Podcasts about jb sales

Buyers have more information than ever, but that does not mean they have more confidence.In this episode, John sits down with Zachary Gropper, Founder and CEO of Insight Revenue, to talk about Challenger, platform sales, AI research, buyer validation, and why old sales motions are breaking under modern buying pressure. Zachary brings a practical lens from his years around CEB, Gartner, Challenger, Pavilion, and the teams now trying to sell more complex platform solutions in a market full of stalled deals.If you are in sales, leadership, enablement, or go-to-market strategy, this conversation gives you a clearer way to think about insight, trust, buyer confidence, change management, and what sales reps still need to do when buyers already show up with AI-generated research.Want to build a stronger sales motion before buyers get even harder to move? Visit Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy simply sending methodology books does not change sales behaviorHow AI can make reps sound smart while weakening real credibilityWhy buyers now need validation and trust before they commitHow platform sales require change management, not just product positioningWhy sellers need to build a bridge from customer strategy to the outcomeWhy asking why matters when buyers come to the call with AI researchZachary Gropper is Founder and Chief Executive Officer of Insight Revenue. With more than twenty years studying the art and science of B2B sales and marketing best practice at CEB, Gartner, Challenger, and Pavilion, he helps commercial teams bring repeatable practices, processes, and go-to-market strategies into companies of any size or industry.Connect with Zachary Gropper:Facebook: https://www.facebook.com/zgropper/LinkedIn: https://www.linkedin.com/in/zgropper/Learn more About Insight Revenue:Website: https://www.insightrevenue.com/LinkedIn: https://www.linkedin.com/company/insightrevenue/Youtube: https://www.youtube.com/channel/UCutptmXap5pi5PuPZcU1fDQJohn 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

AI role-play is not another tool to dump on your sales team.In this episode, John sits down with Neha Gupta, Founder and CEO of Breakthrough AI, to talk about why traditional role-play fails, why managers are often asked to coach without the tools or time to do it, and how AI can help reps practice hard conversations before the pressure hits. Neha breaks down what makes AI role-play feel realistic, why audio can be more effective than distracting avatars, and why adoption depends on structure, leadership energy, and deliberate practice.If you are in sales, leadership, enablement, RevOps, or any role responsible for improving rep performance, this conversation gives you a practical way to think about AI coaching, realistic role-play, feedback loops, remote sales teams, and the communication skills that still separate good reps from average ones.Want to help your team practice before the pressure hits? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy traditional role-play feels awkward, subjective, and hard to scaleHow AI role-play can help reps build realistic muscle memory before live conversationsWhy sales managers are often expected to coach without enough tools, time, or trainingHow leadership energy and structure can make AI training adoption actually workWhy remote teams lost some of the bullpen learning that used to happen naturallyWhy communication skills need deliberate practice before the pressure moment hitsNeha Gupta is the Founder and CEO of Breakthrough AI, a practice-first AI coaching platform helping teams master the high-stakes conversations that shape performance, client relationships, and career growth. With more than twenty years of experience across client management, strategic marketing and sales, growth strategy, brand marketing, product marketing, and business development, Neha is focused on helping teams spot communication blind spots, strengthen feedback processes, and build stronger practice loops.Visit https://joinbreakthrough.ai/ to see Breakthrough AI in action, including a demo comparing weak versus strong responses to price objections.Connect with Neha Gupta:LinkedIn: https://www.linkedin.com/in/nehagupta/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://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

Charisma is not just something you either have or do not have. It is a skill buyers can feel before the pitch even starts.In this episode, John sits down with Olivia Fox Cabane, bestselling author of The Charisma Myth, to talk about the science of charisma, presence, body language, curiosity, manipulation, and why real connection still matters in sales.If you are in sales, leadership, or any role where trust matters, this conversation gives you a practical way to think about how you show up in front of buyers. You will learn why preparation makes curiosity stronger, why presence can change the quality of a conversation, and why trying to impress people often gets in the way of real connection.Want to build stronger sales conversations before the market gets even more transactional? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy charisma is a behavior that can be learnedHow presence, power, and warmth shape trustWhy preparation can make salespeople more curiousWhy trying to impress people often backfiresHow body language starts with mindsetWhy sales should help people solve problems, not convince them into decisionsOlivia Fox Cabane is a leading authority on the science of charisma and the bestselling author of The Charisma Myth and The Net and the Butterfly, which have been translated into more than thirty languages. She previously served as Director of Innovative Leadership for Stanford's StartX accelerator and has taught on charisma, leadership, and innovation at Harvard and MIT. Her work has been featured in The New York Times, Bloomberg Businessweek, and The Wall Street Journal, and she is a cofounder of the KindEarth.Tech Foundation.Visit charismamyth.com for free sample chapters, videos, and downloadable exercises.Connect with Olivia Fox Cabane:Website: https://charismamyth.com/Instagram: https://www.instagram.com/oliviafoxcabane/LinkedIn: https://www.linkedin.com/in/ofc/Youtube: https://www.youtube.com/@oliviafoxcabaneofficialJohn 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://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

Sales reps who cannot speak the language of business are going to get exposed fast.In this episode, John sits down with Kevin Cope, founder of Acumen Learning and co-author of Business Acumen for Sales Success and See the Big Picture, to talk about why business acumen is now one of the most important skills in sales. Kevin shares lessons from his time at the Covey Leadership Center, the start of Acumen Learning, and 25 years helping companies close the gap between functional expertise and real business understanding.If you are in sales, leadership, RevOps, enablement, or any role where you need to speak with executives, this conversation gives you a practical way to think about cash, profit, assets, growth, people, discounting, cashflow, AI, and how to connect your solution to the business results buyers actually care about.Want to build stronger business acumen and sell with more executive relevance? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy business acumen is one of the first skills sales reps need to buildWhy round-number discounts can signal weak negotiation and weak business understandingHow a small discount can create a much larger hit to profitabilityWhy cash, profit, assets, growth, and people give reps a clearer business lensHow salespeople affect cashflow before and after a deal closesWhy AI research only matters if reps can translate it into business relevanceHow curiosity helps reps use AI as a learning tool instead of a shortcutKevin Cope is the founder of Acumen Learning and co-author of Business Acumen for Sales Success and the bestselling See the Big Picture. He built his career at the Covey Leadership Center, joining just before the release of The 7 Habits of Highly Effective People, and later served as president of international for the combined organization following its 1997 merger with Franklin Quest to form Franklin Covey. Through Acumen Learning, Kevin helps organizations close the business acumen gap and connect everyday decisions to cash, profit, assets, growth, and people.Connect with Kevin Cope on LinkedIn (https://www.linkedin.com/in/kevinrcope/) and grab his book, Seeing the Big Picture: Business Acumen to Build Your Credibility, Career, and Company, at https://www.amazon.com/Seeing-Big-Picture-Business-Credibility-ebook/dp/B07DPWFK7T?ref_=ast_author_mpb, to build the business acumen that earns you a seat at the table. Learn more about Acumen:Website: https://www.acumenlearning.com/Instagram: https://www.instagram.com/acumenlearning/Youtube: https://www.youtube.com/user/AcumenLearningFacebook: https://www.facebook.com/AcumenLearning/LinkedIn: https://www.linkedin.com/company/acumen-learning/?viewAsMember=trueJohn 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://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

AI can speed up the work, but it still cannot replace the human connection that moves trust forward.In this episode, John sits down with Katrin Gurvich, a GTM Strategy & Operations leader at Navan, to talk about networking, referrals, AI, hiring, and what modern sales teams need to protect as the go-to-market world gets more automated. Katrin shares how she built connection as a skill, why referrals have lost meaning when they become a checkmark, and why AI-assisted work still requires real ownership from the person using it.If you are in sales, RevOps, enablement, leadership, or any GTM role where AI is changing the way work gets done, this conversation gives you a practical way to think about human touch, buyer trust, personal brand, and how reps should use the time AI gives back.Want to build a team AI can support but never replace? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy networking is a skill you can build through repetitionWhy referrals only matter when real trust sits behind themHow AI use reveals ownership, curiosity, and judgmentWhy human connection still matters in modern GTM executionHow onsites, events, and personal touches can change sales conversationsWhy reps need to use AI-given time to get sharper, not just fasterKatrin Gurvich is a GTM Strategy & Operations leader at Navan, where she partners across sales and revenue teams to translate high-level strategy into day-to-day execution. Her work spans diagnosing business health, improving pipeline visibility, and helping revenue leaders separate real signal from vanity metrics like quota attainment.Before Navan, Katrin held roles in sales planning and analytics at Dropbox, management consulting at HealthScape Advisors, and corporate and institutional banking at PNC, giving her a cross-functional view of how strategy, data, and operations intersect. She holds degrees from the University of Michigan and Case Western Reserve University, where she studied economics, psychology, and world literature.Visit and learn more about Navan:Website: https://navan.com/LinkedIn: https://www.linkedin.com/company/navan/?viewAsMember=trueFacebook: https://www.facebook.com/GetNavanInstagram: https://www.instagram.com/getnavan/Tiktok: https://www.tiktok.com/@navan?is_from_webapp=1&sender_device=pcYoutube: https://www.youtube.com/@GetNavanConnect with Katrin Gurvich:LinkedIn: https://www.linkedin.com/in/katrin-gurvich-559142130/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/@johnmbarrowsCheck out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcastJoin John's Newsletter: https://www.jbarrows.com/newsletter

CRM is finally moving closer to where sellers actually work.In this episode, John sits down with Ryan Braastad from Microsoft to talk about agentic CRM, AI adoption, productivity tools, and why the old system-of-record model has created so much friction for sales teams. Ryan shares lessons from Forrester, Yammer, Salesforce, his own startup, and Microsoft as he explains how the next wave of CRM can move closer to the flow of work.If you are in sales leadership, RevOps, enablement, or go-to-market strategy, this conversation gives you a practical look at what AI should actually do for reps: reduce admin, improve data quality, support better habits, help leaders coach more effectively, and give sellers more time to focus on customers and revenue.Want to prepare your sales team for the next version of CRM before the market moves again? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy CRM is shifting from a system of record to a system of actionHow AI can support sellers inside the tools they already use every dayWhy CRM adoption has often failed to give reps a clear benefitHow sales leaders can think about revenue per seller as AI becomes part of the workflowWhy AI adoption should start with one specific use case, not a company-wide free-for-allWhat agentic CRM actually means and why it is different from bolting AI onto old softwareRyan Braastad is a customer-obsessed tech marketing leader at Microsoft, where he works on product strategy across Dynamics 365 and Microsoft 365, helping shape the future of agentic CRM and AI-powered productivity tools. His background spans Forrester, Yammer, Salesforce, and a self-founded fitness startup, with experience across product marketing, go-to-market strategy, productivity, collaboration, enterprise social, and business applications.Connect with Ryan Braastad:LinkedIn: https://www.linkedin.com/in/rbraastad/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

More revenue does not always mean a healthier business.In this episode, John sits down with Cruz Gamboa, founder of Ascend Growth Venture and Scaling CFO, to talk about profitability, cash flow, working capital, financial literacy, and why founders can grow revenue and still create a weaker business if the model underneath is not healthy.If you are a founder, sales leader, or rep trying to sell into executives, this episode gives you a practical look at how finance affects sales, why discounting and payment terms matter, and why business acumen is becoming one of the most important skills in a tougher market.Want to build a healthier business before growth breaks the model? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy more revenue can still create cash flow problems when the business model is not ready to scaleHow working capital creates a cash void that sales teams often overlookWhy sales reps need stronger financial literacy and business acumenHow discounting, payment terms, and deal structure can affect profit and cashWhy value creation should be understood before a rep starts negotiating priceHow Cruz thinks about efficiency, timing, and capital when diagnosing a businessWhy AI should be deployed against real constraints instead of used as a shiny efficiency playCruz Gamboa is the founder of Ascend Growth Venture and Scaling CFO. After more than two decades in corporate finance, including roles across GE Capital, GE Vernova, NBCUniversal, and Unilever, Cruz now helps founders and executives understand the financial blind spots that can quietly limit growth. His work blends CFO advisory, business strategy, and financial intelligence for leaders who want to scale with stronger profit, cash, and enterprise value discipline.Connect with Cruz Gamboa:Website: https://ascendgrowthventures.com/Scaling CFO: https://scalingcfo.io/Instagram: https://www.instagram.com/cruzgamboa.ascend/LinkedIn: https://www.linkedin.com/in/cruzgamboa/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

AI is everywhere in sales right now, but very little of it is actually moving the number.In this episode, John sits down with Gabe Larsen, CRO of Atonom, to dig into what is real, what is hype, and where AI is actually creating measurable ROI. Gabe walks through the SaaS golden age, the false positives it created, the rise of digital employees, and why most teams are still confusing efficiency with results.If you are trying to figure out where AI agents belong in your sales process, this conversation gives you a practical way to think about it: stop chasing every research bot, map the process first, and only automate the work that actually creates revenue or reduces cost.Want to reset your sales team before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy saving time with AI is not the same as creating measurable business impactWhere Gabe is seeing AI produce real ROI across coding, customer service, SDR work, and recruitingWhy perfect prep docs and research bots still fail when reps lack the fundamentalsHow digital employees could change the way sales and customer-facing teams operateWhy GTM leaders need to map the process before buying another AI toolGabe Larsen is the CRO of Atonom, an AI company building always-on AI agents, with a career spanning leadership roles at Kustomer, Meta, and InsideSales.com, where he previously served as VP of Growth and hosted the company's Sales Secrets podcast. He's known for an unconventional, science-driven approach to sales — one that's helped him close major deals and train thousands of reps to replicate his results. Check out Atonom at atonom.ai to see how AI agents can run your work end-to-end. Follow Atonom on social media to stay up to date:Li: https://www.linkedin.com/company/atonomai/X: https://x.com/atonom_aiYoutube: https://www.youtube.com/@atonomai Connect with Gabe Larsen:Instagram: https://www.instagram.com/gabelarsen/Li: https://www.linkedin.com/in/gabelarsen/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://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

The world is getting faster, but your nervous system still has to make the decision.In this episode, John sits down with Ishan Shivanand, a yogic scholar, Vedic educator, and mental health researcher born into a 21-generation lineage of yogis, to talk about stress, focus, resilience, meditation, and what it really takes to stay regulated under pressure. From growing up inside a monastery to building research-backed protocols for modern life, Ishan brings a very different lens to performance than the usual sales playbook.If you are in sales, leadership, or any high-pressure role where the pace of change is starting to wear on your focus, this conversation gives you a practical way to think about breathwork, awareness, curiosity, and the human component that still matters in an AI-driven world.Want to build more resilience before the market moves even faster? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy real joy is different from temporary achievement-driven happinessHow unresolved experiences can shape fear, behavior, and decision-makingWhy the human component is still the failure point in any systemWhy breathwork can help train the nervous system before pressure hitsHow stress can become a reverse meditation if you repeat it long enoughWhy curiosity matters more than chasing one final answerIshan Shivanand is a globally recognized yogic scholar, Vedic educator, and mental health researcher born into a 21-generation lineage of yogis. He is the creator of Yoga of Immortals, a set of evidence-based meditation protocols designed to help people build resilience, reduce stress, and improve mental well-being.If you want to go deeper into the King's meditations and ancient yogic wisdom, grab Ishan's book The Practice of Immortality at https://www.amazon.com/Practice-Immortality-Discovering-Unlimited-Positivity/dp/0306834561 — your entry point into breathwork, meditation protocols, and the philosophy behind it all. Connect with Ishan Shivanand:Website: https://ishanshivanand.com/Instagram: https://www.instagram.com/ishan.shivanand/?hl=enLi: https://www.linkedin.com/in/ishanshivanand/Fb: https://www.facebook.com/IshanShivanandX: https://www.facebook.com/IshanShivanandYT: https://www.youtube.com/c/IshanShivanand/featured?app=desktopJohn 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://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

Stress is shaping more of your decisions than you realize.In this episode, John sits down with Bryan Post, one of America's foremost child behavior experts and co-founder of The Post Institute, to talk about fear, love, stress, trauma, parenting, leadership, active listening, and why people often react from survival instead of clarity.If you are a sales leader, manager, parent, or anyone trying to communicate better under pressure, this episode gives you a practical look at how stress affects the brain, why discipline should be taught instead of punishment, and how slowing down can help people move through fear and make better decisions.Want to lead better conversations before fear takes over the room? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy fear and stress shape how people respond at home, at work, and in sales conversationsHow early experiences can influence behavior, emotional regulation, and relationshipsWhy physical presence is not the same as emotional presenceHow breathing and self-awareness can improve active listeningWhy discipline should mean teaching, not punishmentHow slowing down can help people move through fear and indecisionHow Bondify is using AI to give parents in-the-moment support without removing the human lensBryan Post is one of America's foremost child behavior experts and the co-founder of The Post Institute. For more than 20 years, The Post Institute has provided education and support to parents and professionals involved in the lives of children who have experienced trauma. Bryan specializes in a love-based treatment approach focused on understanding fear, stress, and the power of love to bring peace and healing.If you are a parent who needs support at the moment, check out Bondify — free 24/7 parenting support built on 30 years of Bryan Post's expertise. Text it like you're texting Bryan himself. Visit bryanpost.com to learn more.Bondify: https://bondify.ai/Bondify Instagram: https://www.instagram.com/bondifyofficial/Bondify FB: https://www.facebook.com/people/Bondify/61571882300625/Connect with Bryan Post:Website: https://bryanpost.com/Fear to Love: https://feartolove.com/Instagram: https://www.instagram.com/bryanpostofficial/Li: https://www.linkedin.com/in/bryanpost1/Fb: https://www.facebook.com/people/Bryan-Post-Official/61585577754101/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/@johnmbarrowsCheck out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcastJoin John's Newsletter: https://www.jbarrows.com/newsletter

AI will not fix a business that does not understand itself.In this episode, John sits down with Julie Averill, founder of Gold Thread and former CIO of lululemon, to talk about real transformation, AI adoption, technology leadership, and what companies need to understand before they rush into the next big platform shift. Julie also shares lessons from her time leading technology through major growth at lululemon, digital transformation at Nordstrom, and the early signals that told her when a system problem was really a culture problem.If you are leading sales, technology, enablement, or go-to-market strategy, this episode gives you a practical look at why AI has to serve the business, why trust still drives innovation, and why the companies that win will understand what makes them truly different before the market decides for them.Want to build the kind of team and operating model that can keep up with where business is heading next? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy AI strategy needs to start with business strategy, not technology experimentsHow the dot-com shift mirrors what companies are experiencing with AI todayWhy AI is changing how customers discover, compare, and choose brandsWhat a 20-hour website outage revealed about culture, ownership, and escalationWhy innovation depends on trust, candor, and teams that can take risks togetherWhy AI reveals organizational dysfunction instead of magically fixing itWhy real transformation requires human intelligence, not just artificial intelligenceJulie Averill is the founder of Gold Thread and former Chief Information Officer of lululemon, where she led the technology transformation that helped scale the company from $2 billion to over $10 billion in revenue. Prior to lululemon, she led omni-channel and digital transformations at Nordstrom and REI. Today, she advises boards, CEOs, and founders at the intersection of AI capability and organizational readiness, and her book Chief Impact Officer comes out June 16.Connect with Julie Averill:Website: https://goldthreadllc.com/LinkedIn: https://www.linkedin.com/in/julieaverill/Instagram: https://www.instagram.com/julie_averill_/Grab Julie's new book Chief Impact Officer, out June 16 — connect with her on LinkedIn (linkedin.com/in/julieaverill) or visit goldthreadllc.comJohn 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/@johnmbarrowsCheck out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcastJoin John's Newsletter: https://www.jbarrows.com/newsletter

AI agents are not just changing sales tools. They are changing the job of the seller.In this episode, John sits down with Kris Billmaier, Executive Vice President and General Manager of Agentforce Sales and Growth Products at Salesforce, to talk about Agentforce, headless software, AI-native sales workflows, and what happens when sellers start managing teams of agents.If you are in sales, sales leadership, enablement, or GTM strategy, this episode gives you a practical look at where humans still matter, how agents can support pipeline and qualification, and why AI adoption needs clear use cases, measurement, and training.Want to stay ahead of where sales are heading next? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy product-led growth is moving toward agent-led growthHow Salesforce is thinking about headless software and conversation-first AIWhy AI-first SaaS is not just a front-end feature or branding exerciseHow agents are changing SDR and BDR work at SalesforceWhy successful AI adoption starts with a narrow use case and a real training planWhat sellers need to become as agent teams take on more busy workKris Billmaier is Executive Vice President and General Manager of Agentforce Sales and Growth Products at Salesforce, where he leads the product strategy and vision for Agentforce Sales. With more than 20 years of experience across productivity software, search, and enterprise technology, Kris has launched category-defining products, scaled startups, and is now building a future where agents and sellers work together to grow revenue.Connect with Kris Billmaier:Website: https://www.salesforce.com/ap/Li: https://www.linkedin.com/in/krisbillmaier/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

IQ is a commodity now. AI can out-think, out-research, and out-process almost anyone in the room. So what is left?In this episode, John shares a conversation with Colleen Stanley, bestselling author and founder of Sales Leadership Development, to talk about the two things that AI cannot replicate — emotional intelligence and meaningful mentorship. Colleen has spent decades proving that EQ is not a soft skill, it is a revenue skill. And her new book, Be the Mentor Who Mattered, makes the case that the next generation of leaders cannot go it alone.They get into why self-awareness is the mega skill every sales leader needs to develop, how to give feedback without triggering defensiveness, and why the best mentorship rarely comes from a formal program. If you lead a team, coach reps, or are trying to figure out what your competitive edge looks like in a world of AI, this one is for you.Want to build the skills that hold up in any market? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy self-awareness is the mega skill and how to actually develop itHow to give feedback using empathy followed by assertivenessWhy the best mentorship happens informally, not through assigned programsHow one conversation from the right person can change your entire trajectoryWhy mentorship cultures produce two times the profit of those without themHow to find a mentee instead of waiting to be asked to be a mentorColleen Stanley is president of SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. She is the author of three books, Emotional Intelligence For Sales Success, now published in eight languages, Emotional Intelligence For Sales Leadership, and Growing Great Sales Teams.Connect with Colleen Stanley:Website: https://www.salesleadershipdevelopment.com/LinkedIn: https://www.linkedin.com/in/colleenstanleysliYouTube: https://www.youtube.com/@ColleenStanleySalesLeadershipGrab your Free Corporate Sales Training Resources: https://www.salesleadershipdevelopment.com/resources/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

AI already knows your buyer better than most sales reps do. The question is — what are you going to do about it?In this episode, John is joined by Scott Gillum, author of The Hidden Buyer Journey, to unpack seven years of research on how buyers actually make decisions — and why our sales and marketing tools are barely scratching the surface of what's possible. From personality profiling and corporate culture mapping to the death of the sales stage, this conversation goes deep on what it really takes to sell in a world where the buyer is more informed, more protected, and more machine-assisted than ever before.If you're serious about staying relevant as a sales professional in an AI-first world, this one's a must-listen.Want to make sure you're equipped before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy corporate culture predicts deal velocity better than any sales methodologyHow to use personality profiling tools to adapt your style to any buyerWhy 85% of the people who actually influence your deals aren't in your CRMThe one thing AI still can't replicate — and why it's your biggest competitive advantageWhy Return on Effort (ROE) is replacing ROI as the real measure of AI in salesScott Gillum is the Founder and CEO of Carbon Design. Prior to founding Carbon Design, he was the President of the Washington, DC office for gyro (a Dentsu agency), the world's largest B2B agency.His career follows the pipeline. Starting at the bottom closing deals as a sales rep. Then as a management consultant after graduate school, helping clients build and capture demand for sales and marketing channels. Advertising broadened his knowledge and experience in building brands and creating awareness.Along the way, he's been the head of marketing for an Inc. 500 company, and an interim CMO for a Fortune 500 company. Today, Scott helps clients improve the effectiveness of their marketing efforts up and down the funnel. From transitioning to digital to finding new ways to communicate, connect, and motivate audiences.Scott's a member of the Gartner for Marketing Leaders Council and he writes a regular column for MediaPost on business marketing. He's articles have appeared in leading publications such as Forbes, Fortune, Adage, the Huffington Post and he has contributed to various books on marketing. Additionally, his work on sales and marketing integration was made into a Harvard Business School Case Study and is taught at leading business schools across the nation.Website: https://carbondesign.com/scott-gillum/LinkedIn: https://www.linkedin.com/in/scottgillum/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

The sales playbook is being rewritten and product-led growth is at the center of it.In this episode, John sits down with Adam Carr, CRO at Apollo.io, to dig into how PLG has evolved, what AI is doing to the sales rep's role, and why the best sellers today need to think less like closers and more like go-to-market architects. From hiring smarter to building SDR programs that actually stick, this one's packed with real talk from two people who've lived it.If you're in sales leadership, trying to figure out how to build and develop a team in this new world, this episode will give you a framework to work with.Want to level up your team before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll Learn:Why people don't buy from people they like but from people they trustHow to hire intentionally and slow down when everyone's pushing you to scale fastThe difference between PLG, product-led sales, and sales-led growthWhat product signals actually matter when deciding when to bring in a sales repThe three skills every modern sales rep needs to stay relevant in an AI-first worldAdam Carr is the CRO of Apollo, where he leads the company's go-to-market strategy and revenue growth initiatives. Since joining in 2025, he has focused on scaling a modern GTM engine that blends product-led and sales-led growth, aligning sales, marketing, product, and customer success into a unified customer journey. Under his leadership, Apollo continues to support millions of users and hundreds of thousands of businesses in accelerating growth through a scalable, customer-centric platform.LinkedIn: https://www.linkedin.com/in/adamhcarr/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

The career ladder is burning. And if you are still waiting for the right moment to adapt, you are already behind.In this episode, John sits down with Ilana Golan, founder of Leap Academy, to unpack what it actually takes to own your growth in a world where 92 million jobs are projected to be displaced in the next two years. From growing up a shy kid in Israel and becoming one of the first women to lead a flight instructor squad in the Israeli Air Force, to hitting rock bottom after a co-founder betrayal and building back stronger, Ilana brings a rare combination of raw honesty and practical frameworks to this conversation.They cover the 555 rule for cutting through decision paralysis, what it means to build a portfolio career, and why people will no longer pay for knowledge but will always pay for transformation.If you are ready to stop being a one-trick pony and start building something that holds up regardless of what AI throws at you, this conversation is the one to watch. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy hard work still beats raw talent in any eraHow to use the 555 rule to escape decision paralysisWhat it looks like to lose your identity and rebuild from nothingThe case for building a portfolio career before you are forced toWhy people will not pay for knowledge but will pay for transformationIlana Golan was an F-16 Flight instructor in the Air Force and the first female commander in her squad, a tech executive, and now the founder of Leap Academy, one of the fastest-growing companies in America.Leap Academy is disrupting professional education and is the only platform in the world today that helps individuals create portfolio careers and get ready for the future of work. Her disruption of professional education has caught the attention of leaders such as Richard Branson, Garyvee, and the Presidents of some of the biggest companies in the world.Ilana won Inc 500, Startup of the Year for 2023, CEO World Award, 40 Women to Watch, and has been on the biggest stages in the world, including Tech Crunch Disrupt, Google Startup Accelerator, Inman Connect, Executive MBA Programs, and more. Ilana was also invited to give a private talk for Richard Branson and a very selected CEOs on his private island.Connect with Llana!LinkedIn: https://www.linkedin.com/in/ilanagolan/Instagram: https://www.instagram.com/ilanagolanleapWebsite: https://www.ilanagolan.com/Learn more about Leap Academy: https://www.leapacademy.com/Join her free 3-day training: www.leapacademy.com/makeithappenJohn 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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Most BDR teams are struggling right now. Connect rates are dropping, email is getting ignored, and reps are rushing to get out of the role as fast as possible. Lauren Reeves is doing the opposite, and her team is booking more meetings every single quarter.In this episode, John sits down with Lauren Reeves, BDR manager at Swap Commerce and one of the most vocal advocates for the SDR and BDR profession in Europe. Lauren built her team from 6 to 40, incentivized her reps to build real personal brands on LinkedIn, and created a culture where people actually want to stay in the seat long enough to get good at it. She shares exactly what is working right now on email, on the phone, and on social, and what is quietly killing results for most teams that are copying the playbook from five years ago.If you lead a BDR or SDR team, or you are in the role of trying to figure out how to stand out and build a career in sales, this conversation will give you the most practical and honest take on what it actually takes to win right now. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnThe hiring question Lauren asks in every interviewWhy Lauren tells every candidate upfront: I do not work with dicksWhy good BDRs should stay in the seat for at least 18 monthsWhy the no promotion before a year policy creates better salespeopleWhat is actually working right now in emailWhy the phone still convertsHow Lauren pays her reps to post on LinkedInWhat BDRs should post on LinkedInWhy costly quarterly targets work better than monthly pressureHow to spot it in an interview and how to coach it on the floorLauren Reeves is a sales leader and outbound specialist with 7 years of experience in the BDR/SDR space, known for developing high-performing business development teams. She began her career as a BDR before moving into management, where she focuses on building ambitious, growth-driven sales professionals and creating environments centered on learning, collaboration, and success. Lauren has driven significant outbound revenue growth, scaled teams across regions, and earned recognition as a top sales manager and leader in the industry.LinkedIn: https://www.linkedin.com/in/thelaurenreeves/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

This week's throwback guest has been an inspiration for me, and so many others in the sales, business, and world in general. He was on episode 60 of the 20% Podcast dating back to October of 2021, when he was the Director of Sales Execution at JB Sales. In that conversation, we discussed his early years, the inner game, finding your inner self amongst many others. Although those things haven't changed, but he has had many professional changes since then which we will talk about today. Now, he is the Founder of AMP, where they are your strategic partner in revolutionizing B2B GTM Production. They craft immersive video content and design unforgettable event activations, bridging the gap between your brand and potential clientele.This week's guest on The 20% Podcast is Morgan J. Ingram.In this episode, we discussed:- Why He Went All In On AMPWhere To Get Benefit From Influencer MarketingDoing Influencer Marketing AuthenticallyPlanning Your Marketing StrategicallyTrusting Yourself MoreWhich Passion Should I Focus On?Much more!Please enjoy this week's episode with Morgan J. Ingram_____________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

Before your buyer takes your call, their AI has already researched you, evaluated your solution, and started forming an opinion. The question isn't whether AI is changing sales. It's whether you're going to catch up to what's already happening on the other side of the table.In this episode, John sits down with Kris Lawson, the sales leader, founder of Ruby, and Snowflake alumnus, to unpack the most important shift in B2B sales that most people are completely ignoring. Kris was the first Oracle rep ever to lose a deal to Salesforce, went on to build and scale sales teams across some of the most iconic tech companies of the last 25 years, and is now building the AI-powered sales assistant he always wished he had.From how buyers are already using AI to screen vendors, to why generic AI tools will never replace purpose-built sales intelligence, to how to pick a rocket ship company before anyone else knows it's one, this conversation covers the ground that matters most right now.If you're in sales, leading a sales team, or building a company and trying to figure out how to win in an AI-saturated market, this episode will change how you think about what's coming. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy your buyer's AI is already evaluating youHow OpenAI and Anthropic told one company to "just send the documentation" and let their LLMs decideThe framework Kris uses to evaluate whether a company is worth joiningWhy the first Oracle rep to lose a deal to Salesforce ended up joining SalesforceWhy the chat interface will never work for the average sales repThe build-vs-buy fallacy in the AI era and the real risks nobody is talking aboutHow AI will reshape sales methodologiesThe rubber duck exercise and how to use AI to learn, not just executeWhy choosing the right life partner is the most important career decision a salesperson will ever makeKris Lawson is a sales leader, entrepreneur, and co-founder of Ruby (heyruby.ai) — an AI-powered sales assistant purpose-built to help sales reps be excellent in every customer interaction. Kris has spent 25 years scaling go-to-market organizations at Oracle, Salesforce, Microsoft, and Snowflake. He was the first Oracle rep ever to lose a deal to Salesforce, went on to become a key early sales leader in Canada for Salesforce, and has since built and exited multiple sales organizations in the tech sector. He is also co-founder of Snow Angels, a Snowflake alumni investor syndicate focused on data and AI startups.Connect with Kris Lawson:Website: https://www.heyruby.ai/LinkedIn: https://www.linkedin.com/in/krislawsonland/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Every founder who has ever handed sales off too early has paid for it. Every single one.In this episode, John sits down with Lou Shipley, a Harvard Business School lecturer, board member, investor, and author of Unlikely Entrepreneurs, to dig into why sales is still the most misunderstood function in business, and why founders who treat it as a second-class citizen almost always fail. Lou draws from decades of experience running companies, building sales cultures from scratch, and teaching MBAs how to sell before they ever launch a product.From cold-calling encyclopedia buyers to opening Asia for Avid Technology to building the sales curriculum at HBS, Lou has lived every stage of the sales journey, and he's done it at the highest level.If you're a founder, a sales professional, or anyone trying to understand what it actually takes to build a company in the age of AI, this conversation will challenge everything you think you know about selling. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy founders who delegate sales too early almost always failHow Lou built one of Harvard's most in-demand coursesThe cultural disdain of salesWhy sales is not about convincing anyone of anythingHow to use AI as a learning tool instead of an answer machineWhat the Guy Kawasaki GPT experiment revealedWhy curiosity is the most important professional skill in the AI eraWhat SaaS companies should be doing right nowHow to build a farm system for sales talent17 stories that prove anyone can build something worth buyingLou Shipley is a multi-time tech CEO, entrepreneur, and enterprise software leader with over 25 years of experience driving growth and innovation. He has led several successful startups through rapid expansion and acquisition, including Black Duck, WebLine (acquired by Cisco), Reflectent (acquired by Citrix), and VMTurbo. In addition to his executive leadership, Lou serves on multiple boards, teaches technology sales at Harvard Business School, and is a respected mentor, speaker, and commentator in the tech industry.Connect with Lou Shipley:Website: https://www.loushipley.com/LinkedIn: https://www.linkedin.com/in/loushipley/Grab a copy of Lou Shipley's book, “Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies,“ on Amazon: https://www.amazon.com/Unlikely-Entrepreneurs-Lou-Shipley/dp/1394345895/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

If your prospect thinks they can already get what you're selling for free, you don't have a product problem — you have a positioning problem.In this episode, John sits down with Eric Appel, CRO of Island, the company that turned a free commodity — the browser — into one of the fastest-growing enterprise security platforms in the world. Eric pulls back the curtain on how Island landed eight of the top ten US financial institutions as early customers, why the advisor network beats outbound at scale, and what today's sales reps are getting catastrophically wrong before they even open their mouths.If you're navigating a market where AI is commoditizing everything around you and buyers think they don't need what you're selling, this conversation will change how you think about value, positioning, and the future of selling. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnHow Island sold a "free" product to the world's biggest enterprises — and wonThe advisor network strategy that replaced traditional outbound prospectingWhy the first 15 sales hires at Island were all known killers — and why that mattersHow to build a real feedback loop between sales and engineeringThe three questions you should never ask a prospect (and what to do instead)Why hypothesis selling is replacing discovery in today's AI-driven sales environmentWhat separates leaders from followers in the AI era — and why followers will get left behindEric Appel is the Chief Revenue Officer at Island, the enterprise browser company redefining how organizations think about security, productivity, and AI enablement. With a career that spans Arthur Anderson, Yahoo, McAfee, and some of the most pivotal chapters in information security, Eric has spent over two decades building go-to-market engines for category-defining companies. At Island, he helped architect the sales strategy that brought the world's largest financial institutions, pharma companies, and global enterprises onto the platform — proving that even a "free" product can command a premium price when the value proposition is airtight.Connect with Eric Appel:Website: https://island.ioLinkedIn: https://www.linkedin.com/in/eric-appel-605310/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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Sales is about solving problems. It's about helping people achieve their goals—and that's exactly what innovation is at its core.In this episode, John sits down with Jason Wild, author of Genius at Scale: How Great Leaders Drive Innovation, to talk about his journey from Chicago to becoming a high-level entrepreneur. Drawing from his experience working with companies like IBM and Salesforce, he breaks down the ABC structure that helps business owners think differently and drive meaningful innovation.If you're ready to elevate how you approach growth, this conversation will challenge your perspective on leadership, strategy, and the results you're capable of creating. Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhat it's like to work with IBM and SalesforceThe ABC structure for innovationLaying out the framework for innovationAligning People In One VisionApproaching innovation in the era of AIFrom a child actor in Hollywood to tech executive in Silicon Valley, Jason Wild has collaborated with some of the most talented and creative people in the world. He is an adviser and author on growth, innovation, strategy, and leadership, having led projects in 40 countries from Disney and AT&T to NATO and the City of Paris. He is the co-founder of Wild Innovation Consulting and helps leaders and organizations unlock their genius at scale, with significant experience in AI, business, and operating models, and digital transformation. He worked for over 20 years in executive roles at Microsoft, IBM, and Salesforce. He is dedicated to ensuring that AI and emerging tech benefit all of humanity.Connect with Jason Wild:Website: https://geniusatscale.com/LinkedIn: https://www.linkedin.com/in/jasonwild/Get a copy of “Genius at Scale: How Great Leaders Drive Innovation” on Amazon: https://www.amazon.com/Genius-Scale-Great-Leaders-Innovation/dp/1647827507John 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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Start by asking yourself: What am I good at? What do I love doing? And ultimately, what will I get paid for?In this episode, John is joined by Roderick Jefferson to have a real conversation about ambition, ego, and the true cost of success across our lives, relationships, and leadership. Together, they unpack the importance of slowing down, why constant hustle can come at a price, and the powerful lessons Roderick learned after experiencing a stroke.If you're at the stage where you're focused on building a legacy and discovering your deeper “why,” this episode will challenge and expand your perspective on what it really means to be successful.Want to equip yourself for success before it's too late? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy work-life balance is a lieThe impact of taking a breakHow to use AI to your advantageUnderstanding ambition vs egoBuilding your own legacyRoderick Jefferson is an internationally recognized speaker, author, and thought leader who lives and breathes enablement. With more than 25 years of experience, he has held senior executive positions at companies such as Siebel, NetApp, Salesforce, Oracle, and others. He had delivered keynotes, guest lectures, webinars, and podcasts in fourteen countries at prominent events and conferences, sharing his vibrant and engaging insights with a worldwide audience. Roderick is an acknowledged thought leader in the enablement space and the author of Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence™, an Amazon #1 New Release and best-selling book, and the Sales Enablement 3.0 Companion Workbook™, which guides organizations aiming to enhance their sales strategies through effective enablement practices.Connect with Roderick Jefferson:Website: https://www.roderickjefferson.com/ LinkedIn: https://www.linkedin.com/in/roderickjefferson/ Facebook: https://www.facebook.com/ThevoiceofRod/ Instagram: https://www.instagram.com/roderick_j_associates/?hl=en YouTube: https://www.youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ X: https://x.com/thevoiceofrod?lang=en Grab a copy of “Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence” on Amazon: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190903 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

Most startups obsess over growth. Very few actually understand when scaling makes sense—and when it doesn't.In this episode, John talks with Mark Roberge about the real science behind building and scaling a company. They unpack the myths around product-market fit, the ethical decision point every salesperson faces, and why revenue alone can be a dangerously misleading signal for founders.If you're building, selling, or leading a team, this conversation will challenge how you think about growth, customer value, and the future of sales in an AI-driven world.Ready to sharpen your sales skills and stay relevant in a rapidly changing market? Head over to www.jbarrows.com and keep learning how to Make It Happen.What You'll LearnWhy revenue isn't product-market fitThe ethical decision point in salesWhy retention beats new revenueThe role of a customer success matrixHow AI may reshape sales careersMark Roberge is the founding CRO of HubSpot, where he scaled revenue from zero to over $100M and helped take the company public. After leaving HubSpot, he joined the faculty at Harvard Business School and co-founded Stage 2 Capital, the first VC firm run and backed by go-to-market leaders. He's also the author of The Science of Scaling, which introduces a data-driven framework to help founders decide when to scale, how fast to grow, and whether scaling makes sense at all.Connect with Mark Roberge:LinkedIn: https://www.linkedin.com/in/markrobergeInstagram: https://www.instagram.com/roberge_markX: https://x.com/markrobergeMark's Bestselling Books Amazon: https://www.amazon.com/stores/author/B00NSKE4WYJohn 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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

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 salesTim 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/TimJSCastleLinkedIn: https://www.linkedin.com/in/timcastle3/Instagram: https://www.instagram.com/timjscastle/X: https://x.com/TimJSCastleTikTok: tiktok.com/@timjscastleTim'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/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Buy our book: https://amzn.eu/d/5MXG94J In this episode of We Have A Meeting, we sit down with legendary sales trainer and CEO of JB Sales, John Barrows - the man who has trained teams at Salesforce, LinkedIn, Google, Amazon and some of the fastest-growing companies in the world. John breaks down exactly why most sales reps are becoming irrelevant, how AI is transforming the sales role faster than anyone expected, and why curiosity, EQ, and actually “giving a sh*t” are now the most valuable skills in modern selling. We dig into: • The future of sales in 2025 and beyond • Why AI will eliminate average reps but make great reps unstoppable • How young reps can stand out in a world of automated outreach • Cold calling techniques that actually work today • Founder-led sales vs. sales teams • How to add real value instead of sending generic “touching base” emails • John's Iron Man analogy for the future of top reps • Why believing in what you sell matters more than anything • The mindset shift that turns average performers into top 10% reps If you're in sales - SDR, AE, founder, or building your own business - this is one of the most important conversations you'll hear this year Connect with John Barrows: Website: jbarrows.com YouTube: @JohnMBarrows Instagram: @johnmbarrows Sales people: what's the biggest challenge you're seeing right now - AI, mindset, or skill?

In this 3–5 minute sneak peek from our full conversation with John Barrows, CEO of JB Sales, he shares the blunt truth every sales rep needs to hear: AI isn't replacing sales… It's replacing sales reps who bring nothing to the table. John explains why: - Inbound SDR roles are disappearing - AI now answers buyers' questions better than reps - Product knowledge and real value matter more than ever - Average reps will be automated out of existence - The top 10–20% will thrive by becoming “Ironman sellers” - Curiosity + EQ will be the ultimate superpower in 2025 If you're in sales, this is your wake-up call. Full episode drops tomorrow at 5pm. Subscribe so you don't miss it. Stay sharp. Stay valuable. Don't get replaced.

This week's throwback guest has been an inspiration for me, and so many others in the sales, business, and world in general. He was on episode 60 of the 20% Podcast dating back to October of 2021, when he was the Director of Sales Execution at JB Sales. In that conversation, we discussed his early years, the inner game, finding your inner self amongst many others. Although those things haven't changed, but he has had many professional changes since then which we will talk about today. Now, he is the Founder of AMP, where they are your strategic partner in revolutionizing B2B GTM Production. They craft immersive video content and design unforgettable event activations, bridging the gap between your brand and potential clientele.This week's guest on The 20% Podcast is Morgan J. Ingram.In this episode, we discussed:- Why He Went All In On AMP- Where To Get Benefit From Influencer Marketing- Doing Influencer Marketing Authentically- Planning Your Marketing Strategically- Trusting Yourself More- Which Passion Should I Focus On?- Much more!Please enjoy this week's episode with Morgan J. Ingram_____________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

In this week's episode, I am playing a throwback episode with my friend John Barrows. When I first got into Sales, I looked up to John, learned from his content, and went through his training. Now, it is so great to continue learning from him and to call him a friend. This was a throwback to the two year anniversary of starting the show.Hard to believe this is episode 104, which marks the 2 year anniversary of the show. I started the show just as an idea, and I really did not even know what I was doing. 2 Years later, I have shown up for 104 straight weeks learning in public as I share the conversations I've had with world-class professionals across all industries. From TedX Speakers, Ex-Navy Seals, to the world's best sales leaders and practitioners, this journey has been something I could have never expected, and we are just getting started! This week's guest is the first repeat guest on the show, John Barrows. John is the Founder and CEO of JB Sales, which he founded as a response to the incredibly limited amount of formal academic sales training. I first met John while interviewing at JB Sales, and had him as my guest for episode 34, where I just introduced the Sales Series of the show. In today's episode, we discussed:John's First Job Selling Pumpkins How You Have To Earn EverythingIs Sales More Art or Science? The Need For Process Design ThinkingEnergy ManagementMuch More!Now, please enjoy this week's episode with my friend, John Barrows_____________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

How can empathy, curiosity, and belief transform your sales strategy in the age of AI?In this episode of The Hard Corps Marketing Show, I sat down with John Barrows, CEO of JB Sales. John shares his powerful perspective on what today's sales professionals need most, and why genuine belief in your product is the most underrated sales superpower.John breaks down why AI is a valuable assistant but can't replace the deeply human skills of empathy and curiosity. He unpacks how the classic predictable revenue model may be hurting customer experience, and why the future of sales belongs to reps who master emotional intelligence and meaningful connection.In this episode, we cover:Why belief in your product is the foundation for successful sellingHow AI can support — but not replace — human connection in salesWhy personalization must be rooted in empathy, not just dataThe importance of cross-functional learning and customer-centric sales cyclesIf you're ready to lead a sales team that thrives in a high-tech, human-first world, this episode is packed with insights you won't want to miss!

This is a throwback episode, and at the time of recording, Morgan was the Director of Sales Execution and Evolution at JB Sales, where he took on the roles of both sales rep, as well as trainer. Along with selling and training, he hosted The 1UP Formula Podcast, was Co-Founder of Sales for the Culture, and also created the SDR Chronicles, where he provides motivation, tactics and skills for all aspects of the SDR Journey. On top of this all, he was also recognized as a LinkedIn Top Sales Voice in 2018, 2019, and 2020, as well as a Top 25 Sales Development Thought Leader. Fast forward, he is now the Founder/CEO of AMP! In this episode, we discussed: The Early years and how Morgan became who he is today The importance of selling something you love and are actually excited about Finding your inner self through clarity and happiness Being the student and learning from others Finding Your Core Values Taking Time To Recharge Much More! Enjoy this conversation with Morgan J. Ingram ______________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Today's guest is a first-time SaaS marketing executive who's building a legacy and reputation for building brand and demand at impressive startups.Meet Mark Huber, VP of Marketing at UserEvidence. He's had an impressive career journey from self-teaching to becoming a VP in B2B tech. He's known for his dynamic and impactful marketing strategies and for maintaining an aspirational work-life balance. Mark's story is one of relentless dedication, adaptability, and the courage to balance creative passions with executive responsibilities. But he's not done—he's had his sights set on becoming a CMO, and he knows how he's going to get there.In this episode, we also dive into the nuances of decoupling self-worth from work, handling the pressure of hitting targets, and the importance of work-life balance. Here are a few of my favorite insights from Mark:Why it's important to detach happiness from metrics and stay even-keeled for your own self-worth Why honesty and accountability are the two most important characteristics of any strong marketing or sales teamThe importance of work ethic, trustworthiness, and genuineness when it comes to interviews and climbing the career ladder And Mark's tips for seeking roles and work environments where you can find joyJump into the conversation: (02:39) The Journey to Becoming a VP(34:01) Balancing Passion and Career(35:41) Work-Life Balance Culture(48:37) Confidence and Self-Belief(59:30) Analyzing Failures and Learning⬛ Follow Mark on LinkedIn https://www.linkedin.com/in/markehuber/⚫ Check out JB Sales https://bit.ly/4b6JbehMore from The Reeder:

John Barrows is the CEO of JB Sales and honestly one of my idols so it's with great pride and honor that I can say this is his second time on the show.In the first part of the discussion we get into some of the business lessons that John took from 2023 and as a result the adjustments he ‘s made in his company this year to remain profitable and fulfilled. From there we get into debunking the Predictable Revenue model, highlighting the transformative power of AI in sales, and what makes for a kick ass sales kick off. Toward the end of the conversation I hit John with some rapid-fire questions on topics like remote work, his preferred CRM, the future of Sales Development and we even talked a bit of hip-hop. In a serendipitous twist, the episode wraps up with a story about the number 55, and this just so happens to be our 55th episode.#salesconsultantpodcast #artificialintelligence #aininsales #salestrainer #salestraining #ceo #founder #entrepreneurship #crom #salesdevelopment #predictablebrevenue #accountexecutive #fullcyclessales #prospecting #fillthefunnel #makeithappen #55Time Stamps:[02:30] - John reflects on lessons from 2023 and how he's adjusting in 2024. He shares some incredible business lessons on building a business because you can versus because you wanted to.[12:00] - Why John thinks the Predictable Revenue model is a joke.[15:49] - How AI is changing the game and how salespeople won't be replaced by AO but by people who know how to use AI.[22:20] - John shares an AI tool he uses to analyze a client's 10-K report and suggests outreach messaging based on what you offer.[24:20] - What makes for a kick ass Sales Kick Off along with some horror stories from someone who has presented and trained at a tone of them.[35:20] - We jump into some rapid fire questions about AI, the Super Bowl, Hip-Hop, remote work, his preferred CRM and why he switched recently, and the future of Sales Development.Connect with John:John's LinkedIn page: https://www.linkedin.com/in/johnbarrows/JB Sales Training: https://www.jbarrows.comSell better website: https://sellbetter.xyzConnect with Derrick:Derrick's LinkedIn Profile: https://www.linkedin.com/in/derrickis3linksales/Follow Derrick on Instagram @derrickis3linksalesThese interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Join us for the latest edition of the Sales Code Leadership Podcast!This week, we welcome John Barrows - John is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He has trained and consulted with some of the world's fastest growing sales teams like Salesforce.com, Zoom, Amazon, LinkedIn and many others.He's an active seller who still does his own prospecting and manages all his own deals because he believes that you can't teach Sales unless you live it, especially with how fast everything is evolving in the space right now.Connect with the show host Kevin Thiele: https://www.linkedin.com/in/kevinthiele/

Episode 038: In this episode of The Connected Advisor, Kyle Van Pelt is joined by John Barrows, Founder and CEO of JB Sales. John has a wealth of experience in all aspects of business and sales, from making 400 dials a week to leading a self-funded team from startup through acquisition, starting his own business, and now working with some of the world's fastest-growing and most dynamic companies. He believes that, when done right, sales is one of the greatest professions in the world, but when done wrong, it's one of the worst.  John talks with Kyle about bringing rainmakers back to the financial services industry. They delve into the challenges sales professionals face and the need for a strong work ethic to succeed. John emphasizes the value of having a plan, working hard, and consistently adding value to clients. He also shares practical tips on how to cut through the noise, build a personal brand, and leverage AI in sales and marketing. Join us as we discuss: [02:12] - What stops people from being rainmakers. [07:10] - What hard work means in today's day and age. [11:42] - Utilizing networking groups for lead generation. [14:28] - How salespeople can cut through the noise and get recognized. [16:36] - A story about how providing value makes a difference in financial services. [22:44] - Tactical tips on adding value to clients. [30:31] - What it takes to build a brand. [33:03] - How to avoid repeating the same message in sales. [37:12] - John's book recommendation about sales. [40:04] - How John leverages AI. [44:45] - Milemarker minute: John's potential career outside sales, the NFL draft, his bucket list of travel destinations, and book recommendations. [47:56] - Where to find John's content. Key Takeaways In sales, having a strong work ethic is crucial for success. Sales professionals need to put in the effort and have a clear plan to achieve their goals. Building a personal brand requires consistently adding value to your audience. To cut through the noise, sales professionals should have a reason for every client interaction.  AI can be a valuable tool in sales and marketing, but it should augment the advisor's role rather than replace it. Sales professionals can leverage AI to curate content, stay updated on industry trends, and provide personalized insights to clients. Quotes "Touching base and checking in should be erased from every sales rep's and producer's vocabulary. They should start every conversation with, 'The reason for my call is.' If you cannot finish that sentence, you should not make the phone call. And it better be something better than, 'I'm going to sell you something.'" ~ John Barrows  "Most people don't build their brands because there are no short-term results and no short-term gratification to it. A brand is a long-term play, but especially in this world of AI, if you are not working on your brand, AI is going to take over your brand." ~ John Barrows  "There's always somebody one step ahead of you, and there's always somebody one step behind you. Follow the people who are one step ahead of you, consume their content, and then translate it down to the people who are one step behind you." ~ John Barrows Links  John Barrows on LinkedIn John Barrows on Twitter John Barrows on Instagram JB Sales Northwestern Mutual Feedly Michael Kitces The Challenger Sale The Challenger Customer The JOLT Effect Perplexity Crystal Knows Greenlights Make It Happen Mondays Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

This week's guest has been an inspiration for me, and so many others in the sales, business, and world in general. He was on episode 60 of the 20% Podcast dating back to October of 2021, when he was the Director of Sales Execution at JB Sales. In that conversation, we discussed his early years, the inner game, finding your inner self amongst many others.  Although those things haven't changed, but he has had many professional changes since then which we will talk about today. Now, he is the Founder of AMP, where they are your strategic partner in revolutionizing B2B GTM Production. They craft immersive video content and design unforgettable event activations, bridging the gap between your brand and potential clientele. This week's guest on The 20% Podcast is Morgan J. Ingram. In this episode, we discussed:- Why He Went All In On AMP - Where To Get Benefit From Influencer Marketing - Doing Influencer Marketing Authentically - Planning Your Marketing Strategically - Trusting Yourself More - Which Passion Should I Focus On? - Much more! Please enjoy this week's episode with Morgan J. Ingram _____________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales.KEY TAKEAWAYSThe importance of authenticity in sales and staying true to oneself.Navigating the shift in sales fundamentals and learning from both old and new practices.Lessons from John's journey in sales, from DeWalt power tools to leading JB Sales.The value of immediate and objective AI-driven feedback in coaching and improving sales performance.Overcoming challenges in the corporate world and finding success by staying true to one's values.QUOTES"Lying is hard. It's easier to be authentic and genuine in sales.""Coaching is the number one thing a manager should do, but it's often not what they do.""If you're surprised that your manager is an asshole during a performance review, you haven't been paying attention.""The endorphin component of immediate feedback is crucial for reps' growth.""AI coaching tools can provide objective insights, eliminating subjectivity in feedback."Find out more about John Barrows through the links below:LinkedIn: https://www.linkedin.com/in/johnbarrows/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.https://www.alexandergroup.com/

John has been fortunate in his career to be exposed to all aspects of Business and Sales from making 400 dials a week, to leading a self funded team from startup through acquisition, starting his own business and now working with some of the fastest growing and most dynamic companies in the world like Salesforce, LinkedIn, Google, Amazon and many others. These experiences have allowed him to create and share content to help others grow and hopefully not make as many mistakes as he did on their path to success. He is also humbled to be recognized by many different publications who share his desire to elevate the people and profession of Sales. --- Support this podcast: https://podcasters.spotify.com/pod/show/dylanconroy/support

Our guest for Episode 8 is John Barrows, Founder and CEO of JB Sales. With more than 25 years of experience, John's mission is to enhance the performance of sales reps while elevating the sales profession.  In this episode, Ross talks to John about how to master the science of sales by mapping out the buying and selling process, confirming and controlling the conversation, and leveraging a shared agenda. 

Set yourself up for a transformative learning experience that will redefine your perspective on SaaS leadership and sales as Jeff Mains talks with John Barrows – CEO of JB Sales, on creating an empowering sales environment and developing a personalized sales methodology. John discusses the shifting dynamics of sales, the role of sales reps in this digital era, and the importance of providing value rather than persuading clients. With the multitude of sales methods available, he debated the efficacy of singular methodologies and stressed the necessity of creating a personalized methodology to meet specific sales needs.Navigate through John's unique sales training approach, his journey in the industry, and his view on the evolving landscape of sales, ensuring a comprehensive understanding of the SaaS sales ecosystem. Tune in and get ready to transform your sales game.Key Takeaways[00:02:37] - Embrace diversity and foster unity.[00:05:30] - Sales expert shares valuable insights.[00:12:28] - Sales professionals need empathy and business acumen.[00:15:05] - Embrace curiosity in sales.[00:19:00] - Sales profession and education system.[00:28:10] - Build your own sales methodology.[00:34:49] - Sales reps need to add value.[00:38:59] - The "last mile" of personalization and human connection.[00:42:59] - Sales is a transfer of enthusiasm.[00:46:10] - Structure and values drive success.[00:54:47] - Listen and be customer-focused.[00:55:32] - Asking questions is key in objection handling.[01:00:03] - B2B SaaS marketing in 2024.Tweetable Quotes"And now that things are hard, we've skipped the fundamentals for an entire generation of sales professionals." - 00:11:31 John Barrows"Once you fit the mold of somebody I think that we can do it, I actually start asking you all the questions why you shouldn't do business with me, because you're going to figure that out eventually." - 00:15:30 John Barrows“In my opinion, it's archaic at this point when it comes to like if you're gonna subscribe to a singular methodology. I think you're doing yourself in your business of the service because there's not a singular methodology out there that is agile enough right now to address what's happening." - 00:30:12 John Barrows"The danger that I'm seeing right now is that these AI tools are adding more value to me than a sales rep because they're asking better questions." - 00:35:44 John Barrows"That's what you need to be like, because if you don't believe in what you do, then go find something else to do because you're giving us a bad name." - 00:43:11 John Barrows"When I learned the most, well, let's say funny, this is when I got kicked in the teeth." - 00:51:05 John Barrows“Because if price is your number one factor for making this decision, we can make this conversation really short." - 00:57:57 John BarrowsSaaS Leadership LessonsEmbrace Diversity: Just like a Thanksgiving meal, a team is vibrant when it's diverse. Recognize and celebrate the different backgrounds, skills, and perspectives that each team member brings. Embracing diversity creates a stronger and more innovative team.Foster Open Communication: Encourage open, respectful dialogue where ideas are debated, not the people behind them. Create an environment where everyone feels heard and valued. This fosters collaboration and allows for the sharing of different perspectives.Cultivate Empathy: Empathy is a crucial skill for sales professionals....

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution — leading to predictable forecasts (and better sleep).  Our guest this week is Sam Taylor, CRO at Endgame. Sam's background is predominantly in sales, with experience at Dropbox, Quip, Salesforce, and Loom. But outside of the office, he prioritizes getting outdoors and spending time with his family.  In this episode,Ross talks to Sam about leadership, strategy, and execution within revenue orgs. 

This season, we talk to legendary leaders such as 5x CRO John McMahon and execs from 6Sense, JB Sales, Gong, and Chili Piper about how to drive consistent sales execution – leading to predictable forecasts (and better sleep).  Our guest this week is John McMahon, former CRO and author of The Qualified Sales Leader. John's background is equally as impressive as his book, with experience at multiple startups turned public software companies (PTC, GeoTel, Ariba, Bladelogic, BMC).  In this episode, John talks to Ross about simplicity in sales leadership, the importance of training and development, and the value of sales methodologies and process.

10/10 GTM is a podcast by Accord that dives into how B2Bs most successful Revenue Leaders win (no matter the product or market). Discover secrets from the best to achieve your repeatable revenue goals. In this season, we talk to legendary leaders such as 5x CRO John McMahon, and execs from 6Sense, JB Sales, Chili Piper, and Hubspot about how to drive consistent sales execution — leading to predictable forecasts (& better sleep).

In this episode, host Colin Mitchell discusses the state of sales and the importance of fundamentals with guest John Barrows, founder of JB Sales. They talk about how the sales industry has become reliant on technology and automation, leading to a lack of essential skills and a false sense of success. They also touch on the impact of COVID-19 on sales and the challenges of virtual selling. The conversation highlights the need for feedback, resilience, and hard work in sales.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:John Barrows (Founder, JB Sales)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

Hey CX Nation,In this week's episode of The CXChronicles Podcast #196 we welcomed Morgan J. Ingram based in Atlanta, GA. Morgan was named a 4x LinkedIn Top Sales Voice and hosts the Muffins with Morgan Podcast + The SDR Chronicles & 1UP Formula with Morgan J. Ingram, check them out on your favorite podcast player today. With a decade of experience in content creation, Morgan is focused on leading the new era of narrative-led growth. His work has been featured in the LinkedIn Sales Insider, the Hubspot blog, and the Harvard Business Review.WHAT Morgan and the AMP Team DO: - Post content on how to be a better creator - B2B influencer marketing stats / best practices - Mental health & remote work optimization tips - Creates and posts content daily on sales, sales development, millennials and prospecting best practices (check out Morgan j. Ingram LinkedIn Profile below)- Coach SDRs/BDRs and AEs on how to break through the noise  In this episode, Morgan and Adrian chat through how he has tackled The Four CX Pillars: Team,  Tools, Process & Feedback and shares tips & best practices that have worked across his own customer focused business leader journey.**Episode #196 Highlight Reel:**1. Climbing the ladder and cutting your teeth in tech-sales, customer by customer  2. How customer focused business leaders can learn from the game of chess 3. Leveraging ChatGPT + common pitfalls to look out for with customer outreach 4. Using select technology to step up your customer experience & success game 5. Investing in coaching, education & additional support as your team scales Huge thanks to Morgan for coming on The CXChronicles Podcast and featuring his work and efforts in pushing the customer and learning experience space into the future.Click here to learn more about Morgan J. IngramClick here to learn more about Ascension Media Productions (AMP)If you enjoy The CXChronicles Podcast, please stop by your favorite podcast player and leave us a review today. Or you know what would be even better? Go tell one of your friends or teammates about our content, services & community & invite them to join the CX Nation!Also grab a copy of my book "The Four CX Pillars To Grow Your Business Now" available on Amazon or the CXC website. For you non-readers out there, go check out the CXChronicles Youtube channel to see our customer focused video content & short-reel CTAs to improve your CX today (while you're there -- can you politely go smash that subscribe button). Contact us anytime to learn more about CXC at INFO@cxchronicles.com and ask us about how we can help your business & team make customer happiness a habit now!Support the show

John Barrows is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content, and events. They train sales teams for companies like Salesforce, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.You're going to learn a lot in this episode so I hope you're somewhere you can take notes. But the two areas that really stood out to me in this interview were: 1. how to get the most from Sales Training Programs & 2. Managing C-Players#salesconsultant #salesconsultantpodcast #salestraining #johnbarrowsShow Notes & Time Stamps:[3:00] John explains when organizations normally bring his company in and describe the type of companies they work with. [6:45] John shares where their programs stand in the market in comparison to some other programs and gets into what blocks clients from getting the full value of his team's training. [9:05] Explains his 10/60/30 theory. 10% of the people that go thru the training will take it and run with it and execute. 60% will do some stuff differently. 30% aren't going to do anything differently[14:00] Explains why he's not a big fan of role-playing or at least how most teams use it then points where he sees it being effective. [22:40] Explains his “Give a Sh**” factor” theory. [26:18] Talks about making the leap to being a consultant/entrepreneur then gets into examples of where he had to fire clients.[33:00] How getting fired by one of his biggest and longest-term clients was one of the best days of his life.[36:48] Delivering feedback to reps who are underperforming.[39:00] Stresses the importance of evolving as leaders and being more empathetic[40:30] Breaks down how to properly manage your A, B, and C reps.[42:42] Breaks down what most managers are doing wrong in how they coach C reps and explains a better approach that includes micro-celebrating very short-term goals. But, if they're not coachable as well as a C player...[46:59] Hiring for coaching ability and shares exercises he has reps do during the interview process not just to check their skills but to see if the person can take feedback. [49:17] Drops why he's one of the true OGs / Goats in the LinkedIn game…To Rate This Podcast - just click on the starts under the show description in whatever app you're using to listen (not under any specific show). Please also leave it a short review. Even just a sentence helps.Guest Bio:John is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content end events. They train some of the world's fastest-growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers.John's goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it's one of the greatest professions in the world but when done wrong it's one of the worst. To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children's book called “I want to be in Sales when I grow up” that he wrote with his daughter. Connect with us:Sell Better by JB Sales - WebsiteSell Better by JB Sales - YouTube

In this week's episode of the Scale Your Sales podcast, My next guest is John Barrows, CEO of JB Sales.   John Barrows is the author of the best-selling children's book that he wrote with his daughter in mind, I Want To Be in Sales When I Grow Up.   Welcome to Scale Your Sales Podcast, John Barrows.   https://www.linkedin.com/in/johnbarrows/     Timestamps:   00:00 - To Sell Better Is For You, NOT The Sales Company   03:40 - Helping elevate the profession of sales   08:10 - Sales impacts every aspect of business   09:30 - How to sell yourself before you get the job   12:15 - Importance of equal opportunity in Sales   15:31 - Advice for women in sales   18:50 - Why you can't wait for your organization to invest in you   Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event https://janicebgordon.com     LinkedIn: https://www.linkedin.com/in/janice-b-gordon     Twitter: https://twitter.com/JaniceBGordon     Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast     More on the blog https://scaleyoursales.co.uk/blog     Instagram: https://www.instagram.com/janicebgordon     Facebook: https://www.facebook.com/ScaleYourSalesJBG 

This week's guest is Meg Holsinger. Meg is currently the Director of Customer Success at Sell Better By JB Sales, and we first met when I was interviewing at JB Sales a few years ago! Meg has 20+ Years in Customer Success, so we dove into Meg's move into Customer Success, how it changed over time, and what her predictions are for 2023. In today's episode, we also discussed: Selling In CS Without The Ick Factor CS Will Be Revenue Generating in 2023 Get Crystal Clear On Expansion Growth numbers Guiding Your Teams Through Changes (such as Comp) Meg's 2023 Predictions How to Compartmentalize Life and Work So Much More Please enjoy this week's episode with Meg Holsinger. ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Salespeople are free to be “who we can be,” says Nikki Ivey, who used a career in sales to leave life in the housing projects far behind. From first working at a used car lot in Hinesville, GA., she rose to become a newly hired key executive at John's company, JB Sales. As a director of training she wants to lead by example, and as a Black female executive in corporate America, “it's definitely about what people coming up right now are seeing as possible through me.” … John and Nikki “go there” and discuss race and racial identity in America and the sales profession. Connect with Nikki on LinkedIn: https://www.linkedin.com/in/nikki-ivey/ (https://www.linkedin.com/in/nikki-ivey/)

FOUR ACTIONABLE TAKEAWAYS Quantify the number of qualification questions you are going to ask to avoid discovery fatigue. Don't claim to be the best at everything. Sell the 20% of A - what is most important and B - what you're best at. Once you've heard their priorities, add to them so you can establish credibility as an advisor. Summarize key points from the meeting (priorities, impact, and timeline) and ask for confirmation of email receipt. PATH TO PRESIDENT'S CLUB Founder @ Sell Better by JB Sales Host of Make it Happen Mondays   RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live. Download our exclusive cold calling battlecard by signing up for the newsletter. Click this link for some extra goodies from 30MPC. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!