotiationsHow top negotiators prepareUsing AI for better sales prepWhy trust still wins in sales Tim Castle is a globally recognized negotiation expert ranked among the Top 30 Negotiation Professionals in the World (2025) by Global Gurus. He is an award-winning author of multiple bestsellers, including The Art of Negotiation and The Momentum Sales Model, and the founder of the Negotiation Edge Training Academy. Tim works with ambitious organizations that want to win negotiations with integrity, build influence, and create stronger buyer relationships in an increasingly AI-driven world. Connect with Tim Castle: Website: https://www.timjscastle.com/ Facebook: https://www.facebook.com/TimJSCastle LinkedIn: https://www.linkedin.com/in/timcastle3/ Instagram: https://www.instagram.com/timjscastle/ X: https://x.com/TimJSCastle TikTok: tiktok.com/@timjscastle Tim's Bestselling Books Amazon: https://www.amazon.com/stores/Tim-Castle/author/B07G6LF77C? John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today’s AI-driven sales environment. Connect with John Barrows: LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/ TikTok: https://www.tiktok.com/@johnmbarrows Check out John's Membership: https://go.jbarrows.com/ Join John's Newsletter: https://www.jbarrows.com/newsletter

    58 min

  2. MAR 9

    The Biggest Sales Shift Since the Internet with Peter Grant

    Artificial Intelligence is transforming sales faster than any technology shift we’ve seen before. In this episode of Make It Happen Mondays, John Barrows sits down with Peter Grant, CRO of You.com and a four-time unicorn operator who helped scale companies like Salesforce and Siebel. Peter shares his journey from the British military to enterprise software leadership, and how that experience shaped his approach to leadership, hiring, and sales discipline. The conversation dives deep into how AI is changing enterprise sales, go-to-market strategies, and the future of work. They explore why AI literacy is becoming a mandatory skill, how sales organizations are evolving, and why the gap between top performers and average sellers is about to grow dramatically. If you work in sales, leadership, or technology, this episode will challenge the way you think about productivity, hiring, and the role of AI in modern business. What You’ll Learn in This Episode • How Peter Grant went from the military to leading revenue at multiple unicorn companies • Why AI is the biggest disruption to sales since the internet • The evolving role of sales professionals in an AI-driven world • Why top performers are becoming even more effective with AI tools • The risks of relying too heavily on AI without critical thinking • How enterprise companies are adopting AI and measuring ROI • The importance of AI literacy for professionals in every industry • Why the future of work will reward curiosity, adaptability, and continuous learning About the Guest Peter Grant is the Chief Revenue Officer at You.com, an AI platform helping enterprises deploy generative AI solutions with measurable ROI. He has helped scale several high growth technology companies, including Salesforce and Siebel, and is known for building high-performing revenue teams in emerging technology markets. MIHM Peter Grant Key Takeaways AI is accelerating the performance gap. Top performers who embrace AI will become dramatically more productive, while those who rely on outdated processes risk falling behind. AI literacy is becoming essential. Understanding how to effectively use AI tools will soon be a core skill across nearly every profession. Sales roles are evolving. The traditional sales process is changing as buyers gain access to more information and automation tools. Curiosity and adaptability matter more than ever. Professionals who continuously learn and experiment with AI will have a significant advantage. Resources Mentioned You.com – https://you.com/business John Barrows Training – https://jbarrows.com

    1 hr
  3. The ABCs of True Leadership with Stefan Feuerstein

    MAR 3

    The ABCs of True Leadership with Stefan Feuerstein

    Stefan Feuerstein isn’t just an expert in delegation—he’s a humanitarian leader with a track record of real-world impact. In this powerful episode, Stefan joins John to unpack the simple but transformational delegation model from his book ABC Delegation. But this conversation goes far deeper than business. Stefan’s approach—Autonomy, Briefing, and Consent—was born not in a boardroom, but in the field. From leading 250 people in Honduras (the murder capital of the world) to supporting migrant children at the U.S. border, Stefan’s leadership method was forged under pressure in some of the world’s most difficult environments. Together, they break down the mindset shift needed to delegate effectively (especially for control-prone entrepreneurs), the practical framework for implementing ABC, and real examples of how it’s driving results for teams worldwide—from humanitarian missions to Fortune 500 companies. If you’ve ever said “I’ll just do it myself,” this episode will challenge you—and give you the tools to lead and let go. 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: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-feuerstein-0b35a7117/ Check out Stefan's Website: https://abcdelegation.com/

