Podcast appearances and mentions of john barrows

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

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

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

The bottleneck in outbound moved. It is no longer how many touches you can send, it is knowing who to call, why, and what to say when they pick up.James Buckley sat down with Shara Davoodi, Director of Sales at Nooks, on what actually changed. A poll during the show put sixty-one percent of the audience on the volume play and not getting replies.Habits worth droppingShara went after three. Over-personalization, because value beats trivia and an assumption gives the prospect something to correct, which earns you credit when you get it right. Spray-and-pray dialing and mass email, both finished. And local dialing, matching your number to the prospect's area code, which he says stopped working because buyers recognize the trick. James has had people answer thinking he was their kid's school.The fourth is the introduction nobody asked for. Beyond what the law requires, get to why you are calling. Shara calls the rest wasted space, and James says the same of email: your name is in the signature, and if they want it they will ask.Assume you have the right personShara's tip for new callers. Do not confirm, assume. If you are wrong they will correct you, and assuming lets you get straight to the reason for the call.The one-two-three, inside five minutesCall, then email, then LinkedIn, in the same short window. James has run this as his first touch for fifteen years and does not care which channel replies.Shara's addition is the most actionable thing here: go look at step one of your sequence. Calls are usually buried at step three or four, so reps do all the other work first, when a connect would have made most of it unnecessary.He also reframes success. A booked meeting is the goal, but learning one thing is gold: who they are with, when they renew, a feature they dislike.Multi-thread with your own leadership, not just theirsAt Nooks, managers email managers, and the CEO, CRO, and VP reach into deals where a rep has not made contact. James's read: leaders talk to leaders as peers, which is a different conversation than a rep can have.Their internal mutual action plan includes an org chart the rep fills in, showing how far up the account they have reached and whether the prospect's own leadership knows the deal is happening.Talk to the room you are inFrontline people care about features and their day. Managers care about outcomes. Executives care about numbers. Not in the same conversation. James's version, credited to John Barrows: talk about features and you get routed to people who deal with features, talk about business impact and you get pushed upwards.Two signals that are already staleFunding announcements are late. By the time it is public the money has been in the bank for weeks. Shara skips the congratulations and goes at what it implies: the targets just went up.Promotions are worse. Nobody updates their title the day they are promoted, because every vendor in their category descends the moment they do. Assume they got the job six months ago, which makes congratulations on the new role both stale and obviously automated.What Nooks uses instead is first-party: job postings, which name the tech a team runs and the call volume they expect.Resources Shared:How a Rep Generated $3million in PipelineHow to Master Prospecting as an AEThe Speakers:James Buckley, Host, Sell BetterShara Davoodi, Director of Sales, NooksCatch The Daily Sales Show liveFollow Sell BetterExplore our YouTube ChannelWatch the replayThank you to our sponsor: Nooks

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

Ninety percent of people never answer a number they do not recognize. The problem is not your pitch, it is that nobody knows who is calling.James Buckley sat down with Sara Uy, founder of SellingSara, and Chris Stalnaker of First Orion, on what happens in the two seconds before someone decides not to pick up. Chris's framing: a random ten digit number is about as good as showing up as spam.Two openers Sara uses every dayThe first: hey James, you are totally gonna hate me, this is a cold call. If you give me 27 seconds and what I say is not valuable, I will never call you back again. Her defence is that people who hate it have not tried it, and that it only works if your tone is confident.The second: hey Chris, it is Sara over at SellingSara, what did I catch you in the middle of? Most people answer before they think, then ask how they know her, which is the opening. Even a hang-up is a win if you learned they were walking the dog, because that is your reference next time.Her deadline for both is five to seven seconds to sound like a person, not a bot.The voicemail argumentChris does not leave them, because nobody listens. Sara leaves them because nobody listens and everybody reads the transcription. She reads every one she gets.Hers is built for that: there is absolutely no need to call me back, but I am sending you a LinkedIn video right now so you can reply there. The voicemail is not a request, it is her name in front of them plus a reason to look elsewhere.James stopped leaving his phone number years ago, credits John Barrows for it, and instead names the email he is about to send, sometimes with the subject line, so the reply comes back by email.Nine before nine, five after fiveSara's timing rule. Call your nine hottest leads before 9am and your five hottest after 5pm, and yes, call the same person twice in a day. Her record on the morning block is seven pickups, set at Pareto. Nobody is at their desk yet and nothing has gone wrong yet. She has caught people in the coffee queue and sent a gift card after. Chris runs Tuesdays and Thursdays and avoids evenings.More is the answer, but only up to a pointSara's read: at ten to twenty dials a day, your manager is right. At ninety, pick the twenty you most want and hyper-personalise those, and let the other seventy carry the volume. Chris signed the largest contract of his career on roughly his 270th dial of the day.What to do about AI call screeningSara: get your name and company out in the first few words, because that is all the screen shows. Chris's counterintuitive one: if you have branded calling, say nothing at all, because screening needs something to transcribe and silence lets the branded display take precedence.More answers does not mean more salesChris's own caveat on his category, and the most interesting thing he said. Answer rates can fall while conversation length, engagement, and conversion all rise, because identifying yourself properly means the people who actually want to talk are the ones picking up.The Speakers:James Buckley, Host, Sell BetterSara Uy, Founder, Selling SaraChris Stalnaker, Senior Sales Executive, First OrionCatch The Daily Sales Show liveFollow Sell BetterExplore our YouTube ChannelWatch the replayThank you to our sponsor: First Orion

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

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

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

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

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

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

In this episode of Make It Happen Mondays, John Barrows sits down with Jake Stahl, a former top-tier sales trainer turned psychological strategist and the creator of NeuroStrategy™—a groundbreaking approach that merges psychology, instructional design, and neuroscience to transform how companies train, sell, and scale.As the founder and CEO of Orchestraight, Jake has reimagined the sales enablement process through a psychological lens, revealing what really drives human decision-making. In this conversation, he and John explore how sales reps can better connect, communicate, and build trust by understanding the subconscious factors that influence every deal.They dive into topics like neuro-linguistic programming, instructional design, and the science behind engagement, unpacking how these tools can elevate your entire sales process—from first touch to closed won.If you're tired of generic tactics and want to understand the deeper why behind successful selling, this episode delivers insight, science, and practical frameworks to sharpen your edge.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Jake on LinkedIn: https://www.linkedin.com/in/jakestahl/Check out Jake's Website: https://orchestraight.com/Connect with Jake on IG: https://www.instagram.com/jakethemindmechanic/

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.

In this episode of Make It Happen Mondays, John Barrows sits down with Guy Rubin, CEO of Ebsta, the revenue intelligence platform that guarantees increased quota attainment—and was recently acquired.Guy shares the origin story of building Ebsta as a bootstrapped venture, the lessons learned through scaling without VC pressure, and how staying aligned with his values made the acquisition feel like a natural next step. But the real power of this episode lies in the data.We dive into insights from Ebsta's 2025 Sales Qualification Report, which shows jaw-dropping stats—like how just 17% of reps are responsible for over 80% of revenue. It's Pareto Principle in real-time, and it forces us to ask: What happens to the other 80% in an AI-first world?John and Guy dig into how the best reps qualify, the resurgence of full-cycle sales, and why the future belongs to reps who can ditch the features and start leading business conversations.This one's a wake-up call and a roadmap for anyone in B2B sales looking to stay ahead in a fast-changing game.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Guy Rubin on LinkedIn: https://www.linkedin.com/in/rubinguy/ Check out Guy's Website: https://www.ebsta.com/

In this episode of Make It Happen Mondays, John Barrows sits down with branding icon David Brier—a man known as The Brandfather, whose work has generated over $9 billion in brand value across four decades. With 320+ international awards, a Presidential Ambassador for Global Entrepreneurship medallion, and praise from the likes of Daymond John, Grant Cardone, and Oren Klaff, David brings both gravitas and grit to this deeply insightful conversation.From his Brooklyn roots and obsession with typography to the powerful strategy behind Brand Intervention and his newest book, Rich Brand, Poor Brand, David shares how great branding isn't just about looking good—it's about thinking differently, taking risks, and telling stories that stick.You'll hear why personal brand is one of the few things AI can't replicate, why playing the long game is a winning move, and how authenticity is still the most underused superpower in modern business.If you care about standing out, earning trust, or building a brand that actually means something—this one is a must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with David Brier on LinkedIn: https://www.linkedin.com/in/davidbrierCheck out David Brier's Website: https://www.risingabovethenoise.comConnect with David Brier on IG: https://www.instagram.com/risingabovethenoise/

In this episode of Make It Happen Mondays, John Barrows sits down with Kevin Davis, the co-founder and CEO of Boogie Board—a company rethinking sales territory planning through the lens of data, transparency, and AI.Kevin's journey started far from Silicon Valley, in a small Wisconsin town where he learned grit the hard way—from shoveling snow and driving plows to climbing the ranks in sales and ops. Despite saying he never should've been in sales, Kevin's experience on both sides of the revenue engine gives him a rare perspective that's now shaping how companies think about go-to-market strategy.They dive into Kevin's “surfer, not hunter” sales philosophy, why current territory models are broken, and how we can rebuild them to create trust between reps and RevOps. Kevin also opens up about early tactical missteps, the importance of clarity in selling, and how Boogie Board is helping teams get smarter about where and how they sell.If you're in sales leadership, RevOps, or just tired of guessing your way through territory planning—this conversation is a must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Kevin on LinkedIn: https://www.linkedin.com/in/kevinboogie/Check out Kevin's Website: https://boogieboard.ai/

In this episode, Bryan is joined by John Barrows to talk about the high-stakes final stage of the sales process, where deals are either won or lost. Together, they explore why so many sales teams stumble here, often resorting to last-minute discounts or high-pressure tactics driven by forecast anxiety.Bryan and John share strategies to keep control of the process, including engaging procurement early, coaching reps through nuanced situations, and avoiding the trap of reactive discounting. They also dive into the balance between the science (process) and art (closing) of sales—why the art has been lost in today's risk-averse market, and how leaders can teach reps to customize their approach for authentic, effective selling.Whether you're a sales leader or an individual contributor, this episode will show you how to play to win, not just avoid losing, when it matters most.-Curious about certification in the Blind Zebra Sales Operating System? Learn more here.Discover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insiderDiscover how to build the introductory video that works 24/7 for your pipeline on October 3rd, 12PM EST. Join at advancedsellingpodcast.com/insider

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2's research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2's latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.Together, they dig into:Why most pipeline numbers are a lieThe myth of “fully automated” sales cyclesHow AI's most powerful use case might be coaching—not prospectingThe real reason RevOps should be at the table (not in the backroom)What reps need to learn now before AI makes them irrelevantThey also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you're trying to separate AI hype from real-world impact, this episode is your guide.Whether you're in sales, RevOps, or leadership, don't miss this insight-packed episode—and make sure to check out G2's full report for even more data-driven takeaways.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Blue Bowen on LinkedIn: https://www.linkedin.com/in/eugene-blue-bowen-42958713b/Check out the G2 Report Here: https://company.g2.com/news/ais-net-impact-on-sales Check out the G2 Website: https://www.g2.com/

Marcus Chan is a walking masterclass in disciplined growth. As CEO of Venli Consulting, he's helped sales teams uncover $2M–$10M+ in hidden revenue through what he calls a Revenue Operating System—a system that's generated $950M+ in results (and counting).In this episode, John Barrows reconnects with Marcus Chan to explore the grit, strategy, and mindset behind high-performing sales orgs. From his early days working in his family's Chinese restaurant to turning underperforming teams into market leaders at Cintas, Marcus shares the frameworks that built his legacy—and are helping companies win big today.They dive into:How to diagnose revenue leaks and plug them fastWhy most sales teams are leaving millions on the tableThe power of direct feedback in a world that avoids itSwitching gears between B2B and B2C modelsWhy “not being in sales” is often the biggest sales lieIf you're ready to challenge soft habits, sharpen your process, and uncover revenue you didn't even know existed—this episode delivers.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Marcus on LinkedIn: https://www.linkedin.com/in/marcuschanmba/Connect with Marcus on IG: https://www.instagram.com/therealmarcuschan/Check out Marcus's Websites : https://venliconsulting.com/ and https://venliconsulting.com/teams-book-your-call-489379Check out Marcus's Youtube Channel: https://urlgeni.us/youtube/channel/marcuschan

Jake Mannino isn't your average sales leader. As a Global Sales Director at Microsoft, he leads a team responsible for over $1B in annual revenue—but his true superpower lies in understanding people.In this deeply insightful episode, Jake joins John Barrows to unpack the psychology of motivation, the neuroscience of behavior change, and what it takes to build a high-performance culture in today's AI-driven world. In 2025, Jake helped Microsoft set a Guinness World Record by coaching nearly 5,000 employees through its MCAPS Executive Coaching initiative—giving him a unique lens into what truly drives change.John and Jake dive into:The difference between motivation and inspirationWhy most managers shouldn't be coachesThe rising importance of emotional intelligence (EQ)Why authenticity and active listening matter more than everWhether you're leading a team or looking to lead yourself better, this conversation blends science, story, and strategy in a way that will leave you thinking—and acting—differently.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/Check out Jake's Website: https://jakemannino.com/

On this week's episode, John Barrows hits the floor at Rev Fest—a one-of-a-kind event hosted by Go Nimbly's CEO, Jen, at the iconic House of Yes in Brooklyn. This isn't your typical sales conference. It's loud, unconventional, and hyper-focused on RevOps—the unsung heroes of modern GTM strategy.In a series of quick-hit, high-impact interviews with leaders from Snowflake, Clay, G2, StrongDM, and Figma, John asks each guest the same three questions:What should sales stop doing?What should sales do more of?And if you had a magic wand, what would you change about the sales & RevOps relationship?The answers? Candid, surprising, and exactly what sales pros and leaders need to hear.Whether you're a rep trying to work better with ops, or a leader looking to scale smarter, this episode delivers direct insights from the RevOps trenches.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter

I'm excited to announce that my newly rebranded podcast, Resume Assassin Unfiltered, is officially live! In this inaugural episode, we're kicking things off with an incredible conversation that will completely reframe how you think about sales. We sit down with sales expert and industry titan, John Barrows, to challenge the traditional hustle-at-all-costs mindset, instead championing a philosophy built on authenticity, a deep belief in your product, and a genuine desire to solve problems. He shares how shifting from a "closer" to a "helper" is the most effective way to build lasting success and a fulfilling career.In a world where sales is constantly evolving, we dive into the challenges of a new era, particularly with the rise of artificial intelligence. John offers invaluable insights on how to navigate this landscape, showing you how to leverage AI to enhance your process—not replace your humanity. He explains that while technology is a powerful tool, it's the human touch, curiosity, and ability to build trust that will always separate the best from the rest. This is a masterclass in combining data-driven strategy with personal connection.Beyond the tactics and tools, this conversation is about the fundamental mindset required to win in sales and in life. John emphasizes the importance of emotional regulation, a commitment to continuous improvement, and the power of finding small wins to build momentum. We explore how to approach sales as a science, using data to inform the art of selling. Tune in to discover why building trust is more important than being liked and how an ethical, purpose-driven approach can make sales one of the most rewarding professions.---------------Update your Resume & LinkedIn Profile:Schedule a 15-minute call with Mary: https://calendly.com/resumeassassin/meet1:1 with Mary: www.resumeassassin.comAI-Enhanced: www.resumesidekick.io---------------Connect with Mary: https://www.linkedin.com/in/mary-southern/Connect with John: https://www.linkedin.com/in/johnbarrows/

In this episode John Barrows sits down with Zoltan Vardy, B2B sales advisor, author of The Launch Code, and the go-to expert for helping tech founders turn their ideas into scalable revenue.With over $2 billion in closed sales and 30 years of C-suite and entrepreneurial experience, Zoltan breaks down why so many founders still treat sales like a necessary evil and why that mindset kills more startups than any lack of product-market fit ever will.They dive into his founder-led sales framework, unpack how to pinpoint your real problem-solution connection, and explore why trying to be everything to everyone is the fastest way to fail. Zoltan shares why passion is the only fuel that can sustain you on the brutal road of entrepreneurship and how to make the critical shift from pitching to problem-solving.If you're a founder—or thinking about becoming one—this conversation is a masterclass in building a sales motion that actually works. No fluff. No shortcuts. Just proven strategies to help you grow.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Zoltan on LinkedIn: https://www.linkedin.com/in/zoltanvardy/Connect with Zoltan on IG: https://www.instagram.com/zoltanvardy/Check out Zoltan's Website: https://www.zoltanvardy.com/Check out The Launch Code's Website: http://www.thelaunchcode.net/Check out The Launch Code on Amazon: https://www.amazon.com/dp/B0DW1D96G1Get a FREE Chapter of The Launch Code: https://zoltanvardy.com/book/

In this episode of Make It Happen Mondays, John Barrows sits down with Luke Arno, CRO at Transcend and a powerhouse revenue leader who's scaled growth at companies like Twilio Segment and Box. Luke shares what sets truly great sales teams apart—and why coaching, optimism, and grit are the unteachable qualities every leader should look for.They dive deep into the differences between coaching, mentoring, and leadership, and why enablement is the most overlooked growth lever in business today. Luke explains how to shift enablement from a reactive support function into a proactive, strategic driver—and why sales fundamentals matter now more than ever in an era of AI and automation.From hiring for passion to rebalancing the art and science of sales, this conversation is packed with actionable ideas and fresh perspectives on how to build a team—and a culture—that thrives.If you're wondering where to focus in a world of endless tools and playbooks, this one's for you.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Luke on LinkedIn: luke@transcend.ioCheck out Tanscend's Website: https://transcend.io/Interested in job opportunities? https://transcend.io/careersAlso checkout Luke's advisory services: https://www.gtmsalescoach.com/

John “JT” Turner is a sales executive, leadership coach, and team builder with a proven track record of turning good teams into great ones. In this episode, John Barrows and JT explore what authentic sales leadership really looks like—and how to apply it in today's fast-moving, AI-influenced world.They unpack JT's formative experiences, including his time at Google X launching moonshot ideas in cybersecurity, and how that environment shaped his approach to leadership, risk-taking, and thinking 10X. JT shares the story behind his new book, "Authentic Sales Leadership", and dives into practical frameworks like his Victory Plan—a simple yet powerful tool for coaching performance and culture.They also tackle the rising importance of EQ over IQ, how to coach it, and what it means to invest in talent even when turnover is inevitable. This episode blends heart, hustle, and hard-won wisdom—making it a must-listen for leaders looking to build high-performing teams rooted in values, not just metrics.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with JT on LinkedIn: www.linkedin.com/in/johnturner1000Check out JT's Website: https://vinly.co/o/authenticsalesGet JT's new book: https://a.co/d/iZuP8fp

Nick Hill is the Director of Sales Enablement at Crunchbase, with a track record of building performance-driven coaching programs at Miro, Sprinklr, and beyond. In this episode of Make It Happen Mondays, John Barrows and Nick dive deep into all things enablement—from structure and timing to coaching reps and aligning with RevOps for real impact.They explore when companies should actually invest in enablement, how to differentiate training vs. coaching vs. enablement, and how to hold frontline managers accountable in the process. Nick shares practical ideas for simplifying call coaching (without listening to 50 hours of recordings) and lays out his vision for how AI will transform sales enablement in the years ahead.If you're in sales leadership, enablement, or just trying to scale a winning team, this conversation is a must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Visit our sponsor Website: https://otter.ai/Connect with Nick on LinkedIn: https://www.linkedin.com/in/nicholasahill Check out Nick's Website: https://about.crunchbase.com/

Mark Raffan is the founder and CEO of Negotiations Ninja™, a former procurement pro turned sales ally, and one of the sharpest minds in the negotiation game today. In this episode of Make It Happen Mondays, John Barrows welcomes Mark back for a tactical, no-fluff conversation on why most sales reps lose deals in the final 10%—not to competition, but to poor negotiation.They dive into some of the biggest silent killers in dealmaking: value leakage, premature discounting, and procurement intimidation. Mark shares fresh takes on how to shift from reactive to strategic selling, why reps need to stop deferring to their managers, and how procurement actually evaluates ROI (hint: it's about total cost of ownership).You'll also get a preview of his latest book, 9 Secrets to Win Deals and Influence Stakeholders, along with a sneak peek at what he calls negotiation alchemy.This one's packed with practical insights that will make you rethink how you close.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Mark on LinkedIn: https://www.linkedin.com/in/markraffan/ Connect with Mark on IG: https://www.instagram.com/negotiationpod/ Check out Mark's Website: https://negotiations.ninja/

John Barrows is joined by Dan Sperring, founder of AlignICP, to unpack one of the most overlooked—but critical—elements of GTM success: your Ideal Customer Profile.Dan has made it his mission to help sales and marketing teams work together to define, refine, and activate a high-impact ICP strategy. The conversation dives into common ICP mistakes (like defaulting to company size or segment), how your ICP evolves year over year, and what characteristics actually matter when targeting the right customers.John and Dan also break down the data on vertical vs. horizontal selling, discuss sales efficiency, and share real-world tips for aligning GTM teams to hit their number more effectively—with less waste.If you want to stop guessing and start closing with clarity, this episode is a tactical must-listen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Dan on LinkedIn: https://www.linkedin.com/in/dansperring/ and https://www.linkedin.com/company/86145623/Check out Dan's Website: www.alignicp.com

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!

Karen Kelly is a sales strategist, speaker, and founder of K2 Performance Consulting, where she helps B2B companies sell with confidence, clarity, and purpose. In this episode of Make It Happen Mondays, John Barrows sits down with Karen for a tactical and inspiring conversation that covers everything from her immigrant upbringing and biology background to coaching, confidence, and creating safe spaces for buyers.They explore her concept of hypothesis selling, the importance of showing up with perspective during qualification, and how reps can catch that elusive “sales groove.” Karen shares actionable coaching strategies, the power of preparation, and how to detach from what others think in order to show up more authentically in sales conversations.The episode also highlights Karen's advocacy for women in sales—and why opening more doors in the industry isn't just the right thing to do, it's smart business. This one is packed with wisdom, heart, and practical advice for anyone serious about elevating their sales game.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Karen on LinkedIn: https://www.linkedin.com/in/karen-kelly-sales-trainer-/Connect with Karen on IG: https://www.instagram.com/k2perform/Check out Karen's Websites: https://www.k2perform.com/, https://k2salesacademy.com/ and https://k2perform.webflow.io/webinar-series-2#registerednurse

On today's episode, John Barrows sits down with Blair LaCorte—a transformational leader whose career has spanned aviation, AI, tech, entertainment, and aerospace. With multiple highly successful exits, Blair brings battle-tested wisdom to the table, but what sets him apart is his focus on people, purpose, and emotional intelligence. They explore everything from growing up with entrepreneurial parents to the role of money as a vehicle for freedom—not fulfillment. Blair opens up about risk-taking, self-awareness, and his philosophy on living outside the “safe zone” without slipping into complacency.The two also dive deep into the future of human connection in a world dominated by AI, arguing that EQ—not IQ—is where we'll win from here on out.If you're a founder, leader, or anyone trying to grow in uncertain times, this conversation is packed with grounded insights, personal stories, and strategic wisdom. Let's make it happen.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Blair on LinkedIn: https://www.linkedin.com/in/blair-lacorte-68084/Check out Blair's Website: https://mastermindinnovate.com/

In this episode of Make It Happen Mondays, John Barrows sits down with Kelly Cheng, CMO at Goldcast, for a wide-ranging and insightful conversation on sales, marketing, and the evolving buyer journey. From her early days as a self-proclaimed rebel growing up in Hong Kong to working with top brands like Adobe and Microsoft, Kelly brings a fresh, strategic perspective to how modern go-to-market teams win mindshare before buyers are ready to buy. They dive into “mindshare marketing,” the challenge of measuring brand ROI, and why most of your market isn't in-market—and why that's exactly where your attention should be. Kelly also shares her thoughts on video's role in building trust at scale, the problem with attribution models, the shifting role of SDRs, and the impact (and ethical complexity) of AI influencers. If you care about building long-term success in a noisy, AI-driven world, this one's packed with real talk and actionable insights.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Kelly on LinkedIn: https://www.linkedin.com/in/kellyhcheng/Check out the Goldcast Website: https://www.goldcast.io/

In today's episode, John Barrows sits down with Dustin Crawford, VP of Sales at Otter.ai, for a deep dive into the intersection of sales, psychology, and modern leadership. While Otter.ai is a sponsor of the show, this conversation goes far beyond the product—it's about the why behind how salespeople operate and how leaders can unlock their team's full potential.Dustin shares insights on everything from asking better questions and reading buyer psychology, to navigating the balance between transparency and confidence as a leader. They explore the value of optimistic vs. pessimistic reps, the importance of identifying buyer sophistication, and how to drive urgency without overstepping.If you're looking to level up your leadership, improve rep performance, or just understand the mental game behind great selling, this one's packed with actionable takeaways.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Dustin on LinkedIn: https://www.linkedin.com/in/dustincrawford/Check out Otter.ai Website: https://otter.ai/

In this episode, John Barrows is joined with with Alyssa Merwin, Global VP of LinkedIn Sales Solutions, to unpack the findings from LinkedIn's brand-new ROI of AI Report—a first-of-its-kind look at how AI is truly impacting sales outcomes, not just activity metrics.With over $1 billion in revenue under her leadership and a rich career path shaped by EQ, adaptability, and grit, Alyssa shares how she's guiding one of the most innovative sales organizations in tech. The conversation dives into her journey from a liberal arts background to sales leadership, her time at Corporate Executive Board (home of The Challenger Sale), and what she's seeing as the biggest shifts in modern selling.The takeaway? If you're not using AI in your sales process every day, you're falling behind. This episode is a wake-up call—packed with insights, data, and leadership wisdom from one of the top voices in the industry.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Alyssa on LinkedIn: https://www.linkedin.com/in/alyssa1/

John Barrows reconnects with longtime friend and Pavilion CEO, Sam Jacobs. Sam is the author of the bestselling book Kind Folks Finish First, and he's on a mission to prove that building with integrity and empathy isn't just good for the soul—it's good for business.John and Sam dive into the hard lessons learned from the rollercoaster ride of 2023, how timing and positioning can humble even the best ideas, and why leading with values matters more than ever. They also break down the evolving role of the CRO in today's AI-driven world, the power of community, and how authenticity is becoming the new competitive edge.This conversation is real, reflective, and packed with insight for anyone trying to do good business—without losing their soul in the process.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Sam on LinkedIn: https://www.linkedin.com/in/samfjacobs/Check out Sam's Website: https://www.joinpavilion.com/

In this special debrief episode of Make It Happen Mondays, John Barrows sits down with Dale Dupree—founder of The Sales Rebellion and one of the standout voices from the recent Sales Play event in NYC. What starts as a post-event reflection quickly turns into a deep, unfiltered conversation on modern sales, personal transformation, and cultural shifts in the industry.Dale and John unpack the bold themes and subtle symbolism behind Glengarry Glen Ross, from gender and race dynamics to toxic sales archetypes. They also explore why Dale believes we've lost the “benefit of the doubt” in society—and why it's time to bring empathy back into business. They also dive into a spicy moment where Dale called AI a “trend”… and the room nearly exploded.This one is raw, thoughtful, and 100% Rebellion. Buckle up.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Dale on LinkedIn: https://www.linkedin.com/in/copierwarrior/Check out Dale's Websites: crumpledletter.com, thesalesrebellion.com, and copierwarrior.com

In this special Make It Happen Mondays episode, John Barrows takes you inside an intimate, after-hours debrief unlike anything we've released before. After a full day of sales content, networking, and roundtable discussions in NYC with 18 of the top minds in sales and tech, the group capped the night with a viewing of the Broadway revival of Glengarry Glen Ross, starring Bill Burr, Kieran Culkin, and Bob Odenkirk. What followed was a raw, insightful, and unfiltered conversation back at John's suite—covering everything from the timeless truths (and toxic flaws) of classic sales culture, to modern reflections on gender, race, authenticity, and the future of our profession.Featuring Jeff Hoffman, Morgan J Ingram, Doug Landis, J. Ryan Williams, Ashley Welch, Stefanie Boyer, Jaime Diglio, Sara Uy, Roderick Jefferson, Kasey Jones, Jen Igartua, Aneesh Lal, and more—this is your Sales MBA, served with bourbon and brutal honesty.You've never heard a sales conversation like this before. Buckle up.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter

In this special crossover episode, John Barrows is joined by Doug Landis and Jen Allen-Knuth for the one and only recorded session of a pilot project called Authenticated—a podcast experiment designed around unscripted, authentic conversations with inspiring leaders.The guest? None other than David Cancel, Founder and former CEO of Drift. David drops incredible insight on sales, marketing, leadership, and strategy—backed by decades of hard-won experience. If you've ever wondered what it's like to learn directly from one of the best in the business, this is that moment. This is Authenticated. Unfiltered. Unpolished. Unmissable.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with David Cancel on LinkedIn: https://www.linkedin.com/in/dcancel/

Steve Lucas is a seasoned enterprise software executive and the CEO of Boomi, leading AI-driven digital transformation. In this episode, he and John Barrows dive deep into the evolving role of AI in business, sales, and leadership.They explore insights from Steve's book, Digital Impact: The Human Element of AI-Driven Tech Transformation, and discuss how AI can actually bring back human connection instead of replacing it. Steve shares why companies and professionals must integrate AI into every aspect of their work—and what happens if they don't. If you're wondering how to stay relevant in an AI-powered world, this is the conversation you need to hear.Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Steve on LinkedIn: https://www.linkedin.com/in/nstevenlucas/ Get Steve's book here: https://boomi.com/content/digital-impact-affiliate-pre-order/

Join John's Newsletter FOUR ACTIONABLE TAKEAWAYS Executive time crunch: If an exec only has five minutes instead of 30, ask, "What's the one thing you need to hear to earn another meeting with your full attention?" Focus on that. Lead with a hypothesis: Instead of asking generic discovery questions, start with a hypothesis about their priorities based on research, showing you did your homework. Decision criteria: Prospects may focus on the wrong decision factors. Share a list of common criteria and ask them to rank their priorities to guide the discussion. Demo as you go: Don't save all product demos for the end. Show small pieces of the product during the conversation, interspersing discovery throughout. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal