There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal. However, there is one that I’ve found to be the #1 key indicator of losing a […]
Category: Meetings
Time to Value
I’ve been paying attention to some of the recent data about the sales process and keep thinking about the concept of Time to Value (TTV). I’ve heard of it before but never put much thought into it until now. Here’s a good description of it by the Baremetrics Blog. The main definition is the amount […]
Executives are Like Children
They both need structure. I have an 8-year-old daughter and I’ve realized that if you don’t give kids any structure or guidelines/rules they go crazy. I know some friends who allow their kids to do whatever they want and are absolute nightmares because of it. The kids are the ones in control, not the parents. […]
Sell The 20%
Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most people just put a few numbers in the fields and click the “sum” equation to add them up. The same is true […]
Sales Lessons from the World Series
One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!! Regardless of my personal bias, there are a number of sales lessons we can learn from this year’s run. […]
Our Dreamforce 2018 Recap
With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice Voice and an AI assistants are here to stay, as […]
A Guide to Getting the Most Out of Networking Events
With Q4 around the corner and event season (September) upon us, we here at JBarrows will be making the rounds at all the events coming up like Tenbound, HyperGrowth, INBOUND, Digital Sales World and of course Dreamforce. In order to get the most out of these opportunities for us and for you, we’ve developed this […]
The Meeting Efficiency Survey
In their most recent post: “The Sobering Truth: Why You Can’t Sell to C-Suite Executives,” Gong’s analysis of 39,105 sales meetings found that successful sales meeting with executives include around 4 qualification questions, while unsuccessful meetings averaged more than 8. There is a noticeable drop off in success after 4 questions. Executives don’t like going […]
Stop Doing What You’re “Supposed To Do”
Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me stop and think otherwise. First the personal story. I went to college a single man, had a blast and then found someone towards […]
Confirming and Controlling Meetings
(Specific Technique)
Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up. A close second on the frustration scale is when they do show up but dive right in with questions about specific features or pricing […]