    55 min
  4. When “Business as Usual” Isn’t Normal Anymore with Devin Reed

    FEB 23

    When “Business as Usual” Isn’t Normal Anymore with Devin Reed

    This episode is different. Devin Reed returns to the podcast—but this time, it’s not about content strategy, marketing tactics, or growth frameworks. It’s about something far more personal and far more relevant. After posting a powerful message about how “business as usual” feels disconnected from reality right now, Devin made a conscious decision to stop staying quiet. That post sparked this conversation. Together, John and Devin unpack what it means to: Speak up without becoming divisiveUse your platform responsiblyNavigate uncertainty without pretending everything is fineFind your voice when you’re not sure what to sayLead with integrity in emotionally charged times This is a raw, thoughtful discussion about privilege, responsibility, fear of backlash, and the tension between staying silent and standing for something. It’s not about politics. It’s about humanity. It’s about leadership. If you’ve been feeling the disconnect… If you’ve been unsure how to show up… If you’ve been wrestling with whether to speak or stay quiet… This conversation might help you find clarity—and maybe even a little courage. 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: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Devin on LinkedIn: https://www.linkedin.com/in/devinreed/ Check out Devin's Website: https://www.thereeder.co/

    49 min
  5. Coaching the Coaches in Sales with Saif Khan

    FEB 16

    Coaching the Coaches in Sales with Saif Khan

    In this episode of Make It Happen Mondays, John sits down with Saif Khan, Regional VP of EMEA and APAC at Semrush, one of the top SaaS platforms helping digital marketers drive visibility, traffic, and growth. But this episode isn’t just about tools or tactics—it’s about the real human side of sales leadership. From growing up in a council estate in West London to building elite sales teams across two continents, Saif shares how a single ride-along with his uncle sparked his lifelong passion for sales. He breaks down how five years in retail taught him more about buyer psychology than any formal sales training ever could—and why emotional intelligence, not just methodology, is the real differentiator in today’s market. The conversation dives into: • How burnout creeps in even during “success” • Why Saif hit pause on his career for a solo journey through Southeast Asia • The coaching crisis in frontline management • The line between AI augmentation and AI dependency—and what it means for the future of leadership. Whether you’re an SDR, a VP, or somewhere in between, this episode is packed with real stories, fresh takes, and valuable lessons for anyone navigating the evolving world of modern sales. 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: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Saif on LinkedIn: https://www.linkedin.com/in/saif-khan-cism/ Check out Saif's Website Semrush: https://www.semrush.com/ Check out these additional links for Semrush Employment Opportunities: https://careers.semrush.com/jobs/ Apple Podcast: https://podcasts.apple.com/es/podcast/technically-her/id1871241654?l=en-GB Spotify: https://open.spotify.com/show/7nBfeFVia9d7ClK7CVOBcV?si=9ef5467e40644435 Instagram: https://www.instagram.com/semrush_life/# Youtube: https://www.youtube.com/@SemrushLife LinkedIn: https://www.linkedin.com/company/semrush/posts/?feedView=all TikTok: http://tiktok.com/@semrushlife

    58 min
  6. HR Truth Bombs for Managers with Ashley Herd

    FEB 9

    HR Truth Bombs for Managers with Ashley Herd

    In this episode, John sits down with Ashley Herd, a former General Counsel and HR executive turned founder of Manager Method — a movement and book that gives managers the real-world tools no one else teaches. She’s also a LinkedIn Learning instructor, podcast host, and a powerful advocate for human-first leadership. Ashley brings a sharp legal and HR background from brands like KFC and McKinsey, and shares how those experiences opened her eyes to a problem most companies ignore: we don’t train our managers. This conversation dives into: Why most managers are set up to failHer signature framework: Pause. Consider. Act.How to shift from micromanagement to trustThe three leadership styles: Tight Jeans, Sweatpants, and Cozy JoggersWhat KFC taught her about recognition and cultureHow to support employees during grief, loss, and hard times If you’re a frontline manager, a senior leader, or someone trying to improve your org’s leadership culture, this episode is packed with honest insight, practical frameworks, and real empathy for the people doing the hardest job in business: managing other people. 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: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Ashley on LinkedIn: https://www.linkedin.com/in/ashleyherd/ Check out Ashley's Website: https://www.managermethod.com/ Get Ashley's Book "The Manager Method" Here: https://www.amazon.com/Manager-Method-Practical-Framework-Support/dp/B0F88XQ919/ref=sr_1_1?crid=3OXJB8FFOLV4P&dib=eyJ2IjoiMSJ9.gCPkw0XjqseVzVOGs73g3eB07oBsCIPccO7Bg_F6_pJUk_7hYRf_o4C7UEKTRNAKfZZubHS4muiYeQwrCl2bTruXHFHdVzSIcOgY2Ro0vyR55Lg6emhKDYAInm1NlGQq4aRtfUIBaphOf1El-r00xw.zVw99DEqK3s5Fks8X-BIFrh6_YByNw6CA-exZYjmUhw&dib_tag=se&keywords=ashley+herd&qid=1770643943&sprefix=Ashley+Herd%2Caps%2C142&sr=8-1

    1h 8m
  7. Unstress Your Leadership Style with Guest Amy Leneker

    FEB 2

    Unstress Your Leadership Style with Guest Amy Leneker

    Amy Leneker is a recovering workaholic turned joy strategist—and her message couldn’t be more timely. In this episode, Amy joins John to share insights from her upcoming book Cheers to Monday, a science-backed guide to breaking the cycle of burnout and embracing joy as a leadership strategy. A former C-suite executive and advisor to Fortune 100 companies, Amy opens up about hitting rock bottom—not once, but twice—and what it taught her about stress, success, and what really matters. She introduces her “Un-Stressing Method”: See, Sort, Solve, Celebrate—a practical and empowering framework that helps leaders manage their own stress while reducing the stress they place on others. They also dive into concepts like the Stockdale Paradox, the difference between happiness and joy, and why emotional honesty is the new leadership superpower. This episode is packed with actionable tools, honest reflection, and a refreshing take on what it really means to thrive in today’s high-pressure 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/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyleneker Check out Amy's Website: https://www.amyleneker.com/ Connect with Amy on IG: https://www.instagram.com/amy.leneker/ Get Amy's Book "Cheers to Monday" Here: https://www.amazon.com/Cheers-Monday-Surprisingly-Simple-Method/dp/1394388802 Check out Amy's Podcast "Less Stress, More Joy" Here: https://podcasts.apple.com/us/podcast/less-stress-more-joy-with-amy-leneker/id1864772376

    56 min
  8. The NeuroStrategy™ Behind Buyer Behavior with Jake Stahl

    JAN 26

    The NeuroStrategy™ Behind Buyer Behavior with Jake Stahl

    In this episode of Make It Happen Mondays, John Barrows sits down with Jake Stahl, a former top-tier sales trainer turned psychological strategist and the creator of NeuroStrategy™—a groundbreaking approach that merges psychology, instructional design, and neuroscience to transform how companies train, sell, and scale. As the founder and CEO of Orchestraight, Jake has reimagined the sales enablement process through a psychological lens, revealing what really drives human decision-making. In this conversation, he and John explore how sales reps can better connect, communicate, and build trust by understanding the subconscious factors that influence every deal. They dive into topics like neuro-linguistic programming, instructional design, and the science behind engagement, unpacking how these tools can elevate your entire sales process—from first touch to closed won.If you’re tired of generic tactics and want to understand the deeper why behind successful selling, this episode delivers insight, science, and practical frameworks to sharpen your edge. 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: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakestahl/ Check out Jake's Website: https://orchestraight.com/ Connect with Jake on IG: https://www.instagram.com/jakethemindmechanic/ Get Jake's Book "Own the Room" Here: https://www.amazon.com/Own-Room-Communicate-Heard-Respected/dp/1968318259/ Check out the Own the Room Podcast with Jake Stahl Here: https://podcasts.apple.com/us/podcast/own-the-room/id1800525151

    1h 4m
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4.6
out of 5
198 Ratings

About

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.

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