Podcast appearances and mentions of john barrows

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

According to research from Gartner, more than half of organizations have increased their investment in AI since 2023. So, how can you effectively leverage AI to improve GTM productivity and accelerate business outcomes? Riley Rogers: Hi, and welcome to the Win Win podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Chris Sargent, the director of sales enablement at BambooHR. Thank you so much for joining us, Chris. Before we get started, I’d just love for you to tell us a little bit about yourself, your background, and your role. Chris Sargent: Absolutely. Thank you for having me, Riley. Really excited to be spending some time with you today. So my background, I have been leading sales enablement teams for the better part of the last 10 plus years, and prior to that I was a sales leader and a sales individual contributor. So have spent a lot of time in both roles and really help companies scale. You talked about go-to-market strategies. My background heavily is aligned sales execution, focusing on how buyers can achieve goals and how selling and. Our ability to sell with a process with value can really be one of the greatest competitive advantages that we take to market. And in my current role at Bamboo, I oversee enablement programs globally across all of our different skill sets, all of our different segments. And really our mission here is to equip every seller and leader with the skills to tools and processes they need to win with confidence and consistency. RR: I love it. Confidence and consistency. That’s what everybody’s looking for. Well, we’re so excited to have you here. Especially as you mentioned, you know, you’re a pretty experienced leader and you have extensive experience spanning both the sales and the sales enablement side. And so you’ve probably seen the landscape change a little bit recently with the acceleration of AI innovation. So I’m curious, how have you seen the challenges that go-to-market teams face change as well? CS: Yeah, I think there’s been, you know, change is the, probably the important word there. One of the biggest shifts as it relates to specifically AI is I think the timing of AI aligning with just kind of a general trend in sales, right? That we’ve seen, I think in the early teens to the late 2019, even into 2000, 20, 21, economies were fantastic globally. Every organization had what felt like, in a lot of cases, unlimited budget to acquire tools and technology. And I think in a lot of ways that created probably some unintentional outcomes as it relates to sales. And in some cases it was a lot more of what I would call order taking versus what would potentially be a value driven sales cycle in a lot of cases, by no one’s fault, other than that was the nature of how buyers were buying at the time. So I think you take that. Component of that and then align that with all of those changes. Now with AI, I think one of the biggest shifts that most organizations and sales team members as individual contributors and leaders are dealing with is that AI is happening in real time. And not only is it happening in real time, it’s new for not only the individual contributors, but a lot of it’s new for managers, it’s new for enablement teams, even the buyers who are trying to figure out how do they leverage AI. So I think that challenge that we see is how do you understand and take the pace of AI innovation and your ability to adapt to that. And that means enablement specifically isn’t just about delivering training, but how are you actually building a culture that fosters the idea of ongoing learning experimentation across the board and cross-functional alignment to keep up with the pace of change while not sacrificing. What really the intended outcome of is that confidence and consistency in the rep’s performance because that desired outcome doesn’t change. How you may get there is what’s changing and understanding how to put that as part of your DNA as an enablement organization and handle that pace of innovation is gonna be critical. RR: Yeah, so we’re sort of in a perfect storm, right of change management in across a number of different areas. I think these are challenges that we’re hearing from a lot of our customers and just feeling in the market. I think you’re spot on with all of that, but rather than kind of lingering in our challenges, maybe let’s talk solutions. So in your opinion, what is Enablement’s role in helping GTM teams overcome these challenges and achieving more success amid these changes? CS: Yeah, it’s a very fair question, and I think this is the power of a really strong enablement organization because in that format and in that model, what you’re really asking enablement to do and what enablement should be doing is becoming the bridge between the new technology itself and the practical application at the rep level. So our role is to really translate what I would say innovation into that action. Our job is to make sure reps just aren’t aware of AI and it’s not just. Kind of a tool that they use on the side, similar to a Salesforce and outreach and a Highspot, for example. But they’re actually using it to be effective in everything that they’re doing in their day-to-day workflow. And I think about that in three core areas. And that’s how we’re trying to think about it is what are you doing to prepare? What are you doing in real time? And what are you doing post customer interaction that allows you to be better at your job? Because of ai and some of that’s customer facing, some of that’s internal. Really what I it means is we’re embedding AI into every existing process. We wanna build confidence through the training and reinforcement and giving managers the tools to coach around it. And I think that goes back to not losing our North Star of if the intended outcome is customers have the best buying experience and the reps are confident and have the ability to execute. That doesn’t change, but the modality to do it, we can make them better at their jobs, we can make them more efficient. We can create competitive advantages because of that. And it’s kind of rethinking not necessarily the intended outcome as much as thinking the journey that gets us there. RR: Yeah. I’ve heard it put as kind of like the job doesn’t change, but the way you do the work does. CS: Exactly. RR: We’re all still driving towards that North Star. We just have a little bit more tools in our toolkit to get there. CS: Yeah, totally agree. And I think that’s what every. Enablement organization. Every sales organization on the planet is trying to solve it right now, which is what does that look like? And going back to the challenge, I think the challenge in that is there’s desired state and then there’s what can actually be executed today, all while knowing what seems like every day, every week, every month there’s some new AI application that’s being launched. And how do you kind of take all of that noise and put it into a journey that aligns with not only your AEs and your reps and your managers, but really how do your customers wanna buy from you? RR: Yeah, and to your point, I think people are like clamoring for use cases. They’re trying to figure out how do we apply this? We have a vision, but how do we bring it to life? And so I know you guys have started putting in kind of the work to answer those questions and have started using some AI capabilities in Highspot to improve rep productivity and kind of streamline some of those workflows. So can you talk to me a little bit about how you’re using AI to elevate your enablement efforts and how that fits into your GTM productivity strategies? CS: Yeah. You know, I think there’s a few things and the beauty in that is, you know, we are fortunate enough to have an AI team that was hired about four years ago that’s led by a fantastic gentleman by the name of Alan Whitaker. And part of what we’re looking at is really aligning kind of the build or buy model a little bit. But some of the ways we’re leveraging this today is, you know, I think those core focus areas of how are we helping the rep be more efficient? And then how are we helping the rep. In real time, create a better buying experience and really help customers see the value of what it is that we do. We all know that we’re using AI, but also buyers are using AI and they have more access to information recommendations than ever, ever before. So there’s a few ways that we’re kind of leveraging AI in a current state, but also kind of hoping we get to from a desired state perspective. And we kind of look at that in a very pragmatic and phased approach way while also. Putting urgency and moving quickly. You know, I think about one of the most important things is we sell a platform and we sell, over the years have increased our ability and our product capabilities that go to market. And I think one of the things that’s really critical is in a lot of situations that’s being launched in real time on the back of other releases, and it’s really about guiding our sales team members to the right content at the right time, but also having that served up to them at the right time. We don’t have a lot of technical resources here. It requires in a lot of situations where we have a lot of high velocity opportunities at Bamboo hr. So it, it’s not even about coming back with information even a day or two later, because that could be too late. So one of the ways we’re leveraging this is serving up information at the right time based off of the rep’s ability to have a conversation in real time. It reduces time spent searching for content, for answers. It’s feeding that up proactively and it’s really increasing confidence in what our sellers need in the moment versus even, like I said, taking 30 minutes or an hour and coming back to that. One of the most powerful ways we’re also using AI is really how to engage. Data to better understand what’s resonating with our buyers and using those insights to fine tune our messaging and also which messaging we use. You know, one of the ways we’re currently leveraging Highspot, and it’s been extremely powerful for us, is understanding the content that makes the most sense, right? I think that the standard back and forth between most organizations and specifically marketing and sales is, hey, we’re creating content for you. Why aren’t you using it? And I think what. AI has allowed us to do is for reps to find information on content that’s been the most relevant at the right time. Highspot serves that up in a way that allows us not only to look at that in real time, but it’s recommending that also based off of what Highspot seeing on the backend from an analytics perspective being tied to the most revenue producing opportunities. That’s been a huge win for us in really increasing our rep’s ability to be faster, but also more accurate. Sometimes I think we just worry about being fast. It doesn’t help if unless we’re accurate. This has kind of allowed us to go down that model on both sides. RR: Yeah, it is hard to strike that balance when you know 30 minutes is too late, but. How are you gonna put together something strategic in such a short period of time? And I know one of the things that your team’s also kind of been leaning into a little bit is you mentioned on LinkedIn actually that continuous improvement is a big priority for you, and one of the ways that you’re using AI is with skill feedback to kind of support that ongoing learning loop. So how are you using that and how is that helping you, as you said, lean into continuous improvement? CS: Yeah, great question. I think one of the key things for us that’s been really, really indicative is about a year ago we kind of looked at our call analytics and call intelligence tools and wanted to see potentially if there was an opportunity for us to get a little bit more. Proactive in the way we were leveraging that to get insights, identify opportunities, and replicate things that were going well. And about six to seven months ago, even prior to me joining the organization, holistically looked and transitioned to what I would call an even more powerful AI enhanced call analytics to really not only capture real conversations. Allow it. The ability to provide things like real-time contextual feedback and use things like prompts to better understand why things were going well, but more importantly maybe where things weren’t going well. And what was really powerful in that is that was such a manual process for us before. And not only was it manual. It wasn’t necessarily consistent manager to manager, right? Some managers were better at it. Some managers had more time to invest just depending on the, the size of their teams and the amount of workload that they were working on. So instead of really waiting for a scheduled reviewer’s, shadow session, reps and managers could get real time guided insights and feedback so that when it came time for the actual coaching, it was very prescriptive. It was really, really, really powerful and it felt more individualized versus, Hey, we’re gonna have an enablement team come in and do a skill development session on, you know, executing a mutual action plan or getting access to key players. We could actually take that now to the individual level and focus on a skill development that made coaching more specific, more intentional, more timely, and ultimately more impactful for that skill development. Now, there is one thing that we are looking at as well, and we haven’t deployed this yet, but I’m assuming I’m not alone in this. Which is really, we have a pretty large sales organization all at different parts of their career. Also different managers at different parts of their career. And one of the things we wanted to do to, to drive more time for the managers to actually coach and spend time doing all the things they’re supposed to do, is we’re actually in the process of evaluating some AI role playing tools that use avatars. I know. That is not unique to us in any way, shape, or form, but when we think kind of along, like what’s happening now and what’s happening over the next two to three months, we’ll be deploying those to really also help the reps have a, a safe place and a consistent place to practice those skills. RR: Yeah. That’s so awesome to hear. I think, you know, sales coaching is one of those things that PLA teams everywhere, and so hearing that you can find these solutions that make you not only excited but certain in your programs is wonderful. And it really does sound like you’ve put together some very intentional programs to help your team succeed. And I think the data’s kind of showing that it’s working. We’ve seen that you’ve driven really strong engagement from your GTM teams, such as a 96% recurring usage rate of Highspot. So curious, you know, we’ve talked about the strategy. How are you then driving that adoption? Do you have any best practices you could share? CS: I think enablement teams each and every day and organizations are always trying to, you know, go through the process of how do I make the information or the programs or the projects or content that we’re taking to market actually be adopted and be used. And you know, I think one of the things that always has resonated with me, and I think about this phrase often, there’s a great enablement leader by the name of Roderick Jefferson, and many years ago, he gave a piece of feedback about the difference between training and enablement. And I’m paraphrasing this, so if anyone who knows this quote better than me, feel free to correct me. I believe he said, you train animals, you enable humans. And I think one of the things that always resonated with me about that then is if I want to enable someone, I need to get the lens of how they’re executing. And for us, that adoption, that 96% recurred usage in Highspot really started with making Highspot not only the single source of truth, but also putting it in a place where the sellers already live and breathe today from day one. It was critical for us that not only does every new hire here at Bamboo get trained to rely on Highspot for almost everything and have it not only live within that world, but for things like messaging, playbooks, objection handling, product updates, everything goes through there. But I also think it was more than that. One of the values that we’ve seen in Highspot is really our ability to have that proactive information fed at the opportunity level in our CRM tool. It allows the reps to get just in time information when they need it, but also when it’s most critical. Not only do we have the ability then to kind of. Indoctrinate them, so to speak, as a new rep. They’re also getting fed in real time, something that’s actually beneficial to them, and it’s proving its use case time and time again in real time, which has been a huge adoption ability for us. I think another thing. That has been super beneficial is going back to that adoption piece. We also cross collaborated and cross-functionally with other organizations like product marketing and product that absolutely see the benefit of that’s how their content gets used. So at the end of the day, the proof in the pudding and starting with that why and making it that single source of truth. We put it exactly where the reps live every single day embedded in our CRM. But when reps saw the tool and the action that it brought in saving time and helping them win that adoption started to follow naturally. And we continue. Every single week we have a reinforcement on content being placed out of there. It was a new muscle, and like any new muscle, we had to train that muscle. The good news is, is once we train it, we go to maintenance mode. And it’s been a much, much, much, much, much smoother process than when I’ve done this at other, other organizations where we were either under-resourced or underfunded, and we were really kind of rolling things out at a project level versus a programmatic level. RR: Gotcha. So it’s sort of that you can take a rep to enablement, but you can’t make them drink. You need to prove the value, and you need to be building for them. I think that makes a lot of sense. Thinking a little bit about doing the work, driving the adoption, how do you then measure success? What are the key metrics you track and then now moving into kind of trying to operationalize AI, how are you measuring that as well? CS: Yeah, very fair question. And I think this is also another thing, you know, this is my experience, been in groups with some really great enablement leaders across the board, and I feel like over the last several years, especially as that kind of transition to more. That value-based selling has become always important, but it’s become critical over the last several years with the introduction of ai, the different economic conditions and things of that nature. Every sales leader I talk to is really trying to measure the impact that their teams are having on the business and we look at it at a few ways here. I think we look at it from what we call some of our leading and lagging indicators. Specifically, we wanna see some of the early adoption and controls that we have there. So from a leading indicator perspective. We’re looking very closely right outta the gate. Whenever we launch a new program around things like certification rates, the usage data, early stage conversions, rates, some of that content engagement score, and then what we look at is the direct connection to the outcomes that happen, like stage progression, conversion rates, quota attainment, and sales cycle velocity. In my four months here, that’s where we’re really starting to drive and we’re starting to see a little bit more of those lagging indicators. As a business, we kind of have a core metric to maintain and also improve those conversion rates. So that was kind of the North Star, what we looked at from working our way backwards where, okay, what gets us to those things? And that’s where we looked at specific skills programs that we are running and we’re our rep certifying, were our managers certifying? Were they using the content that we created and did we see a correlation between those things and the performance? And we absolutely have, which has been really great for us to correlate a lot of that. To your second part of that question, as it relates to AI, I think we’re kind of looking at it from a few different ways. We are by no means the experts of AI measurement, but we, we have put some things in place that we’re looking at trying to get better constantly, which first and foremost is. Are we giving the reps more time to do more sales focused activities? So it, it’s one thing of it to create some time savings, but it’s also another thing to say within that time, did we help you be more intentional? Did we help you be more accurate? Did you use the right content or the right information? Or were you fed that in a way that helped you create a differentiating experience or a consistent experience in that engagement with a prospect or existing customer? When we can do that for at the rep level, we then want to drive AI driven insights on the backend to really look at how that impact coaching can take place at the conversational and the deal outcomes level. That’s the correlation. We’re kind of looking on that backend. Our ideal state would be able to also look at. How do we either add more propensity and volume to what our existing AEs are doing? Time savings is great, but what are you doing with that time on the backend, right? Is it, Hey, more time to go, you know, play ping pong down in the break room, which is always a great thing. I’m not saying that’s a bad thing by any stretch of the imagination. But it does allow it to be more intentional. It does allow us to be more powerful in the capacity of each of our reps. I always have heard a great quote from John Barrows, who I’m sure many people know. And one of the things I’ve heard him say specifically about ai, and I think about this as we measure AI, is really good sellers and really go to organizations that help their sellers. AI will augment what they do. Anyone stuck kind of in the old way of selling it will replace you in what you do. And I think that’s how we look at, how are we leveraging and augmenting that AI to look at the time savings, but long-term, how do we make it so they’re more intentional, more accurate, and produce some of those more outcomes at the individual level? And then how does that really embrace the impact coaching conversations on the backend? RR: Yeah, I think the lucky part of being kind of mired in all of this change is that we’re building our metrics as we’re figuring out what we can reasonably do. And so when you have that philosophy that you led with of Know Your North Star, ask the questions that will help you understand what actually drives there, and fill out those leading and lagging indicators as you’re doing the work. That’s gonna be a helpful philosophy, and that’s gonna get you through to figuring out those metrics. I’m curious too, as you’ve been looking at these indicators for AI and also just for your broader enablement programs, have you seen any particular business results with Highspot or any wins that you’d like to share? Things that you’re really proud of? CS: Yeah, I think there’s a few things, and I kind of break these down by kind of what I’d call some of those leading and lagging and I think, you know, some of them directly correlate to, to business outcomes. I think a few things that have really driven up is how our reps and how our team members are meeting customers where they’re at. But then I would also say on the backend, how has training and coaching improved because of that? And I think that’s a huge, huge, huge win for us. When I kind of look at over the last, you know, four to six months, some of the numbers that pop out I, I kind of. Share with you that I think are relevant? I think one of the really cool things that we have seen is we’ve seen a 91% engagement with our buyers, especially with external shares that’s gone up massively. I think we tracked something like we’ve had nearly 30,000 views during this window and period of. External content that customers were viewing, but also what they were sharing internally with other parts of their organization. We had no clue what was going on with content when we shared it before. And why does that actually matter? Because we started to correlate some of the in increase in in buyer engagement, the increase in some of the sales play views, which actually went up over 260% for us, up to 31%. That was so powerful, and I kind of think about that at the just in time level. One of the other things that that really resonated with us is the findability ratio, and from a content management perspective, historically prior to our engagement with Highspot and leveraging the AI, everything that was recorded with that. One of the major complaints that Bamboo got from a lot of our reps were, oh man, it’s really hard to find things when I need them. That just in time moment sometimes passes, as I mentioned earlier, and even if it takes me 30 minutes to an hour to send a follow up, sometimes I don’t have that. And we look at that findability ratio that we have of a seven. We saw our click-through rates go up dramatically. I think they went up 32% and the amount of items we had viewed as reps were going through the process of engaging a prospect in real time went up 14%. Why does all of that matter? Because I think as we looked at, okay, we’re giving you the right. Content and clearly it’s helping it create engagement with our prospects and customers. Does that, what does that engagement lead to on the backend? And one of the biggest things we found across certification and consistency across that was when you kinda look at some of the certifications we launched with AI across the board, and I’m focusing just in a Q1 of this year, we had two really big certifications. That were across the entire revenue organization, one of them being a skills related focus, and one of them being a specific platform product related focus. We certified 300 users in one, over 300 users in another one, and with the manual time that that would’ve had taken prior, we were able to save almost 220 hours from an enablement. Side with the AI, with only these two certifications. So scalability became a really, really important thing from an operational side for our enablement team and our managers who are typically having to do this at a very, very manual level. So why does all of that matter as a business? What we’ve correlated is our reps that are leveraging this in executing this are performing at about a 25 to 30% improvement level across their peers that maybe haven’t adopted this yet. So some really nice leading and lagging indicators of the power of AI and the power of what these tools can bring to the table. Are we perfect at it? By no stretch of the imagination, we still have some laggards that we’re trying to bring up, but we have seen some of those economies of scale grow with the reps that really have embraced this, and even some of the others that kind of, some laggards initially still have some of those, but the proof has been in the pudding there for us and, and it’s been a fantastic investment. RR: Those are I to begin. Incredible wins, great numbers. 30,000 views is incredible. I love the way you kind of told that story of how your wins compound. You know, you start with content, you make things accessible, all of a sudden your reps can use it, and now buyer engagement improves and then it just continues to grow and you have this feedback loop of continuous improvement To your point earlier. Many compliments. I know, as you said, you’re always moving, you’re always improving, you’re always growing. So in that spirit of continuous improvement, curious if you could talk to me a little bit about maybe what’s in the future, what is that potential long-term value of embracing AI for Bamboo, and how are you gonna continue doing so down the line? CS: Yeah, so I, I think for us, the intentionality there is really around scalability. It comes down to that one thing, the long-term value for us is scalability. That’s a little bit general in a response, but let me kind of give some context to that as to why scalability is important, right? AI is so fantastic. It allows our enablement team to support more reps, do it more personally without having to necessarily grow linear head count. And I think that’s a challenge. We’ve been, you know, our executive team, very forward thinking, thinks very much about those things and is very intentional about how we’re leveraging that to not only scale what we do, but do so in a very intentional and respectful and responsible way. Really when we think about what’s happening, so when I talk about scalability as well, it also is looking at it at the rep level and giving our reps access to the personalization at an individual contributor level for career development and coaching and guidance, but doing it at scale so we can consistently up level the team with really. Without burning out our frontline managers, our enablement resources, because the two most precious commodities that we view here at BambooHR are clearly our customers, but also our people. Those two resources are so vital and so important, so when we think about our. AI strategy and, and an enablement. It’s how do we create scalability with some of the unknowns that frankly exist today. Our organization has moved very quickly. We’ve kind of gone through a renaissance of our own, and there’s been a lot of changes, even just at the operational level here. Part of the way we look and are very intentional for scalability with AI is. What does AI allow us? Not only do today, but what’s coming down the road that allows us to invest in changes that we don’t even know about yet? And how do we continue to do that to scale human application across the AI intentional application? And that’s kind of how we’re looking at that. RR: I love that. I think it’s, you know, a great philosophy and I think it’s something that a lot of people are kind of gonna be embracing in the coming days. Just one last question for you. Speaking of that, you know, philosophies that other people can lean on to close, if you could give us one, maybe two pieces of advice for other enablement leaders who are looking to improve sales productivity with AI, what would that be? CS: Yeah, this is a, I feel like a golden ticket question that I think everyone’s trying to solve for. I think for me is, I think everyone has an AI initiative that I speak with. I, I, I doubt there’s any organization that isn’t looking at how to do that. But what I would say is don’t treat it as necessarily a separate initiative. I, I think about how do you embed it to an earlier comment to kind of bookend the, the conversation a little bit is it’s not necessarily, and, and to your point about. Changing the intended outcome as much as how you do it. So embedding it into your sales process, embedding it into your organizational processes. One of the things that was really helpful for us is we kind of took the visual representation of what an enablement team member does, but also if our customer, our internal resources like our sellers. What does the journey look like for them as they start their day, they start their interactions, they prepare, they engage. And then kind of that post-call, post interaction, what does that look like? And what we said is let’s map that out. And then we started small with one or two use cases that were kind of low hanging fruit that directly supported the productivity like. Surfacing the right content during calls or providing real call time feedback. And then what we really wanted to do is we really wanted to listen and we wanted to map out what did we think we could do now? What did we want the like ideal state to look like? And then we sat down and we asked our reps and we said. How are you performing along this? We have data that shows us how we think you’re performing, but what’s working, but more importantly, what’s not working and how do we make those shifts so that we can make sure that we’re actually making a difference? And I think the big key for us was it, we didn’t think about it and we kind of took a step back almost as like a tool roll out. And what we really wanted to make this about was changing behavior. It wasn’t necessarily about, oh, here’s this new AI tool. Go use it. Like we may have rolled out. CRM training. In the past it was what is the behavior change that is associated with this? And really that’s the best thing that we could do is make AI feel intuitive, make it indispensable, make it, build it into how your reps are working so that it becomes. Just like, almost like breathing. You don’t think about it, but you definitely feel it if it’s not there. And that’s kind of one of the things I always talk about is how do you embed AI, align it with that AI journey and how they’re engaging with the customer in a day in the life. And as you embed it in there, it becomes part of what they do and then they start to feel it when it’s not there. But that would be, that would be my biggest piece of feedback for anyone that’s looking at it, is don’t treat it as a separate initiative, embed it into everything that you do. Map it against how you expect your internal teams to work and you start to find the adoption follows. RR: Awesome. Well, this has been so wonderful, Chris, so insightful, and I think this is kind of the insights that people are really looking for. Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

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/

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

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/

Shari Dunn is a polymath—an accomplished journalist, attorney, CEO, news anchor, and university professor—who brings a wealth of experience to this powerful conversation. She joins John Barrows to discuss her book, QUALIFIED: How Competency Checking and Race Collide at Work.Shari explores the hidden biases in hiring and promotion, the concept of “competency checking,” and the importance of seeing diversity, equity, and inclusion (DEI) as a strategic imperative for business success. This insightful conversation offers actionable steps for redefining how we evaluate talent and building workplaces where everyone can thrive.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 Shari on LinkedIn: https://www.linkedin.com/in/sharidunnCheck out Shari's Website: https://thesharidunn.comConnect with Shari on IG: https://www.instagram.com/thesharidunn.com6/Order Shari's book, Qualified: https://thesharidunn.com/buy-now

John Barrows is joined by Jonathan Lister, COO of Vidyard and former VP of Global Sales Solutions at LinkedIn. With over 25 years of experience in B2B tech and SaaS, Jonathan shares his journey of building billion-dollar organizations and explains the critical role of curiosity in leadership and hiring.Jonathan breaks down the evolving role of sales in the AI era, emphasizing the shift from quantity to quality in personalized selling. If you're ready to unlock talent, embrace change, and shape the future of sales, this conversation is packed with 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 Jonathan on LinkedIn: https://www.linkedin.com/in/jonathanlister/ Check out the Vidyard Website: https://www.vidyard.com/

John Barrows sits down with Alex Newmann, founder and CEO of Newmann Consulting Group. Alex specializes in helping B2B companies transition from founder-led sales to scalable, repeatable sales systems. Together, they unpack the challenges founders face when building a sales team, share actionable strategies for avoiding common pitfalls, and discuss the realities of entrepreneurship. If you're a founder looking to scale your business, this is the must-listen conversation to kickstart your journey.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 Alex on LinkedIn: https://www.linkedin.com/in/alexnewmann/Check out Alex's Websites: https://www.alexnewmann.com/ and https://victoryhub.io/

In this episode, John Barrows sits down with Fabiana Lacerca-Allen, a global compliance expert with over 30 years of experience leading Fortune 100 companies through complex challenges. Fabiana shares insights from her new book, Crisis Capable: Building Your Capacity to Survive and Succeed in Every Environment.They discuss practical strategies for navigating unexpected crises, aligning objectives with values, and avoiding common leadership pitfalls during times of chaos. With personal stories of successes and missteps, this conversation offers invaluable lessons on resilience, adaptability, and the power of a deep breath when the pressure is on.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 Fabiana on LinkedIn: https://www.linkedin.com/in/flacercaCheck out Fabiana's Website: fabianalacercaallen.com

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

Happy New Year, and welcome to 2025! To kick off what promises to be a pivotal year for innovation, we're revisiting John's favorite episode of 2024—a conversation with none other than Guy Kawasaki.Guy is a legend in Silicon Valley, known for being Steve Jobs' right-hand man at Apple, launching the iconic Macintosh, and writing 17 incredible books, including his latest, Think Remarkable. In this unforgettable episode, John challenges Guy in a way no one else has: by pitting him against Kawasaki GPT, an AI trained on every word Guy has ever spoken or written.John asks Guy the question at the end of this podcast - If he can get better answers from the Guy's GPT than from Guy himself - what's the point of this conversation? Listen to the full episode to find out and check out the link below to see the comparison between the two.For more details on the Guy Kawasaki episode, visit: https://www.jbarrows.com/guykawasakiElevate your sales game with the JB Sales Membership that includes monthly live training by John Barrows, interactive workshops, insightful AMAs, and unlimited access to our comprehensive on-demand library. Certifications included! Visit www.jbarrows.com and let's Make It Happen together!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

Topaz Adizes, founder and CEO of the Emmy award-winning experience design studio The Skin Deep, joins John Barrows for a thought-provoking discussion about the transformative power of human connection. As an expert in asking better questions, Topaz shares insights on how relationships are shifting in the digital age, the art of listening, and the importance of practicing authentic connection. From personal experiments with his kids to bridging professional and personal relationships, this episode dives into how we can all connect better in an increasingly AI-driven world.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 Topaz on LinkedIn: https://www.linkedin.com/in/topazadizes/

Jen Igartua is the CEO of Go Nimbly, a RevOps consultancy partnering with high-growth SaaS companies like Zendesk, Twilio, Braze, and Superhuman. Jen and John Barrows delve into strategies for navigating mergers and acquisitions, building brand authority through content, and adapting to sustainable growth in tech. The conversation goes deep into the role of AI in data management and the importance of maintaining sales fundamentals amidst technological advancements.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 Jen on LinkedIn: https://www.linkedin.com/in/jen-igartua Check Out Jen's Website: www.gonimbly.com and https://www.linkedin.com/in/jen-igartua/

John Barrows sheds light on the future of sales in an AI-driven world, inspiring sales professionals to embrace change and seize new opportunities. With AI revolutionizing the way we work, John shares how to harness its power to eliminate mundane tasks, allowing you to focus on what truly matters: authentic human connections and meaningful client relationships. He challenges the status quo, urging sales reps to elevate their game by building a strong personal brand and mastering problem-solving over traditional sales methods. If you're ready to future-proof your career and make a lasting impact in tech sales, this episode is your blueprint for success in the age of AI.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 episode John Barrows welcomes Will Barron, renowned for his successful podcast "salesman.com," boasting over 700,000 downloads monthly. A disruptor in traditional sales training, Will discusses the importance of sales fundamentals over automation, ethical sales tactics, and the necessity of focusing on the buyer's journey. You will gain valuable insights on overcoming fear, grit development, the future sales rep skills and how to navigate the evolving sales landscape effectively.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 Will on LinkedIn: https://www.linkedin.com/in/willbarron/Check out Will's website: https://salesman.com/Follow Will on IG: https://www.instagram.com/salesmanpodcast/

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

Everett Berry, Head of GTM Engineering at Clay.com, joins John Barrows to discuss AI's role in modern sales, the importance of curiosity and continuous learning, and the evolving landscape of sales development roles. With a background as a software engineer and former Head of Growth, Everett shares insights into balancing technology and sales, leveraging AI for sales tasks, and enhancing customer engagement.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 Everett on LinkedIn: https://www.linkedin.com/in/everettberry/Check out the website: https://www.clay.com/

John Barrows is joined by Elyse Archer, founder of Superhuman Selling and She Sells movements. Elyse, a 3X Salesforce Top Sales Influencer and thought leader featured in Forbes and Inc, shares her journey on developing self-worth, confidence in sales and how to embody the most successful version of yourself. The conversation dives deep into the importance of aligning with clients early, embracing personal growth, and setting transformative goals without sacrificing values.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 Elyse on LinkedIn: https://www.linkedin.com/in/elysearcher/ Check out Elyse's website: www.elysearcher.com Follow Elyse on Instagram: https://www.instagram.com/elysearcher

In this episode, John Barrows sits down with Jeremy Hurewitz, an espionage expert, corporate intelligence agent, and author of “Sell Like a Spy.” Jeremy reveals the secret world of spycraft, offering insights on how techniques used by former CIA, FBI, and special forces operatives can revolutionize the way we build relationships and sell. You will gain tons on insights on the power of vulnerability, trust-building, ethical influence, and the art of elicitation.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 Jeremy on LinkedIn: https://www.linkedin.com/in/jeremyhurewitz/ Check out Jeremy's Website: https://www.selllikeaspy.net/ Get Jeremy's New Book "Sell Like A Spy: The Art of Persuasion from the World of Espionage"Goodreads - https://www.goodreads.com/book/show/202139596-sell-like-a-spy Amazon - https://www.amazon.com/Sell-Like-Spy-Persuasion-Espionage/dp/1635769930Bookshop - https://bookshop.org/p/books/sell-like-a-spy-the-art-of-persuasion-from-the-world-of-espionage-jeremy-hurewitz/20977915

John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of “30 Minutes to President's Club,” and authors of the game-changing book, “Cold Calling Sucks (And That's Why It Works).” Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top performers from the rest. Discover the role of tone, the importance of data accuracy, and the power of a multi-channel approach within your cold calling success. They also offer actionable tips on mastering objections, effectively engaging with gatekeepers, and bringing a human touch to your sales calls.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 Armand on LinkedIn: https://www.linkedin.com/in/armand-farrokh/Connect with Nick on LinkedIn: https://www.linkedin.com/in/nick-cegelski/Get the Book Cold Calling Sucks (and That's Why It Works) on AmazonCheckout 30MPC: https://www.30mpc.com/Subscribe to the 30MPC Newsletter: https://www.30mpc.com/newsletter

John Barrows sits down with Ted McKenna, co-author of "The Jolt Effect" and an accomplished sales and customer experience researcher whose work has graced the Harvard Business Review. As a founding partner of DCM Insights, Ted delves into the evolving dynamics of buyer-seller interactions, the influence of AI on decision-making, and strategies for addressing buyer indecisiveness. Tune in to discover actionable insights on how to adapt and thrive in an ever-changing sales landscape. Key takeaways include effective sales tactics, the role of emotional factors in B2B purchasing, and the importance of transparency and expertise in sales.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Ted on LinkedIn: https://www.linkedin.com/in/ted-mckenna/Check out Ted's Website: https://www.jolteffect.com/Get Ted's Book JOLT EFFECT HereLearn more about the JOLT EFFECT:https://www.linkedin.com/company/jolteffectsupport@jolteffect.com

Todd Caponi—renowned sales historian, keynote speaker, sales & leadership trainer, and author of "The Transparency Sale" and "The Transparent Sales Leader" joins John Barrows as they dive deep into sales history, transparency, and problem-solving. They discuss the importance of authenticity, the impact of historical sales philosophies, and actionable strategies for modern selling.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 Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi/Check out Todd's Website: toddcaponi.com

John Barrows welcomes Patrick “Pops” Garrett, the Founder and Chief Drinking Officer of DrinkCurious. John and Pops discuss virtual whiskey tastings, everything Bourbon, and the importance of human connection. With over 12 years of experience, “Pops” shares techniques for sensory evaluation, palate cleansing, and the art of creating memorable experiences staying true to his mission of inspiring curiosity and discovery in the world of spirits.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 Pops on LinkedIn: https://www.linkedin.com/in/patrickgarrett/Check out Pops Website: https://www.drinkcurious.com/

This week, John Barrows is joined by highly influential Silicon Valley venture capitalist, entrepreneur, and author, Guy Kawasaki. Known for his role in launching Apple's Macintosh computer with Steve Jobs and Steve Wosniak, and authoring books like Wise Guy: Lessons from Life”, “The Art of the Start” and “Think Remarkable”, Kawasaki shares insights on breaking societal norms, finding passion, and balancing motivation. Listeners will gain valuable perspectives on pursuing multiple interests, the importance of grit, and leveraging AI for success. Tune in for a thought-provoking conversation that challenges traditional ideas about success and inspiration.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/newsletterGet Guy's latest book: https://guykawasaki.com/books/think-remarkable/Visit Clay at clay.com

This week's episode centers on John's insightful keynote titled “Age of the Agile Org” dives deep into the importance of conversations over pitches, persistent and relevant prospecting, and the role of personalized communication in sales. You will gain valuable insights on crafting sales-ready messaging for specific triggers, understanding market dynamics, and how to leverage AI as your sales super power, building strong pipelines, segment databases, and add value in each client interaction.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

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin