{
"meta": {
"name": "John Barrows: podcast episodes, newsletter issues and blog posts",
"description": "The complete public archive as one file. Episodes of Make It Happen Mondays, issues of the Learning Lab newsletter and posts from the blog, newest first.",
"site": "https://jbarrows.com",
"generated_at": "2026-11-15T16:33:03+00:00",
"counts": {
"podcasts": 489,
"blogs": 164,
"posts": 406,
"podcasts_with_page": 489,
"blogs_with_page": 147,
"posts_with_page": 405
},
"attribution": "Written by John Barrows. Quote him by name and link the url on the record. Podcast guests own their own words.",
"notes": "A record with url:null has no landing page yet; it is listed so the archive is complete, not so it can be linked."
},
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"title": "The Last 10%",
"date": "2026-09-26",
"excerpt": "I was in two very different rooms this week. On Thursday, I was at Bryant University with my friend Dr. Stefanie Boyer , teaching a class of sales…",
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{
"title": "A terrible sales experience that oddly gives me hope",
"date": "2026-09-19",
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{
"title": "Sales therapy",
"date": "2026-09-12",
"excerpt": "I was on a call last week with two people I know really well. One of them runs a billion dollar company. The other is a senior executive with an…",
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{
"title": "Ready, fire, aim",
"date": "2026-09-05",
"excerpt": "Monday morning, a contract hit my inbox for a product the rep couldn't explain to me on Friday. It was the end of one of the worst sales experiences I've…",
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{
"title": "The Hallway Track",
"date": "2026-08-29",
"excerpt": "I spent last week at the Totality conference and ran into a bunch of people I hadn't seen in years. Some of them I used to talk to every month. Then the…",
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{
"title": "My most impactful training - tomorrow",
"date": "2026-08-11",
"excerpt": "I’m giving away my favorite training tomorrow at 11:00am ET for free. It’s the one training that had the biggest impact on my career and that I still use…",
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{
"title": "Live Q&A tomorrow for members only",
"date": "2026-08-11",
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{
"title": "AI Ruined My Favorite Nugget",
"date": "2026-08-08",
"excerpt": "For years, I’ve been using and training the “Summary Email” as one of my favorite tactics (nuggets) in Sales and I had the proof points to back it up. I…",
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"title": "Members Q&A: Bring your questions, and maybe a deal",
"date": "2026-08-05",
"excerpt": "You may have seen that next Wednesday, August 12 I'm running my free monthly session on Objective Negotiations and the scorecard I use to measure deal…",
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{
"title": "The deal died before procurement",
"date": "2026-08-05",
"excerpt": "I lost a $400K deal recently that I'd already gotten the verbal on. Through procurement. Forecast. Committed. Then quiet. Here's the part that still…",
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{
"title": "I've never had a strategy",
"date": "2026-08-01",
"excerpt": "This is tough to admit out loud, but I've never really had a strategy when it comes to how I use social media, specifically LinkedIn, unless you count…",
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{
"title": "Frameworks don't run themselves (playbook inside)",
"date": "2026-07-31",
"excerpt": "After 25 years of training sales teams, the most common thing I hear isn't a question about technique. It's some version of \" JB, my team knows what to…",
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{
"title": "Happy Ears",
"date": "2026-07-25",
"excerpt": "I spent an hour of my Saturday inside a Good Feet Store with my wife and daughter, and I walked out laughing so hard I almost cried. Let me set this up. I…",
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{
"title": "You're not going to want to miss this",
"date": "2026-07-15",
"excerpt": "I'm showing my entire prospecting Operating System that's augmented by AI today at 11:00am EST. I'll walk through my morning routine and show how I…",
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"title": "Ask Me Anything today at 12",
"date": "2026-07-15",
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{
"title": "Stop The Negative Tailspin",
"date": "2026-07-11",
"excerpt": "My daughter went to a volleyball camp this week. After the first morning session, she texted me, frustrated. She wasn't on one of the top courts, she…",
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{
"title": "My daily prospecting routine (showing it live)",
"date": "2026-07-07",
"excerpt": "I've spent the last few months rebuilding my entire prospecting system from the ground up. Not the theory. The actual system. The one I run every morning…",
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"title": "Members Q&A after the workshop. Bring your prospecting questions",
"date": "2026-07-07",
"excerpt": "You should have just received an email about My Daily Prospecting Engine session I’m doing next Wednesday at 11:00am ET. That’s for the broader audience…",
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{
"title": "67% don't want you. 69% do",
"date": "2026-07-04",
"excerpt": "67% don't want you. 69% do I used to use a Gartner stat in my training that was about how 43% of B2B clients want a “rep free” experience. I used this to…",
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{
"title": "Be Curious, Not Judgemental",
"date": "2026-06-27",
"excerpt": "I had a few conversations on the podcast this week that kept circling back to the same topic - curiosity. It reminded me of the famous darts scene in Ted…",
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{
"title": "A bit of optimism",
"date": "2026-06-20",
"excerpt": "I’m not sure if it’s all the love I’m seeing from and for the Scott’s and the Tartan Army while they’re here in Boston during the World Cup or all the…",
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{
"title": "Q&A plus new content for members",
"date": "2026-06-16",
"excerpt": "After tomorrow’s live free training I’ll be hosting a Q&A at 12:00pm ET for members only where I’ll be sharing the new AI Prompt Pack and Operating…",
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{
"title": "Training tomorrow on high quality outreach",
"date": "2026-06-16",
"excerpt": "What does high quality outreach look like in a world filled with AI slop and “personalization at scale?” Register here and join me tomorrow at 11:00am…",
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{
"title": "Here we go again",
"date": "2026-06-13",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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{
"title": "Free workshop next week: Quality Outreach",
"date": "2026-06-10",
"excerpt": "I'm running a free live workshop next Wednesday, June 17th on executing quality outreach, both email and phone, in a world flooded with AI-generated…",
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{
"title": "Members Q&A after the workshop + what I'm building",
"date": "2026-06-10",
"excerpt": "Two things. First, you should have just gotten an email from me about the Quality Outreach webinar I’m doing next week. As always, I'm hosting a…",
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{
"title": "Pattern recognition",
"date": "2026-05-30",
"excerpt": "One of the benefits of getting old is experience, and one of the benefits of experience is pattern recognition. I've been through enough crazy stuff in my…",
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{
"title": "Quick Favor (10 seconds)",
"date": "2026-05-28",
"excerpt": "I'm trying to be more targeted with the information and value I send to the different people on my newsletter. Right now, I'm sending the same emails to…",
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{
"title": "Jobs vs Tasks",
"date": "2026-05-23",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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"slug": "jobs-vs-tasks",
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},
{
"title": "Ask Me Anything tomorrow at 12:00pm ET",
"date": "2026-05-19",
"excerpt": "You should have just received an email about tomorrow’s free webinar I’m doing around the “Sales-Ready Messaging” module of the Filling the Funnel…",
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{
"title": "Tomorrow at 11 AM ET: My favorite module",
"date": "2026-05-19",
"excerpt": "I’m hosting a live event tomorrow at 11:00am ET where I’ll be giving away the main component of my Filling the Funnel program – my Sales-Ready Messaging…",
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},
{
"title": "Garbage In, Garbage Out",
"date": "2026-05-16",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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"slug": "garbage-in-garbage-out",
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"url": "https://jbarrows.com/newsletter/garbage-in-garbage-out"
},
{
"title": "Stick around after Wednesday",
"date": "2026-05-13",
"excerpt": "Quick heads up for next Wednesday. After the Sales-Ready Messaging Learning Lab wraps, I'm jumping into the members-only Q&A at 12:00pm EST to answer…",
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{
"title": "Your AI is writing garbage because of this",
"date": "2026-05-13",
"excerpt": "Quick question: where does your AI get its messaging from? If the answer is \"our website\" or \"our marketing material,\" that's the problem. AI outreach…",
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"slug": "your-ai-is-writing-garbage-because-of-this",
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{
"title": "Your Decision Lens",
"date": "2026-05-09",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech, and real-world…",
"image": null,
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"slug": "your-decision-lens-2026-05-09",
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"url": "https://jbarrows.com/newsletter/your-decision-lens-2026-05-09"
},
{
"title": "The SaaSpocalypse",
"date": "2026-05-02",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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"slug": "the-saaspocalypse",
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"url": "https://jbarrows.com/newsletter/the-saaspocalypse"
},
{
"title": "The one thing AI can’t do",
"date": "2026-04-25",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech, and real-world…",
"image": null,
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"slug": "the-one-thing-ai-cant-do",
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"url": "https://jbarrows.com/newsletter/the-one-thing-ai-cant-do"
},
{
"title": "Creating Urgency & Adding Value",
"date": "2026-04-18",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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"slug": "creating-urgency-adding-value",
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},
{
"title": "Tomorrow at 11 am ET",
"date": "2026-04-14",
"excerpt": "Quick reminder. Tomorrow (Wednesday April 15) at 11am ET I’m running a free Learning Lab on Personas and Personalities in Sales. Here’s what I’m covering…",
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},
{
"title": "Members only: I'm staying on after the Learning Lab",
"date": "2026-04-14",
"excerpt": "Tomorrow's Learning Lab is open to anyone. 11am ET. Personas + AI. The 30 minutes right after? That's yours. I'm staying on, camera on, for a members-only…",
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},
{
"title": "A Lost Art",
"date": "2026-04-11",
"excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…",
"image": null,
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},
{
"title": "Members-only Q&A after next Wednesday's Learning Lab",
"date": "2026-04-10",
"excerpt": "You probably got the email earlier this week about the free Learning Lab I'm running next Wednesday on Personas and Personalities. I'll be breaking down…",
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"slug": "members-only-qa-after-next-wednesdays-learning-lab",
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},
{
"title": "Free Learning Lab April 15",
"date": "2026-04-08",
"excerpt": "I'm running a free Learning Lab on Wednesday April 15 at 11am ET. The topic: Personas and Personalities in Sales Most reps send the same message to every…",
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"slug": "free-learning-lab-april-15",
"has_page": true,
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"url": "https://jbarrows.com/newsletter/free-learning-lab-april-15"
},
{
"title": "I Know Kung Fu",
"date": "2026-04-04",
"excerpt": " You know the scene in The Matrix where Neo wakes up, plugs in, downloads kung fu directly into his brain, opens his eyes and says \"I know kung fu\"?…",
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},
{
"title": "The Last Mile",
"date": "2026-03-28",
"excerpt": "Back in 2017 I went to Gary Vaynerchuk’s office for one of his 4D sessions. It was a small group of entrepreneurs sitting in a room with his team as they…",
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"slug": "the-last-mile",
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},
{
"title": "It’s time for Creators",
"date": "2026-03-21",
"excerpt": "We’re on our last leg of our European tour here in Switzerland, visiting another school and hanging out with my uncle who lives here. If you’ve never been…",
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},
{
"title": "European Vacation",
"date": "2026-03-14",
"excerpt": " Well, not really. I’m currently on a European tour with my wife and daughter looking at potential colleges for my daughter when she graduates in about…",
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{
"title": "I have a story for you",
"date": "2026-03-07",
"excerpt": "I was in Mexico this past weekend/week with some good friends for a 50th birthday party. A few of them happen to be incredible storytellers. The kind of…",
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},
{
"title": "Fantasy Football, Wall-E & Curiosity",
"date": "2026-02-28",
"excerpt": "I quit fantasy football a while back. Not because I wasn’t good at it, but because the platforms made it too easy for me and I got lazy. This is one of my…",
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},
{
"title": "It’s time to say something",
"date": "2026-02-21",
"excerpt": "Two years ago, I did a post on Linkedin asking people how they were doing. The inspiration was from a conversation I had with a friend/colleague who was…",
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"slug": "its-time-to-say-something",
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},
{
"title": "AMA Today with JB",
"date": "2026-02-18",
"excerpt": "I’m having another AMA/Q&A Session today for members only. Only a few people showed up last time so they each got a decent amount of 1:1 coaching from…",
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},
{
"title": "Training Tomorrow on ICP",
"date": "2026-02-17",
"excerpt": "I’m doing a free training tomorrow at 11:00am ET on why the details of your ICP (Ideal Customer Profile) matter now more than ever and are the key to time…",
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},
{
"title": "Figure It Out",
"date": "2026-02-14",
"excerpt": "I think we’ve collectively lost the ability to “figure it out” and it’s starting to really concern me. I constantly get questions that are effectively…",
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"date": "2026-11-09",
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"excerpt": "An engineering-professor-turned-author joins Make It Happen Mondays to unpack a five-tool framework for decision making, drawing on SpaceX, West Point and baseball to explain why human judgment still beats AI.",
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"guest": "Ricardo Valerdi",
"url": "https://jbarrows.com/podcast/how-to-make-better-decisions-in-the-age-of-a"
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"title": "How CrossFit Became a Billion-Dollar Fitness Empire with Calum Marsh",
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"image": "https://i.ytimg.com/vi/KN6n8BujN7Q/maxresdefault.jpg",
"excerpt": "A journalist who spent years earning CrossFit founder Greg Glassman's trust explains how a free online workout program, a $500 licensing fee, and no outside investors built a massive fitness business, and what happened when the founder stopped hearing hard truths.",
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"guest": "Calum Marsh",
"url": "https://jbarrows.com/podcast/how-crossfit-became-a-billion-dollar-fitness"
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"title": "How to Bet on Yourself and Build a Winning Sales Career with Justin Jay Johnson",
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"title": "How to Run Evidence-Based Deal Reviews That Predict Revenue with Mark Siciliano",
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"excerpt": "A Sales Loft CRO joins Make It Happen Mondays to explain how a background coaching competitive swimmers shaped his leadership approach, how he builds trust through a merger, and why sellers become more valuable, not less, as AI reshapes outbound and the buying process.",
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"title": "The Psychology of AI Adoption: Why 95% of Pilots Fail with Dr. Gleb Tsipursky",
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"title": "AI Is Changing Sales How Salespeople Can Stay Valuable in 2026 with Tim Sanders",
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"excerpt": "A sales and innovation expert joins Make It Happen Mondays to explain how AI search is reshaping B2B buying, why BDRs now hold the key marketing intelligence, and how salespeople can stay valuable in 2026.",
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"title": "How Steve Jobs Built the Apple Store: Big Ideas, Innovation & Leadership with Ron Johnson",
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"excerpt": "A conversation exploring how the Apple Store and Target's design strategy were built, the lessons from a tough run at JCPenney, and how AI is changing the way leaders should test big ideas.",
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"title": "AI Is Changing Sales Leadership: The New Skills Every Sales Rep Needs with Kristie Jones",
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"title": "How Customer Success Drives Retention, Revenue & Growth with Elizabeth Salmoun",
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"title": "Why AI Will NEVER Replace Real Sales with Jeff Kirchick",
"date": "2026-08-31",
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"image": "https://i.ytimg.com/vi/4xDbfXoL9vE/maxresdefault.jpg",
"excerpt": "A sales leader and author of a book on authentic selling joins Make It Happen Mondays to explain why AI raises the bar on outbound rather than replacing it, how he hires and coaches for honesty, and why buyers delay decisions even under pressure.",
"mins": 48,
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"title": "Why Platform Sales Are Breaking Traditional B2B Sales with Zachary Gropper",
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"excerpt": "A former Challenger Sale researcher joins Make It Happen Mondays to explain why platform selling and AI-armed buyers are upending traditional B2B sales, and what reps must change about discovery, qualification and pilots.",
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"title": "Why AI Role-Play Is the Missing Piece in Sales Training with Neha Gupta",
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"excerpt": "A sales podcast episode exploring why manager coaching often breaks down and how realistic AI role-play can build sales communication skills faster than traditional training.",
"mins": 54,
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"title": "Why Charisma Is a Sales Skill You Can Actually Learn with Olivia Fox Cabane",
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"excerpt": "The author of The Charisma Myth joins Make It Happen Mondays to explain the science behind presence, power and warmth, how charisma can be taught, and where it crosses into manipulation in sales.",
"mins": 59,
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{
"title": "Why Sales Reps Need Business Acumen Now with Kevin Cope",
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"image": "https://i.ytimg.com/vi/9L-usF-Jtqs/maxresdefault.jpg",
"excerpt": "An Acumen Learning founder joins Make It Happen Mondays to explain why business acumen is the top skill gap in sales, breaking down the five business drivers, the true cost of discounting, and how AI can sharpen a rep's understanding of clients.",
"mins": 60,
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{
"title": "Why Human Connection Still Wins in an AI-Driven GTM World with Katrin Gurvich",
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"excerpt": "A GTM business partner joins Make It Happen Mondays to explain why referrals have lost their meaning, how networking is a learnable skill, and why human connection still matters as AI reshapes sales and hiring.",
"mins": 52,
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"url": "https://jbarrows.com/podcast/why-human-connection-still-wins-in-an-ai-driven-gtm-world-with-katrin-gurvich"
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{
"title": "How Agentic CRM Is Changing the Way Sales Teams Sell with Ryan Braastad",
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"excerpt": "A Microsoft sales solutions leader joins Make It Happen Mondays to explain how agentic AI and Copilot are turning CRM from a system of record into a system of action, and why past CRM rollouts failed sellers.",
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{
"title": "Why More Revenue Can Still Break Your Business with Cruz Gamboa",
"date": "2026-07-13",
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"excerpt": "A former GE regional CFO turned business advisor explains why revenue growth can worsen cash flow, breaking down efficiency, timing and capital as the three factors that determine a company's real value.",
"mins": 58,
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"url": "https://jbarrows.com/podcast/why-more-revenue-can-still-break-your-business-with-cruz-gamboa"
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{
"title": "AI Agents, False Productivity, and the Sales Team Reset with Gabe Larsen",
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"excerpt": "An AI and sales entrepreneur joins Make It Happen Mondays to unpack pretend productivity, the four areas where AI is actually driving ROI, and how sales teams should rebuild around fundamentals.",
"mins": 50,
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"title": "How to Stay Calm, Focused, and Resilient When the World Speeds Up with Ishan Shivanand",
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"image": "https://i.ytimg.com/vi/tH3nlWxfI9o/maxresdefault.jpg",
"excerpt": "A mental health researcher raised in a monastic tradition explains the science-backed difference between numbing and real relaxation, why breath work matters, and how meditation protocols reduce anxiety and burnout fast.",
"mins": 69,
"guest": "Ishan Shivanand",
"url": "https://jbarrows.com/podcast/how-to-stay-calm-focused-and-resilient-when-the-world-speeds-up-with-ishan-shiva"
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{
"title": "How Fear Controls the Way We Lead, Sell, and Parent with Bryan Post",
"date": "2026-06-22",
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"image": "https://i.ytimg.com/vi/LkeKpUhGL3A/maxresdefault.jpg",
"excerpt": "A behavioral expert joins Make It Happen Mondays to explain how early stress and fear shape leadership, selling and parenting, and why slowing down beats pushing harder.",
"mins": 55,
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"url": "https://jbarrows.com/podcast/how-fear-controls-the-way-we-lead-sell-and-parent-with-bryan-post"
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{
"title": "AI Is Not a Strategy: How to Lead Real Transformation with Julie Averill",
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"image": "https://i.ytimg.com/vi/O_26K4-q0TY/maxresdefault.jpg",
"excerpt": "A former Lululemon, Nordstrom and REI technology leader joins Make It Happen Mondays to explain why AI exposes company dysfunction, why trust drives real innovation, and how businesses can build lasting differentiation.",
"mins": 59,
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"url": "https://jbarrows.com/podcast/ai-is-not-a-strategy-how-to-lead-real-transformation-with-julie-averill"
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{
"title": "How AI Agents Are Rewriting Sales with Kris Billmaier",
"date": "2026-06-08",
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"image": "https://i.ytimg.com/vi/NlVM77SYKGs/maxresdefault.jpg",
"excerpt": "A Salesforce executive overseeing its sales agent products joins Make It Happen Mondays to explain how AI agents are already generating pipeline, reshaping the SDR role, and pushing sales back toward full-cycle selling.",
"mins": 54,
"guest": "Kris Billmaier",
"url": "https://jbarrows.com/podcast/how-ai-agents-are-rewriting-sales-with-kris-billmaier"
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{
"title": "Be the Mentor Who Mattered: How Mentorship Drives Real Revenue with Colleen Stanley",
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"excerpt": "An episode of Make It Happen Mondays looking at why mentorship cultures, not mentorship programs, and higher emotional intelligence are becoming essential for sales teams navigating the pace of change driven by AI.",
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"url": "https://jbarrows.com/podcast/be-the-mentor-who-mattered-how-mentorship-drives-real-revenue-with-colleen-stanl"
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{
"title": "What AI Knows About Your Buyer with Scott Gillum",
"date": "2026-05-25",
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"image": "https://i.ytimg.com/vi/_vc4fgG3lZg/maxresdefault.jpg",
"excerpt": "A conversation on Make It Happen Mondays exploring why buyers disappear from CRMs, how personality and culture data predict deals, and what still makes a human seller valuable as AI reshapes B2B buying.",
"mins": 54,
"guest": "Scott Gillum",
"url": "https://jbarrows.com/podcast/what-ai-knows-about-your-buyer-with-scott-gillum"
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{
"title": "Why Your Sales Rep Needs to Be an Architect, Not Just a Closer with Adam Carr",
"date": "2026-05-18",
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"image": "https://i.ytimg.com/vi/JwizqlqmIdw/maxresdefault.jpg",
"excerpt": "An Apollo sales leader joins Make It Happen Mondays to unpack product led growth, AI native selling, hiring in an AI saturated market, and why reps must become go to market architects.",
"mins": 49,
"guest": "Adam Carr",
"url": "https://jbarrows.com/podcast/why-your-sales-rep-needs-to-be-an-architect-not-just-a-closer-with-adam-carr"
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{
"title": "Career Resilience in the Age of AI with Ilana Golan",
"date": "2026-05-11",
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"image": "https://i.ytimg.com/vi/XS4WPBbNkvk/maxresdefault.jpg",
"excerpt": "A former F-16 flight instructor and tech executive joins Make It Happen Mondays to discuss building portfolio careers, surviving career setbacks, and staying resilient as AI reshapes the job market.",
"mins": 62,
"guest": "Ilana Golan",
"url": "https://jbarrows.com/podcast/career-resilience-in-the-age-of-ai-with-ilana-golan"
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{
"title": "What the Best BDR Teams Are Doing Differently Right Now with Lauren Reeves",
"date": "2026-05-04",
"slug": "what-the-best-bdr-teams-are-doing-differently-right-now-with-lauren-reeves",
"has_page": true,
"image": "https://i.ytimg.com/vi/AfSbfLlYdAI/maxresdefault.jpg",
"excerpt": "A BDR leader who scaled a team from six to over 40 reps shares what is actually working in cold calling, email and hiring right now, and why the BDR role is far from dead.",
"mins": 70,
"guest": "Lauren Reeves",
"url": "https://jbarrows.com/podcast/what-the-best-bdr-teams-are-doing-differently-right-now-with-lauren-reeves"
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{
"title": "The First Guy to Lose to Salesforce (And What He Did Next) with Kris Lawson",
"date": "2026-04-27",
"slug": "the-first-guy-to-lose-to-salesforce-and-what-he-did-next-with-kris-lawson",
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"image": "https://i.ytimg.com/vi/JoTVGrY0PdI/maxresdefault.jpg",
"excerpt": "A former Oracle rep who lost the first deal to Salesforce, then joined Salesforce and Snowflake early, shares his career lens, a life changing surprise, and why buyers now consult AI before sales reps do.",
"mins": 66,
"guest": "Kris Lawson",
"url": "https://jbarrows.com/podcast/the-first-guy-to-lose-to-salesforce-and-what-he-did-next-with-kris-lawson"
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{
"title": "Why Founders Who Avoid Sales Always Fail with Lou Shipley",
"date": "2026-04-20",
"slug": "why-founders-who-avoid-sales-always-fail-with-lou-shipley",
"has_page": true,
"image": "https://i.ytimg.com/vi/gi5OXAh-mVE/maxresdefault.jpg",
"excerpt": "A Harvard Business School and MIT Sloan sales educator joins Make It Happen Mondays to explain why founders can't delegate sales too early, how AI is reshaping SaaS, and what real sales education looks like.",
"mins": 55,
"guest": "Lou Shipley",
"url": "https://jbarrows.com/podcast/why-founders-who-avoid-sales-always-fail-with-lou-shipley"
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{
"title": "Selling What They Think Is Free with Eric Appel",
"date": "2026-04-13",
"slug": "selling-what-they-think-is-free-with-eric-appel",
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"image": "https://i.ytimg.com/vi/fGsTlyvyJEI/maxresdefault.jpg",
"excerpt": "An enterprise browser sales leader breaks down how to sell against the perception that your product is already free, and why the same objection now applies to AI tools like Claude and GPT.",
"mins": 55,
"guest": "Eric Appel",
"url": "https://jbarrows.com/podcast/selling-what-they-think-is-free-with-eric-appel"
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{
"title": "Microsoft VP Exposes the Truth About Scaling Teams with Jason Wild",
"date": "2026-04-06",
"slug": "microsoft-vp-exposes-the-truth-about-scaling-teams-with-jason-wild",
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"image": "https://i.ytimg.com/vi/NIBTC-zU1kI/maxresdefault.jpg",
"excerpt": "A former Microsoft VP and Salesforce innovation leader joins Make It Happen Mondays to break down why innovation stalls inside big companies, the architect-bridger-catalyst framework for scaling ideas, and a more optimistic global take on AI's impact on jobs.",
"mins": 62,
"guest": "Jason Wild",
"url": "https://jbarrows.com/podcast/microsoft-vp-exposes-the-truth-about-scaling-teams-with-jason-wild"
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{
"title": "Ambition, Ego & The Real Cost of Success with Roderick Jefferson",
"date": "2026-03-30",
"slug": "ambition-ego-the-real-cost-of-success-with-roderick-jefferson",
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"image": "https://i.ytimg.com/vi/whJXcfvmQdk/maxresdefault.jpg",
"excerpt": "A candid follow up conversation on Make It Happen Mondays about recovering from a major health scare, separating ambition from ego, and building sustainable daily habits without abandoning drive.",
"mins": 51,
"guest": "Roderick Jefferson",
"url": "https://jbarrows.com/podcast/ambition-ego-the-real-cost-of-success-with-roderick-jefferson"
},
{
"title": "HubSpot’s First CRO on Scaling Smarter, Not Faster with Mark Roberge",
"date": "2026-03-23",
"slug": "hubspots-first-cro-on-scaling-smarter-not-faster-with-mark-roberge",
"has_page": true,
"image": "https://i.ytimg.com/vi/jD2Yeia5IXk/maxresdefault.jpg",
"excerpt": "HubSpot's founding CRO joins John Barrows to unpack when and whether to scale, why chasing growth hurts mental health, and how AI is reshaping sales roles.",
"mins": 61,
"guest": "Mark Roberge",
"url": "https://jbarrows.com/podcast/hubspots-first-cro-on-scaling-smarter-not-faster-with-mark-roberge"
},
{
"title": "Why Trust Is the Ultimate Sales Advantage in the AI Era with Tim Castle",
"date": "2026-03-16",
"slug": "why-trust-is-the-ultimate-sales-advantage-in-the-ai-era-with-tim-castle",
"has_page": true,
"image": "https://i.ytimg.com/vi/v8zyjAEKzB8/maxresdefault.jpg",
"excerpt": "A negotiations expert joins Make It Happen Mondays to unpack the line between influence and manipulation, how to prep for high-stakes deals, and why trust beats AI in sales negotiations.",
"mins": 58,
"guest": "Tim Castle",
"url": "https://jbarrows.com/podcast/why-trust-is-the-ultimate-sales-advantage-in-the-ai-era-with-tim-castle"
},
{
"title": "The Biggest Sales Shift Since the Internet with Peter Grant",
"date": "2026-03-09",
"slug": "the-biggest-sales-shift-since-the-internet-with-peter-grant",
"has_page": true,
"image": "https://i.ytimg.com/vi/bULevYtP1Ds/maxresdefault.jpg",
"excerpt": "An enterprise search CRO joins Make It Happen Mondays to unpack how AI is reshaping pilots, ROI, hiring and the fundamentals of selling in a market that changes by the quarter.",
"mins": 58,
"guest": "Peter Grant",
"url": "https://jbarrows.com/podcast/the-biggest-sales-shift-since-the-internet-with-peter-grant"
},
{
"title": "The ABCs of True Leadership with Stefan Feuerstein",
"date": "2026-03-03",
"slug": "the-abcs-of-true-leadership-with-stefan-feuerstein",
"has_page": true,
"image": "https://i.ytimg.com/vi/wd6EwolWjmU/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays unpacks a three-tier delegation framework shaped by running humanitarian operations in Honduras and a migrant children's shelter, and how it applies to sales leadership and management.",
"mins": 52,
"guest": "Stefan Feuerstein",
"url": "https://jbarrows.com/podcast/the-abcs-of-true-leadership-with-stefan-feuerstein"
},
{
"title": "When “Business as Usual” Isn’t Normal Anymore with Devin Reed",
"date": "2026-02-23",
"slug": "when-business-as-usual-isnt-normal-anymore-with-devin-reed",
"has_page": true,
"image": "https://i.ytimg.com/vi/pT7OfEwdriM/maxresdefault.jpg",
"excerpt": "An honest conversation about breaking silence on difficult social and political issues, handling fear of backlash, and finding constructive ways to engage without fueling division.",
"mins": 47,
"guest": "Devin Reed",
"url": "https://jbarrows.com/podcast/when-business-as-usual-isnt-normal-anymore-with-devin-reed"
},
{
"title": "Coaching the Coaches in Sales with Saif Khan",
"date": "2026-02-16",
"slug": "coaching-the-coaches-in-sales-with-saif-khan",
"has_page": true,
"image": "https://i.ytimg.com/vi/D1Hfd0YbO0g/maxresdefault.jpg",
"excerpt": "A SEMrush regional VP joins Make It Happen Mondays to unpack how retail roots shape sales instincts, why frontline managers are failing to coach, and where AI helps or hurts sales coaching and burnout prevention.",
"mins": 56,
"guest": "Saif Khan",
"url": "https://jbarrows.com/podcast/coaching-the-coaches-in-sales-with-saif-khan"
},
{
"title": "HR Truth Bombs for Managers with Ashley Herd",
"date": "2026-02-09",
"slug": "hr-truth-bombs-for-managers-with-ashley-herd",
"has_page": true,
"image": "https://i.ytimg.com/vi/jlWBMwUwC7I/maxresdefault.jpg",
"excerpt": "An HR executive turned manager-training founder joins Make It Happen Mondays to unpack why managers get so little real training, how to build trust with a new team, and how to handle tough performance conversations with honesty instead of corporate fluff.",
"mins": 66,
"guest": "Ashley Herd",
"url": "https://jbarrows.com/podcast/hr-truth-bombs-for-managers-with-ashley-herd"
},
{
"title": "Unstress Your Leadership Style with Guest Amy Leneker",
"date": "2026-02-02",
"slug": "unstress-your-leadership-style-with-guest-amy-leneker",
"has_page": true,
"image": "https://i.ytimg.com/vi/f0KfP8tgilE/maxresdefault.jpg",
"excerpt": "A joy strategist and burnout survivor joins Make It Happen Mondays to break down the Stockdale Paradox, a simple stress framework, and why joy belongs in leadership.",
"mins": 54,
"guest": "Amy Leneker",
"url": "https://jbarrows.com/podcast/unstress-your-leadership-style-with-guest-amy-leneker"
},
{
"title": "The NeuroStrategy™ Behind Buyer Behavior with Jake Stahl",
"date": "2026-01-26",
"slug": "the-neurostrategy-behind-buyer-behavior-with-jake-stahl",
"has_page": true,
"image": "https://i.ytimg.com/vi/fvQ94TeDrLU/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays unpacks NeuroStrategy, a psychology based approach to sales built on NLP, instructional design and behavioral triggers, and breaks down how perception, conditioning and mirroring shape buyer decisions.",
"mins": 62,
"guest": "Jake Stahl",
"url": "https://jbarrows.com/podcast/the-neurostrategy-behind-buyer-behavior-with-jake-stahl"
},
{
"title": "Transparency Wins More Deals with Todd Caponi",
"date": "2026-01-19",
"slug": "transparency-wins-more-deals-with-todd-caponi",
"has_page": true,
"image": "https://i.ytimg.com/vi/dTqJcj6JOsk/maxresdefault.jpg",
"excerpt": "A breakdown of how transparent pricing and a four-lever negotiation framework can replace outdated, adversarial sales tactics and build lasting buyer trust.",
"mins": 48,
"guest": "Todd Caponi",
"url": "https://jbarrows.com/podcast/transparency-wins-more-deals-with-todd-caponi"
},
{
"title": "The Sales Side of Hiring with Michael King",
"date": "2026-01-12",
"slug": "the-sales-side-of-hiring-with-michael-king",
"has_page": true,
"image": "https://i.ytimg.com/vi/IbKn80AA6r8/maxresdefault.jpg",
"excerpt": "A recruiting firm founder and memoir author joins Make It Happen Monday to discuss reinventing his career after major health challenges, how he approaches risk, and how AI is reshaping hiring and job searching for sales professionals.",
"mins": 56,
"guest": "Michael King",
"url": "https://jbarrows.com/podcast/the-sales-side-of-hiring-with-michael-king"
},
{
"title": "Confidence, Careers, and Community with Kim Nicholas",
"date": "2026-01-05",
"slug": "confidence-careers-and-community-with-kim-nicholas",
"has_page": true,
"image": "https://i.ytimg.com/vi/g5524SoVhro/maxresdefault.jpg",
"excerpt": "An inside look at a Chicago program placing underserved high schoolers into paid corporate internships, plus what education gets wrong and why belief drives sales success.",
"mins": 59,
"guest": "Kim Nicholas",
"url": "https://jbarrows.com/podcast/confidence-careers-and-community-with-kim-nicholas"
},
{
"title": "The business coach who helped me define my WHY with Jonathan Domsky",
"date": "2025-12-29",
"slug": "the-business-coach-who-helped-me-define-my-why-with-jonathan-domsky",
"has_page": true,
"image": "https://i.ytimg.com/vi/J0RKxR334Ms/maxresdefault.jpg",
"excerpt": "John Barrows sits down with the coach who guided him through personal and professional crisis, unpacking core values, purpose, limiting beliefs and how to build an authentic life and business.",
"mins": 57,
"guest": "Jonathan Domsky",
"url": "https://jbarrows.com/podcast/the-business-coach-who-helped-me-define-my-why-with-jonathan-domsky"
},
{
"title": "When the Grind Almost KILLS You with Roderick Jefferson",
"date": "2025-12-22",
"slug": "when-the-grind-almost-kills-you-with-roderick-jefferson",
"has_page": true,
"image": "https://i.ytimg.com/vi/zIOs47UYLMg/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode explores a stroke survivor's near-death experience, his 2% survival odds, and the hard lessons on ego, hustle culture, and family that followed his recovery.",
"mins": 61,
"guest": "Roderick Jefferson",
"url": "https://jbarrows.com/podcast/when-the-grind-almost-kills-you-with-roderick-jefferson"
},
{
"title": "Owning the Pipeline Like a CEO with Leslie Venetz",
"date": "2025-12-15",
"slug": "owning-the-pipeline-like-a-ceo-with-leslie-venetz",
"has_page": true,
"image": "https://i.ytimg.com/vi/Zszw1GwT170/maxresdefault.jpg",
"excerpt": "A breakdown of this Make It Happen Mondays episode on territory planning, building a real ideal customer profile, and adopting a CEO of territory mindset to run a smarter, more relevant sales pipeline.",
"mins": 63,
"guest": "Leslie Venetz",
"url": "https://jbarrows.com/podcast/owning-the-pipeline-like-a-ceo-with-leslie-venetz"
},
{
"title": "Meet Buyers Where They Are - With Rex Galbraith",
"date": "2025-12-08",
"slug": "meet-buyers-where-they-are---with-rex-galbraith",
"has_page": true,
"image": "https://i.ytimg.com/vi/INURXfS3Dso/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring why sales teams should disqualify bad-fit buyers, how interactive demos and buyer enablement build trust, and what makes reps valuable in an AI-driven buying process.",
"mins": 57,
"guest": "Rex Galbraith",
"url": "https://jbarrows.com/podcast/meet-buyers-where-they-are---with-rex-galbraith"
},
{
"title": "$2.3B in Sales Truths with Dave Govan",
"date": "2025-12-01",
"slug": "23b-in-sales-truths-with-dave-govan",
"has_page": true,
"image": "https://i.ytimg.com/vi/0r4o16UxL9M/maxresdefault.jpg",
"excerpt": "A veteran CRO and go-to-market advisor breaks down why business acumen beats sales tactics, how AI is exposing lazy execution, and the biggest scaling mistakes founders make.",
"mins": 53,
"guest": "Dave Govan",
"url": "https://jbarrows.com/podcast/23b-in-sales-truths-with-dave-govan"
},
{
"title": "Coaching That Changed My Career with Ryan Garland",
"date": "2025-11-24",
"slug": "coaching-that-changed-my-career-with-ryan-garland",
"has_page": true,
"image": "https://i.ytimg.com/vi/84MfT46W01s/maxresdefault.jpg",
"excerpt": "An account executive shares how personal sales coaching, negotiation training, and a shift in mindset transformed his approach to closing deals and negotiating on Make It Happen Mondays.",
"mins": 24,
"guest": "Ryan Garland",
"url": "https://jbarrows.com/podcast/coaching-that-changed-my-career-with-ryan-garland"
},
{
"title": "Myths vs. Science of Selling with Dr. Lorenzo Bizzi",
"date": "2025-11-17",
"slug": "myths-vs-science-of-selling-with-dr-lorenzo-bizzi",
"has_page": true,
"image": "https://i.ytimg.com/vi/Hiwwq3WuJt8/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays unpacks research-backed findings on why popular sales tactics often fail, covering empathy, likability, curiosity and conscientiousness in selling.",
"mins": 56,
"guest": "Dr. Lorenzo Bizzi",
"url": "https://jbarrows.com/podcast/myths-vs-science-of-selling-with-dr-lorenzo-bizzi"
},
{
"title": "Why Buyer Enablement Beats Sales Enablement with Rory Sadler",
"date": "2025-11-10",
"slug": "why-buyer-enablement-beats-sales-enablement-with-rory-sadler",
"has_page": true,
"image": "https://i.ytimg.com/vi/HLouBf1OcVg/maxresdefault.jpg",
"excerpt": "A digital sales room founder joins Make It Happen Mondays to explain why buyer enablement matters more than sales enablement, and how personalization, mutual action plans and AI are reshaping how B2B deals get won.",
"mins": 53,
"guest": "Rory Sadler",
"url": "https://jbarrows.com/podcast/why-buyer-enablement-beats-sales-enablement-with-rory-sadler"
},
{
"title": "The 17% Rule: Why Most Reps Miss Quota with Guy Rubin",
"date": "2025-11-03",
"slug": "the-17-rule-why-most-reps-miss-quota-with-guy-rubin",
"has_page": true,
"image": "https://i.ytimg.com/vi/FXzSFGYAXH8/maxresdefault.jpg",
"excerpt": "A revenue intelligence platform CEO joins Make It Happen Mondays to unpack new qualification data, explaining why a small group of reps drive most results and what AI means for everyone else.",
"mins": 58,
"guest": "Guy Rubin",
"url": "https://jbarrows.com/podcast/the-17-rule-why-most-reps-miss-quota-with-guy-rubin"
},
{
"title": "The Ten Commandments of Selling with Dr. Yaniv Zaid",
"date": "2025-10-27",
"slug": "the-ten-commandments-of-selling-with-dr-yaniv-zaid",
"has_page": true,
"image": "https://i.ytimg.com/vi/P0gAdPwLypc/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays unpacks a sales expert's framework for ethical persuasion, the know-like-trust process, using failure to build trust, and branding yourself as an expert in the age of AI.",
"mins": 51,
"guest": "Dr. Yaniv Zaid",
"url": "https://jbarrows.com/podcast/the-ten-commandments-of-selling-with-dr-yaniv-zaid"
},
{
"title": "Hacking Human Psychology with MichaelAaron Flicker",
"date": "2025-10-20",
"slug": "hacking-human-psychology-with-michaelaaron-flicker",
"has_page": true,
"image": "https://i.ytimg.com/vi/Pzo8d97Li3E/maxresdefault.jpg",
"excerpt": "A behavioral scientist and author joins Make It Happen Mondays to unpack how naming, wording, focus and reciprocity shape buying decisions, and what AI does and doesn't change about human behavior in sales.",
"mins": 59,
"guest": "MichaelAaron Flicker",
"url": "https://jbarrows.com/podcast/hacking-human-psychology-with-michaelaaron-flicker"
},
{
"title": "Build Brands People Feel with David Brier",
"date": "2025-10-13",
"slug": "build-brands-people-feel-with-david-brier",
"has_page": true,
"image": "https://i.ytimg.com/vi/eH42W0OoNeE/maxresdefault.jpg",
"excerpt": "A branding expert joins Make It Happen Mondays to unpack why differentiation beats being the best, how to take smart brand risks, and whether AI personas can ever replace authentic human brands.",
"mins": 71,
"guest": "David Brier",
"url": "https://jbarrows.com/podcast/build-brands-people-feel-with-david-brier"
},
{
"title": "Kevin Davis: The Surfer’s Guide to Smarter Sales Territory Planning",
"date": "2025-10-06",
"slug": "kevin-davis-the-surfers-guide-to-smarter-sales-territory-planning",
"has_page": true,
"image": "https://i.ytimg.com/vi/eRtqG7IgQcg/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode on rethinking sales territory design, why reps distrust RevOps, and why a 'surfer' approach beats the old hunter mentality in sales.",
"mins": 45,
"guest": "Kevin Davis",
"url": "https://jbarrows.com/podcast/kevin-davis-the-surfers-guide-to-smarter-sales-territory-planning"
},
{
"title": "Stephanie Chung: From Air Force Bases to Boardrooms",
"date": "2025-09-29",
"slug": "stephanie-chung-from-air-force-bases-to-boardrooms",
"has_page": true,
"image": "https://i.ytimg.com/vi/fgeFSz8Y928/maxresdefault.jpg",
"excerpt": "An aviation industry leader and author discusses shifting a private jet company from low-cost to premium, building business acumen in sales teams, using AI without losing human connection, and leading people who are not like you.",
"mins": 64,
"guest": "Stephanie Chung",
"url": "https://jbarrows.com/podcast/stephanie-chung-from-air-force-bases-to-boardrooms"
},
{
"title": "Udi Ledergor: Courage Over Clichés in Modern Marketing",
"date": "2025-09-22",
"slug": "udi-ledergor-courage-over-clichés-in-modern-marketing",
"has_page": true,
"image": "https://i.ytimg.com/vi/JNKE29RUfY8/maxresdefault.jpg",
"excerpt": "A conversation on Make It Happen Mondays about why marketing needs more courage, how AI is reshaping entry-level careers, and why admitting failure builds trust.",
"mins": 60,
"guest": "Udi Ledergor",
"url": "https://jbarrows.com/podcast/udi-ledergor-courage-over-clichés-in-modern-marketing"
},
{
"title": "Giuseppe Conti: Negotiation + Influence = Success",
"date": "2025-09-15",
"slug": "giuseppe-conti-negotiation-influence-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/nB5VFrrGJfE/maxresdefault.jpg",
"excerpt": "A negotiations expert and author joins Make It Happen Mondays to break down anchoring, working with procurement, selling non-urgent solutions, and why email negotiations often go wrong.",
"mins": 53,
"guest": "Giuseppe Conti",
"url": "https://jbarrows.com/podcast/giuseppe-conti-negotiation-influence-success"
},
{
"title": "Eugene “Blue” Bowen: Inside G2’s AI in Sales Report",
"date": "2025-09-08",
"slug": "eugene-blue-bowen-inside-g2s-ai-in-sales-report",
"has_page": true,
"image": "https://i.ytimg.com/vi/UO4BNNh2lpU/maxresdefault.jpg",
"excerpt": "A G2 research principal joins Make It Happen Mondays to unpack G2's AI in sales report, covering data quality problems, the future of the SDR role, and where AI is really moving the needle.",
"mins": 49,
"guest": "Eugene “Blue” Bowen",
"url": "https://jbarrows.com/podcast/eugene-blue-bowen-inside-g2s-ai-in-sales-report"
},
{
"title": "Lori Richardson: Betting on Yourself When It Matters Most",
"date": "2025-09-01",
"slug": "lori-richardson-betting-on-yourself-when-it-matters-most",
"has_page": true,
"image": "https://i.ytimg.com/vi/LPSzeaHpd0A/maxresdefault.jpg",
"excerpt": "A sales trainer and founder shares her journey from a tough start in life into a decades-long sales career, and discusses grit, gender bias, and the soft skills that matter most in an AI-driven sales world.",
"mins": 57,
"guest": "Lori Richardson",
"url": "https://jbarrows.com/podcast/lori-richardson-betting-on-yourself-when-it-matters-most"
},
{
"title": "Marcus Chan: $950M in Sales and the Grit Behind It",
"date": "2025-08-25",
"slug": "marcus-chan-950m-in-sales-and-the-grit-behind-it",
"has_page": true,
"image": "https://i.ytimg.com/vi/i5mmvA-6EuU/maxresdefault.jpg",
"excerpt": "A sales leader who helped generate hundreds of millions in revenue shares how an immigrant upbringing, hard-won grit, and honest feedback shaped a career turning around underperforming sales teams, plus a practical take on adopting AI as a team.",
"mins": 58,
"guest": "Marcus Chan",
"url": "https://jbarrows.com/podcast/marcus-chan-950m-in-sales-and-the-grit-behind-it"
},
{
"title": "Vince Beese: Red Zone Selling and the Enterprise Edge",
"date": "2025-08-18",
"slug": "vince-beese-red-zone-selling-and-the-enterprise-edge",
"has_page": true,
"image": "https://i.ytimg.com/vi/zYg4Hrw85RM/maxresdefault.jpg",
"excerpt": "A fractional CRO and author of Red Zone Selling joins Make It Happen Mondays to unpack elite closing instincts, smarter deal qualification, and a football-based framework for moving enterprise deals forward.",
"mins": 54,
"guest": "Vince Beese",
"url": "https://jbarrows.com/podcast/vince-beese-red-zone-selling-and-the-enterprise-edge"
},
{
"title": "Jake Mannino: Breaking The Guinness World Record For Coaching",
"date": "2025-08-11",
"slug": "jake-mannino-breaking-the-guinness-world-record-for-coaching",
"has_page": true,
"image": "https://i.ytimg.com/vi/Sztt066xnDk/maxresdefault.jpg",
"excerpt": "A Microsoft global sales director who helped set a Guinness World Record for workplace coaching discusses motivation versus inspiration, why managers struggle to be true coaches, and why EQ matters more than IQ.",
"mins": 52,
"guest": "Jake Mannino",
"url": "https://jbarrows.com/podcast/jake-mannino-breaking-the-guinness-world-record-for-coaching"
},
{
"title": "RevOps Unfiltered: What Sales Needs to Hear",
"date": "2025-08-04",
"slug": "revops-unfiltered-what-sales-needs-to-hear",
"has_page": true,
"image": "https://i.ytimg.com/vi/Gbe0jMxB-cE/maxresdefault.jpg",
"excerpt": "Leaders from Snowflake, Clay, StrongDM, G2, and Figma share what sales should stop doing, start doing, and fix with RevOps in this RevFest roundup from Make It Happen Mondays.",
"mins": 66,
"guest": "RevOps Unfiltered",
"url": "https://jbarrows.com/podcast/revops-unfiltered-what-sales-needs-to-hear"
},
{
"title": "Monica Stewart: Escaping Founder Sales Survival Mode",
"date": "2025-07-28",
"slug": "monica-stewart-escaping-founder-sales-survival-mode",
"has_page": true,
"image": "https://i.ytimg.com/vi/QtXTXlgleLc/maxresdefault.jpg",
"excerpt": "A B2B SaaS growth consultant joins Make It Happen Mondays to explain why founders misjudge sales difficulty, how to sequence go-to-market steps correctly, why old sales methodologies are breaking down, and how to use AI without losing selling skill.",
"mins": 70,
"guest": "Monica Stewart",
"url": "https://jbarrows.com/podcast/monica-stewart-escaping-founder-sales-survival-mode"
},
{
"title": "Zoltan Vardy: The Brutal Truth About Tech Founders and Sales",
"date": "2025-07-21",
"slug": "zoltan-vardy-the-brutal-truth-about-tech-founders-and-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/1zfMVqNOViQ/maxresdefault.jpg",
"excerpt": "A B2B sales advisor to tech founders breaks down why technical founders avoid or misunderstand sales, and shares a framework for finding focus, structuring outreach, and scaling revenue.",
"mins": 50,
"guest": "Zoltan Vardy",
"url": "https://jbarrows.com/podcast/zoltan-vardy-the-brutal-truth-about-tech-founders-and-sales"
},
{
"title": "Matt Millen: From Tony Robbins to Regie AI—Lessons in Performance",
"date": "2025-07-14",
"slug": "matt-millen-from-tony-robbins-to-regie-ailessons-in-performance",
"has_page": true,
"image": "https://i.ytimg.com/vi/mTgMdmuImPs/maxresdefault.jpg",
"excerpt": "A conversation about racing, running sales for Tony Robbins, and why go to market teams need to organize with AI instead of around it, plus what happens to SDRs and sales fundamentals next.",
"mins": 68,
"guest": "Matt Millen",
"url": "https://jbarrows.com/podcast/matt-millen-from-tony-robbins-to-regie-ailessons-in-performance"
},
{
"title": "Luke Arno: Building Grit, Passion, and Real Revenue Teams",
"date": "2025-07-07",
"slug": "luke-arno-building-grit-passion-and-real-revenue-teams",
"has_page": true,
"image": "https://i.ytimg.com/vi/7bwzytSuyFA/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode exploring how a revenue leader hires for grit and passion, rebuilds sales enablement as a growth lever, and balances AI tools with sales fundamentals.",
"mins": 49,
"guest": "Luke Arno",
"url": "https://jbarrows.com/podcast/luke-arno-building-grit-passion-and-real-revenue-teams"
},
{
"title": "John “JT” Turner: From Google X to Grounded Leadership",
"date": "2025-06-30",
"slug": "john-jt-turner-from-google-x-to-grounded-leadership",
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"image": "https://i.ytimg.com/vi/c2V3Dte8Zcg/maxresdefault.jpg",
"excerpt": "A former Google X sales executive joins Make It Happen Mondays to discuss authentic leadership, why EQ will matter more than IQ as AI advances, and the victory plan framework behind his new book.",
"mins": 58,
"guest": "John “JT” Turner",
"url": "https://jbarrows.com/podcast/john-jt-turner-from-google-x-to-grounded-leadership"
},
{
"title": "Nick Hill: Coaching, Training & The Real Role of Enablement",
"date": "2025-06-23",
"slug": "nick-hill-coaching-training-the-real-role-of-enablement",
"has_page": true,
"image": "https://i.ytimg.com/vi/ah0HUxfxALU/maxresdefault.jpg",
"excerpt": "A sales enablement leader joins Make It Happen Mondays to unpack the real differences between training, coaching and enablement, when to invest in the function, and how AI is changing frontline coaching.",
"mins": 62,
"guest": "Nick Hill",
"url": "https://jbarrows.com/podcast/nick-hill-coaching-training-the-real-role-of-enablement"
},
{
"title": "Mark Raffan: Stop Discounting, Start Negotiating",
"date": "2025-06-16",
"slug": "mark-raffan-stop-discounting-start-negotiating",
"has_page": true,
"image": "https://i.ytimg.com/vi/WgLQTebhUo8/maxresdefault.jpg",
"excerpt": "A negotiation expert and former procurement pro explains why deals collapse at the finish line, how premature discounting destroys credibility, and how top reps use tapering, total cost of ownership and smart concessions to close bigger deals.",
"mins": 64,
"guest": "Mark Raffan",
"url": "https://jbarrows.com/podcast/mark-raffan-stop-discounting-start-negotiating"
},
{
"title": "Dan Sperring: Rethinking ICP to Drive Revenue",
"date": "2025-06-09",
"slug": "dan-sperring-rethinking-icp-to-drive-revenue",
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"image": "https://i.ytimg.com/vi/X6wFLciMeEA/maxresdefault.jpg",
"excerpt": "An ICP expert joins Make It Happen Mondays to explain why firmographic targeting falls short, how use case and retention should shape account selection, and why vertical SaaS spends less to grow.",
"mins": 67,
"guest": "Dan Sperring",
"url": "https://jbarrows.com/podcast/dan-sperring-rethinking-icp-to-drive-revenue"
},
{
"title": "Karen Kelly: Hypothesis Selling and Creating Safe Spaces for Buyers",
"date": "2025-06-02",
"slug": "karen-kelly-hypothesis-selling-and-creating-safe-spaces-for-buyers",
"has_page": true,
"image": "https://i.ytimg.com/vi/11nJLY7mxc8/maxresdefault.jpg",
"excerpt": "A sales strategist joins Make It Happen Mondays to explain hypothesis selling, why open-ended discovery questions fall flat, how to make buyers feel safe, and what really helps sales coaching stick.",
"mins": 56,
"guest": "Karen Kelly",
"url": "https://jbarrows.com/podcast/karen-kelly-hypothesis-selling-and-creating-safe-spaces-for-buyers"
},
{
"title": "Blair LaCorte: Beyond the Safe Zone—Leading with Awareness",
"date": "2025-05-26",
"slug": "blair-lacorte-beyond-the-safe-zoneleading-with-awareness",
"has_page": true,
"image": "https://i.ytimg.com/vi/aQVG4IpPDhg/maxresdefault.jpg",
"excerpt": "A business executive and mentor joins Make It Happen Mondays to unpack self-awareness, the line between safety and laziness, leadership burnout and why human connection matters in an AI-driven world.",
"mins": 48,
"guest": "Awareness",
"url": "https://jbarrows.com/podcast/blair-lacorte-beyond-the-safe-zoneleading-with-awareness"
},
{
"title": "Kelly Cheng: Building Buyer Trust Before They’re Ready to Buy",
"date": "2025-05-19",
"slug": "kelly-cheng-building-buyer-trust-before-theyre-ready-to-buy",
"has_page": true,
"image": "https://i.ytimg.com/vi/_muqnopkvNs/maxresdefault.jpg",
"excerpt": "A CMO explains mindshare marketing, why sales and marketing attribution needs to change, and how AI is reshaping outbound, video and influencer strategy in B2B on this episode of Make It Happen Mondays.",
"mins": 59,
"guest": "Kelly Cheng",
"url": "https://jbarrows.com/podcast/kelly-cheng-building-buyer-trust-before-theyre-ready-to-buy"
},
{
"title": "Dustin Crawford: How to Motivate Reps and Decode Buyer Behavior",
"date": "2025-05-12",
"slug": "dustin-crawford-how-to-motivate-reps-and-decode-buyer-behavior",
"has_page": true,
"image": "https://i.ytimg.com/vi/o-xZawNjsgc/maxresdefault.jpg",
"excerpt": "A sales VP joins Make It Happen Mondays to unpack optimist versus pessimist selling styles, how to read sophisticated buyers, and why transparent leadership builds trust under pressure.",
"mins": 64,
"guest": "Dustin Crawford",
"url": "https://jbarrows.com/podcast/dustin-crawford-how-to-motivate-reps-and-decode-buyer-behavior"
},
{
"title": "Alyssa Merwin: Inside LinkedIn’s $1B Sales Engine",
"date": "2025-05-05",
"slug": "alyssa-merwin-inside-linkedins-1b-sales-engine",
"has_page": true,
"image": "https://i.ytimg.com/vi/QbjiDanUVRM/maxresdefault.jpg",
"excerpt": "A LinkedIn sales VP joins Make It Happen Mondays to unpack the ROI of AI report, revealing why daily AI users crush quota and how sales teams should actually apply AI to get results, not just efficiency.",
"mins": 53,
"guest": "Alyssa Merwin",
"url": "https://jbarrows.com/podcast/alyssa-merwin-inside-linkedins-1b-sales-engine"
},
{
"title": "Sam Jacobs: Community, Character, and the Future of Leadership",
"date": "2025-04-28",
"slug": "sam-jacobs-community-character-and-the-future-of-leadership",
"has_page": true,
"image": "https://i.ytimg.com/vi/VmcimbDzyg0/maxresdefault.jpg",
"excerpt": "John Barrows talks with a go-to-market community leader about surviving a brutal 2023 business downturn, leading with kindness instead of ego, and how AI is reshaping the CRO role and the value of brand and human connection.",
"mins": 55,
"guest": "Sam Jacobs",
"url": "https://jbarrows.com/podcast/sam-jacobs-community-character-and-the-future-of-leadership"
},
{
"title": "Kevin Evers: Taylor Swift’s Masterclass in Brand, Loyalty & Strategy",
"date": "2025-04-21",
"slug": "kevin-evers-taylor-swifts-masterclass-in-brand-loyalty-strategy",
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"image": "https://i.ytimg.com/vi/B1DLP_CzEHw/maxresdefault.jpg",
"excerpt": "A Harvard Business Review editor and author breaks down Taylor Swift's business instincts, from reclaiming her masters to scaling fan loyalty, and what sales professionals can learn from her strategy.",
"mins": 53,
"guest": "Kevin Evers",
"url": "https://jbarrows.com/podcast/kevin-evers-taylor-swifts-masterclass-in-brand-loyalty-strategy"
},
{
"title": "Dale Dupree: Rebellion, Reflection, and the AI Debate",
"date": "2025-04-14",
"slug": "dale-dupree-rebellion-reflection-and-the-ai-debate",
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"image": "https://i.ytimg.com/vi/c5sAUKd5SOk/maxresdefault.jpg",
"excerpt": "A debrief of a live sales meetup covering lessons from a veteran sales mentor, race and privilege in Glengarry Glen Ross, losing the benefit of the doubt, and why AI in sales may just be a trend.",
"mins": 57,
"guest": "Dale Dupree",
"url": "https://jbarrows.com/podcast/dale-dupree-rebellion-reflection-and-the-ai-debate"
},
{
"title": "The Sales Play: Glengarry Glen Ross After Hours",
"date": "2025-04-07",
"slug": "the-sales-play-glengarry-glen-ross-after-hours",
"has_page": true,
"image": "https://i.ytimg.com/vi/drfYV5XwcFc/maxresdefault.jpg",
"excerpt": "A candid after-hours debrief among sales practitioners breaking down Glengarry Glen Ross, covering closing tactics, manipulation versus persuasion, enterprise buying dynamics, and the play's casting choices around gender and race.",
"mins": 45,
"guest": "The Sales Play",
"url": "https://jbarrows.com/podcast/the-sales-play-glengarry-glen-ross-after-hours"
},
{
"title": "The Only Authenticated Episode Ever – Featuring Drift’s David Cancel",
"date": "2025-03-31",
"slug": "the-only-authenticated-episode-ever-featuring-drifts-david-cancel",
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"image": "https://i.ytimg.com/vi/ZnUfrnJmt6A/maxresdefault.jpg",
"excerpt": "A rare crossover episode revives the Authenticated format, guessing a guest's identity before diving into work ethic, scaling teams, M&A in sales tech, and the power of upgrading your peer group.",
"mins": 72,
"guest": "David Cancel",
"url": "https://jbarrows.com/podcast/the-only-authenticated-episode-ever-featuring-drifts-david-cancel"
},
{
"title": "Steve Lucas: Why AI Won’t Replace You—Unless You Let It",
"date": "2025-03-24",
"slug": "steve-lucas-why-ai-wont-replace-youunless-you-let-it",
"has_page": true,
"image": "https://i.ytimg.com/vi/V3_9HqiDsF8/maxresdefault.jpg",
"excerpt": "A conversation about fixing fragmented digital systems before scaling AI, why AI will replace sellers who avoid it rather than sellers themselves, and the human fundamentals that still matter.",
"mins": 54,
"guest": "Steve Lucas",
"url": "https://jbarrows.com/podcast/steve-lucas-why-ai-wont-replace-youunless-you-let-it"
},
{
"title": "Larry Kim: Scaling Sales with a Product-First Mindset",
"date": "2025-03-17",
"slug": "larry-kim-scaling-sales-with-a-product-first-mindset",
"has_page": true,
"image": "https://i.ytimg.com/vi/KcIcVggNihI/maxresdefault.jpg",
"excerpt": "A founder discusses moving from a hired sales leader back to founder-led sales, cutting his sales team while growing results, and using product accuracy as the core go-to-market strategy.",
"mins": 53,
"guest": "Larry Kim",
"url": "https://jbarrows.com/podcast/larry-kim-scaling-sales-with-a-product-first-mindset"
},
{
"title": "John Shulman: Winning with Interest-Based Negotiation",
"date": "2025-03-10",
"slug": "john-shulman-winning-with-interest-based-negotiation",
"has_page": true,
"image": "https://i.ytimg.com/vi/2B8T-eU-vzU/maxresdefault.jpg",
"excerpt": "A negotiation expert joins Make It Happen Mondays to unpack interest-based negotiation, procurement pushback, leverage, reciprocity and how AI is reshaping sales negotiation.",
"mins": 55,
"guest": "Interest-Based Negotiation",
"url": "https://jbarrows.com/podcast/john-shulman-winning-with-interest-based-negotiation"
},
{
"title": "Elina Teboul: Rethinking Capitalism with Feminine Intelligence",
"date": "2025-03-03",
"slug": "elina-teboul-rethinking-capitalism-with-feminine-intelligence",
"has_page": true,
"image": "https://i.ytimg.com/vi/A709yVASh2Y/maxresdefault.jpg",
"excerpt": "A leadership expert and author joins Make It Happen Mondays to explore how feminine intelligence, conscious capitalism, and self-awareness can reshape broken business models in the age of AI.",
"mins": 70,
"guest": "Feminine Intelligence",
"url": "https://jbarrows.com/podcast/elina-teboul-rethinking-capitalism-with-feminine-intelligence"
},
{
"title": "Shari Dunn: Uncovering Bias and Redefining Competency at Work",
"date": "2025-02-24",
"slug": "shari-dunn-uncovering-bias-and-redefining-competency-at-work",
"has_page": true,
"image": "https://i.ytimg.com/vi/iCIrdqnM5r0/maxresdefault.jpg",
"excerpt": "A journalist, former attorney and author unpacks competency checking, referral based hiring bias and the myth of imposter syndrome on Make It Happen Mondays.",
"mins": 74,
"guest": "Shari Dunn",
"url": "https://jbarrows.com/podcast/shari-dunn-uncovering-bias-and-redefining-competency-at-work"
},
{
"title": "Sydney Sloan: CMO Insights and Intent",
"date": "2025-02-17",
"slug": "sydney-sloan-cmo-insights-and-intent",
"has_page": true,
"image": "https://i.ytimg.com/vi/BetfzRNlzlQ/maxresdefault.jpg",
"excerpt": "A CMO shares lessons on burnout recovery, building a real ideal customer profile, partner-led growth and how AI agents and intent data are changing sales and marketing roles.",
"mins": 71,
"guest": "Sydney Sloan",
"url": "https://jbarrows.com/podcast/sydney-sloan-cmo-insights-and-intent"
},
{
"title": "Partnership ANNOUNCEMENT: Zero-to-Pipeline in 60 Days with Alex Buckles",
"date": "2025-02-10",
"slug": "partnership-announcement-zero-to-pipeline-in-60-days-with-alex-buckles",
"has_page": true,
"image": "https://i.ytimg.com/vi/pTHdudVZlUg/maxresdefault.jpg",
"excerpt": "John Barrows announces a new partnership initiative, Zero to Pipeline in 60 Days, exploring how reps and sales leaders can build warm pipeline through partner relationships instead of relying solely on cold outbound.",
"mins": 52,
"guest": "Alex Buckles",
"url": "https://jbarrows.com/podcast/partnership-announcement-zero-to-pipeline-in-60-days-with-alex-buckles"
},
{
"title": "Jonathan Lister: Building Billion-Dollar Organizations with Curiosity",
"date": "2025-02-03",
"slug": "jonathan-lister-building-billion-dollar-organizations-with-curiosity",
"has_page": true,
"image": "https://i.ytimg.com/vi/fg3gh2Ha1jk/maxresdefault.jpg",
"excerpt": "A Vidyard executive joins Make It Happen Mondays to unpack how curiosity, AI video and disciplined prospecting are reshaping B2B sales careers and go-to-market strategy.",
"mins": 54,
"guest": "Curiosity",
"url": "https://jbarrows.com/podcast/jonathan-lister-building-billion-dollar-organizations-with-curiosity"
},
{
"title": "Alex Newmann: Breaking Free from Founder-Led Sales",
"date": "2025-01-27",
"slug": "alex-newmann-breaking-free-from-founder-led-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/zthDZXkN_Fk/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring why founders get stuck selling everything themselves, the mistakes that keep them there, and how to build a repeatable sales process that can be handed off to a team.",
"mins": 59,
"guest": "Alex Newmann",
"url": "https://jbarrows.com/podcast/alex-newmann-breaking-free-from-founder-led-sales"
},
{
"title": "Fabiana Lacerca-Allen: Crisis Management and Building Resilient Teams",
"date": "2025-01-20",
"slug": "fabiana-lacerca-allen-crisis-management-and-building-resilient-teams",
"has_page": true,
"image": "https://i.ytimg.com/vi/rtE0CB12Md0/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring crisis management, gut instinct versus data, and how leaders can build resilient teams when the unexpected hits.",
"mins": 59,
"guest": "Fabiana Lacerca-Allen",
"url": "https://jbarrows.com/podcast/fabiana-lacerca-allen-crisis-management-and-building-resilient-teams"
},
{
"title": "Geoff Coutts: Big Company Lessons for Small Business Growth",
"date": "2025-01-13",
"slug": "geoff-coutts-big-company-lessons-for-small-business-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/F3do5s2otXM/maxresdefault.jpg",
"excerpt": "A sales and customer operations leader shares lessons from moving between HP, Verizon, Samsung and the startup world, covering hiring, AI's role in sales, and how to time outreach around mergers and acquisitions.",
"mins": 52,
"guest": "Geoff Coutts",
"url": "https://jbarrows.com/podcast/geoff-coutts-big-company-lessons-for-small-business-growth"
},
{
"title": "RERUN SPECIAL: Guy Kawasaki - What’s The Point?",
"date": "2025-01-06",
"slug": "rerun-special-guy-kawasaki---whats-the-point",
"has_page": true,
"image": "https://i.ytimg.com/vi/8h4Fg4Qhl6s/maxresdefault.jpg",
"excerpt": "A rerun conversation with a legendary Apple-era author and speaker digs into growth, grit, and grace, the myth of the necessary asshole, and why an AI trained on his own content might out-answer him, forcing a hard question about human value in sales.",
"mins": 50,
"guest": "Guy Kawasaki",
"url": "https://jbarrows.com/podcast/rerun-special-guy-kawasaki---whats-the-point"
},
{
"title": "Topaz Adizes: The Impact Questions",
"date": "2024-12-30",
"slug": "topaz-adizes-the-impact-questions",
"has_page": true,
"image": "https://i.ytimg.com/vi/yAOvhz9gvMA/maxresdefault.jpg",
"excerpt": "A guest who studies human connection joins Make It Happen Mondays to explain how AI and social media are changing relationships, why listening is a practiced skill, and how better questions build trust in sales and in life.",
"mins": 57,
"guest": "Topaz Adizes",
"url": "https://jbarrows.com/podcast/topaz-adizes-the-impact-questions"
},
{
"title": "Adam Carroll: Sales Masterclass on Deal Health Checks and Champion",
"date": "2024-12-23",
"slug": "adam-carroll-sales-masterclass-on-deal-health-checks-and-champion",
"has_page": true,
"image": "https://i.ytimg.com/vi/jAeqk2XK8oE/maxresdefault.jpg",
"excerpt": "A sales consultant and former SaaS sales leader joins Make It Happen Mondays to break down deal health checks, spotting real champions, and running deal reviews that actually coach reps instead of just tracking forecasts.",
"mins": 50,
"guest": "Adam Carroll",
"url": "https://jbarrows.com/podcast/adam-carroll-sales-masterclass-on-deal-health-checks-and-champion"
},
{
"title": "Christina Brady: The Power of Empathy and AIs Impact on Enablement",
"date": "2024-12-16",
"slug": "christina-brady-the-power-of-empathy-and-ais-impact-on-enablement",
"has_page": true,
"image": "https://i.ytimg.com/vi/kzTokxnsaWE/maxresdefault.jpg",
"excerpt": "An AI coaching platform founder joins Make It Happen Mondays to unpack why sales teams can't measure proficiency, how enablement differs from coaching, and why empathy remains a human edge over AI.",
"mins": 54,
"guest": "Christina Brady",
"url": "https://jbarrows.com/podcast/christina-brady-the-power-of-empathy-and-ais-impact-on-enablement"
},
{
"title": "David Chevalier: Founder-Led Sales Strategies",
"date": "2024-12-09",
"slug": "david-chevalier-founder-led-sales-strategies",
"has_page": true,
"image": "https://i.ytimg.com/vi/hzQLsruIt48/maxresdefault.jpg",
"excerpt": "A startup founder joins Make It Happen Mondays to unpack founder-led sales, early hiring mistakes, and why relationships still win in an AI-driven sales world.",
"mins": 52,
"guest": "David Chevalier",
"url": "https://jbarrows.com/podcast/david-chevalier-founder-led-sales-strategies"
},
{
"title": "Alexandria Ott: Manifested Success Through Curated Experiences",
"date": "2024-12-02",
"slug": "alexandria-ott-manifested-success-through-curated-experiences",
"has_page": true,
"image": "https://i.ytimg.com/vi/Jm49QsvNvFs/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring personal branding, the shift from PR to social media, curated brand experiences and how manifestation shapes business and personal decisions.",
"mins": 59,
"guest": "Alexandria Ott",
"url": "https://jbarrows.com/podcast/alexandria-ott-manifested-success-through-curated-experiences"
},
{
"title": "Chris Bogue: The impact of improv on sales effectiveness",
"date": "2024-11-25",
"slug": "chris-bogue-the-impact-of-improv-on-sales-effectiveness",
"has_page": true,
"image": "https://i.ytimg.com/vi/r5oq_XvvwA0/maxresdefault.jpg",
"excerpt": "A conversation on how improv comedy principles like 'yes and' and giving gifts instead of asking questions can make sales video, cold outreach and meeting follow-ups more authentic and effective.",
"mins": 60,
"guest": "Chris Bogue",
"url": "https://jbarrows.com/podcast/chris-bogue-the-impact-of-improv-on-sales-effectiveness"
},
{
"title": "Jaime Diglio: Redefining Sales Success with Moneyball Leadership",
"date": "2024-11-18",
"slug": "jaime-diglio-redefining-sales-success-with-moneyball-leadership",
"has_page": true,
"image": "https://i.ytimg.com/vi/6CehpQkEYco/maxresdefault.jpg",
"excerpt": "A high performance sales coach and author unpacks Moneyball Leadership, explaining why self-awareness, core values, and return on interactions matter more than outdated sales metrics.",
"mins": 60,
"guest": "Moneyball Leadership",
"url": "https://jbarrows.com/podcast/jaime-diglio-redefining-sales-success-with-moneyball-leadership"
},
{
"title": "Bryan Charlton: How Slowing Down Can Speed Up Your Sales Wins",
"date": "2024-11-11",
"slug": "bryan-charlton-how-slowing-down-can-speed-up-your-sales-wins",
"has_page": true,
"image": "https://i.ytimg.com/vi/wEvR7u4vRYQ/maxresdefault.jpg",
"excerpt": "A sales manager joins Make It Happen Mondays to explain how uncovering a client's true why, controlling the right deal variables, and de-risking decisions with a clear implementation plan help reps close more deals.",
"mins": 54,
"guest": "Bryan Charlton",
"url": "https://jbarrows.com/podcast/bryan-charlton-how-slowing-down-can-speed-up-your-sales-wins"
},
{
"title": "Jen Igartua: The Role of Revenue Operations in Sustainable Tech Growth",
"date": "2024-11-04",
"slug": "jen-igartua-the-role-of-revenue-operations-in-sustainable-tech-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/o8_Ipw62FUc/maxresdefault.jpg",
"excerpt": "A rev ops consultancy CEO joins Make It Happen Mondays to unpack product-led growth, weak intent signals, and why AI risks eroding sales fundamentals if reps skip the basics.",
"mins": 47,
"guest": "Jen Igartua",
"url": "https://jbarrows.com/podcast/jen-igartua-the-role-of-revenue-operations-in-sustainable-tech-growth"
},
{
"title": "Vinnie Romano: The Future of Personal Branding in the World of AI",
"date": "2024-10-28",
"slug": "vinnie-romano-the-future-of-personal-branding-in-the-world-of-ai",
"has_page": true,
"image": "https://i.ytimg.com/vi/2LHKVt8HfGE/maxresdefault.jpg",
"excerpt": "A conversation on whether personal branding matters more or less as AI reshapes sales and marketing, plus a simple framework for building an authentic LinkedIn presence.",
"mins": 53,
"guest": "Vinnie Romano",
"url": "https://jbarrows.com/podcast/vinnie-romano-the-future-of-personal-branding-in-the-world-of-ai"
},
{
"title": "John Barrows: Future-Proofing Your Sales Career in the Age of AI",
"date": "2024-10-21",
"slug": "john-barrows-future-proofing-your-sales-career-in-the-age-of-ai",
"has_page": true,
"image": "https://i.ytimg.com/vi/KwneQi_-4K0/maxresdefault.jpg",
"excerpt": "John Barrows goes solo to explain why AI is erasing the grunt work that built sales fundamentals, why average reps are becoming irrelevant, and what skills salespeople need to develop now to stay valuable.",
"mins": 42,
"guest": "John Barrows",
"url": "https://jbarrows.com/podcast/john-barrows-future-proofing-your-sales-career-in-the-age-of-ai"
},
{
"title": "Alex Buckles: Becoming a Problem Solver Through Partner Relationships",
"date": "2024-10-14",
"slug": "alex-buckles-becoming-a-problem-solver-through-partner-relationships",
"has_page": true,
"image": "https://i.ytimg.com/vi/wQhM69B1PL4/maxresdefault.jpg",
"excerpt": "An episode summary of a Make It Happen Mondays conversation on building partner ecosystems, creating a partner moat, and using account and partner development plays to drive referrals and long-term revenue.",
"mins": 52,
"guest": "Alex Buckles",
"url": "https://jbarrows.com/podcast/alex-buckles-becoming-a-problem-solver-through-partner-relationships"
},
{
"title": "Will Barron: Mastering Sales Fundamentals and Managing Fear",
"date": "2024-10-07",
"slug": "will-barron-mastering-sales-fundamentals-and-managing-fear",
"has_page": true,
"image": "https://i.ytimg.com/vi/8NduonltQbg/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring why sales fundamentals still matter, how to build grit without trauma, whether sleazy tactics can be justified, and which single skill separates top sales performers today.",
"mins": 60,
"guest": "Will Barron",
"url": "https://jbarrows.com/podcast/will-barron-mastering-sales-fundamentals-and-managing-fear"
},
{
"title": "Dan Balcauski: Pricing Psychology and Sales Strategies",
"date": "2024-09-30",
"slug": "dan-balcauski-pricing-psychology-and-sales-strategies",
"has_page": true,
"image": "https://i.ytimg.com/vi/QT5JkwkAqg4/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring pricing psychology, packaging strategy, and how sales reps can confidently defend price against discount pressure.",
"mins": 61,
"guest": "Dan Balcauski",
"url": "https://jbarrows.com/podcast/dan-balcauski-pricing-psychology-and-sales-strategies"
},
{
"title": "Melanie Fellay: Critical Thinking Skills in an AI-Driven Sales World",
"date": "2024-09-23",
"slug": "melanie-fellay-critical-thinking-skills-in-an-ai-driven-sales-world",
"has_page": true,
"image": "https://i.ytimg.com/vi/T9beIvobugI/maxresdefault.jpg",
"excerpt": "An enablement platform founder joins Make It Happen Mondays to discuss bouncing back from layoffs and over-hiring, learning to trust the right people, and why critical thinking and discovery skills matter more than ever as AI reshapes sales.",
"mins": 68,
"guest": "Melanie Fellay",
"url": "https://jbarrows.com/podcast/melanie-fellay-critical-thinking-skills-in-an-ai-driven-sales-world"
},
{
"title": "Everett Berry: Will AI-SDR Replace the SDR/BDR?",
"date": "2024-09-16",
"slug": "everett-berry-will-ai-sdr-replace-the-sdrbdr",
"has_page": true,
"image": "https://i.ytimg.com/vi/qDnG_RdS6Nk/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode explores whether AI-SDR tools will replace human sales development reps, featuring insight from Clay's go-to-market engineering lead on automation, personalization, and the future skills salespeople need.",
"mins": 55,
"guest": "Everett Berry",
"url": "https://jbarrows.com/podcast/everett-berry-will-ai-sdr-replace-the-sdrbdr"
},
{
"title": "Rupal Patel: From CIA to CEO - Leadership and Self-Discovery",
"date": "2024-09-09",
"slug": "rupal-patel-from-cia-to-ceo---leadership-and-self-discovery",
"has_page": true,
"image": "https://i.ytimg.com/vi/LhQxGEbKp0E/maxresdefault.jpg",
"excerpt": "A former CIA officer and two-time CEO joins Make It Happen Mondays to discuss self-awareness, confidence, non-conformity, goal setting and rethinking imposter syndrome.",
"mins": 52,
"guest": "Rupal Patel",
"url": "https://jbarrows.com/podcast/rupal-patel-from-cia-to-ceo---leadership-and-self-discovery"
},
{
"title": "Elyse Archer: Aligning Identity and Financial Goals for Quantum Sales Growth",
"date": "2024-09-02",
"slug": "elyse-archer-aligning-identity-and-financial-goals-for-quantum-sales-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/qO18VuQbzOU/maxresdefault.jpg",
"excerpt": "Elyse Archer joins Make It Happen Mondays to unpack financial set points, identity shifts, goal setting, and navigating gender dynamics in sales.",
"mins": 60,
"guest": "Elyse Archer",
"url": "https://jbarrows.com/podcast/elyse-archer-aligning-identity-and-financial-goals-for-quantum-sales-growth"
},
{
"title": "Jeremy Hurewitz: How to Sell Like a Spy",
"date": "2024-08-26",
"slug": "jeremy-hurewitz-how-to-sell-like-a-spy",
"has_page": true,
"image": "https://i.ytimg.com/vi/ZcyY_jIC3Jc/maxresdefault.jpg",
"excerpt": "An espionage and corporate intelligence expert joins Make It Happen Mondays to unpack how spy tradecraft, from radical empathy to elicitation and reading body language, can sharpen sales rapport and trust.",
"mins": 52,
"guest": "Jeremy Hurewitz",
"url": "https://jbarrows.com/podcast/jeremy-hurewitz-how-to-sell-like-a-spy"
},
{
"title": "Armand Farrokh and Nick Cegelski: Cold Calling Sucks (and That’s Why It Works)",
"date": "2024-08-19",
"slug": "armand-farrokh-and-nick-cegelski-cold-calling-sucks-and-thats-why-it-works",
"has_page": true,
"image": "https://i.ytimg.com/vi/tzdqqNzG1cA/maxresdefault.jpg",
"excerpt": "A breakdown of a Make It Happen Mondays episode on cold calling tactics, including opener testing, gatekeeper strategy, objection handling, and why the top reps still pick up the phone.",
"mins": 63,
"guest": "Armand Farrokh, Nick Cegelski",
"url": "https://jbarrows.com/podcast/armand-farrokh-and-nick-cegelski-cold-calling-sucks-and-thats-why-it-works"
},
{
"title": "J. Ryan Williams: Insights on Honest Conversations and Effective Leadership",
"date": "2024-08-12",
"slug": "j-ryan-williams-insights-on-honest-conversations-and-effective-leadership",
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"image": "https://i.ytimg.com/vi/f2HMGGP7sD8/maxresdefault.jpg",
"excerpt": "An executive coach and former sales leader joins Make It Happen Mondays to unpack what actually builds trust with buyers, how leaders create confidence on their teams, and why business acumen beats scripted sales tactics.",
"mins": 80,
"guest": "J. Ryan Williams",
"url": "https://jbarrows.com/podcast/j-ryan-williams-insights-on-honest-conversations-and-effective-leadership"
},
{
"title": "Ted McKenna: JOLT Effect and addressing the Challenge of Indecision",
"date": "2024-08-05",
"slug": "ted-mckenna-jolt-effect-and-addressing-the-challenge-of-indecision",
"has_page": true,
"image": "https://i.ytimg.com/vi/c5xBpQmgupw/maxresdefault.jpg",
"excerpt": "A conversation with the JOLT Effect co-author on why buyer indecision, omission bias and fear of messing up derail sales deals, and what reps can do differently to close more business.",
"mins": 59,
"guest": "Ted McKenna",
"url": "https://jbarrows.com/podcast/ted-mckenna-jolt-effect-and-addressing-the-challenge-of-indecision"
},
{
"title": "Todd Caponi: Lessons from Sales History to Predict the Future of Sales Success",
"date": "2024-07-29",
"slug": "todd-caponi-lessons-from-sales-history-to-predict-the-future-of-sales-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/4VLnHpkIXIA/maxresdefault.jpg",
"excerpt": "A look back at over a century of sales history reveals why service oriented, transparent selling has always won and what that means for how AI will change sales.",
"mins": 60,
"guest": "Todd Caponi",
"url": "https://jbarrows.com/podcast/todd-caponi-lessons-from-sales-history-to-predict-the-future-of-sales-success"
},
{
"title": "Alex Lieberman: The Morning Brew, Challenges, Successes, and Personal Growth",
"date": "2024-07-22",
"slug": "alex-lieberman-the-morning-brew-challenges-successes-and-personal-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/PdR2J0UXfx8/maxresdefault.jpg",
"excerpt": "A candid conversation about building and selling a media company, coping with a father's death, and rethinking sales, marketing and college choices along the way.",
"mins": 80,
"guest": "Alex Lieberman",
"url": "https://jbarrows.com/podcast/alex-lieberman-the-morning-brew-challenges-successes-and-personal-growth"
},
{
"title": "Patrick “Pops” Garrett: Whiskey Wisdom, Virtual Tastings, and Human Connections",
"date": "2024-07-15",
"slug": "patrick-pops-garrett-whiskey-wisdom-virtual-tastings-and-human-connections",
"has_page": true,
"image": "https://i.ytimg.com/vi/ubG0loayVM4/maxresdefault.jpg",
"excerpt": "A whiskey expert and founder of a tasting events company joins Make It Happen Mondays for a live guided tasting and a conversation about career reinvention, palate training, and how shared experiences rebuild human connection in sales.",
"mins": 66,
"guest": "Patrick “Pops” Garrett",
"url": "https://jbarrows.com/podcast/patrick-pops-garrett-whiskey-wisdom-virtual-tastings-and-human-connections"
},
{
"title": "Guy Kawasaki: Discussing Passion, Grit, and Success in the Modern Technological World",
"date": "2024-07-05",
"slug": "guy-kawasaki-discussing-passion-grit-and-success-in-the-modern-technological-wor",
"has_page": true,
"image": "https://i.ytimg.com/vi/jvLH4ldw1Bo/maxresdefault.jpg",
"excerpt": "A former Apple executive and bestselling author joins Make It Happen Mondays to unpack lessons on passion, grit, and difficult leadership, plus how he uses a personal AI model to help write his books.",
"mins": 49,
"guest": "Guy Kawasaki",
"url": "https://jbarrows.com/podcast/guy-kawasaki-discussing-passion-grit-and-success-in-the-modern-technological-wor"
},
{
"title": "Eric Hamilton: Funding Your Passion through Sales",
"date": "2024-07-01",
"slug": "eric-hamilton-funding-your-passion-through-sales",
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"image": "https://i.ytimg.com/vi/A7K0klLjdpI/maxresdefault.jpg",
"excerpt": "An accomplished sales leader and author joins Make It Happen Mondays to unpack work ethic, preparation, forecasting accuracy, and how sales can fund a bigger life outside the job.",
"mins": 50,
"guest": "Eric Hamilton",
"url": "https://jbarrows.com/podcast/eric-hamilton-funding-your-passion-through-sales"
},
{
"title": "Nina Sossamon-Pogue: TIPS for Turning Setbacks Into Success",
"date": "2024-06-24",
"slug": "nina-sossamon-pogue-tips-for-turning-setbacks-into-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/pDOaTuYlYuM/maxresdefault.jpg",
"excerpt": "A former gymnast, news anchor and tech exec turned author breaks down her TIPS framework, timeline, isolate, people, story, for getting through life's hardest chapters without being defined by them.",
"mins": 63,
"guest": "Nina Sossamon-Pogue",
"url": "https://jbarrows.com/podcast/nina-sossamon-pogue-tips-for-turning-setbacks-into-success"
},
{
"title": "KEYNOTE | John Barrows - Age of the Agile Org",
"date": "2024-06-17",
"slug": "keynote-john-barrows---age-of-the-agile-org",
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"image": "https://i.ytimg.com/vi/bwGG55d-6VI/maxresdefault.jpg",
"excerpt": "A keynote episode of Make It Happen Mondays exploring why the old grow-at-all-costs sales model is broken, how AI is forcing sales teams to change, and a practical framework built on split testing, context, and account tiering.",
"mins": 71,
"guest": null,
"url": "https://jbarrows.com/podcast/keynote-john-barrows---age-of-the-agile-org"
},
{
"title": "Adam Robinson: Bootstrapping Retention.com to $22 Million ARR",
"date": "2024-06-10",
"slug": "adam-robinson-bootstrapping-retentioncom-to-22-million-arr",
"has_page": true,
"image": "https://i.ytimg.com/vi/EbMswsfkrdw/maxresdefault.jpg",
"excerpt": "A founder who bootstrapped retention.com and RB2B to $22 million ARR explains his organic LinkedIn strategy, freemium pricing lessons, and why cold outbound is losing effectiveness.",
"mins": 51,
"guest": "Adam Robinson",
"url": "https://jbarrows.com/podcast/adam-robinson-bootstrapping-retentioncom-to-22-million-arr"
},
{
"title": "Cynthia Barnes: Owning Your Awesome - Bold Women and Challenging Corporate Norms",
"date": "2024-06-03",
"slug": "cynthia-barnes-owning-your-awesome---bold-women-and-challenging-corporate-norms",
"has_page": true,
"image": "https://i.ytimg.com/vi/b1PBwYodH9k/maxresdefault.jpg",
"excerpt": "A candid conversation about corporate diversity setbacks, the difference between ignorance and intentional exclusion, and a simple phrase that helps women own compliments and build confidence.",
"mins": 55,
"guest": "Cynthia Barnes",
"url": "https://jbarrows.com/podcast/cynthia-barnes-owning-your-awesome---bold-women-and-challenging-corporate-norms"
},
{
"title": "Andres Lares: Navigating High-Stakes Negotiations",
"date": "2024-05-27",
"slug": "andres-lares-navigating-high-stakes-negotiations",
"has_page": true,
"image": "https://i.ytimg.com/vi/xCZ_gQeGkns/maxresdefault.jpg",
"excerpt": "A negotiation expert and author breaks down a four-step framework for high-stakes deals, covering credibility, gives and gets, procurement, and walkaway lines.",
"mins": 58,
"guest": "Andres Lares",
"url": "https://jbarrows.com/podcast/andres-lares-navigating-high-stakes-negotiations"
},
{
"title": "Amanda Bagley: The Journey from Teaching Abroad to Sales to Owning Your Brand",
"date": "2024-05-20",
"slug": "amanda-bagley-the-journey-from-teaching-abroad-to-sales-to-owning-your-brand",
"has_page": true,
"image": "https://i.ytimg.com/vi/lPPb7VQW_Uo/maxresdefault.jpg",
"excerpt": "A conversation about an unconventional path through teaching abroad, founding sales roles at startups, and building a personal brand through owned media instead of relying on social algorithms.",
"mins": 73,
"guest": "Amanda Bagley",
"url": "https://jbarrows.com/podcast/amanda-bagley-the-journey-from-teaching-abroad-to-sales-to-owning-your-brand"
},
{
"title": "Jen Allen-Knuth: The Challenge with Challenger Sale and What's Next",
"date": "2024-05-13",
"slug": "jen-allen-knuth-the-challenge-with-challenger-sale-and-whats-next",
"has_page": true,
"image": "https://i.ytimg.com/vi/KtE3KrSVls4/maxresdefault.jpg",
"excerpt": "A former Corporate Executive Board sales trainer joins Make It Happen Mondays to unpack what still works in Challenger Sale, how Jolt Effect explains buyer indecision, and how to de-risk decisions for skeptical buyers.",
"mins": 61,
"guest": "Jen Allen-Knuth",
"url": "https://jbarrows.com/podcast/jen-allen-knuth-the-challenge-with-challenger-sale-and-whats-next"
},
{
"title": "Michael Manzi: Navigating Changes in Sales Through Leadership",
"date": "2024-05-06",
"slug": "michael-manzi-navigating-changes-in-sales-through-leadership",
"has_page": true,
"image": "https://i.ytimg.com/vi/5vnlIelWbs8/maxresdefault.jpg",
"excerpt": "A breakdown of the Make It Happen Mondays episode featuring a fractional VP of sales, covering rep burnout, AI's impact on prospecting, personalization at scale, business acumen and why PIPs often fail.",
"mins": 57,
"guest": "Michael Manzi",
"url": "https://jbarrows.com/podcast/michael-manzi-navigating-changes-in-sales-through-leadership"
},
{
"title": "Daniel Disney: Mastering LinkedIn for Sales Success",
"date": "2024-04-29",
"slug": "daniel-disney-mastering-linkedin-for-sales-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/tGB25zwKEU8/maxresdefault.jpg",
"excerpt": "A conversation about using LinkedIn for authentic personal branding and social selling, the realities of building a solo consulting business, and how AI is changing sales content and outreach.",
"mins": 57,
"guest": "Daniel Disney",
"url": "https://jbarrows.com/podcast/daniel-disney-mastering-linkedin-for-sales-success"
},
{
"title": "Alex McNaughten: Unpacking the World of AI in Sales Coaching",
"date": "2024-04-22",
"slug": "alex-mcnaughten-unpacking-the-world-of-ai-in-sales-coaching",
"has_page": true,
"image": "https://i.ytimg.com/vi/4L8Q1w1W_DE/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode exploring why sales coaching is broken, how reps struggle to accept feedback, and how AI is reshaping frontline sales management.",
"mins": 47,
"guest": "Alex McNaughten",
"url": "https://jbarrows.com/podcast/alex-mcnaughten-unpacking-the-world-of-ai-in-sales-coaching"
},
{
"title": "Kristie Jones: Identifying and Leveraging Your Unique Sales Superpowers",
"date": "2024-04-15",
"slug": "kristie-jones-identifying-and-leveraging-your-unique-sales-superpowers",
"has_page": true,
"image": "https://i.ytimg.com/vi/shiXhANg0mc/maxresdefault.jpg",
"excerpt": "A conversation about identifying your sales superpower, why impact conversations beat ROI calculators, and how to tell real objections from disqualifiers.",
"mins": 52,
"guest": "Kristie Jones",
"url": "https://jbarrows.com/podcast/kristie-jones-identifying-and-leveraging-your-unique-sales-superpowers"
},
{
"title": "Nathan Andres: Authentic resilience — a tool to overcome adversity",
"date": "2024-04-08",
"slug": "nathan-andres-authentic-resilience-a-tool-to-overcome-adversity",
"has_page": true,
"image": "https://i.ytimg.com/vi/Z7PzCtigMM0/maxresdefault.jpg",
"excerpt": "An HR executive with decades of international experience surviving 9/11, earthquakes and tsunamis shares a practical model for building authentic resilience, managing energy, and cutting through toxic positivity.",
"mins": 55,
"guest": "Nathan Andres",
"url": "https://jbarrows.com/podcast/nathan-andres-authentic-resilience-a-tool-to-overcome-adversity"
},
{
"title": "Gina Trimarco: Elevating Your Sales Skills Through Improv",
"date": "2024-04-01",
"slug": "gina-trimarco-elevating-your-sales-skills-through-improv",
"has_page": true,
"image": "https://i.ytimg.com/vi/JOjL3Mhrly8/maxresdefault.jpg",
"excerpt": "A sales improv trainer explains how improv principles like yes and, active listening and making others look good can sharpen objection handling, empathy and confidence in sales conversations.",
"mins": 63,
"guest": "Gina Trimarco",
"url": "https://jbarrows.com/podcast/gina-trimarco-elevating-your-sales-skills-through-improv"
},
{
"title": "Paul M. Caffrey: Unpacking Elite Sales Habits for Superior Performance",
"date": "2024-03-25",
"slug": "paul-m-caffrey-unpacking-elite-sales-habits-for-superior-performance",
"has_page": true,
"image": "https://i.ytimg.com/vi/L0byB4UnzUU/maxresdefault.jpg",
"excerpt": "A summary of this Make It Happen Mondays episode on the hidden habits behind elite sales performance, covering preparation, pipeline discipline, objection handling and avoiding burnout.",
"mins": 50,
"guest": "Paul M. Caffrey",
"url": "https://jbarrows.com/podcast/paul-m-caffrey-unpacking-elite-sales-habits-for-superior-performance"
},
{
"title": "Philip Squire: Design Thinking and Third Box Strategies in Modern Selling",
"date": "2024-03-18",
"slug": "philip-squire-design-thinking-and-third-box-strategies-in-modern-selling",
"has_page": true,
"image": "https://i.ytimg.com/vi/mGmZJmURQHc/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring the history of sales, why sales lacks academic credibility, and how third box thinking and core values drive client-centric selling.",
"mins": 65,
"guest": "Philip Squire",
"url": "https://jbarrows.com/podcast/philip-squire-design-thinking-and-third-box-strategies-in-modern-selling"
},
{
"title": "Erik Kostelnik: Driving Growth in the Face of Market Consolidation",
"date": "2024-03-11",
"slug": "erik-kostelnik-driving-growth-in-the-face-of-market-consolidation",
"has_page": true,
"image": "https://i.ytimg.com/vi/ICV7PO2ZWk8/maxresdefault.jpg",
"excerpt": "A martech CEO joins Make It Happen Mondays to unpack sales tech consolidation, how reps can spot a company in trouble, and where AI actually changes the game.",
"mins": 67,
"guest": "Erik Kostelnik",
"url": "https://jbarrows.com/podcast/erik-kostelnik-driving-growth-in-the-face-of-market-consolidation"
},
{
"title": "Doug Howarth: Transforming Sales Strategies Through Hypernomics",
"date": "2024-03-04",
"slug": "doug-howarth-transforming-sales-strategies-through-hypernomics",
"has_page": true,
"image": "https://i.ytimg.com/vi/1ffmOW1OXhs/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays unpacks hypernomics, a four-dimensional model for understanding how buyers value, price and choose products, with lessons for sales and product strategy.",
"mins": 54,
"guest": "Doug Howarth",
"url": "https://jbarrows.com/podcast/doug-howarth-transforming-sales-strategies-through-hypernomics"
},
{
"title": "Richard Harris: Reviving Salesmanship and Personal Connection in Sales",
"date": "2024-02-26",
"slug": "richard-harris-reviving-salesmanship-and-personal-connection-in-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/92z0PMPLkRs/maxresdefault.jpg",
"excerpt": "A conversation about bringing humanity back into sales, the thinking behind the NEAT selling book, why reps resist changing their own habits, and practical tactics for pricing, discounts, and negotiating with procurement.",
"mins": 50,
"guest": "Richard Harris",
"url": "https://jbarrows.com/podcast/richard-harris-reviving-salesmanship-and-personal-connection-in-sales"
},
{
"title": "Devin Reed: Influencer Marketing Trends in B2B Sales",
"date": "2024-02-19",
"slug": "devin-reed-influencer-marketing-trends-in-b2b-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/L0sMVRjIRaM/hqdefault.jpg",
"excerpt": "A conversation on how influencer marketing is reshaping B2B sales, what buyers of influencers actually look for, and why personal brand and authenticity now matter more than follower counts.",
"mins": 56,
"guest": "Devin Reed",
"url": "https://jbarrows.com/podcast/devin-reed-influencer-marketing-trends-in-b2b-sales"
},
{
"title": "Becc Holland: Discovering the Difference Between Pain, Problem and Impact",
"date": "2024-02-12",
"slug": "becc-holland-discovering-the-difference-between-pain-problem-and-impact",
"has_page": true,
"image": "https://i.ytimg.com/vi/KOvK5lTfYvo/maxresdefault.jpg",
"excerpt": "A sales trainer explains how to diagnose buyer problems like a doctor, why most discovery calls miss the real issue, and how understanding the difference between pain, problem, and impact leads to bigger, more trusted deals.",
"mins": 51,
"guest": "Becc Holland",
"url": "https://jbarrows.com/podcast/becc-holland-discovering-the-difference-between-pain-problem-and-impact"
},
{
"title": "Charles Lu: The Legal-Sales Partnership - A Pathway to Streamlined Negotiations",
"date": "2024-02-05",
"slug": "charles-lu-the-legal-sales-partnership---a-pathway-to-streamlined-negotiations",
"has_page": true,
"image": "https://i.ytimg.com/vi/MdavKNqRYEI/maxresdefault.jpg",
"excerpt": "A former M&A attorney turned sales operations leader explains why sales and legal clash, what annoys lawyers most, and how a shared playbook can speed up contract negotiations.",
"mins": 55,
"guest": "Charles Lu",
"url": "https://jbarrows.com/podcast/charles-lu-the-legal-sales-partnership---a-pathway-to-streamlined-negotiations"
},
{
"title": "Bob Marsh: Embracing Simplicity to Stand Out in Sales",
"date": "2024-01-29",
"slug": "bob-marsh-embracing-simplicity-to-stand-out-in-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/LZxCibNDSwI/maxresdefault.jpg",
"excerpt": "A sales keynote speaker and active CRO joins Make It Happen Mondays to unpack Selling with Simplicity: building authentic connections, carrying confidence without ego, guiding buyers through decisions, and using AI without losing the human touch.",
"mins": 43,
"guest": "Bob Marsh",
"url": "https://jbarrows.com/podcast/bob-marsh-embracing-simplicity-to-stand-out-in-sales"
},
{
"title": "Jason Tan: Charting Ethical Paths in an AI-Enhanced Sales Landscape",
"date": "2024-01-22",
"slug": "jason-tan-charting-ethical-paths-in-an-ai-enhanced-sales-landscape",
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"image": "https://i.ytimg.com/vi/k3S2AbgShNI/maxresdefault.jpg",
"excerpt": "An Engage AI founder joins Make It Happen Mondays to discuss building AI tools that help salespeople remember contacts, stay authentic online, and navigate the ethics of AI-driven personalization.",
"mins": 51,
"guest": "Jason Tan",
"url": "https://jbarrows.com/podcast/jason-tan-charting-ethical-paths-in-an-ai-enhanced-sales-landscape"
},
{
"title": "Tony Dicks: How Outsourcing and AI are Redefining the Sales Landscape",
"date": "2024-01-15",
"slug": "tony-dicks-how-outsourcing-and-ai-are-redefining-the-sales-landscape",
"has_page": true,
"image": "https://i.ytimg.com/vi/-oy4s867bPc/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring why outsourcing the SDR function, once dismissed as low quality, now makes sense thanks to AI tools, offshore talent, and sharper focus on ideal customer profiles.",
"mins": 53,
"guest": "Tony Dicks",
"url": "https://jbarrows.com/podcast/tony-dicks-how-outsourcing-and-ai-are-redefining-the-sales-landscape"
},
{
"title": "Brian Will: Mastering the Art of Persuasion for Sales and Negotiations",
"date": "2024-01-08",
"slug": "brian-will-mastering-the-art-of-persuasion-for-sales-and-negotiations",
"has_page": true,
"image": "https://i.ytimg.com/vi/OJOy9aZsde8/maxresdefault.jpg",
"excerpt": "A sales podcast episode breaking down how to build trust before pitching, handle price objections, and negotiate with procurement, featuring a veteran entrepreneur and negotiation trainer.",
"mins": 48,
"guest": "Brian Will",
"url": "https://jbarrows.com/podcast/brian-will-mastering-the-art-of-persuasion-for-sales-and-negotiations"
},
{
"title": "Gabe Lullo: Integrating Technology and Personal Touch in the Evolution of SDR Roles",
"date": "2023-12-18",
"slug": "gabe-lullo-integrating-technology-and-personal-touch-in-the-evolution-of-sdr-rol",
"has_page": true,
"image": "https://i.ytimg.com/vi/7bbu_T1ho3A/maxresdefault.jpg",
"excerpt": "A sales development agency CEO joins Make It Happen Mondays to explain why the SDR model is broken, how full cycle SDRs and AI can coexist, and what it takes to onboard and retain reps who add real value.",
"mins": 52,
"guest": "Gabe Lullo",
"url": "https://jbarrows.com/podcast/gabe-lullo-integrating-technology-and-personal-touch-in-the-evolution-of-sdr-rol"
},
{
"title": "Jeffrey Gitomer: Old School Sales is New Again",
"date": "2023-12-11",
"slug": "jeffrey-gitomer-old-school-sales-is-new-again",
"has_page": true,
"image": "https://i.ytimg.com/vi/Ty31HaIMFrY/maxresdefault.jpg",
"excerpt": "A veteran sales author joins Make It Happen Mondays to explain why targeted cold calling, genuine belief and constant self-education still beat automation and generic outreach.",
"mins": 52,
"guest": "Jeffrey Gitomer",
"url": "https://jbarrows.com/podcast/jeffrey-gitomer-old-school-sales-is-new-again"
},
{
"title": "Mike Weinberg: First Time Sales Manager",
"date": "2023-12-04",
"slug": "mike-weinberg-first-time-sales-manager",
"has_page": true,
"image": "https://i.ytimg.com/vi/Kx0iNwjXoq4/maxresdefault.jpg",
"excerpt": "A conversation about the leap from top sales rep to first time sales manager, covering accountability, coaching, hiring for grit, and why so many new managers struggle without support.",
"mins": 55,
"guest": "Mike Weinberg",
"url": "https://jbarrows.com/podcast/mike-weinberg-first-time-sales-manager"
},
{
"title": "Ryan Barretto: The Future of Sales and Product Led Growth",
"date": "2023-11-27",
"slug": "ryan-barretto-the-future-of-sales-and-product-led-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/DSvmeKEvI84/maxresdefault.jpg",
"excerpt": "A conversation about the shift toward product led growth, how sales roles are changing, and how to use AI for research and insight instead of automation, drawn from lessons learned inside Salesforce and beyond.",
"mins": 56,
"guest": "Ryan Barretto",
"url": "https://jbarrows.com/podcast/ryan-barretto-the-future-of-sales-and-product-led-growth"
},
{
"title": "Collin Mitchell: AI vs. Human Touch - The Role of Technology in Sales and Communication",
"date": "2023-11-20",
"slug": "collin-mitchell-ai-vs-human-touch---the-role-of-technology-in-sales-and-communic",
"has_page": true,
"image": "https://i.ytimg.com/vi/rwDmw7OJvVA/maxresdefault.jpg",
"excerpt": "A sales leader and podcast host joins Make It Happen Mondays to unpack how AI is reshaping cold outreach, LinkedIn, and the SDR role, plus why personal brand and phone strategy still win deals.",
"mins": 51,
"guest": "Collin Mitchell",
"url": "https://jbarrows.com/podcast/collin-mitchell-ai-vs-human-touch---the-role-of-technology-in-sales-and-communic"
},
{
"title": "Carole Mahoney: The Neuroscience of Trust and Asking the Right Questions",
"date": "2023-11-13",
"slug": "carole-mahoney-the-neuroscience-of-trust-and-asking-the-right-questions",
"has_page": true,
"image": "https://i.ytimg.com/vi/-3kjKtOXgKs/maxresdefault.jpg",
"excerpt": "A conversation exploring why sales has a trust problem, what neuroscience research reveals about the impact of good questions, and how salespeople can build genuine curiosity in an AI-driven world.",
"mins": 58,
"guest": "Carole Mahoney",
"url": "https://jbarrows.com/podcast/carole-mahoney-the-neuroscience-of-trust-and-asking-the-right-questions"
},
{
"title": "Dre Baldwin: Unpacking the Differences Between Motivation, Inspiration, and Discipline",
"date": "2023-11-06",
"slug": "dre-baldwin-unpacking-the-differences-between-motivation-inspiration-and-discipl",
"has_page": true,
"image": "https://i.ytimg.com/vi/yjcBR-fhOFM/maxresdefault.jpg",
"excerpt": "A former pro basketball player and entrepreneur joins Make It Happen Mondays to break down the real differences between motivation, inspiration and discipline, plus his mindset, strategy, systems and accountability framework.",
"mins": 55,
"guest": "Dre Baldwin",
"url": "https://jbarrows.com/podcast/dre-baldwin-unpacking-the-differences-between-motivation-inspiration-and-discipl"
},
{
"title": "Matt Buchalski: The Four Essential Skills Sales Reps Need in the AI Era",
"date": "2023-10-30",
"slug": "matt-buchalski-the-four-essential-skills-sales-reps-need-in-the-ai-era",
"has_page": true,
"image": "https://i.ytimg.com/vi/Cqjw24FQNNA/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode exploring why critical thinking, business acumen, curiosity, and genuine care are becoming the skills that separate sales reps from AI, plus how to coach for them.",
"mins": 54,
"guest": "Matt Buchalski",
"url": "https://jbarrows.com/podcast/matt-buchalski-the-four-essential-skills-sales-reps-need-in-the-ai-era"
},
{
"title": "Daniel Borodyansky: From Zero Sales Experience to Top Performer in 2 years using AI",
"date": "2023-10-23",
"slug": "daniel-borodyansky-from-zero-sales-experience-to-top-performer-in-2-years-using-",
"has_page": true,
"image": "https://i.ytimg.com/vi/4zV3Qm1OUs4/maxresdefault.jpg",
"excerpt": "A Microsoft strategic sales executive explains how he went from zero sales experience to a senior role in two years, and the specific AI prompts and workflows he uses for account planning, meeting prep and outreach.",
"mins": 49,
"guest": "Daniel Borodyansky",
"url": "https://jbarrows.com/podcast/daniel-borodyansky-from-zero-sales-experience-to-top-performer-in-2-years-using-"
},
{
"title": "Mark Raffan: The Sad Reality of Discount Selling in Sales",
"date": "2023-10-16",
"slug": "mark-raffan-the-sad-reality-of-discount-selling-in-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/n-U2FnCNOCk/maxresdefault.jpg",
"excerpt": "A negotiation expert with a procurement background explains why discounting early kills credibility, how procurement teams really make decisions, and how to negotiate value instead of price on Make It Happen Mondays.",
"mins": 52,
"guest": "Mark Raffan",
"url": "https://jbarrows.com/podcast/mark-raffan-the-sad-reality-of-discount-selling-in-sales"
},
{
"title": "Eduardo Briceño: The Performance Paradox - Maximizing Results through the Learning Zone",
"date": "2023-10-09",
"slug": "eduardo-briceño-the-performance-paradox---maximizing-results-through-the-learnin",
"has_page": true,
"image": "https://i.ytimg.com/vi/8FcICU9b0gA/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring the performance paradox, why chronic focus on results stalls growth, and how the learning zone, structure and curiosity drive higher performance in sales and life.",
"mins": 51,
"guest": "Eduardo Briceño",
"url": "https://jbarrows.com/podcast/eduardo-briceño-the-performance-paradox---maximizing-results-through-the-learnin"
},
{
"title": "Ryan Staley: Harnessing the Potential of AI to Drive Sales Success and Growth",
"date": "2023-10-02",
"slug": "ryan-staley-harnessing-the-potential-of-ai-to-drive-sales-success-and-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/Pv1vOiePfcI/hqdefault.jpg",
"excerpt": "A practical breakdown of how sales teams can start using AI tools like ChatGPT and Claude, build an internal AI lab, and prepare for how sales roles will change in the next five years.",
"mins": 48,
"guest": "Ryan Staley",
"url": "https://jbarrows.com/podcast/ryan-staley-harnessing-the-potential-of-ai-to-drive-sales-success-and-growth"
},
{
"title": "Joel Bein: Hugging the Cactus - The Path to Self-Acceptance and Growth",
"date": "2023-09-25",
"slug": "joel-bein-hugging-the-cactus---the-path-to-self-acceptance-and-growth",
"has_page": true,
"image": "https://i.ytimg.com/vi/XKWrUNXRuK4/maxresdefault.jpg",
"excerpt": "A Make It Happen Mondays episode exploring limiting beliefs, imposter syndrome, and self-acceptance through the idea of hugging the cactus, including a live belief-clearing demonstration.",
"mins": 72,
"guest": "Joel Bein",
"url": "https://jbarrows.com/podcast/joel-bein-hugging-the-cactus---the-path-to-self-acceptance-and-growth"
},
{
"title": "Lloyed Lobo: From Refugee to Entrepreneur Inspiring a Journey of Community-Led Growth",
"date": "2023-09-18",
"slug": "lloyed-lobo-from-refugee-to-entrepreneur-inspiring-a-journey-of-community-led-gr",
"has_page": true,
"image": "https://i.ytimg.com/vi/3fIKfLN_8kU/maxresdefault.jpg",
"excerpt": "An entrepreneur and community builder discusses surviving the Gulf War as a refugee, bootstrapping a startup through community events, and the framework behind building iconic brands through community-led growth.",
"mins": 53,
"guest": "Lloyed Lobo",
"url": "https://jbarrows.com/podcast/lloyed-lobo-from-refugee-to-entrepreneur-inspiring-a-journey-of-community-led-gr"
},
{
"title": "Thomas Curran: Unpacking the Rise of Perfectionism in Modern Society",
"date": "2023-09-11",
"slug": "thomas-curran-unpacking-the-rise-of-perfectionism-in-modern-society",
"has_page": true,
"image": "https://i.ytimg.com/vi/dl-cJNNHatI/maxresdefault.jpg",
"excerpt": "A psychology professor and author unpacks the roots of perfectionism, how it differs from narcissism, why social media is fueling it, and how parents and professionals can address it.",
"mins": 52,
"guest": "Thomas Curran",
"url": "https://jbarrows.com/podcast/thomas-curran-unpacking-the-rise-of-perfectionism-in-modern-society"
},
{
"title": "Joaquim Lecha: AI's Role in Personalized Customer Engagement",
"date": "2023-09-08",
"slug": "joaquim-lecha-ais-role-in-personalized-customer-engagement",
"has_page": true,
"image": null,
"excerpt": "A HubSpot takeover episode of Make It Happen Mondays features Typeform's CEO discussing zero-party data, AI adoption, product-led growth and how sales and marketing teams should evolve together.",
"mins": 64,
"guest": "Joaquim Lecha",
"url": "https://jbarrows.com/podcast/joaquim-lecha-ais-role-in-personalized-customer-engagement"
},
{
"title": "Alina Vandenberghe: Finding your strengths and excelling in your career",
"date": "2023-09-07",
"slug": "alina-vandenberghe-finding-your-strengths-and-excelling-in-your-career",
"has_page": true,
"image": null,
"excerpt": "A HubSpot inbound takeover episode of Make It Happen Mondays explores how a tech CEO turned childhood rejection into curiosity, why BDR career paths are expanding beyond sales leadership, and how AI and partnerships are reshaping go to market strategy.",
"mins": 42,
"guest": "Alina Vandenberghe",
"url": "https://jbarrows.com/podcast/alina-vandenberghe-finding-your-strengths-and-excelling-in-your-career"
},
{
"title": "Jason Zintak: Leveraging Data and AI to Engage Prospects at the Right Time",
"date": "2023-09-06",
"slug": "jason-zintak-leveraging-data-and-ai-to-engage-prospects-at-the-right-time",
"has_page": true,
"image": null,
"excerpt": "A HubSpot podcast takeover episode of Make It Happen Mondays looks at how 6sense's CEO uses buyer intent data and AI to help sales teams engage prospects at the right moment, plus lessons on freemium growth and partnerships.",
"mins": 41,
"guest": "Jason Zintak",
"url": "https://jbarrows.com/podcast/jason-zintak-leveraging-data-and-ai-to-engage-prospects-at-the-right-time"
},
{
"title": "Godard Abel: Unlocking Success for Software Buyers and Sellers in the G2 Marketplace",
"date": "2023-09-05",
"slug": "godard-abel-unlocking-success-for-software-buyers-and-sellers-in-the-g2-marketpl",
"has_page": true,
"image": null,
"excerpt": "A HubSpot takeover episode of Make It Happen Mondays featuring G2's CEO on the company's growth, its new AI assistant Monty, sales playbooks, and partnership strategy.",
"mins": 45,
"guest": "Godard Abel",
"url": "https://jbarrows.com/podcast/godard-abel-unlocking-success-for-software-buyers-and-sellers-in-the-g2-marketpl"
},
{
"title": "Doug Winter: Efficient Sales & Partnerships for a Streamlined Go-to-Market Motion",
"date": "2023-09-04",
"slug": "doug-winter-efficient-sales-partnerships-for-a-streamlined-go-to-market-motion",
"has_page": true,
"image": null,
"excerpt": "A HubSpot takeover episode of Make It Happen Mondays featuring Seismic's CEO on scaling sales and marketing enablement, using partnerships to drive growth, and applying AI across the sales process.",
"mins": 57,
"guest": "Doug Winter",
"url": "https://jbarrows.com/podcast/doug-winter-efficient-sales-partnerships-for-a-streamlined-go-to-market-motion"
},
{
"title": "Jason Bay: Coaching, Multi-Threading and Uncomfortable Conversations.",
"date": "2023-08-28",
"slug": "jason-bay-coaching-multi-threading-and-uncomfortable-conversations",
"has_page": true,
"image": "https://i.ytimg.com/vi/-ayLxtAwSzM/maxresdefault.jpg",
"excerpt": "A conversation exploring why sales fundamentals are breaking down, how to coach reps who actually want to improve, and practical tactics for multi-threading deals without upsetting your champion.",
"mins": 47,
"guest": "Jason Bay",
"url": "https://jbarrows.com/podcast/jason-bay-coaching-multi-threading-and-uncomfortable-conversations"
},
{
"title": "Gil Allouche: Optimize Sales and Marketing Strategies to Break Through the Noise",
"date": "2023-08-21",
"slug": "gil-allouche-optimize-sales-and-marketing-strategies-to-break-through-the-noise",
"has_page": true,
"image": "https://i.ytimg.com/vi/yJmiyYnpK44/hqdefault.jpg",
"excerpt": "A B2B marketing CEO joins Make It Happen Mondays to discuss sales-marketing alignment, ICP refinement, attribution, AI, and building personal brand inside a company.",
"mins": 57,
"guest": "Gil Allouche",
"url": "https://jbarrows.com/podcast/gil-allouche-optimize-sales-and-marketing-strategies-to-break-through-the-noise"
},
{
"title": "John Vagueiro - Genuine Optimism vs. Toxic Positivity",
"date": "2023-08-14",
"slug": "john-vagueiro---genuine-optimism-vs-toxic-positivity",
"has_page": true,
"image": "https://i.ytimg.com/vi/x0jISM9FfN0/maxresdefault.jpg",
"excerpt": "A digital marketing agency founder joins Make It Happen Mondays to unpack the difference between real optimism and toxic positivity, sharing his own story of anxiety, people-pleasing, and the calendar habit that helps him process hard days.",
"mins": 53,
"guest": "John Vagueiro",
"url": "https://jbarrows.com/podcast/john-vagueiro---genuine-optimism-vs-toxic-positivity"
},
{
"title": "Kelley O’Keeffe - Closing the Entrepreneur Gender Gap",
"date": "2023-08-07",
"slug": "kelley-okeeffe---closing-the-entrepreneur-gender-gap",
"has_page": true,
"image": "https://i.ytimg.com/vi/X5cBRO8lIMQ/maxresdefault.jpg",
"excerpt": "A former tech sales exec turned founder joins Make It Happen Mondays to unpack why women are underrepresented in sales leadership, how microaggressions shape workplace culture, and what companies can do to track diversity that actually holds up under pressure.",
"mins": 58,
"guest": "Kelley O’Keeffe",
"url": "https://jbarrows.com/podcast/kelley-okeeffe---closing-the-entrepreneur-gender-gap"
},
{
"title": "Jim Fielding - Authenticity Is Your Superpower",
"date": "2023-07-31",
"slug": "jim-fielding---authenticity-is-your-superpower",
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"image": "https://i.ytimg.com/vi/nRC2G0uSvIw/maxresdefault.jpg",
"excerpt": "An entertainment industry executive turned author joins Make It Happen Mondays to discuss authentic leadership, coming out, handling microaggressions, and building genuinely inclusive teams.",
"mins": 59,
"guest": "Jim Fielding",
"url": "https://jbarrows.com/podcast/jim-fielding---authenticity-is-your-superpower"
},
{
"title": "Rowan Tonkin: Transparency and Trust: The Key to Sales and Marketing Success",
"date": "2023-07-24",
"slug": "rowan-tonkin-transparency-and-trust-the-key-to-sales-and-marketing-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/Y_BqvXwGuhs/maxresdefault.jpg",
"excerpt": "A CMO joins Make It Happen Mondays to unpack why sales and marketing don't trust each other, how metrics and budgets should align, and how personal branding can amplify company growth.",
"mins": 58,
"guest": "Rowan Tonkin",
"url": "https://jbarrows.com/podcast/rowan-tonkin-transparency-and-trust-the-key-to-sales-and-marketing-success"
},
{
"title": "Adam Jay - Authenticity in a Culture-First Environment",
"date": "2023-07-17",
"slug": "adam-jay---authenticity-in-a-culture-first-environment",
"has_page": true,
"image": "https://i.ytimg.com/vi/hDCW0dOGMW0/maxresdefault.jpg",
"excerpt": "A sales leader and consultant joins Make It Happen Mondays to unpack leadership versus management, AI's role in coaching, expectation-setting documents, and the real line between hustle culture and mental health.",
"mins": 54,
"guest": "Adam Jay",
"url": "https://jbarrows.com/podcast/adam-jay---authenticity-in-a-culture-first-environment"
},
{
"title": "Jeremy Chen - The Art of Cold Calling: Tactics for Success",
"date": "2023-07-10",
"slug": "jeremy-chen---the-art-of-cold-calling-tactics-for-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/WrFqEC_0Cyg/maxresdefault.jpg",
"excerpt": "A sales trainer who lives on the phone shares tactical cold calling advice, from opening lines and objection handling to connect rates and staying mentally resilient through rejection.",
"mins": 41,
"guest": "Jeremy Chen",
"url": "https://jbarrows.com/podcast/jeremy-chen---the-art-of-cold-calling-tactics-for-success"
},
{
"title": "Cassie Petrey - Taking the Leap and Living Your Dreams",
"date": "2023-07-03",
"slug": "cassie-petrey---taking-the-leap-and-living-your-dreams",
"has_page": true,
"image": "https://i.ytimg.com/vi/VGiJKsKbemA/maxresdefault.jpg",
"excerpt": "An artist management and digital marketing CEO explains how musicians really make money, why AI threatens originality and credit in music, and how she went from fangirl to working with major artists.",
"mins": 47,
"guest": "Cassie Petrey",
"url": "https://jbarrows.com/podcast/cassie-petrey---taking-the-leap-and-living-your-dreams"
},
{
"title": "Tiffani Bova - Why the Customer Isn’t Really Always Right",
"date": "2023-06-26",
"slug": "tiffani-bova---why-the-customer-isnt-really-always-right",
"has_page": true,
"image": "https://i.ytimg.com/vi/-xeffzmbVqA/maxresdefault.jpg",
"excerpt": "A summary of the Make It Happen Mondays episode exploring why employee experience must come before customer experience, covering sales silos, broken processes and practical fixes for leaders.",
"mins": 53,
"guest": "Tiffani Bova",
"url": "https://jbarrows.com/podcast/tiffani-bova---why-the-customer-isnt-really-always-right"
},
{
"title": "Adam Apps: How Not to Be a Shitty Sales Leader",
"date": "2023-06-19",
"slug": "adam-apps-how-not-to-be-a-shitty-sales-leader",
"has_page": true,
"image": "https://i.ytimg.com/vi/H9IRk-NlI3U/maxresdefault.jpg",
"excerpt": "A 20-year sales veteran and author joins Make It Happen Mondays to break down the real differences between leadership and management, how to handle feedback, and when leaders should be transparent versus guarded.",
"mins": 54,
"guest": "Adam Apps",
"url": "https://jbarrows.com/podcast/adam-apps-how-not-to-be-a-shitty-sales-leader"
},
{
"title": "Jason Inouye - A True Story of Sales Success",
"date": "2023-06-12",
"slug": "jason-inouye---a-true-story-of-sales-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/jFpVNd3u6Zk/maxresdefault.jpg",
"excerpt": "A high-end video hardware seller explains how shifting from feature-based pitches to vision-driven selling helped him expand from the film industry into major corporate accounts.",
"mins": 54,
"guest": "Jason Inouye",
"url": "https://jbarrows.com/podcast/jason-inouye---a-true-story-of-sales-success"
},
{
"title": "Jaime Diglio - Embracing Your Superpowers in the Age of AI",
"date": "2023-06-05",
"slug": "jaime-diglio---embracing-your-superpowers-in-the-age-of-ai",
"has_page": true,
"image": "https://i.ytimg.com/vi/1gst9uG16qk/maxresdefault.jpg",
"excerpt": "A sales leadership expert joins Make It Happen Mondays to discuss building genuine confidence, finding your unique value, and leading authentically as AI reshapes the sales profession.",
"mins": 58,
"guest": "Jaime Diglio",
"url": "https://jbarrows.com/podcast/jaime-diglio---embracing-your-superpowers-in-the-age-of-ai"
},
{
"title": "Pablo Dominguez: Agility: The Real Competitive Edge",
"date": "2023-05-29",
"slug": "pablo-dominguez-agility-the-real-competitive-edge",
"has_page": true,
"image": "https://i.ytimg.com/vi/np7eaoBVLu0/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays explores why agility beats rigid planning, how lean principles apply to sales and go-to-market strategy, and what AI and remote work are doing to sales fundamentals.",
"mins": 49,
"guest": "Pablo Dominguez",
"url": "https://jbarrows.com/podcast/pablo-dominguez-agility-the-real-competitive-edge"
},
{
"title": "Drew Sechrist: The True Power of Your Personal Network",
"date": "2023-05-22",
"slug": "drew-sechrist-the-true-power-of-your-personal-network",
"has_page": true,
"image": "https://i.ytimg.com/vi/EjL0kj6nLIY/maxresdefault.jpg",
"excerpt": "An early Salesforce employee turned founder explains why weak LinkedIn ties fail, how a sales-first culture was built under Mark Benioff, and how to use real relationship strength when asking for introductions.",
"mins": 63,
"guest": "Drew Sechrist",
"url": "https://jbarrows.com/podcast/drew-sechrist-the-true-power-of-your-personal-network"
},
{
"title": "JB's Keynote - Continuous Growth Mindset",
"date": "2023-05-15",
"slug": "jbs-keynote---continuous-growth-mindset",
"has_page": true,
"image": "https://i.ytimg.com/vi/chySJkCxvfs/maxresdefault.jpg",
"excerpt": "John Barrows shares a personal keynote on the three pillars, alignment, execution and gratitude, that helped him and his business grow through the hardest years of his career.",
"mins": 46,
"guest": null,
"url": "https://jbarrows.com/podcast/jbs-keynote---continuous-growth-mindset"
},
{
"title": "Scott Barker: Adapting to the Changing Sales Landscape",
"date": "2023-05-08",
"slug": "scott-barker-adapting-to-the-changing-sales-landscape",
"has_page": true,
"image": "https://i.ytimg.com/vi/TeekkCKOmjc/maxresdefault.jpg",
"excerpt": "A conversation about how sales careers develop, why the SaaS boom let reps skip core fundamentals, and what it takes to build lasting relationships, expertise and distribution in a tougher market.",
"mins": 61,
"guest": "Scott Barker",
"url": "https://jbarrows.com/podcast/scott-barker-adapting-to-the-changing-sales-landscape"
},
{
"title": "Valerie Fridland: Like, Literally, Dude",
"date": "2023-05-01",
"slug": "valerie-fridland-like-literally-dude",
"has_page": true,
"image": "https://i.ytimg.com/vi/ZIKQUi3hJyc/maxresdefault.jpg",
"excerpt": "A sociolinguist joins Make It Happen Mondays to explain why filler words and casual speech patterns help rather than hurt communication, and how accent bias quietly shapes hiring, sales and everyday business relationships.",
"mins": 61,
"guest": "Valerie Fridland",
"url": "https://jbarrows.com/podcast/valerie-fridland-like-literally-dude"
},
{
"title": "Dr. Howard Dover: The Economy, Tech, and Education Triple Threat",
"date": "2023-04-24",
"slug": "dr-howard-dover-the-economy-tech-and-education-triple-threat",
"has_page": true,
"image": "https://i.ytimg.com/vi/ocTIcW584zI/maxresdefault.jpg",
"excerpt": "A sales professor and center director joins Make It Happen Mondays to explain how rising interest rates, a SaaS funding collapse, and a fundamentals gap are colliding to reshape sales careers and hiring.",
"mins": 54,
"guest": "Dr. Howard Dover",
"url": "https://jbarrows.com/podcast/dr-howard-dover-the-economy-tech-and-education-triple-threat"
},
{
"title": "Rhonda Petit: The Link Between Authenticity and Success",
"date": "2023-04-17",
"slug": "rhonda-petit-the-link-between-authenticity-and-success",
"has_page": true,
"image": "https://i.ytimg.com/vi/JnjItXHeqlQ/maxresdefault.jpg",
"excerpt": "A sales and performance coach explains how self-image, curiosity and authenticity shape sales success, plus the three emotional composites behind every buying decision.",
"mins": 52,
"guest": "Rhonda Petit",
"url": "https://jbarrows.com/podcast/rhonda-petit-the-link-between-authenticity-and-success"
},
{
"title": "Ulf Arnetz: Implementing Executive Strategies that Work",
"date": "2023-04-10",
"slug": "ulf-arnetz-implementing-executive-strategies-that-work",
"has_page": true,
"image": "https://i.ytimg.com/vi/eKbho_nL41c/maxresdefault.jpg",
"excerpt": "A founder of a strategy execution platform joins Make It Happen Mondays to unpack why most company strategies never get implemented, how to align vision with frontline action, and why timing matters in entrepreneurship.",
"mins": 50,
"guest": "Ulf Arnetz",
"url": "https://jbarrows.com/podcast/ulf-arnetz-implementing-executive-strategies-that-work"
},
{
"title": "David Weiss: Discovery - How MEDDIC Changed his life",
"date": "2023-04-03",
"slug": "david-weiss-discovery---how-meddic-changed-his-life",
"has_page": true,
"image": "https://i.ytimg.com/vi/Jz8cjwjYx4A/maxresdefault.jpg",
"excerpt": "A sales leader and DealDoc founder joins Make It Happen Mondays to break down how MEDDIC reshaped his career, why discovery never truly ends, and how to spot a real champion versus a false one.",
"mins": 49,
"guest": "David Weiss",
"url": "https://jbarrows.com/podcast/david-weiss-discovery---how-meddic-changed-his-life"
},
{
"title": "Téa Angelos: Applying “Smart Moves” in Every Aspect of Life",
"date": "2023-03-27",
"slug": "téa-angelos-applying-smart-moves-in-every-aspect-of-life",
"has_page": true,
"image": "https://i.ytimg.com/vi/DX42KFr3uRQ/maxresdefault.jpg",
"excerpt": "An online education founder joins Make It Happen Mondays to discuss turning a side hustle into a business, building financial security, negotiating with confidence, and overcoming career stagnation and imposter syndrome.",
"mins": 45,
"guest": "Téa Angelos",
"url": "https://jbarrows.com/podcast/téa-angelos-applying-smart-moves-in-every-aspect-of-life"
},
{
"title": "Greg Kihlstrom: How Customer-Centric Experiences Drive Sales",
"date": "2023-03-20",
"slug": "greg-kihlstrom-how-customer-centric-experiences-drive-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/4ydCk2ovf9s/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring how a customer-first, employee-driven approach aligns sales and marketing, reduces friction in the buying process, and uses agile thinking to turn failed experiments into growth.",
"mins": 51,
"guest": "Greg Kihlstrom",
"url": "https://jbarrows.com/podcast/greg-kihlstrom-how-customer-centric-experiences-drive-sales"
},
{
"title": "Jarron Vosburg: Why Everything Should be an Experiment",
"date": "2023-03-13",
"slug": "jarron-vosburg-why-everything-should-be-an-experiment",
"has_page": true,
"image": "https://i.ytimg.com/vi/87StYbpaEaQ/maxresdefault.jpg",
"excerpt": "A sales VP breaks down how his team ditched generic templates for tested, relevant outreach, including custom video prospecting, real personalization, and a culture built around experimentation and coachable failure.",
"mins": 53,
"guest": "Jarron Vosburg",
"url": "https://jbarrows.com/podcast/jarron-vosburg-why-everything-should-be-an-experiment"
},
{
"title": "Rishi Dave: How to Make the Day1 List",
"date": "2023-03-06",
"slug": "rishi-dave-how-to-make-the-day1-list",
"has_page": true,
"image": "https://i.ytimg.com/vi/81UPkWG_NbY/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring the day one list concept, why most B2B buyers decide early, and how sales and marketing teams can work together to earn a spot on that shortlist.",
"mins": 58,
"guest": "Rishi Dave",
"url": "https://jbarrows.com/podcast/rishi-dave-how-to-make-the-day1-list"
},
{
"title": "Carol Kauffman & David Noble: Real-Time Leadership",
"date": "2023-02-27",
"slug": "carol-kauffman-david-noble-real-time-leadership",
"has_page": true,
"image": "https://i.ytimg.com/vi/xd7NWe4g9qA/maxresdefault.jpg",
"excerpt": "Two veteran executive coaches join Make It Happen Mondays to unpack real-time leadership: the MOVE framework, why optimism can be a blind spot, and how leaders can stay grounded during disruption.",
"mins": 65,
"guest": "Carol Kauffman, David Noble",
"url": "https://jbarrows.com/podcast/carol-kauffman-david-noble-real-time-leadership"
},
{
"title": "Elizabeth Andrew: Overcoming the Generational Divide in Your Career",
"date": "2023-02-20",
"slug": "elizabeth-andrew-overcoming-the-generational-divide-in-your-career",
"has_page": true,
"image": "https://i.ytimg.com/vi/x0gdApBHFR8/maxresdefault.jpg",
"excerpt": "A conversation on Make It Happen Mondays about reinventing a career after a long break, overcoming age and gender bias in tech, and building the mental resilience to survive job loss and market downturns.",
"mins": 53,
"guest": "Elizabeth Andrew",
"url": "https://jbarrows.com/podcast/elizabeth-andrew-overcoming-the-generational-divide-in-your-career"
},
{
"title": "Eric Nowoslawski & Varun Anand: How scared should sales reps be of tools like ChatGPT replacing them?",
"date": "2023-02-13",
"slug": "eric-nowoslawski-varun-anand-how-scared-should-sales-reps-be-of-tools-like-chatg",
"has_page": true,
"image": "https://i.ytimg.com/vi/B_RnlHm0NEY/maxresdefault.jpg",
"excerpt": "Two Clay team members join John Barrows to discuss whether AI tools like ChatGPT and Clay threaten SDR jobs, how the predictable revenue model is breaking down, and what skills sales reps need to stay relevant.",
"mins": 72,
"guest": "Eric Nowoslawski, Varun Anand",
"url": "https://jbarrows.com/podcast/eric-nowoslawski-varun-anand-how-scared-should-sales-reps-be-of-tools-like-chatg"
},
{
"title": "Soren Kaplan: Experiential Intelligence: Finding Strength in Your Past",
"date": "2023-02-06",
"slug": "soren-kaplan-experiential-intelligence-finding-strength-in-your-past",
"has_page": true,
"image": "https://i.ytimg.com/vi/Kd2I4ogGEkI/maxresdefault.jpg",
"excerpt": "A conversation about experiential intelligence, how childhood experience shapes success, why education needs to change, and how leaders can close the gap between technology and human readiness.",
"mins": 61,
"guest": "Soren Kaplan",
"url": "https://jbarrows.com/podcast/soren-kaplan-experiential-intelligence-finding-strength-in-your-past"
},
{
"title": "Graham Cochrane: The Scarcity vs. Abundance Mindset",
"date": "2023-01-30",
"slug": "graham-cochrane-the-scarcity-vs-abundance-mindset",
"has_page": true,
"image": "https://i.ytimg.com/vi/ZyKih3EoC48/maxresdefault.jpg",
"excerpt": "An entrepreneur who went from food stamps to running education businesses breaks down scarcity versus abundance thinking, why giving away knowledge builds trust, and how asking better questions unlocks opportunity.",
"mins": 55,
"guest": "Graham Cochrane",
"url": "https://jbarrows.com/podcast/graham-cochrane-the-scarcity-vs-abundance-mindset"
},
{
"title": "Anthony Nava: Reframing Your Professional Future",
"date": "2023-01-23",
"slug": "anthony-nava-reframing-your-professional-future",
"has_page": true,
"image": "https://i.ytimg.com/vi/Y22PGFu7qFI/maxresdefault.jpg",
"excerpt": "A Crunchbase sales leader shares how switching from molecular biology to tech sales and surviving a pandemic layoff shaped his approach to choosing the right company and career path.",
"mins": 55,
"guest": "Anthony Nava",
"url": "https://jbarrows.com/podcast/anthony-nava-reframing-your-professional-future"
},
{
"title": "Dr. Cindy McGovern: Sales is not just a career, it's a mindset",
"date": "2023-01-16",
"slug": "dr-cindy-mcgovern-sales-is-not-just-a-career-its-a-mindset",
"has_page": true,
"image": "https://i.ytimg.com/vi/aN3-FsQqIdk/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays exploring why sales is a mindset, how to overcome the stigma around selling, the art versus science debate, and why personal brand matters more than ever.",
"mins": 51,
"guest": "Dr. Cindy McGovern",
"url": "https://jbarrows.com/podcast/dr-cindy-mcgovern-sales-is-not-just-a-career-its-a-mindset"
},
{
"title": "Jenna Rogers: Elevating the conversation around diversity at work",
"date": "2023-01-09",
"slug": "jenna-rogers-elevating-the-conversation-around-diversity-at-work",
"has_page": true,
"image": "https://i.ytimg.com/vi/GCpsKZW_XrI/maxresdefault.jpg",
"excerpt": "A candid discussion on diversity, accountability versus cancel culture, male advocacy and practical steps for addressing bias in the workplace, on Make It Happen Mondays.",
"mins": 58,
"guest": "Jenna Rogers",
"url": "https://jbarrows.com/podcast/jenna-rogers-elevating-the-conversation-around-diversity-at-work"
},
{
"title": "Russell Bradley-Cook: HubSpot Partnerships, the ultimate sales multiplier when done right",
"date": "2023-01-02",
"slug": "russell-bradley-cook-hubspot-partnerships-the-ultimate-sales-multiplier-when-don",
"has_page": true,
"image": "https://i.ytimg.com/vi/BPPYfYgM3MQ/maxresdefault.jpg",
"excerpt": "A conversation with HubSpot's EMEA partner program leader on what makes partnerships effective, how to read the tech ecosystem around your customers, and how reps can build partner relationships that drive real sales results.",
"mins": 60,
"guest": "Russell Bradley-Cook",
"url": "https://jbarrows.com/podcast/russell-bradley-cook-hubspot-partnerships-the-ultimate-sales-multiplier-when-don"
},
{
"title": "Chris Voss: Interview with a Master Negotiator",
"date": "2022-12-26",
"slug": "chris-voss-interview-with-a-master-negotiator",
"has_page": true,
"image": "https://i.ytimg.com/vi/ouNudMCG1GA/maxresdefault.jpg",
"excerpt": "A replay of one of the most downloaded episodes ever, featuring a hostage negotiation expert breaking down loss aversion, the power of no, and why win-win thinking can hurt sales negotiations.",
"mins": 76,
"guest": "Chris Voss",
"url": "https://jbarrows.com/podcast/chris-voss-interview-with-a-master-negotiator"
},
{
"title": "Angela Kristen Taylor: The Emotional Productivity Connection",
"date": "2022-12-19",
"slug": "angela-kristen-taylor-the-emotional-productivity-connection",
"has_page": true,
"image": "https://i.ytimg.com/vi/q8QAl4utHLs/maxresdefault.jpg",
"excerpt": "A conversation on how childhood stories shape adult productivity, why one size fits all sales training fails, and how purpose driven salespeople actually get motivated.",
"mins": 55,
"guest": "Angela Kristen Taylor",
"url": "https://jbarrows.com/podcast/angela-kristen-taylor-the-emotional-productivity-connection"
},
{
"title": "Ian Koniak: From Skirting Death to Finding Meaning In Life",
"date": "2022-12-05",
"slug": "ian-koniak-from-skirting-death-to-finding-meaning-in-life",
"has_page": true,
"image": "https://i.ytimg.com/vi/6RnpzMGM5Hc/maxresdefault.jpg",
"excerpt": "A returning guest opens up about a near-death scare on a roller coaster, his struggle with addiction, and how he rebuilt his mindset, habits and priorities around family and long-term fulfillment instead of short-term dopamine hits.",
"mins": 59,
"guest": "Ian Koniak",
"url": "https://jbarrows.com/podcast/ian-koniak-from-skirting-death-to-finding-meaning-in-life"
},
{
"title": "Paul Magnone: Good Decisions Require Data AND Instinct",
"date": "2022-11-28",
"slug": "paul-magnone-good-decisions-require-data-and-instinct",
"has_page": true,
"image": "https://i.ytimg.com/vi/S-dsF_k4ldM/maxresdefault.jpg",
"excerpt": "A Columbia Business School professor and author breaks down frameworks for blending intuition with data, including precision questioning and the time-risk-trust matrix, on Make It Happen Mondays.",
"mins": 48,
"guest": "Paul Magnone",
"url": "https://jbarrows.com/podcast/paul-magnone-good-decisions-require-data-and-instinct"
},
{
"title": "Niraj Kapur: Reinventing yourself through the pandemic",
"date": "2022-11-21",
"slug": "niraj-kapur-reinventing-yourself-through-the-pandemic",
"has_page": true,
"image": "https://i.ytimg.com/vi/0RfbvESOUak/maxresdefault.jpg",
"excerpt": "A sales trainer and LinkedIn coach shares how childhood adversity, corporate burnout, divorce and a pandemic business collapse led him to reinvent himself through personal branding and a shift from selling to serving.",
"mins": 60,
"guest": "Niraj Kapur",
"url": "https://jbarrows.com/podcast/niraj-kapur-reinventing-yourself-through-the-pandemic"
},
{
"title": "Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO",
"date": "2022-11-14",
"slug": "daphne-e-jones-tactical-frameworks-to-take-you-from-secretary-to-fortune-500-cio",
"has_page": true,
"image": "https://i.ytimg.com/vi/mQuc9_0wUKk/maxresdefault.jpg",
"excerpt": "A former Fortune 500 CIO shares the mindset shifts and practical frameworks that took her from being told to become a secretary to leading at IBM, Johnson & Johnson and GE.",
"mins": 56,
"guest": "Daphne E. Jones",
"url": "https://jbarrows.com/podcast/daphne-e-jones-tactical-frameworks-to-take-you-from-secretary-to-fortune-500-cio"
},
{
"title": "Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’",
"date": "2022-11-07",
"slug": "udi-ledergor-the-cmo-of-gong-talks-b2b-marketing-and-creating-a-show",
"has_page": true,
"image": "https://i.ytimg.com/vi/pnhtC6-oSfE/maxresdefault.jpg",
"excerpt": "An inside look at how Gong's CMO approaches B2B marketing as performance, builds company values on purpose, and uses employee personal brands to grow the business.",
"mins": 60,
"guest": "Udi Ledergor",
"url": "https://jbarrows.com/podcast/udi-ledergor-the-cmo-of-gong-talks-b2b-marketing-and-creating-a-show"
},
{
"title": "Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers",
"date": "2022-10-31",
"slug": "mark-siciliano-how-old-school-sales-principles-apply-to-todays-new-school-seller",
"has_page": true,
"image": "https://i.ytimg.com/vi/7_JdPBU4tGo/maxresdefault.jpg",
"excerpt": "A veteran sales enablement and productivity leader shares lessons from Oracle, Marketo, Demandbase, Drift and a leading enterprise software company on business acumen, values-driven leadership and the future of sales enablement.",
"mins": 49,
"guest": "Mark Siciliano",
"url": "https://jbarrows.com/podcast/mark-siciliano-how-old-school-sales-principles-apply-to-todays-new-school-seller"
},
{
"title": "Jay Godfrey and Richard Meloff: The Business of Psychedelics",
"date": "2022-10-24",
"slug": "jay-godfrey-and-richard-meloff-the-business-of-psychedelics",
"has_page": true,
"image": "https://i.ytimg.com/vi/GSrpCZ3ldcw/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays explores the founders' journey into ketamine-assisted psychedelic therapy, the roots of drug stigma, and the business opportunities in mental health treatment.",
"mins": 59,
"guest": "Jay Godfrey, Richard Meloff",
"url": "https://jbarrows.com/podcast/jay-godfrey-and-richard-meloff-the-business-of-psychedelics"
},
{
"title": "Stacey Hall: Selling from Your Comfort Zone",
"date": "2022-10-17",
"slug": "stacey-hall-selling-from-your-comfort-zone",
"has_page": true,
"image": "https://i.ytimg.com/vi/tn-OV6ui0XQ/maxresdefault.jpg",
"excerpt": "A conversation exploring why staying in and expanding your comfort zone, rather than escaping it, along with aligning your values, company and audience, leads to more authentic and sustainable sales success.",
"mins": 53,
"guest": "Stacey Hall",
"url": "https://jbarrows.com/podcast/stacey-hall-selling-from-your-comfort-zone"
},
{
"title": "Jonathan Mahan and Jordana Zeldin: How to really “Practice” Sales",
"date": "2022-10-10",
"slug": "jonathan-mahan-and-jordana-zeldin-how-to-really-practice-sales",
"has_page": true,
"image": "https://i.ytimg.com/vi/P9AmBj64gJs/maxresdefault.jpg",
"excerpt": "A conversation about the founders of a sales practice company exploring why sales reps rarely practice what they learn, how scripts and role play should actually be used, and how to build real curiosity and feedback habits that stick.",
"mins": 53,
"guest": "Jonathan Mahan, Jordana Zeldin",
"url": "https://jbarrows.com/podcast/jonathan-mahan-and-jordana-zeldin-how-to-really-practice-sales"
},
{
"title": "Nikki Ivey's Journey From Section 8 to the C Suite",
"date": "2022-10-03",
"slug": "nikki-iveys-journey-from-section-8-to-the-c-suite",
"has_page": true,
"image": "https://i.ytimg.com/vi/tN15hxREH2k/maxresdefault.jpg",
"excerpt": "An in-depth episode summary of Make It Happen Mondays covering one sales leader's path from a Dayton, Ohio housing project to CRO, including teen motherhood, car sales lessons, and a new training role built on elevating the profession.",
"mins": 63,
"guest": "Nikki Ivey",
"url": "https://jbarrows.com/podcast/nikki-iveys-journey-from-section-8-to-the-c-suite"
},
{
"title": "John Costigan: From cold calling on stage to fighting throat cancer",
"date": "2022-09-26",
"slug": "john-costigan-from-cold-calling-on-stage-to-fighting-throat-cancer",
"has_page": true,
"image": "https://i.ytimg.com/vi/alOJAvpoDOw/maxresdefault.jpg",
"excerpt": "A veteran sales trainer known for live cold calling on stage joins Make It Happen Mondays to discuss what has changed in prospecting, the line between tactics and tricks, and the personal lessons learned from fighting throat cancer.",
"mins": 72,
"guest": "John Costigan",
"url": "https://jbarrows.com/podcast/john-costigan-from-cold-calling-on-stage-to-fighting-throat-cancer"
},
{
"title": "Valerie Fischer: What is NLP and how it can help you sell",
"date": "2022-09-19",
"slug": "valerie-fischer-what-is-nlp-and-how-it-can-help-you-sell",
"has_page": true,
"image": "https://i.ytimg.com/vi/xyxW6t4Z8Lo/maxresdefault.jpg",
"excerpt": "An NLP practitioner breaks down neuro-linguistic programming for salespeople, covering communication styles, mirroring, objection handling and copywriting tactics that build genuine rapport.",
"mins": 51,
"guest": "Valerie Fischer",
"url": "https://jbarrows.com/podcast/valerie-fischer-what-is-nlp-and-how-it-can-help-you-sell"
},
{
"title": "John Talty: Nick Saban’s Leadership Secrets",
"date": "2022-09-12",
"slug": "john-talty-nick-sabans-leadership-secrets",
"has_page": true,
"image": "https://i.ytimg.com/vi/C_14QlsxVeY/maxresdefault.jpg",
"excerpt": "A sports journalist who wrote a book on Nick Saban joins Make It Happen Mondays to unpack the leadership process behind Alabama's dominance and how it applies to sales and business.",
"mins": 53,
"guest": "John Talty",
"url": "https://jbarrows.com/podcast/john-talty-nick-sabans-leadership-secrets"
},
{
"title": "Donald C. Kelly : Just Two Sales Guys Talking",
"date": "2022-09-05",
"slug": "donald-c-kelly-just-two-sales-guys-talking",
"has_page": true,
"image": "https://i.ytimg.com/vi/5Ky1HM_W1aM/maxresdefault.jpg",
"excerpt": "An episode of Make It Happen Mondays featuring a veteran sales trainer and evangelist discussing ethical selling, curiosity, sales education and the risks of over automating the sales process.",
"mins": 55,
"guest": "Donald C. Kelly",
"url": "https://jbarrows.com/podcast/donald-c-kelly-just-two-sales-guys-talking"
},
{
"title": "Mark Raffan: Negotiating Lessons from Procurement",
"date": "2022-08-29",
"slug": "mark-raffan-negotiating-lessons-from-procurement",
"has_page": true,
"image": "https://i.ytimg.com/vi/tJIyguZva4A/maxresdefault.jpg",
"excerpt": "A negotiation trainer and former procurement professional breaks down why win-win is misleading, how to use walkaway lines, and how time affects deals on Make It Happen Mondays.",
"mins": 58,
"guest": "Mark Raffan",
"url": "https://jbarrows.com/podcast/mark-raffan-negotiating-lessons-from-procurement"
},
{
"title": "Chris Mirabile: How I Slowed Down Aging",
"date": "2022-08-22",
"slug": "chris-mirabile-how-i-slowed-down-aging",
"has_page": true,
"image": "https://i.ytimg.com/vi/EuC27trPzc8/maxresdefault.jpg",
"excerpt": "A longevity entrepreneur and brain tumor survivor explains how he rebuilt after major loss and how epigenetic testing, diet timing and simple daily habits can slow biological aging.",
"mins": 62,
"guest": "Chris Mirabile",
"url": "https://jbarrows.com/podcast/chris-mirabile-how-i-slowed-down-aging"
},
{
"title": "Lisa Catto: The Queen of Automation",
"date": "2022-08-15",
"slug": "lisa-catto-the-queen-of-automation",
"has_page": true,
"image": "https://i.ytimg.com/vi/yWkaHF7Cv-Q/maxresdefault.jpg",
"excerpt": "An automation specialist joins Make It Happen Mondays to break down where automation strengthens the sales process, where it turns reps into robots, and how branding and values tie it together.",
"mins": 62,
"guest": "Lisa Catto",
"url": "https://jbarrows.com/podcast/lisa-catto-the-queen-of-automation"
},
{
"title": "Shelton Banks: Diversity Means Profits",
"date": "2022-08-08",
"slug": "shelton-banks-diversity-means-profits",
"has_page": true,
"image": "https://i.ytimg.com/vi/HJ2305foD5w/maxresdefault.jpg",
"excerpt": "A nonprofit founder who went from high school dropout to tech sales leader explains why diverse hiring should be pitched as a revenue strategy, how limiting mindsets hold people back, and what real psychological safety looks like at work.",
"mins": 57,
"guest": "Shelton Banks",
"url": "https://jbarrows.com/podcast/shelton-banks-diversity-means-profits"
},
{
"title": "Christie Hunter Arscott: Redefining Risk and Failure",
"date": "2022-08-01",
"slug": "christie-hunter-arscott-redefining-risk-and-failure",
"has_page": true,
"image": null,
"excerpt": "An advisor and author on risk, imposter syndrome and workplace bias joins Make It Happen Mondays to unpack how to rebuild a healthier relationship with failure, spot micro inequities at work, and trade work-life balance for smarter time and energy management.",
"mins": 65,
"guest": "Christie Hunter Arscott",
"url": "https://jbarrows.com/podcast/christie-hunter-arscott-redefining-risk-and-failure"
},
{
"title": "Jeffrey Gitomer: The King of Sales",
"date": "2022-07-25",
"slug": "jeffrey-gitomer-the-king-of-sales",
"has_page": true,
"image": null,
"excerpt": "A veteran sales author debates John Barrows on cold calling, personal branding, video prospecting, onboarding and the gap between ideal sales advice and everyday reality.",
"mins": 65,
"guest": "Jeffrey Gitomer",
"url": "https://jbarrows.com/podcast/jeffrey-gitomer-the-king-of-sales"
},
{
"title": "Brandon Bornancin: Fighting the Negative Perception of Sales",
"date": "2022-07-18",
"slug": "brandon-bornancin-fighting-the-negative-perception-of-sales",
"has_page": true,
"image": null,
"excerpt": "A candid conversation on why sales has a bad reputation, what separates ethical high performers from industry bad actors, and how strong core values, smart hiring and servant leadership can change the perception of the profession.",
"mins": 72,
"guest": "Brandon Bornancin",
"url": "https://jbarrows.com/podcast/brandon-bornancin-fighting-the-negative-perception-of-sales"
},
{
"title": "Sean Castrina: The Entrepreneur Mindset",
"date": "2022-07-11",
"slug": "sean-castrina-the-entrepreneur-mindset",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring the entrepreneur mindset, why startups fail, and how to hire the right people, featuring a founder and author who went from bankruptcy to business success.",
"mins": 51,
"guest": "Sean Castrina",
"url": "https://jbarrows.com/podcast/sean-castrina-the-entrepreneur-mindset"
},
{
"title": "Chris Schembra: Gratitude Puts Challenges In Perspective",
"date": "2022-07-04",
"slug": "chris-schembra-gratitude-puts-challenges-in-perspective",
"has_page": true,
"image": null,
"excerpt": "A gratitude expert and author joins Make It Happen Mondays to unpack the science of gratitude, the hidden cost of loneliness, and how a personal crisis led to a new way of finding perspective through hard times.",
"mins": 65,
"guest": "Chris Schembra",
"url": "https://jbarrows.com/podcast/chris-schembra-gratitude-puts-challenges-in-perspective"
},
{
"title": "Dale Dupree: Reject the ‘Transactional Mindset of Sales’",
"date": "2022-06-27",
"slug": "dale-dupree-reject-the-transactional-mindset-of-sales",
"has_page": true,
"image": null,
"excerpt": "A sales trainer and podcast host joins Make It Happen Mondays to unpack lessons from copier sales, why smart goals can limit ambition, and how skipping steps toward success can create problems later in life.",
"mins": 60,
"guest": "Dale Dupree",
"url": "https://jbarrows.com/podcast/dale-dupree-reject-the-transactional-mindset-of-sales"
},
{
"title": "Jamie Shanks: ‘Social Sales’ Can Lead to Real Connections Online",
"date": "2022-06-20",
"slug": "jamie-shanks-social-sales-can-lead-to-real-connections-online",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how social selling grew out of old-school networking, why relationship signals matter more than job-change alerts alone, and what it takes to build an authentic, values-driven sales career.",
"mins": 61,
"guest": "Jamie Shanks",
"url": "https://jbarrows.com/podcast/jamie-shanks-social-sales-can-lead-to-real-connections-online"
},
{
"title": "Laura Palmer: Sales Pays You What You’re Worth",
"date": "2022-06-13",
"slug": "laura-palmer-sales-pays-you-what-youre-worth",
"has_page": true,
"image": null,
"excerpt": "A Unity sales leader joins Make It Happen Mondays to discuss her journey into tech sales, what shaped her leadership style, and how the metaverse is already changing business use cases across industries.",
"mins": 53,
"guest": "Laura Palmer",
"url": "https://jbarrows.com/podcast/laura-palmer-sales-pays-you-what-youre-worth"
},
{
"title": "Scott MacGregor: Gratitude Attracts ‘Amazing People’",
"date": "2022-06-06",
"slug": "scott-macgregor-gratitude-attracts-amazing-people",
"has_page": true,
"image": null,
"excerpt": "A recruiting firm CEO joins Make It Happen Mondays to discuss gratitude, bootstrapped giving back, long-term relationship building and hiring for values over pedigree.",
"mins": 60,
"guest": "Scott MacGregor",
"url": "https://jbarrows.com/podcast/scott-macgregor-gratitude-attracts-amazing-people"
},
{
"title": "Richard Banfield: ‘A product is a non human salesperson’",
"date": "2022-05-30",
"slug": "richard-banfield-a-product-is-a-non-human-salesperson",
"has_page": true,
"image": null,
"excerpt": "A product design expert joins Make It Happen Mondays to explain why great products sell themselves, how sales and product teams should collaborate, and a decision-making framework for navigating uncertainty in business and life.",
"mins": 76,
"guest": "Richard Banfield",
"url": "https://jbarrows.com/podcast/richard-banfield-a-product-is-a-non-human-salesperson"
},
{
"title": "Amber Deibert: The Only One You're Fooling Is You",
"date": "2022-05-23",
"slug": "amber-deibert-the-only-one-youre-fooling-is-you",
"has_page": true,
"image": null,
"excerpt": "A performance coach joins Make It Happen Mondays to unpack imposter syndrome: what actually causes it, why success makes it worse, and how to work with the inner critic instead of fighting it.",
"mins": 66,
"guest": "Amber Deibert",
"url": "https://jbarrows.com/podcast/amber-deibert-the-only-one-youre-fooling-is-you"
},
{
"title": "Kasey Jones: When One Trauma Just Isn’t Enough",
"date": "2022-05-16",
"slug": "kasey-jones-when-one-trauma-just-isnt-enough",
"has_page": true,
"image": "https://i.ytimg.com/vi/Z04EA75Mu9g/maxresdefault.jpg",
"excerpt": "An entrepreneur and revenue coach joins Make It Happen Mondays to unpack post-traumatic growth, everyday trauma, energy management and why competing with yourself beats chasing rivals.",
"mins": 65,
"guest": "Kasey Jones",
"url": "https://jbarrows.com/podcast/kasey-jones-when-one-trauma-just-isnt-enough"
},
{
"title": "A Journey of Survival with Roderick Jefferson",
"date": "2022-05-09",
"slug": "a-journey-of-survival-with-roderick-jefferson",
"has_page": true,
"image": null,
"excerpt": "A candid Make It Happen Mondays conversation about surviving a sleeping stroke, the 2% survival odds, and the lessons on priorities, self-advocacy and asking for help that followed.",
"mins": 56,
"guest": "Roderick Jefferson",
"url": "https://jbarrows.com/podcast/a-journey-of-survival-with-roderick-jefferson"
},
{
"title": "Are sales reps becoming marketers? Dave Gerhardt on Sales and Marketing Alignment.",
"date": "2022-05-02",
"slug": "are-sales-reps-becoming-marketers-dave-gerhardt-on-sales-and-marketing-alignment",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring why sales reps are turning into marketers, how founder brand building works, and why company podcasts and LinkedIn content matter for sales and marketing alignment.",
"mins": 57,
"guest": "Dave Gerhardt",
"url": "https://jbarrows.com/podcast/are-sales-reps-becoming-marketers-dave-gerhardt-on-sales-and-marketing-alignment"
},
{
"title": "Melanie Fellay, Forbes 30, under 30 CEO on Leadership, Vision and Personal Values",
"date": "2022-04-25",
"slug": "melanie-fellay-forbes-30-under-30-ceo-on-leadership-vision-and-personal-values",
"has_page": true,
"image": null,
"excerpt": "A Forbes 30 Under 30 CEO joins Make It Happen Mondays to discuss scaling a company after major funding, redefining her leadership style, and setting personal values apart from company vision.",
"mins": 64,
"guest": null,
"url": "https://jbarrows.com/podcast/melanie-fellay-forbes-30-under-30-ceo-on-leadership-vision-and-personal-values"
},
{
"title": "Todd Caponi on Transparency Leadership",
"date": "2022-04-18",
"slug": "todd-caponi-on-transparency-leadership",
"has_page": true,
"image": null,
"excerpt": "A conversation exploring what a century of sales history reveals about today's hiring pressures, buyer trust and rep turnover, plus a preview of a five-part framework for transparent sales leadership.",
"mins": 59,
"guest": "Todd Caponi",
"url": "https://jbarrows.com/podcast/todd-caponi-on-transparency-leadership"
},
{
"title": "Amy Volas on How to Live a Proactive Life VS a Reactive Life",
"date": "2022-04-11",
"slug": "amy-volas-on-how-to-live-a-proactive-life-vs-a-reactive-life",
"has_page": true,
"image": null,
"excerpt": "A talent partnership founder explains how a turning point at 40 pushed her to trade reactive decision making for a deliberate, values based approach using journaling and energy management.",
"mins": 61,
"guest": "Amy Volas",
"url": "https://jbarrows.com/podcast/amy-volas-on-how-to-live-a-proactive-life-vs-a-reactive-life"
},
{
"title": "Kyle Porter on How to Stay Consistent as a CEO from Startup to Acquisition",
"date": "2022-04-04",
"slug": "kyle-porter-on-how-to-stay-consistent-as-a-ceo-from-startup-to-acquisition",
"has_page": true,
"image": null,
"excerpt": "A conversation about how one CEO led his company from founding through a multi-billion dollar acquisition, staying true to core values while evolving his leadership style and views on the future of sales technology.",
"mins": 55,
"guest": "Kyle Porter",
"url": "https://jbarrows.com/podcast/kyle-porter-on-how-to-stay-consistent-as-a-ceo-from-startup-to-acquisition"
},
{
"title": "Larry Long Jr. on Understanding Your Why and Core Values",
"date": "2022-03-28",
"slug": "larry-long-jr-on-understanding-your-why-and-core-values",
"has_page": true,
"image": null,
"excerpt": "A motivational speaker and coach joins Make It Happen Mondays to discuss uncovering your why, defining core values, setting meaningful goals and staying positive through hard times.",
"mins": 53,
"guest": "Larry Long Jr.",
"url": "https://jbarrows.com/podcast/larry-long-jr-on-understanding-your-why-and-core-values"
},
{
"title": "Ralph Barsi on How to Hold Yourself and Others Accountable",
"date": "2022-03-21",
"slug": "ralph-barsi-on-how-to-hold-yourself-and-others-accountable",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring accountability, reputation and leadership through the lens of genuinely caring about yourself, your team and your customers.",
"mins": 58,
"guest": "Ralph Barsi",
"url": "https://jbarrows.com/podcast/ralph-barsi-on-how-to-hold-yourself-and-others-accountable"
},
{
"title": "Doug Landis on How to Attract and Retain Talent in Sales",
"date": "2022-03-14",
"slug": "doug-landis-on-how-to-attract-and-retain-talent-in-sales",
"has_page": true,
"image": null,
"excerpt": "A conversation about core values, the truth behind the Great Resignation, remote work culture and how emerging tech like the metaverse and NFTs is reshaping how sales teams attract and keep talent.",
"mins": 57,
"guest": "Doug Landis",
"url": "https://jbarrows.com/podcast/doug-landis-on-how-to-attract-and-retain-talent-in-sales"
},
{
"title": "247: The JB Sales Executive Team on Why We're Looking Forward to 2022",
"date": "2021-12-06",
"slug": "247-the-jb-sales-executive-team-on-why-were-looking-forward-to-2022",
"has_page": true,
"image": null,
"excerpt": "An inside look at a JB Sales leadership conversation covering 2021 lessons, scaling a training team, rebuilding the media business, and plans for 2022.",
"mins": 59,
"guest": null,
"url": "https://jbarrows.com/podcast/247-the-jb-sales-executive-team-on-why-were-looking-forward-to-2022"
},
{
"title": "246: Sterling Frandsen on His JB Sales Membership Journey: From College Grad to Sales Pro",
"date": "2021-11-29",
"slug": "246-sterling-frandsen-on-his-jb-sales-membership-journey-from-college-grad-to-sa",
"has_page": true,
"image": null,
"excerpt": "A JB Sales member shares his path from a rough first quarter as a BDR at Adobe to finding his voice and results at a startup, and the habits that got him there.",
"mins": 33,
"guest": "Sterling Frandsen",
"url": "https://jbarrows.com/podcast/246-sterling-frandsen-on-his-jb-sales-membership-journey-from-college-grad-to-sa"
},
{
"title": "245: Nick Cegelski on Creating and Keeping Momentum in Sales",
"date": "2021-11-22",
"slug": "245-nick-cegelski-on-creating-and-keeping-momentum-in-sales",
"has_page": true,
"image": null,
"excerpt": "A tactical breakdown of how to create momentum instead of urgency, map buying processes for any type of buyer, run better group demos, and use video to handle objections and win back stalled deals.",
"mins": 51,
"guest": "Nick Cegelski",
"url": "https://jbarrows.com/podcast/245-nick-cegelski-on-creating-and-keeping-momentum-in-sales"
},
{
"title": "244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role",
"date": "2021-11-15",
"slug": "244-alice-shaff-on-leveraging-sdr-skills-to-land-a-leadership-role",
"has_page": true,
"image": null,
"excerpt": "A cybersecurity sales leader explains how mastering SDR fundamentals, choosing the right company culture and disqualifying weak leads early helped her move from entry level outbound work into a leadership role.",
"mins": 49,
"guest": "Alice Shaff",
"url": "https://jbarrows.com/podcast/244-alice-shaff-on-leveraging-sdr-skills-to-land-a-leadership-role"
},
{
"title": "243: Suneera Madhani on Leaving Your Legacy and Not Being a Typical CEO",
"date": "2021-11-08",
"slug": "243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo",
"has_page": true,
"image": null,
"excerpt": "A payments company founder and CEO joins Make It Happen Mondays to discuss scaling to billions in payment volume, building a platform for women entrepreneurs, and rethinking work-life balance through energy management and shared family goals.",
"mins": 60,
"guest": "Suneera Madhani",
"url": "https://jbarrows.com/podcast/243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo"
},
{
"title": "242: Negotiations and Tactical Empathy with Chris Voss (Replay)",
"date": "2021-11-01",
"slug": "242-negotiations-and-tactical-empathy-with-chris-voss-replay",
"has_page": true,
"image": null,
"excerpt": "A replay of one of the most downloaded Make It Happen Mondays episodes, exploring tactical empathy, negotiation tactics, loss aversion and how sales teams can create real urgency.",
"mins": 75,
"guest": "Chris Voss",
"url": "https://jbarrows.com/podcast/242-negotiations-and-tactical-empathy-with-chris-voss-replay"
},
{
"title": "241: The Art of Closing a Deal with Danny Read (Replay)",
"date": "2021-10-25",
"slug": "241-the-art-of-closing-a-deal-with-danny-read-replay",
"has_page": true,
"image": null,
"excerpt": "A replay episode breaking down a real, award winning complex deal from first contact to close, covering re-engagement, buyer psychology, teamwork and holding the line at negotiation.",
"mins": null,
"guest": "Danny Read",
"url": "https://jbarrows.com/podcast/241-the-art-of-closing-a-deal-with-danny-read-replay"
},
{
"title": "240: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay)",
"date": "2021-10-18",
"slug": "240-building-a-winning-sales-mentality-growing-with-sean-sheppard-replay",
"has_page": true,
"image": null,
"excerpt": "A replay conversation on building a sales career with intention, covering growth mindset, honest customer conversations, career funnels and why sales deserves more respect as a profession.",
"mins": null,
"guest": "Sean Sheppard",
"url": "https://jbarrows.com/podcast/240-building-a-winning-sales-mentality-growing-with-sean-sheppard-replay"
},
{
"title": "239: Trademarks of Top Sales Reps With Tom Williams (Replay)",
"date": "2021-10-11",
"slug": "239-trademarks-of-top-sales-reps-with-tom-williams-replay",
"has_page": true,
"image": null,
"excerpt": "A replay episode of Make It Happen Mondays digs into building transparency into every sales call, sharpening your ideal customer profile from real accounts, and using mutual action plans to align expectations and qualify deals faster.",
"mins": null,
"guest": "Tom Williams",
"url": "https://jbarrows.com/podcast/239-trademarks-of-top-sales-reps-with-tom-williams-replay"
},
{
"title": "238: How SDRs Can Hit 225% of Quota With Armand Farrokh (Replay)",
"date": "2021-10-04",
"slug": "238-how-sdrs-can-hit-225-of-quota-with-armand-farrokh-replay",
"has_page": true,
"image": null,
"excerpt": "A replay episode on how a sales leader who hit 225% of quota built time management systems, hiring filters and a repeatable cold call framework to scale an SDR team.",
"mins": null,
"guest": "Armand Farrokh",
"url": "https://jbarrows.com/podcast/238-how-sdrs-can-hit-225-of-quota-with-armand-farrokh-replay"
},
{
"title": "237: Heather Monahan on Building Confidence Throughout Your Sales Career",
"date": "2021-09-27",
"slug": "237-heather-monahan-on-building-confidence-throughout-your-sales-career",
"has_page": true,
"image": null,
"excerpt": "A bestselling author and keynote speaker joins Make It Happen Mondays to discuss building sales confidence, recovering from career setbacks, and learning to trust your own instincts over outside opinions.",
"mins": null,
"guest": "Heather Monahan",
"url": "https://jbarrows.com/podcast/237-heather-monahan-on-building-confidence-throughout-your-sales-career"
},
{
"title": "236: Jules Kun on Crafting Your Personal Brand",
"date": "2021-09-20",
"slug": "236-jules-kun-on-crafting-your-personal-brand",
"has_page": true,
"image": null,
"excerpt": "A social media strategist joins John Barrows to break down how personal brands are actually built, from early Twitter hustling to Shark Tank scale growth, while Barrows works through his own brand identity questions live on air.",
"mins": null,
"guest": "Jules Kun",
"url": "https://jbarrows.com/podcast/236-jules-kun-on-crafting-your-personal-brand"
},
{
"title": "235: Ashleigh Early and James Buckley on Leaving Effective Voicemails",
"date": "2021-09-13",
"slug": "235-ashleigh-early-and-james-buckley-on-leaving-effective-voicemails",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays debates whether voicemail still works in sales prospecting, covering voicemail length, cold calling cell phones, handling ghosted deals, and how buyer behavior factors into the decision.",
"mins": null,
"guest": "Ashleigh Early, James Buckley",
"url": "https://jbarrows.com/podcast/235-ashleigh-early-and-james-buckley-on-leaving-effective-voicemails"
},
{
"title": "234: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life",
"date": "2021-09-06",
"slug": "234-shelly-gupta-correa-on-a-journey-of-career-change-at-30-and-flexibility-in-l",
"has_page": true,
"image": null,
"excerpt": "An immigrant family's entrepreneurial values, a leap into tech sales at 30, and a new philosophy on risk: this episode unpacks a career change story and what it teaches about happiness, support systems and taking chances.",
"mins": null,
"guest": "Shelly Gupta Correa",
"url": "https://jbarrows.com/podcast/234-shelly-gupta-correa-on-a-journey-of-career-change-at-30-and-flexibility-in-l"
},
{
"title": "233: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model",
"date": "2021-08-30",
"slug": "233-tim-oneil-on-growing-organizations-to-break-the-predictable-growth-model",
"has_page": true,
"image": null,
"excerpt": "A CRO explains a career path model that moves SDRs into account management and customer success before AE roles, changing how companies think about growth, renewals and retention.",
"mins": null,
"guest": "Tim O’Neil",
"url": "https://jbarrows.com/podcast/233-tim-oneil-on-growing-organizations-to-break-the-predictable-growth-model"
},
{
"title": "232: Kris Rudeegraap on The New Path of the SDR",
"date": "2021-08-23",
"slug": "232-kris-rudeegraap-on-the-new-path-of-the-sdr",
"has_page": true,
"image": null,
"excerpt": "A Sendoso co-founder joins Make It Happen Mondays to unpack product-led growth, a new SDR to account management career path, pricing lessons and how to build culture in a remote sales team.",
"mins": null,
"guest": "Kris Rudeegraap",
"url": "https://jbarrows.com/podcast/232-kris-rudeegraap-on-the-new-path-of-the-sdr"
},
{
"title": "231: Doug Landis on How Product-Led Growth is Shifting the Marketplace",
"date": "2021-08-16",
"slug": "231-doug-landis-on-how-product-led-growth-is-shifting-the-marketplace",
"has_page": true,
"image": null,
"excerpt": "An investor at Emergence Capital joins John Barrows to unpack how product-led growth is reshaping sales models, SDR career paths and what reps should look for in their next role.",
"mins": null,
"guest": "Doug Landis",
"url": "https://jbarrows.com/podcast/231-doug-landis-on-how-product-led-growth-is-shifting-the-marketplace"
},
{
"title": "230: Todd Caponi on Radical Transparency to Build Trust in Sales",
"date": "2021-08-09",
"slug": "230-todd-caponi-on-radical-transparency-to-build-trust-in-sales",
"has_page": true,
"image": null,
"excerpt": "A conversation on using radical transparency and behavioral science to build trust, speed up sales cycles, negotiate without discounting, and retain sales talent.",
"mins": null,
"guest": "Todd Caponi",
"url": "https://jbarrows.com/podcast/230-todd-caponi-on-radical-transparency-to-build-trust-in-sales"
},
{
"title": "229: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales",
"date": "2021-08-02",
"slug": "229-alexine-mudawar-and-gabrielle-blackwell-on-empowering-women-in-sales",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring the state of gender and racial equity in sales, the impact of everyday microaggressions, and practical ways men and leaders can support women in the profession.",
"mins": null,
"guest": "Alexine Mudawar, Gabrielle Blackwell",
"url": "https://jbarrows.com/podcast/229-alexine-mudawar-and-gabrielle-blackwell-on-empowering-women-in-sales"
},
{
"title": "228: Debra Roberts on Effective Communication and Conflict Resolution in Sales",
"date": "2021-07-26",
"slug": "228-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring practical tools for handling conflict, building trust quickly, and communicating more effectively in sales and beyond.",
"mins": null,
"guest": "Debra Roberts",
"url": "https://jbarrows.com/podcast/228-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales"
},
{
"title": "227: Brian Trautschold on How Gamification is Taking Over the Sales World",
"date": "2021-07-19",
"slug": "227-brian-trautschold-on-how-gamification-is-taking-over-the-sales-world",
"has_page": true,
"image": null,
"excerpt": "A conversation about how sales gamification has evolved past simple leaderboards into data driven coaching, why remote work changed sales motivation, and how reps can gamify their own performance.",
"mins": null,
"guest": "Brian Trautschold",
"url": "https://jbarrows.com/podcast/227-brian-trautschold-on-how-gamification-is-taking-over-the-sales-world"
},
{
"title": "226: Hang Black on Diversity and Intentionality in Sales",
"date": "2021-07-12",
"slug": "226-hang-black-on-diversity-and-intentionality-in-sales",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how intentional research, personalization, and diversity in hiring reshape sales outreach and career growth.",
"mins": null,
"guest": "Hang Black",
"url": "https://jbarrows.com/podcast/226-hang-black-on-diversity-and-intentionality-in-sales"
},
{
"title": "225: Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility",
"date": "2021-07-06",
"slug": "225-brian-burkhart-on-elevating-others-through-core-values-growth-mindset-flexib",
"has_page": true,
"image": null,
"excerpt": "A conversation about defining true core values, using forcing functions for personal growth, and staying flexible through disruption, featured on episode 225 of Make It Happen Mondays.",
"mins": null,
"guest": "Brian Burkhart",
"url": "https://jbarrows.com/podcast/225-brian-burkhart-on-elevating-others-through-core-values-growth-mindset-flexib"
},
{
"title": "224: Scott Gillum on Personality-Based Marketing as The Next Level of ABM",
"date": "2021-06-28",
"slug": "224-scott-gillum-on-personality-based-marketing-as-the-next-level-of-abm",
"has_page": true,
"image": null,
"excerpt": "A conversation exploring how personality-based marketing improves on traditional ABM, why director-level buyers move deals forward, and how sales teams can better read buyer motivation.",
"mins": null,
"guest": "Scott Gillum",
"url": "https://jbarrows.com/podcast/224-scott-gillum-on-personality-based-marketing-as-the-next-level-of-abm"
},
{
"title": "223: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer",
"date": "2021-06-21",
"slug": "223-robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer",
"has_page": true,
"image": null,
"excerpt": "A former trial lawyer and founder of a speaking coaching company joins Make It Happen Mondays to explain how courtroom persuasion tactics, storytelling structure and disqualifying prospects can sharpen sales conversations and presentations.",
"mins": null,
"guest": "Robbie Crabtree",
"url": "https://jbarrows.com/podcast/223-robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer"
},
{
"title": "222: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”",
"date": "2021-06-14",
"slug": "222-beth-waterfall-on-advancing-the-cannabis-industry-and-the-future-of-the-gree",
"has_page": true,
"image": null,
"excerpt": "A cannabis industry advocate joins John Barrows to unpack the racist history of marijuana prohibition, debunk the gateway drug myth, and reveal the career opportunities opening up in the legal cannabis market.",
"mins": null,
"guest": "Beth Waterfall",
"url": "https://jbarrows.com/podcast/222-beth-waterfall-on-advancing-the-cannabis-industry-and-the-future-of-the-gree"
},
{
"title": "221: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling",
"date": "2021-06-07",
"slug": "221-simon-mulcahy-and-karen-semone-on-the-art-science-and-magic-of-selling",
"has_page": true,
"image": null,
"excerpt": "Two Salesforce innovation leaders join Make It Happen Mondays to break down a framework for modern selling built on data driven science, human centered art, and outcome focused magic.",
"mins": null,
"guest": "Simon Mulcahy, Karen Semone",
"url": "https://jbarrows.com/podcast/221-simon-mulcahy-and-karen-semone-on-the-art-science-and-magic-of-selling"
},
{
"title": "220: Mark Roberge on Looking Ahead and Adapting to The Future of Sales",
"date": "2021-05-31",
"slug": "220-mark-roberge-on-looking-ahead-and-adapting-to-the-future-of-sales",
"has_page": true,
"image": null,
"excerpt": "A conversation on why copy paste sales models fail, when product led growth actually works, how top companies structure growth teams, and what reps should focus on to future proof their careers.",
"mins": null,
"guest": "Mark Roberge",
"url": "https://jbarrows.com/podcast/220-mark-roberge-on-looking-ahead-and-adapting-to-the-future-of-sales"
},
{
"title": "219: Galit Ventura-Rozen On The Psychology Of Sales",
"date": "2021-05-24",
"slug": "219-galit-ventura-rozen-on-the-psychology-of-sales",
"has_page": true,
"image": null,
"excerpt": "A commercial real estate broker and mindset coach joins Make It Happen Mondays to unpack the fear, confidence gaps and mental blocks that hold salespeople and entrepreneurs back from taking the leap.",
"mins": null,
"guest": "Galit Ventura-Rozen",
"url": "https://jbarrows.com/podcast/219-galit-ventura-rozen-on-the-psychology-of-sales"
},
{
"title": "218: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline",
"date": "2021-05-17",
"slug": "218-will-frattini-on-sales-engagement-strategies-to-accelerate-your-pipeline",
"has_page": true,
"image": null,
"excerpt": "A ZoomInfo sales leader joins Make It Happen Mondays to share how he grew with the company, how he qualifies opportunities, and how sales teams can escape the commodity trap and build trust-driven pipelines.",
"mins": null,
"guest": "Will Frattini",
"url": "https://jbarrows.com/podcast/218-will-frattini-on-sales-engagement-strategies-to-accelerate-your-pipeline"
},
{
"title": "217: Tim Clarke On Loss, Grief, And Moving Forward",
"date": "2021-05-10",
"slug": "217-tim-clarke-on-loss-grief-and-moving-forward",
"has_page": true,
"image": null,
"excerpt": "An honest conversation about losing a parent, coping with grief while working in sales, and why talking openly about mental health matters. Takeaways, topics and FAQs from episode 217 of Make It Happen Mondays.",
"mins": null,
"guest": "Tim Clarke",
"url": "https://jbarrows.com/podcast/217-tim-clarke-on-loss-grief-and-moving-forward"
},
{
"title": "216: Sean Sheppard On Adopting A Growth Mindset",
"date": "2021-05-03",
"slug": "216-sean-sheppard-on-adopting-a-growth-mindset",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how top sales professionals assess and address buyer risk, why growth mindset matters more than rigid methodology, and how the pandemic reshaped what companies fear most.",
"mins": null,
"guest": "Sean Sheppard",
"url": "https://jbarrows.com/podcast/216-sean-sheppard-on-adopting-a-growth-mindset"
},
{
"title": "215: The JB Sales Team On Email Effectiveness",
"date": "2021-04-26",
"slug": "215-the-jb-sales-team-on-email-effectiveness",
"has_page": true,
"image": null,
"excerpt": "The JB Sales team debates whether email still works for sales outreach, covering deliverability, data quality, copied tactics and the channels reps should pair with email to get better results.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/215-the-jb-sales-team-on-email-effectiveness"
},
{
"title": "214: Jeff Hoffman On Career Inflection Points",
"date": "2021-04-19",
"slug": "214-jeff-hoffman-on-career-inflection-points",
"has_page": true,
"image": null,
"excerpt": "An honest conversation about career transitions, redefining retirement, and identifying personal strengths during moments of professional uncertainty.",
"mins": null,
"guest": "Jeff Hoffman",
"url": "https://jbarrows.com/podcast/214-jeff-hoffman-on-career-inflection-points"
},
{
"title": "213: Melanie Fellay On Making Funding Decisions And Building A Team",
"date": "2021-04-12",
"slug": "213-melanie-fellay-on-making-funding-decisions-and-building-a-team",
"has_page": true,
"image": null,
"excerpt": "A Speckit co-founder and CEO joins Make It Happen Mondays to unpack the Series A fundraising process, early hiring decisions, and why stepping away from the business helped her make clearer calls.",
"mins": null,
"guest": "Melanie Fellay",
"url": "https://jbarrows.com/podcast/213-melanie-fellay-on-making-funding-decisions-and-building-a-team"
},
{
"title": "212: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company",
"date": "2021-04-05",
"slug": "212-brian-gil-on-spinning-up-a-start-up-within-an-established-successful-company",
"has_page": true,
"image": null,
"excerpt": "An Articulate operations leader joins John Barrows to unpack how the company launched Rise.com as an independent startup, separating sales motion, brand and data strategy from its core business while scaling internationally.",
"mins": null,
"guest": "Brian Gil",
"url": "https://jbarrows.com/podcast/212-brian-gil-on-spinning-up-a-start-up-within-an-established-successful-company"
},
{
"title": "211: Kristina Finseth On A Quality Over Quantity Approach In Sales",
"date": "2021-03-29",
"slug": "211-kristina-finseth-on-a-quality-over-quantity-approach-in-sales",
"has_page": true,
"image": null,
"excerpt": "A growth marketing leader joins Make It Happen Mondays to break down a personalization framework that favors small, researched outreach over mass email blasts, plus thoughts on SDR structure and onboarding.",
"mins": null,
"guest": "Kristina Finseth",
"url": "https://jbarrows.com/podcast/211-kristina-finseth-on-a-quality-over-quantity-approach-in-sales"
},
{
"title": "210: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers",
"date": "2021-03-22",
"slug": "210-leslie-douglas-meg-holsinger-on-navigating-their-sales-careers",
"has_page": true,
"image": null,
"excerpt": "A hosted panel conversation on Make It Happen Mondays where two JB Sales trainers share how they got into sales, what makes prospecting and closing effective, and what they look for in sales management.",
"mins": null,
"guest": "Leslie Douglas, Meg Holsinger",
"url": "https://jbarrows.com/podcast/210-leslie-douglas-meg-holsinger-on-navigating-their-sales-careers"
},
{
"title": "209: David Cancel On Conversational Marketing And Sales",
"date": "2021-03-15",
"slug": "209-david-cancel-on-conversational-marketing-and-sales",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring conversational marketing, buyer psychology and how sales roles are shifting as automation and recurring revenue models reshape the buying journey.",
"mins": null,
"guest": "David Cancel",
"url": "https://jbarrows.com/podcast/209-david-cancel-on-conversational-marketing-and-sales"
},
{
"title": "208: Kevin Ellis On Mentorship And Commitment",
"date": "2021-03-08",
"slug": "208-kevin-ellis-on-mentorship-and-commitment",
"has_page": true,
"image": null,
"excerpt": "A longtime sales leader who started as one of John Barrows' first hires shares lessons on mentorship, grinding through early setbacks, and staying committed through multiple company acquisitions.",
"mins": null,
"guest": "Kevin Ellis",
"url": "https://jbarrows.com/podcast/208-kevin-ellis-on-mentorship-and-commitment"
},
{
"title": "207: Joe Caprio On The Future Of Sales Demos",
"date": "2021-03-01",
"slug": "207-joe-caprio-on-the-future-of-sales-demos",
"has_page": true,
"image": null,
"excerpt": "John Barrows talks with a demo software co-founder about why the discovery-before-demo model fails buyers and sellers, and how sales teams should rethink demos, champion enablement, and the sales engineer's role.",
"mins": null,
"guest": "Joe Caprio",
"url": "https://jbarrows.com/podcast/207-joe-caprio-on-the-future-of-sales-demos"
},
{
"title": "206: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way",
"date": "2021-02-22",
"slug": "206-michael-phelan-on-best-practices-for-booking-new-meetings-in-a-programmatic-",
"has_page": true,
"image": null,
"excerpt": "A go-to-market strategist joins Make It Happen Mondays to explain why sales teams rarely have a real process for booking new meetings, and shares give-to-get tactics, competitive insight selling, and personalization methods that actually convert.",
"mins": null,
"guest": "Michael Phelan",
"url": "https://jbarrows.com/podcast/206-michael-phelan-on-best-practices-for-booking-new-meetings-in-a-programmatic-"
},
{
"title": "185: Lindsey Boggs On Mental Health Skills For Sales Leadership",
"date": "2021-02-15",
"slug": "185-lindsey-boggs-on-mental-health-skills-for-sales-leadership",
"has_page": true,
"image": null,
"excerpt": "A Citrix sales leader joins Make It Happen Mondays to discuss mental health, one-on-one structure, time management, and building trust with a sales team.",
"mins": null,
"guest": "Lindsey Boggs",
"url": "https://jbarrows.com/podcast/185-lindsey-boggs-on-mental-health-skills-for-sales-leadership"
},
{
"title": "184: Chris Voss On Negotiations And Tactical Empathy (Replay)",
"date": "2021-02-08",
"slug": "184-chris-voss-on-negotiations-and-tactical-empathy-replay",
"has_page": true,
"image": null,
"excerpt": "A replay conversation with a former FBI hostage negotiator on tactical empathy, loss aversion, and why sales negotiations start before price ever comes up.",
"mins": null,
"guest": "Chris Voss",
"url": "https://jbarrows.com/podcast/184-chris-voss-on-negotiations-and-tactical-empathy-replay"
},
{
"title": "183: Galem Girmay On Building Relationships In Online Communities",
"date": "2021-02-01",
"slug": "183-galem-girmay-on-building-relationships-in-online-communities",
"has_page": true,
"image": null,
"excerpt": "A sales podcast episode exploring how a fast-growing online community for revenue professionals was built, and what it really takes to engage, network and add value inside communities without coming off as salesy.",
"mins": null,
"guest": "Galem Girmay",
"url": "https://jbarrows.com/podcast/183-galem-girmay-on-building-relationships-in-online-communities"
},
{
"title": "182: Nick Cegelski On Deal Mechanics",
"date": "2021-01-25",
"slug": "182-nick-cegelski-on-deal-mechanics",
"has_page": true,
"image": null,
"excerpt": "An enterprise AE and sales podcast host joins Make It Happen Mondays to break down how to clean up a sales pipeline, surface objections early, and use direct conversation over email to move deals faster.",
"mins": null,
"guest": "Nick Cegelski",
"url": "https://jbarrows.com/podcast/182-nick-cegelski-on-deal-mechanics"
},
{
"title": "181: Victor Antonio's Thoughts On 2020 And Predictions For 2021",
"date": "2021-01-18",
"slug": "181-victor-antonios-thoughts-on-2020-and-predictions-for-2021",
"has_page": true,
"image": null,
"excerpt": "A veteran sales trainer joins John Barrows to unpack why 2020 was a strong year despite the chaos, and what mindset shifts, content strategies and patience-driven selling habits matter most heading into 2021.",
"mins": null,
"guest": "Victor Antonio's Thoughts",
"url": "https://jbarrows.com/podcast/181-victor-antonios-thoughts-on-2020-and-predictions-for-2021"
},
{
"title": "180: Larry Long Jr. On Team Development And Motivation",
"date": "2021-01-11",
"slug": "180-larry-long-jr-on-team-development-and-motivation",
"has_page": true,
"image": null,
"excerpt": "A summary of the Make It Happen Mondays episode exploring the difference between leadership and management, individual rep motivation, hiring for resilience and building a personal brand on LinkedIn.",
"mins": null,
"guest": "Larry Long Jr.",
"url": "https://jbarrows.com/podcast/180-larry-long-jr-on-team-development-and-motivation"
},
{
"title": "179: Looking Back On 2020 And Ahead To 2021",
"date": "2021-01-04",
"slug": "179-looking-back-on-2020-and-ahead-to-2021",
"has_page": true,
"image": null,
"excerpt": "John Barrows and Morgan J. Ingram look back on the personal and professional lessons of 2020, from prioritizing relationships to rethinking prospecting, and share what they're focused on for 2021.",
"mins": null,
"guest": "Looking Back",
"url": "https://jbarrows.com/podcast/179-looking-back-on-2020-and-ahead-to-2021"
},
{
"title": "178: Darryl Praill & Shawn Finder On The State Of Sales In 2021",
"date": "2020-12-21",
"slug": "178-darryl-praill-shawn-finder-on-the-state-of-sales-in-2021",
"has_page": true,
"image": null,
"excerpt": "A conversation exploring a sales tech acquisition, the shift toward full cycle selling, why curiosity and initiative beat tool stacks, and how culture and transparency drive sales performance in 2021.",
"mins": null,
"guest": "Darryl Praill, Shawn Finder",
"url": "https://jbarrows.com/podcast/178-darryl-praill-shawn-finder-on-the-state-of-sales-in-2021"
},
{
"title": "177: Vrahram Kadkhodaian On The Importance Of Agility In Selling",
"date": "2020-12-14",
"slug": "177-vrahram-kadkhodaian-on-the-importance-of-agility-in-selling",
"has_page": true,
"image": null,
"excerpt": "A sales enablement leader joins Make It Happen Mondays to break down five factors of agility, trust, empathy, adaptive planning, training, and collaboration, that help sales teams adapt to constant change.",
"mins": null,
"guest": "Vrahram Kadkhodaian",
"url": "https://jbarrows.com/podcast/177-vrahram-kadkhodaian-on-the-importance-of-agility-in-selling"
},
{
"title": "176: Becc Holland On Personalization At Scale",
"date": "2020-12-07",
"slug": "176-becc-holland-on-personalization-at-scale",
"has_page": true,
"image": null,
"excerpt": "A sales trainer joins John Barrows to unpack the real difference between relevance and personalization, how to structure outreach at volume, and where the SDR role is headed.",
"mins": null,
"guest": "Becc Holland",
"url": "https://jbarrows.com/podcast/176-becc-holland-on-personalization-at-scale"
},
{
"title": "175: Sam Dunning On Selling Like A Marketer",
"date": "2020-11-30",
"slug": "175-sam-dunning-on-selling-like-a-marketer",
"has_page": true,
"image": null,
"excerpt": "A WebChoice sales director joins John Barrows to explain why sales reps should think like marketers, building personal brand through content, podcasts and LinkedIn engagement instead of waiting on marketing leads.",
"mins": null,
"guest": "Sam Dunning",
"url": "https://jbarrows.com/podcast/175-sam-dunning-on-selling-like-a-marketer"
},
{
"title": "174: Ryan Leavitt On The Entrepreneurship Path",
"date": "2020-11-23",
"slug": "174-ryan-leavitt-on-the-entrepreneurship-path",
"has_page": true,
"image": null,
"excerpt": "A sales tech founder turned physical product entrepreneur joins Make It Happen Mondays to unpack risk taking, hiring, transparency and networking for anyone considering the leap into entrepreneurship.",
"mins": null,
"guest": "Ryan Leavitt",
"url": "https://jbarrows.com/podcast/174-ryan-leavitt-on-the-entrepreneurship-path"
},
{
"title": "172: Dr. Diane Hamilton On The Importance Of Curiosity",
"date": "2020-11-09",
"slug": "172-dr-diane-hamilton-on-the-importance-of-curiosity",
"has_page": true,
"image": null,
"excerpt": "A behavioral expert and curiosity researcher joins Make It Happen Mondays to unpack emotional intelligence, empathy, self-awareness, and the four hidden blockers that kill curiosity at work.",
"mins": null,
"guest": "Dr. Diane Hamilton",
"url": "https://jbarrows.com/podcast/172-dr-diane-hamilton-on-the-importance-of-curiosity"
},
{
"title": "171: Scott Yorke On Positive Impact",
"date": "2020-11-02",
"slug": "171-scott-yorke-on-positive-impact",
"has_page": true,
"image": null,
"excerpt": "A Proposify sales rep discusses staying positive through a tough quarter, using humor to build client trust, and connecting sales feedback to product teams on Make It Happen Mondays.",
"mins": null,
"guest": "Scott Yorke",
"url": "https://jbarrows.com/podcast/171-scott-yorke-on-positive-impact"
},
{
"title": "170: Charlie Locke On Building SDR Nation",
"date": "2020-10-26",
"slug": "170-charlie-locke-on-building-sdr-nation",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how the SDR role has changed in 2020, the isolation of remote prospecting, and how a new coaching community aims to help SDRs build real sales careers.",
"mins": null,
"guest": "Charlie Locke",
"url": "https://jbarrows.com/podcast/170-charlie-locke-on-building-sdr-nation"
},
{
"title": "169: Dr. Howard Dover On Sales Education Programs",
"date": "2020-10-19",
"slug": "169-dr-howard-dover-on-sales-education-programs",
"has_page": true,
"image": null,
"excerpt": "A university sales program director joins Make It Happen Mondays to explain why sales lacks academic respect, how modern sales curricula are built, and what separates top performing sales graduates from the rest.",
"mins": null,
"guest": "Dr. Howard Dover",
"url": "https://jbarrows.com/podcast/169-dr-howard-dover-on-sales-education-programs"
},
{
"title": "168: Kyle Racki On World-Class Proposals",
"date": "2020-10-12",
"slug": "168-kyle-racki-on-world-class-proposals",
"has_page": true,
"image": null,
"excerpt": "The Proposify CEO joins Make It Happen Mondays to share data-backed insights on proposal design, pricing strategy, video, e-signatures, and RFPs that influence whether a deal closes.",
"mins": null,
"guest": "Kyle Racki",
"url": "https://jbarrows.com/podcast/168-kyle-racki-on-world-class-proposals"
},
{
"title": "167: Logan Lyles On Podcast Prospecting",
"date": "2020-10-05",
"slug": "167-logan-lyles-on-podcast-prospecting",
"has_page": true,
"image": null,
"excerpt": "A conversation on using podcast-style interviews as a prospecting strategy, covering higher reply rates, follow-up etiquette and building a personal brand through content.",
"mins": null,
"guest": "Logan Lyles",
"url": "https://jbarrows.com/podcast/167-logan-lyles-on-podcast-prospecting"
},
{
"title": "166: Sarah Brazier On The SDR To AE Transition",
"date": "2020-09-28",
"slug": "166-sarah-brazier-on-the-sdr-to-ae-transition",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring one rep's path from acting and speech coaching to SDR and then account executive at Gong, with lessons on leadership, self-coaching and bridging discovery calls into effective demos.",
"mins": null,
"guest": "Sarah Brazier",
"url": "https://jbarrows.com/podcast/166-sarah-brazier-on-the-sdr-to-ae-transition"
},
{
"title": "165: David Bloom On World Class Sales Enablement",
"date": "2020-09-21",
"slug": "165-david-bloom-on-world-class-sales-enablement",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays explores how sales enablement can be tied to measurable revenue outcomes, why manager buy-in matters, and how reps can take ownership of their own skill development.",
"mins": null,
"guest": "David Bloom",
"url": "https://jbarrows.com/podcast/165-david-bloom-on-world-class-sales-enablement"
},
{
"title": "164: Jason Bay On Cold Calling Strategy",
"date": "2020-09-14",
"slug": "164-jason-bay-on-cold-calling-strategy",
"has_page": true,
"image": null,
"excerpt": "A breakdown of Make It Happen Mondays episode 164, covering why cold calling still works, how to combine channels effectively, overcoming call reluctance, working with assistants, and structuring a permission-based opener.",
"mins": null,
"guest": "Jason Bay",
"url": "https://jbarrows.com/podcast/164-jason-bay-on-cold-calling-strategy"
},
{
"title": "163: Daniel Frohnen On Account Based Marketing",
"date": "2020-09-07",
"slug": "163-daniel-frohnen-on-account-based-marketing",
"has_page": true,
"image": null,
"excerpt": "A Sendoso CMO joins John Barrows to unpack real account-based marketing, why sales and marketing need shared goals, how direct mail fits in, and where SDRs add value now.",
"mins": null,
"guest": "Daniel Frohnen",
"url": "https://jbarrows.com/podcast/163-daniel-frohnen-on-account-based-marketing"
},
{
"title": "162: Ashley Welch On Design Thinking",
"date": "2020-08-31",
"slug": "162-ashley-welch-on-design-thinking",
"has_page": true,
"image": null,
"excerpt": "Somersault Innovation's co-founder joins Make It Happen Mondays to explain how design thinking sharpens sales discovery, why genuine curiosity beats scripted pitching, and how reps can research prospects to open better conversations.",
"mins": null,
"guest": "Ashley Welch",
"url": "https://jbarrows.com/podcast/162-ashley-welch-on-design-thinking"
},
{
"title": "161: Colin Nanka On Resilience In Sales",
"date": "2020-08-24",
"slug": "161-colin-nanka-on-resilience-in-sales",
"has_page": true,
"image": null,
"excerpt": "A Salesforce sales enablement leader joins Make It Happen Mondays to discuss resilience, daily mindset routines, gratitude practices and mentorship lessons drawn from ultramarathon running and a career setback in 2008.",
"mins": null,
"guest": "Colin Nanka",
"url": "https://jbarrows.com/podcast/161-colin-nanka-on-resilience-in-sales"
},
{
"title": "160: Frank Dale On Deal Management",
"date": "2020-08-17",
"slug": "160-frank-dale-on-deal-management",
"has_page": true,
"image": null,
"excerpt": "A SalesLoft VP of Product joins Make It Happen Mondays to discuss deal management, the founder journey behind a company acquired by SalesLoft, and how selling has shifted since COVID.",
"mins": null,
"guest": "Frank Dale",
"url": "https://jbarrows.com/podcast/160-frank-dale-on-deal-management"
},
{
"title": "159: James Buckley Takes Over!",
"date": "2020-08-10",
"slug": "159-james-buckley-takes-over",
"has_page": true,
"image": null,
"excerpt": "A guest-hosted episode of Make It Happen Mondays featuring two frontline sales reps sharing how video messaging, certification and mindset shifts helped them stand out in 2020.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/159-james-buckley-takes-over"
},
{
"title": "158: Tim Harsch On Timing & Relevance In Prospecting",
"date": "2020-08-03",
"slug": "158-tim-harsch-on-timing-relevance-in-prospecting",
"has_page": true,
"image": null,
"excerpt": "A sales tech CEO joins John Barrows to unpack why timing and relevance beat generic personalization in prospecting, how to build business acumen faster, and how to use triggers to stand out.",
"mins": null,
"guest": "Tim Harsch",
"url": "https://jbarrows.com/podcast/158-tim-harsch-on-timing-relevance-in-prospecting"
},
{
"title": "157: Jeff Hoffman On The Art Of Sales",
"date": "2020-07-27",
"slug": "157-jeff-hoffman-on-the-art-of-sales",
"has_page": true,
"image": null,
"excerpt": "A repackaged webinar conversation explores the origin of the 'Why You, Why Now' sales technique, why authenticity beats scripted outreach, and how reps can build real curiosity and social value into prospecting.",
"mins": null,
"guest": "Jeff Hoffman",
"url": "https://jbarrows.com/podcast/157-jeff-hoffman-on-the-art-of-sales"
},
{
"title": "156: Morgan J Ingram On Building A Sales Career",
"date": "2020-07-20",
"slug": "156-morgan-j-ingram-on-building-a-sales-career",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode on the lessons learned moving from SDR to SDR manager to full cycle sales trainer, covering empathy, direct communication, pricing confidence, and leading with integrity.",
"mins": null,
"guest": "Morgan J Ingram",
"url": "https://jbarrows.com/podcast/156-morgan-j-ingram-on-building-a-sales-career"
},
{
"title": "155: Megan Holsinger On Nailing Customer Success",
"date": "2020-07-13",
"slug": "155-megan-holsinger-on-nailing-customer-success",
"has_page": true,
"image": null,
"excerpt": "A customer success director joins Make It Happen Mondays to unpack why CS teams are being asked to sell, how to fix the sales-to-CS handoff, and how to run renewals and expansion conversations without the awkwardness.",
"mins": null,
"guest": "Megan Holsinger",
"url": "https://jbarrows.com/podcast/155-megan-holsinger-on-nailing-customer-success"
},
{
"title": "154: Darryl Praill On Becoming A Master Of Follow-Up",
"date": "2020-06-29",
"slug": "154-darryl-praill-on-becoming-a-master-of-follow-up",
"has_page": true,
"image": null,
"excerpt": "A breakdown of the Make It Happen Mondays conversation on sales cadences, lead scoring versus grading, personalization versus relevance, and how sales and marketing can actually work together.",
"mins": null,
"guest": "Darryl Praill",
"url": "https://jbarrows.com/podcast/154-darryl-praill-on-becoming-a-master-of-follow-up"
},
{
"title": "153: Greg Segall On Prospecting Personalization",
"date": "2020-06-22",
"slug": "153-greg-segall-on-prospecting-personalization",
"has_page": true,
"image": null,
"excerpt": "An episode summary of Make It Happen Mondays 153, covering how sales teams can replace fake personalization with genuine personal experience to build trust and close more deals.",
"mins": null,
"guest": "Greg Segall",
"url": "https://jbarrows.com/podcast/153-greg-segall-on-prospecting-personalization"
},
{
"title": "152: Trish Bertuzzi On The Future Of SDR Teams",
"date": "2020-06-15",
"slug": "152-trish-bertuzzi-on-the-future-of-sdr-teams",
"has_page": true,
"image": null,
"excerpt": "A conversation about why SDR teams were being cut, how to measure their real value, and what both leaders and reps should do to adapt sales development for a changed market.",
"mins": null,
"guest": "Trish Bertuzzi",
"url": "https://jbarrows.com/podcast/152-trish-bertuzzi-on-the-future-of-sdr-teams"
},
{
"title": "151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter",
"date": "2020-06-08",
"slug": "151-open-honest-insights-on-the-last-90-days-as-a-ceo-of-a-high-growth-software-",
"has_page": true,
"image": null,
"excerpt": "An open conversation about how the CEO of Sales Loft navigated the first 90 days of COVID-19 and nationwide protests, covering financial planning, transparent communication, and supporting employees through uncertainty.",
"mins": null,
"guest": "Kyle Porter",
"url": "https://jbarrows.com/podcast/151-open-honest-insights-on-the-last-90-days-as-a-ceo-of-a-high-growth-software-"
},
{
"title": "150: The Anatomy Of A Great Prospecting Video With Tyler Lessard",
"date": "2020-06-01",
"slug": "150-the-anatomy-of-a-great-prospecting-video-with-tyler-lessard",
"has_page": true,
"image": null,
"excerpt": "A Vidyard marketing leader joins Make It Happen Mondays to break down why video outperforms cold calls and email in prospecting, how to structure a short sales video, and where it fits in a sales cadence.",
"mins": null,
"guest": "Tyler Lessard",
"url": "https://jbarrows.com/podcast/150-the-anatomy-of-a-great-prospecting-video-with-tyler-lessard"
},
{
"title": "149: Building An Industry Leading Personal Brand With Justin Welsh",
"date": "2020-05-25",
"slug": "149-building-an-industry-leading-personal-brand-with-justin-welsh",
"has_page": true,
"image": null,
"excerpt": "A sales podcast episode exploring how to build an authentic personal brand, why documenting your journey beats corporate messaging, and how to decide what content to give away versus sell.",
"mins": null,
"guest": "Justin Welsh",
"url": "https://jbarrows.com/podcast/149-building-an-industry-leading-personal-brand-with-justin-welsh"
},
{
"title": "148: When Prospects Say \"I Need To Think\" With Devin Reed",
"date": "2020-05-18",
"slug": "148-when-prospects-say-i-need-to-think-with-devin-reed",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays unpacks call recording data on the phrase 'I need to think about it,' covering win rates, sales cycle length, the upfront contract and how buying decisions are shifting.",
"mins": null,
"guest": "Devin Reed",
"url": "https://jbarrows.com/podcast/148-when-prospects-say-i-need-to-think-with-devin-reed"
},
{
"title": "147: Addressing Layoffs In Sales With Amy Volas",
"date": "2020-05-11",
"slug": "147-addressing-layoffs-in-sales-with-amy-volas",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring the psychology of sales layoffs, how to reassess your values and strengths, and how to approach a job search and interview process like a sales cycle.",
"mins": null,
"guest": "Amy Volas",
"url": "https://jbarrows.com/podcast/147-addressing-layoffs-in-sales-with-amy-volas"
},
{
"title": "146: Behind The Scenes of Searching For My Next Job With Ashleigh Early",
"date": "2020-05-04",
"slug": "146-behind-the-scenes-of-searching-for-my-next-job-with-ashleigh-early",
"has_page": true,
"image": null,
"excerpt": "An inside sales leader recounts being laid off in December 2019 and building a consulting business within weeks, covering networking, values based career decisions, and managing the risks of self-employment.",
"mins": null,
"guest": "Ashleigh Early",
"url": "https://jbarrows.com/podcast/146-behind-the-scenes-of-searching-for-my-next-job-with-ashleigh-early"
},
{
"title": "145: Learning & Continuous Development For Sales Reps With Melanie Fellay",
"date": "2020-04-27",
"slug": "145-learning-continuous-development-for-sales-reps-with-melanie-fellay",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how sales leaders can rebuild training and messaging during rapid change, and how reps can stay motivated and keep developing themselves.",
"mins": null,
"guest": "Melanie Fellay",
"url": "https://jbarrows.com/podcast/145-learning-continuous-development-for-sales-reps-with-melanie-fellay"
},
{
"title": "144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley",
"date": "2020-04-20",
"slug": "144-how-covid-19-is-impacting-sales-reps-everyday-with-morgan-j-ingram-james-buc",
"has_page": true,
"image": null,
"excerpt": "A candid look at how the early weeks of COVID-19 reshaped prospecting, forecasting, remote work and leadership communication for sales teams, with practical adjustments reps and leaders were making in real time.",
"mins": null,
"guest": "Morgan J Ingram, James Buckley",
"url": "https://jbarrows.com/podcast/144-how-covid-19-is-impacting-sales-reps-everyday-with-morgan-j-ingram-james-buc"
},
{
"title": "143: Leading With Empathy During Times of Uncertainty With Ralph Barsi",
"date": "2020-04-13",
"slug": "143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi",
"has_page": true,
"image": null,
"excerpt": "A sales leadership guest joins Make It Happen Mondays to discuss leading with empathy, adjusting prospecting during disruption, and keeping teams motivated and transparent through uncertain times.",
"mins": null,
"guest": "Ralph Barsi",
"url": "https://jbarrows.com/podcast/143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi"
},
{
"title": "142: What's Changed? With The JB Sales Executive Team",
"date": "2020-04-06",
"slug": "142-whats-changed-with-the-jb-sales-executive-team",
"has_page": true,
"image": null,
"excerpt": "The JB Sales executive team joins Make It Happen Mondays to unpack how they rebuilt their business model, cash flow plan, and go to market approach during the early weeks of COVID-19 disruption.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/142-whats-changed-with-the-jb-sales-executive-team"
},
{
"title": "141: Getting Through This With Michael Sadeghpour",
"date": "2020-03-30",
"slug": "141-getting-through-this-with-michael-sadeghpour",
"has_page": true,
"image": null,
"excerpt": "An unfiltered conversation about managing fear, uncertainty and lost business during a crisis, featuring practical techniques for controlling negative thinking, building routine and staying connected.",
"mins": null,
"guest": "Michael Sadeghpour",
"url": "https://jbarrows.com/podcast/141-getting-through-this-with-michael-sadeghpour"
},
{
"title": "140: True Enterprise Selling With Ian Koniak",
"date": "2020-03-23",
"slug": "140-true-enterprise-selling-with-ian-koniak",
"has_page": true,
"image": null,
"excerpt": "An enterprise sales leader with major closed deals shares how a shift from high volume selling to deep account research, trust building and finding real change agents transformed their results.",
"mins": null,
"guest": "Ian Koniak",
"url": "https://jbarrows.com/podcast/140-true-enterprise-selling-with-ian-koniak"
},
{
"title": "139: What Great Prospecting Outreach Looks Like With Doug Landis",
"date": "2020-03-16",
"slug": "139-what-great-prospecting-outreach-looks-like-with-doug-landis",
"has_page": true,
"image": null,
"excerpt": "John Barrows and a longtime sales enablement expert break down why personalization is overrated, how to research accounts for real relevance, and what it takes to build genuine business acumen in prospecting.",
"mins": null,
"guest": "Doug Landis",
"url": "https://jbarrows.com/podcast/139-what-great-prospecting-outreach-looks-like-with-doug-landis"
},
{
"title": "138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi",
"date": "2020-03-09",
"slug": "138-how-sdrs-crush-quota-using-marketing-tactics-with-gaetano-di-nardi",
"has_page": true,
"image": null,
"excerpt": "A demand generation leader joins Make It Happen Mondays to unpack how SDRs can borrow copywriting, branding, and content tactics from marketing to stand out, build trust, and win more meetings.",
"mins": null,
"guest": "Gaetano Di Nardi",
"url": "https://jbarrows.com/podcast/138-how-sdrs-crush-quota-using-marketing-tactics-with-gaetano-di-nardi"
},
{
"title": "137: Making Prospecting A Math Game With Ryan Reisert",
"date": "2020-03-02",
"slug": "137-making-prospecting-a-math-game-with-ryan-reisert",
"has_page": true,
"image": null,
"excerpt": "A sales leader with a background in ad tech and sales development joins John Barrows to unpack why prospecting works like a math equation, why cold call connect rates have dropped, and how business acumen and real conversation skill still decide who wins.",
"mins": null,
"guest": "Ryan Reisert",
"url": "https://jbarrows.com/podcast/137-making-prospecting-a-math-game-with-ryan-reisert"
},
{
"title": "136: How SDRs Can Hit 225% of Quota With Armand Farrokh",
"date": "2020-02-24",
"slug": "136-how-sdrs-can-hit-225-of-quota-with-armand-farrokh",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how disciplined time management, batched prospecting and sharper cold call structure helped one sales leader dramatically boost SDR performance.",
"mins": null,
"guest": "Armand Farrokh",
"url": "https://jbarrows.com/podcast/136-how-sdrs-can-hit-225-of-quota-with-armand-farrokh"
},
{
"title": "135: The Broken Prospecting & Sales Process With Jake Dunlap",
"date": "2020-02-17",
"slug": "135-the-broken-prospecting-sales-process-with-jake-dunlap",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring why traditional prospecting, sales metrics and rigid methodologies are breaking down, and how personal branding, quality conversations and buyer-centric selling are reshaping modern sales.",
"mins": null,
"guest": "Jake Dunlap",
"url": "https://jbarrows.com/podcast/135-the-broken-prospecting-sales-process-with-jake-dunlap"
},
{
"title": "134: New Technology Powering Prospecting Teams With Shruti Kapoor",
"date": "2020-02-10",
"slug": "134-new-technology-powering-prospecting-teams-with-shruti-kapoor",
"has_page": true,
"image": null,
"excerpt": "A conversation intelligence platform CEO joins Make It Happen Mondays to discuss just-in-time coaching, real-time sales call feedback, and where AI-assisted selling is headed next.",
"mins": null,
"guest": "Shruti Kapoor",
"url": "https://jbarrows.com/podcast/134-new-technology-powering-prospecting-teams-with-shruti-kapoor"
},
{
"title": "133: Barriers To Successful Prospecting With Matt Green",
"date": "2020-02-03",
"slug": "133-barriers-to-successful-prospecting-with-matt-green",
"has_page": true,
"image": null,
"excerpt": "An editorial breakdown of Make It Happen Mondays episode 133, covering why sales communities fail, how to add real value when prospecting, and where automation helps or hurts outreach.",
"mins": null,
"guest": "Matt Green",
"url": "https://jbarrows.com/podcast/133-barriers-to-successful-prospecting-with-matt-green"
},
{
"title": "132: The Art of Closing A Deal With Danny Read",
"date": "2020-01-27",
"slug": "132-the-art-of-closing-a-deal-with-danny-read",
"has_page": true,
"image": null,
"excerpt": "A G2 account executive walks through the award-winning deal that revived a lost opportunity, covering re-engagement, sophisticated buyers, teamwork and closing without last minute concessions.",
"mins": null,
"guest": "Danny Read",
"url": "https://jbarrows.com/podcast/132-the-art-of-closing-a-deal-with-danny-read"
},
{
"title": "131: Using Personality Types In Sales With Drew D'Agostino",
"date": "2020-01-20",
"slug": "131-using-personality-types-in-sales-with-drew-dagostino",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays explores how sales reps can use personality data and the DISC framework to read prospects, adapt communication styles, and run more effective meetings with mixed personality types in the room.",
"mins": null,
"guest": "Drew D'Agostino",
"url": "https://jbarrows.com/podcast/131-using-personality-types-in-sales-with-drew-dagostino"
},
{
"title": "130: What World Class Sales Coaching Looks Like With Dave Kennett",
"date": "2020-01-13",
"slug": "130-what-world-class-sales-coaching-looks-like-with-dave-kennett",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring what great sales coaching actually looks like, with practical fixes for discovery calls, demos, and presentations.",
"mins": null,
"guest": "Dave Kennett",
"url": "https://jbarrows.com/podcast/130-what-world-class-sales-coaching-looks-like-with-dave-kennett"
},
{
"title": "129: Trademarks of Top Sales Reps With Tom Williams",
"date": "2020-01-06",
"slug": "129-trademarks-of-top-sales-reps-with-tom-williams",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how top performing sales reps build trust, disqualify faster, align on buyer priorities, and use mutual action plans to close deals without relying on discounts.",
"mins": null,
"guest": "Tom Williams",
"url": "https://jbarrows.com/podcast/129-trademarks-of-top-sales-reps-with-tom-williams"
},
{
"title": "128: Decision Makers & Champions with Geoff Surkamer",
"date": "2019-12-16",
"slug": "128-decision-makers-champions-with-geoff-surkamer",
"has_page": true,
"image": null,
"excerpt": "An enterprise sales and CRO conversation on why single-threaded deals fail, how to expand stakeholder relationships, and the real difference between a champion, a coach, and a chief revenue officer.",
"mins": null,
"guest": "Geoff Surkamer",
"url": "https://jbarrows.com/podcast/128-decision-makers-champions-with-geoff-surkamer"
},
{
"title": "127: Sales Careers & Values with Dave Crow",
"date": "2019-12-09",
"slug": "127-sales-careers-values-with-dave-crow",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how career decisions, company culture and genuine belief in a product shape long term success in sales.",
"mins": null,
"guest": "Dave Crow",
"url": "https://jbarrows.com/podcast/127-sales-careers-values-with-dave-crow"
},
{
"title": "126: Bridging The Sales & Marketing Divide with Dialpad",
"date": "2019-12-02",
"slug": "126-bridging-the-sales-marketing-divide-with-dialpad",
"has_page": true,
"image": null,
"excerpt": "Dialpad's Chief Strategy Officer and CMO join Make It Happen Mondays to unpack why sales and marketing teams clash and share practical steps for closing the gap, from lead qualification to messaging and ABM.",
"mins": null,
"guest": "Dialpad",
"url": "https://jbarrows.com/podcast/126-bridging-the-sales-marketing-divide-with-dialpad"
},
{
"title": "125: Setting Yourself Up for Sales Success with Jordan Arogeti",
"date": "2019-11-25",
"slug": "125-setting-yourself-up-for-sales-success-with-jordan-arogeti",
"has_page": true,
"image": null,
"excerpt": "A SalesLoft top performer joins Make It Happen Mondays to discuss work-life integration, aligning career choices with personal values, supportive company culture, and leading with empathy instead of snap judgments.",
"mins": null,
"guest": "Jordan Arogeti",
"url": "https://jbarrows.com/podcast/125-setting-yourself-up-for-sales-success-with-jordan-arogeti"
},
{
"title": "124: Motivation, Goals & Ambition With Scott Leese",
"date": "2019-11-18",
"slug": "124-motivation-goals-ambition-with-scott-leese",
"has_page": true,
"image": null,
"excerpt": "A sales leader and consultant shares how surviving a health crisis shaped his approach to goal setting, risk taking, and the decision to leave a stable role to build his own consulting business.",
"mins": null,
"guest": "Scott Leese",
"url": "https://jbarrows.com/podcast/124-motivation-goals-ambition-with-scott-leese"
},
{
"title": "123: Finding Your Sweet Spot in a Sales Career with Amy Volas",
"date": "2019-11-11",
"slug": "123-finding-your-sweet-spot-in-a-sales-career-with-amy-volas",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how sales professionals can build self-awareness, define real values, and use a personal scorecard to find genuine fit in their careers.",
"mins": null,
"guest": "Amy Volas",
"url": "https://jbarrows.com/podcast/123-finding-your-sweet-spot-in-a-sales-career-with-amy-volas"
},
{
"title": "122: The Difference Between Men & Women In Sales with Cynthia Barnes",
"date": "2019-11-04",
"slug": "122-the-difference-between-men-women-in-sales-with-cynthia-barnes",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how sales training, negotiation, branding and mentorship differ for men and women, plus tips on authenticity and managing stress in sales.",
"mins": null,
"guest": "Cynthia Barnes",
"url": "https://jbarrows.com/podcast/122-the-difference-between-men-women-in-sales-with-cynthia-barnes"
},
{
"title": "121: Using Sales Content In Meetings With Doug Winter",
"date": "2019-10-28",
"slug": "121-using-sales-content-in-meetings-with-doug-winter",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how sales teams can personalize content for meetings, structure presentations for impact, and measure whether their content is actually influencing deals.",
"mins": null,
"guest": "Doug Winter",
"url": "https://jbarrows.com/podcast/121-using-sales-content-in-meetings-with-doug-winter"
},
{
"title": "120: Future Proofing Your Sales Career With Anita Nielsen",
"date": "2019-10-21",
"slug": "120-future-proofing-your-sales-career-with-anita-nielsen",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays looks at how sales professionals can future-proof their careers by using empathy, genuine personalization, and sharper questioning to stand apart from automation and bots.",
"mins": null,
"guest": "Anita Nielsen",
"url": "https://jbarrows.com/podcast/120-future-proofing-your-sales-career-with-anita-nielsen"
},
{
"title": "119: The Beginning of a Sales Career With Lauren Bailey",
"date": "2019-10-14",
"slug": "119-the-beginning-of-a-sales-career-with-lauren-bailey",
"has_page": true,
"image": null,
"excerpt": "An editorial breakdown of Make It Happen Mondays episode 119, covering why sales methodologies get overrated, why women are underrepresented in sales leadership, and how new managers can build structure without formal training.",
"mins": null,
"guest": "Lauren Bailey",
"url": "https://jbarrows.com/podcast/119-the-beginning-of-a-sales-career-with-lauren-bailey"
},
{
"title": "118: The Age of Product-Led Sales with Evan Lewis",
"date": "2019-10-07",
"slug": "118-the-age-of-product-led-sales-with-evan-lewis",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring product-led growth, the blending of sales and customer success, and how founders should sequence sales hiring as their company scales.",
"mins": null,
"guest": "Evan Lewis",
"url": "https://jbarrows.com/podcast/118-the-age-of-product-led-sales-with-evan-lewis"
},
{
"title": "117: Leading A Growing Company With Suneera Madhani",
"date": "2019-09-30",
"slug": "117-leading-a-growing-company-with-suneera-madhani",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays covering how a payments startup CEO built a subscription-based processing company from scratch, scaled its culture, approached diversity in hiring, and balances leading a fast-growing business with being a parent.",
"mins": null,
"guest": "Suneera Madhani",
"url": "https://jbarrows.com/podcast/117-leading-a-growing-company-with-suneera-madhani"
},
{
"title": "116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea",
"date": "2019-09-23",
"slug": "116-sales-lessons-from-coaching-the-yankees-with-coach-dana-cavalea",
"has_page": true,
"image": null,
"excerpt": "A former Yankees strength and conditioning coach turned executive coach breaks down what separates elite performers in sports and business, from mission setting and routines to handling slumps and building confidence.",
"mins": null,
"guest": "Coach Dana Cavalea",
"url": "https://jbarrows.com/podcast/116-sales-lessons-from-coaching-the-yankees-with-coach-dana-cavalea"
},
{
"title": "115: Under The Skin of Successful Salespeople With Mary Grothe",
"date": "2019-09-16",
"slug": "115-under-the-skin-of-successful-salespeople-with-mary-grothe",
"has_page": true,
"image": null,
"excerpt": "A conversation on behavioral quotient, hiring for drive, and building a sales culture that fosters accountability, ownership, and performance.",
"mins": null,
"guest": "Mary Grothe",
"url": "https://jbarrows.com/podcast/115-under-the-skin-of-successful-salespeople-with-mary-grothe"
},
{
"title": "114: Taking Charge of Your Sales Career With Sydney Sloan",
"date": "2019-09-09",
"slug": "114-taking-charge-of-your-sales-career-with-sydney-sloan",
"has_page": true,
"image": null,
"excerpt": "A SalesLoft marketing executive joins John Barrows to break down the four stages of career growth in sales and marketing, from individual contributor to executive leadership.",
"mins": null,
"guest": "Sydney Sloan",
"url": "https://jbarrows.com/podcast/114-taking-charge-of-your-sales-career-with-sydney-sloan"
},
{
"title": "113: The Inside View at High Growth Companies",
"date": "2019-09-02",
"slug": "113-the-inside-view-at-high-growth-companies",
"has_page": true,
"image": null,
"excerpt": "Two Looker sales leaders share how they scaled their teams through years of rapid growth, hired for passion, aligned sales and engineering, and prepared for the Google acquisition.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/113-the-inside-view-at-high-growth-companies"
},
{
"title": "112: Transparency in Sales with Todd Caponi",
"date": "2019-08-26",
"slug": "112-transparency-in-sales-with-todd-caponi",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring why transparency and owning flaws, rather than projecting perfection, builds trust, speeds up sales cycles and improves negotiation outcomes.",
"mins": null,
"guest": "Todd Caponi",
"url": "https://jbarrows.com/podcast/112-transparency-in-sales-with-todd-caponi"
},
{
"title": "111: Supporting Women In Sales with Natalie Severino",
"date": "2019-08-16",
"slug": "111-supporting-women-in-sales-with-natalie-severino",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring the challenges women face in sales careers, unconscious bias in sales culture, and how men and leaders can become better allies.",
"mins": null,
"guest": "Natalie Severino",
"url": "https://jbarrows.com/podcast/111-supporting-women-in-sales-with-natalie-severino"
},
{
"title": "110: The Changing Role of SDRs in Sales With Amir Reiter",
"date": "2019-08-09",
"slug": "110-the-changing-role-of-sdrs-in-sales-with-amir-reiter",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how the SDR role is shifting, why lead handoffs break down, and how outsourcing and technology are reshaping outbound sales.",
"mins": null,
"guest": "Amir Reiter",
"url": "https://jbarrows.com/podcast/110-the-changing-role-of-sdrs-in-sales-with-amir-reiter"
},
{
"title": "109: Building A Winning Sales Mentality & Growing With Sean Sheppard",
"date": "2019-08-05",
"slug": "109-building-a-winning-sales-mentality-growing-with-sean-sheppard",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring why sales deserves respect as a profession, how to build a growth mindset, hack your career with funnel thinking, and use empathy to defuse conflict.",
"mins": null,
"guest": "Sean Sheppard",
"url": "https://jbarrows.com/podcast/109-building-a-winning-sales-mentality-growing-with-sean-sheppard"
},
{
"title": "108: James 'Say What Sales' Buckley",
"date": "2019-07-29",
"slug": "108-james-say-what-sales-buckley",
"has_page": true,
"image": null,
"excerpt": "A returning guest known for his sales focused personal brand joins John Barrows to discuss recovery, mental health in sales, a simplified universal sales cycle, and how reps and companies can navigate building an individual brand inside an organization.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/108-james-say-what-sales-buckley"
},
{
"title": "107: Katy Tynan - Talent and Engagement Consultant",
"date": "2019-07-22",
"slug": "107-katy-tynan---talent-and-engagement-consultant",
"has_page": true,
"image": null,
"excerpt": "A talent and engagement consultant joins Make It Happen Mondays to discuss career planning, self-directed learning, patience in early sales roles and how leaders build real buy-in from their teams.",
"mins": null,
"guest": "Katy Tynan",
"url": "https://jbarrows.com/podcast/107-katy-tynan---talent-and-engagement-consultant"
},
{
"title": "106: Sam Jacobs - Founder of Revenue Collective",
"date": "2019-07-15",
"slug": "106-sam-jacobs---founder-of-revenue-collective",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode unpacking why startup executives churn so fast, the truth about equity payouts, and how sales reps should approach newly hired leaders.",
"mins": null,
"guest": "Sam Jacobs",
"url": "https://jbarrows.com/podcast/106-sam-jacobs---founder-of-revenue-collective"
},
{
"title": "105: Shawn Finder Autoklose",
"date": "2019-07-08",
"slug": "105-shawn-finder-autoklose",
"has_page": true,
"image": null,
"excerpt": "An Autoklose executive joins Make It Happen Mondays to break down how sales teams overuse automation, the right number of outreach touches, and why persona-driven messaging can rival deep personalization.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/105-shawn-finder-autoklose"
},
{
"title": "104: Josh Braun Founder of Sales DNA",
"date": "2019-07-01",
"slug": "104-josh-braun-founder-of-sales-dna",
"has_page": true,
"image": null,
"excerpt": "A sales trainer joins John Barrows to unpack why salespeople go on autopilot, why hyped-up messaging fails, and how genuine curiosity and honesty build trust with prospects.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/104-josh-braun-founder-of-sales-dna"
},
{
"title": "103: Kasey Jones - Marketing and Sales",
"date": "2019-06-24",
"slug": "103-kasey-jones---marketing-and-sales",
"has_page": true,
"image": null,
"excerpt": "A demand generation marketing leader with a sales background joins Make It Happen Mondays to discuss how startups should balance sales and marketing investment, build better feedback loops, and use personal branding to stand out.",
"mins": null,
"guest": "Kasey Jones",
"url": "https://jbarrows.com/podcast/103-kasey-jones---marketing-and-sales"
},
{
"title": "102: Events with Brian Ludwig SVP at CVENT",
"date": "2019-06-17",
"slug": "102-events-with-brian-ludwig-svp-at-cvent",
"has_page": true,
"image": null,
"excerpt": "A Cvent sales executive joins Make It Happen Mondays to break down how to prove event ROI, execute better at trade shows, speed up lead follow-up, and build long-term sales urgency and pricing strategy.",
"mins": null,
"guest": "Brian Ludwig SVP",
"url": "https://jbarrows.com/podcast/102-events-with-brian-ludwig-svp-at-cvent"
},
{
"title": "101: SalesLoft's VP of Sales Enablement Shawn Fowler",
"date": "2019-06-10",
"slug": "101-saleslofts-vp-of-sales-enablement-shawn-fowler",
"has_page": true,
"image": null,
"excerpt": "SalesLoft's VP of Sales Enablement joins Make It Happen Mondays to unpack why academic training methods fail in sales, how to hire for curiosity and resilience, and how intentional practice and customer belief accelerate rep success.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/101-saleslofts-vp-of-sales-enablement-shawn-fowler"
},
{
"title": "100: Jeff Hoffman, Friend, Mentor, Founder of Hoffman",
"date": "2019-06-03",
"slug": "100-jeff-hoffman-friend-mentor-founder-of-hoffman",
"has_page": true,
"image": null,
"excerpt": "In this milestone 100th episode, John Barrows sits down with a longtime friend, former boss and sales training founder to discuss deliberate practice, coaching versus mentorship, social value and how sales roles have evolved with technology.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/100-jeff-hoffman-friend-mentor-founder-of-hoffman"
},
{
"title": "Encore: Cold Calling Phone and Voicemail Strategies",
"date": "2019-05-27",
"slug": "encore-cold-calling-phone-and-voicemail-strategies",
"has_page": true,
"image": null,
"excerpt": "An encore Make It Happen Mondays episode breaking down why phone still matters in sales, how communication styles affect response rates, and practical tactics for cold calls and voicemails.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-cold-calling-phone-and-voicemail-strategies"
},
{
"title": "99: Keenan - Gap Selling",
"date": "2019-05-20",
"slug": "99-keenan---gap-selling",
"has_page": true,
"image": null,
"excerpt": "A breakdown of the Gap Selling approach, covering why pain isn't the problem, how to question executives without wasting their time, and how to quantify impact to build real urgency.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/99-keenan---gap-selling"
},
{
"title": "98 - Tim Bertrand Chief Sales Officer",
"date": "2019-05-13",
"slug": "98---tim-bertrand-chief-sales-officer",
"has_page": true,
"image": null,
"excerpt": "A chief sales officer joins Make It Happen Mondays to unpack a decade of enterprise sales growth, covering team segmentation, self-generated pipeline, activity metrics and how to evaluate your next career move.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/98---tim-bertrand-chief-sales-officer"
},
{
"title": "97: Chris Voss - Negotiations and Tactical Empathy",
"date": "2019-05-06",
"slug": "97-chris-voss---negotiations-and-tactical-empathy",
"has_page": true,
"image": null,
"excerpt": "A negotiation expert and author of Never Split the Difference joins Make It Happen Mondays to explain tactical empathy, loss aversion, calibrated questions and why win-win thinking can backfire in sales.",
"mins": null,
"guest": "Chris Voss",
"url": "https://jbarrows.com/podcast/97-chris-voss---negotiations-and-tactical-empathy"
},
{
"title": "96: Sales Coaching with Rob Jeppsen CEO/Cofounder at Xvoyant",
"date": "2019-04-29",
"slug": "96-sales-coaching-with-rob-jeppsen-ceocofounder-at-xvoyant",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays breaking down why most sales coaching fails, how to build a structured coaching process, and how to develop reps at every performance level.",
"mins": null,
"guest": "Rob Jeppsen CEO",
"url": "https://jbarrows.com/podcast/96-sales-coaching-with-rob-jeppsen-ceocofounder-at-xvoyant"
},
{
"title": "95: Account Based Marketing and Sales Marketing Alignment with Latane Conant CMO at 6sense",
"date": "2019-04-22",
"slug": "95-account-based-marketing-and-sales-marketing-alignment-with-latane-conant-cmo-",
"has_page": true,
"image": null,
"excerpt": "6sense's CMO joins John Barrows to debate whether account based marketing really works, covering AI-driven buyer intent, anonymous research, and how sales and marketing can actually align.",
"mins": null,
"guest": "Latane Conant CMO",
"url": "https://jbarrows.com/podcast/95-account-based-marketing-and-sales-marketing-alignment-with-latane-conant-cmo-"
},
{
"title": "94: Scott Crawford - Coaching and Scaling",
"date": "2019-04-15",
"slug": "94-scott-crawford---coaching-and-scaling",
"has_page": true,
"image": null,
"excerpt": "An experienced tech sales consultant explains how to scale a sales team quickly and cheaply, why top reps rarely make good managers, and how peer led coaching and split testing build a lasting sales culture.",
"mins": null,
"guest": "Scott Crawford",
"url": "https://jbarrows.com/podcast/94-scott-crawford---coaching-and-scaling"
},
{
"title": "93: Sandler Sales Training CEO Dave Mattson",
"date": "2019-04-08",
"slug": "93-sandler-sales-training-ceo-dave-mattson",
"has_page": true,
"image": null,
"excerpt": "A veteran sales training CEO joins Make It Happen Mondays to unpack competing with authenticity, mastering the upfront contract, running an effective pain funnel and building sales confidence through deliberate practice.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/93-sandler-sales-training-ceo-dave-mattson"
},
{
"title": "93: Josh Guttman - Prospecting to a new VP",
"date": "2019-04-01",
"slug": "93-josh-guttman---prospecting-to-a-new-vp",
"has_page": true,
"image": null,
"excerpt": "A former SDR turned regional VP shares how his view of prospecting changed once he became the person being prospected to, and why authenticity and values now matter more than trigger-based outreach.",
"mins": null,
"guest": "Josh Guttman",
"url": "https://jbarrows.com/podcast/93-josh-guttman---prospecting-to-a-new-vp"
},
{
"title": "92: David Bloom - Level Jump",
"date": "2019-03-25",
"slug": "92-david-bloom---level-jump",
"has_page": true,
"image": null,
"excerpt": "A sales enablement founder joins Make It Happen Mondays to unpack why rushing reps through onboarding backfires, how ramp time affects rep profitability, and what the best sales teams do differently in the first weeks of a new hire's job.",
"mins": null,
"guest": "David Bloom",
"url": "https://jbarrows.com/podcast/92-david-bloom---level-jump"
},
{
"title": "91: Jake Dunlap CEO of Skaled - LinkedIn and Personal Branding",
"date": "2019-03-18",
"slug": "91-jake-dunlap-ceo-of-skaled---linkedin-and-personal-branding",
"has_page": true,
"image": null,
"excerpt": "A conversation on Make It Happen Mondays about using LinkedIn and Instagram to build a personal brand, covering posting strategy, engagement tactics, timing, and how to fix a sales profile that reads like a resume.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/91-jake-dunlap-ceo-of-skaled---linkedin-and-personal-branding"
},
{
"title": "90: Buyer Intent Data - Ed Marsh",
"date": "2019-03-11",
"slug": "90-buyer-intent-data---ed-marsh",
"has_page": true,
"image": null,
"excerpt": "A breakdown of how B2B sales and marketing teams can use first, second and third party buyer intent data to prioritize accounts, personalize outreach and spot buying signals without being creepy.",
"mins": null,
"guest": "Buyer Intent Data",
"url": "https://jbarrows.com/podcast/90-buyer-intent-data---ed-marsh"
},
{
"title": "89: Jason Bay CoFounder and CRO Blissful Prospecting",
"date": "2019-03-04",
"slug": "89-jason-bay-cofounder-and-cro-blissful-prospecting",
"has_page": true,
"image": null,
"excerpt": "A cofounder of a prospecting company joins Make It Happen Mondays to unpack how to test cold outreach, balance personalization with scale, use video effectively, and bring empathy into prospecting.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/89-jason-bay-cofounder-and-cro-blissful-prospecting"
},
{
"title": "88: Kyle Porter SalesLoft CEO",
"date": "2019-02-25",
"slug": "88-kyle-porter-salesloft-ceo",
"has_page": true,
"image": null,
"excerpt": "A conversation with SalesLoft's CEO and co-founder about the company's origin, its values-driven culture, the future of sales engagement technology and the evolving role of the SDR.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/88-kyle-porter-salesloft-ceo"
},
{
"title": "87: Perception vs Reality with Melanie Fellay CEO Spekit",
"date": "2019-02-18",
"slug": "87-perception-vs-reality-with-melanie-fellay-ceo-spekit",
"has_page": true,
"image": null,
"excerpt": "A startup CEO shares how early sales mistakes, a shift toward authenticity, and deliberate study of the craft changed her approach to selling and leading a team.",
"mins": null,
"guest": "Melanie Fellay CEO",
"url": "https://jbarrows.com/podcast/87-perception-vs-reality-with-melanie-fellay-ceo-spekit"
},
{
"title": "86: Henry Schuck Discover Org",
"date": "2019-02-11",
"slug": "86-henry-schuck-discover-org",
"has_page": true,
"image": null,
"excerpt": "A sales intelligence company CEO explains how to time sales outreach around mergers and acquisitions, what signals predict a deal before it's announced, and how to merge company cultures with transparency after an acquisition.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/86-henry-schuck-discover-org"
},
{
"title": "85: Charles Muhlbauer - Discovery Calls",
"date": "2019-02-04",
"slug": "85-charles-muhlbauer---discovery-calls",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays on why discovery calls make or break a sale, featuring a guest who coaches reps on curiosity, qualification, urgency and disqualifying bad-fit prospects.",
"mins": null,
"guest": "Charles Muhlbauer",
"url": "https://jbarrows.com/podcast/85-charles-muhlbauer---discovery-calls"
},
{
"title": "84: Switching Careers Into Sales - ChrissiBeck",
"date": "2019-01-28",
"slug": "84-switching-careers-into-sales---chrissibeck",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how a former hazmat chemist and yacht chef broke into software sales, went from LDR to ISR in months, and navigated mentorship and workplace challenges along the way.",
"mins": null,
"guest": "Switching Careers Into Sales",
"url": "https://jbarrows.com/podcast/84-switching-careers-into-sales---chrissibeck"
},
{
"title": "83: Steve Richard - Founder of Execvision",
"date": "2019-01-21",
"slug": "83-steve-richard---founder-of-execvision",
"has_page": true,
"image": null,
"excerpt": "A conversation intelligence platform founder joins Make It Happen Mondays to explain why sales training fails to stick, how the forgetting curve works, and how to build lasting behavior change through coaching and repetition.",
"mins": null,
"guest": "Steve Richard",
"url": "https://jbarrows.com/podcast/83-steve-richard---founder-of-execvision"
},
{
"title": "82: Sales Coaching - Tom Lavery",
"date": "2019-01-14",
"slug": "82-sales-coaching---tom-lavery",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring modern sales coaching, from peer to peer feedback and self-coaching with call recordings to live coaching without breaking a rep's flow.",
"mins": null,
"guest": "Sales Coaching",
"url": "https://jbarrows.com/podcast/82-sales-coaching---tom-lavery"
},
{
"title": "81: Active Listening with Oscar Trimboli",
"date": "2019-01-07",
"slug": "81-active-listening-with-oscar-trimboli",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays on why active listening fails in sales, the gap between speaking and thinking speed, and practical techniques like high yield questions and box breathing to listen beyond the words.",
"mins": null,
"guest": "Oscar Trimboli",
"url": "https://jbarrows.com/podcast/81-active-listening-with-oscar-trimboli"
},
{
"title": "Encore: Negotiations with Mark Raffan",
"date": "2018-12-24",
"slug": "encore-negotiations-with-mark-raffan",
"has_page": true,
"image": null,
"excerpt": "An encore episode revisiting a conversation on closing and negotiation, covering proactive closing techniques, procurement strategy, and the dangers of discounting under pressure.",
"mins": null,
"guest": "Mark Raffan",
"url": "https://jbarrows.com/podcast/encore-negotiations-with-mark-raffan"
},
{
"title": "Encore: Sales Leadership with Rob Jeppsen",
"date": "2018-12-17",
"slug": "encore-sales-leadership-with-rob-jeppsen",
"has_page": true,
"image": null,
"excerpt": "An encore episode revisiting a conversation on a sales leadership podcast about building and coaching high-growth sales teams, avoiding bad hires, and creating a culture of continuous improvement.",
"mins": null,
"guest": "Rob Jeppsen",
"url": "https://jbarrows.com/podcast/encore-sales-leadership-with-rob-jeppsen"
},
{
"title": "Encore: Sales Development Podcast with David Dulaney",
"date": "2018-12-10",
"slug": "encore-sales-development-podcast-with-david",
"has_page": true,
"image": null,
"excerpt": "An encore episode exploring time management myths, A/B testing in prospecting, call blitz tactics, and why a full pipeline removes the need to discount deals.",
"mins": null,
"guest": "David Dulaney",
"url": "https://jbarrows.com/podcast/encore-sales-development-podcast-with-david"
},
{
"title": "Morgan Takes Over",
"date": "2018-12-03",
"slug": "morgan-takes-over",
"has_page": true,
"image": null,
"excerpt": "A JBarrows sales trainer fills in to answer listener questions on cold calling, covering gatekeeper tactics, follow-up strategy, voicemail tips, persona-based messaging, and building pipeline before year-end.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/morgan-takes-over"
},
{
"title": "Encore: Questioning Skills",
"date": "2018-11-26",
"slug": "encore-questioning-skills",
"has_page": true,
"image": null,
"excerpt": "An encore episode of Make It Happen Mondays on why questioning skills separate average sellers from great ones, covering open versus close-ended questions, layering techniques, and pain versus pleasure questioning.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-questioning-skills"
},
{
"title": "80: Jon Ferrara Founder Nimble CRM",
"date": "2018-11-19",
"slug": "80-jon-ferrara-founder-nimble-crm",
"has_page": true,
"image": null,
"excerpt": "A conversation on Make It Happen Mondays covering the founder's path from accidental salesperson to building Goldmine and Nimble CRM, how he evaluates risk, hires talent, and why relationships drive long term sales success.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/80-jon-ferrara-founder-nimble-crm"
},
{
"title": "79: Secrets of the Top 1% of Sales Reps - Scott Ingram",
"date": "2018-11-12",
"slug": "79-secrets-of-the-top-1-of-sales-reps-scott",
"has_page": true,
"image": null,
"excerpt": "An inside look at what separates consistently elite sales reps from the rest, covering mindset, champion-building, goal setting and choosing the right sales career.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/79-secrets-of-the-top-1-of-sales-reps-scott"
},
{
"title": "78: Mental Health and Self Care with Tim Clarke",
"date": "2018-11-05",
"slug": "78-mental-health-and-self-care-with-tim-clar",
"has_page": true,
"image": null,
"excerpt": "A Salesforce product marketing leader opens up about grief, addiction and burnout behind a successful sales career, and shares how to recognize warning signs and support colleagues through mental health struggles.",
"mins": null,
"guest": "Tim Clarke",
"url": "https://jbarrows.com/podcast/78-mental-health-and-self-care-with-tim-clar"
},
{
"title": "77: Reggie Nelson",
"date": "2018-10-29",
"slug": "77-reggie-nelson",
"has_page": true,
"image": null,
"excerpt": "A Gong.io stat on why involving others in sales meetings boosts close rates opens this episode, followed by the remarkable story of a young man who left a football career, knocked on doors in a wealthy London neighbourhood for advice, and built a career in finance while mentoring the next generation.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/77-reggie-nelson"
},
{
"title": "76: Morals and Ethics in Sales, with Customers, and Business",
"date": "2018-10-22",
"slug": "76-morals-and-ethics-in-sales-with-customers",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how a cybersecurity company built its culture around transparency and ethical sales, plus a tip on locking in next steps to close more deals.",
"mins": null,
"guest": "Customers",
"url": "https://jbarrows.com/podcast/76-morals-and-ethics-in-sales-with-customers"
},
{
"title": "75: Sales Training with David Priemer",
"date": "2018-10-15",
"slug": "75-sales-training-with-david-priemer",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode on using early competitive conversations to win deals, diagnosing sales funnel weaknesses, and building better training habits with a Cerebral Selling guest.",
"mins": null,
"guest": "David Priemer",
"url": "https://jbarrows.com/podcast/75-sales-training-with-david-priemer"
},
{
"title": "We Need To Talk - Webinar Audio",
"date": "2018-10-12",
"slug": "we-need-to-talk-webinar-audio",
"has_page": true,
"image": null,
"excerpt": "A panel webinar on Make It Happen Mondays tackles bro culture in sales, gender double standards, hiring and promotion gaps, and how to speak up about uncomfortable workplace behavior.",
"mins": null,
"guest": "We Need To Talk",
"url": "https://jbarrows.com/podcast/we-need-to-talk-webinar-audio"
},
{
"title": "74: If You're a Sales Person, We're the Same Person - James Buckley",
"date": "2018-10-08",
"slug": "74-if-you-re-a-sales-person-we-re-the-same-p",
"has_page": true,
"image": null,
"excerpt": "A sales leader known for his personal brand shares event networking tactics, objection handling methods from Gong research, and advice on staying positive in a tough sales career.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/74-if-you-re-a-sales-person-we-re-the-same-p"
},
{
"title": "73: John Barrows is interviewed by Richard Harris",
"date": "2018-10-01",
"slug": "73-john-barrows-is-interviewed-by-richard-ha",
"has_page": true,
"image": null,
"excerpt": "A repeat guest turns the tables and interviews John Barrows about his path from DeWalt and Xerox into sales training, where sales coaching is headed, and how he deals with stress and work life balance.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/73-john-barrows-is-interviewed-by-richard-ha"
},
{
"title": "71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja",
"date": "2018-09-17",
"slug": "71-negotiations-and-procurement-with-mark-ra",
"has_page": true,
"image": null,
"excerpt": "A sales podcast episode breaking down how procurement actually works, how to spot sophisticated buyers, when to loop procurement into a sales process, and why revealing deadlines kills leverage in negotiations.",
"mins": null,
"guest": "Mark Raffan",
"url": "https://jbarrows.com/podcast/71-negotiations-and-procurement-with-mark-ra"
},
{
"title": "70: Jasmine Star",
"date": "2018-09-10",
"slug": "70-jasmine-star",
"has_page": true,
"image": null,
"excerpt": "A personal branding expert joins Make It Happen Mondays to discuss handling criticism, pitching brand building to a resistant employer, and planning a career around a clearly defined dream life.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/70-jasmine-star"
},
{
"title": "Encore: Always Be Closing?",
"date": "2018-09-04",
"slug": "encore-always-be-closing",
"has_page": true,
"image": null,
"excerpt": "An encore episode unpacking what 'always be closing' really means, covering hard versus soft closes, specific closing techniques, and how to create genuine urgency with prospects.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-always-be-closing"
},
{
"title": "69: Side Hustles with Lucas Walker",
"date": "2018-08-27",
"slug": "69-side-hustles-with-lucas-walker",
"has_page": true,
"image": null,
"excerpt": "John Barrows and a colleague who runs his social media unpack what a side hustle really is, when it supports career growth, and why distraction and lack of focus can derail both your side project and your main job.",
"mins": null,
"guest": "Lucas Walker",
"url": "https://jbarrows.com/podcast/69-side-hustles-with-lucas-walker"
},
{
"title": "Friday Happy Hour 8/23",
"date": "2018-08-24",
"slug": "friday-happy-hour-8-23",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays Friday Happy Hour recap covering cold call openers, cold email targeting for buying committees, prospecting tool tradeoffs and how to stay motivated during a slow sales week.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/friday-happy-hour-8-23"
},
{
"title": "67: Networking and Events",
"date": "2018-08-21",
"slug": "67-networking-and-events",
"has_page": true,
"image": null,
"excerpt": "A solo episode of Make It Happen Mondays on turning conference season into real pipeline, covering event selection, goal setting, pitch practice, and fast follow-up tactics.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/67-networking-and-events"
},
{
"title": "Friday Happy Hour 8/17",
"date": "2018-08-17",
"slug": "friday-happy-hour-8-17",
"has_page": true,
"image": null,
"excerpt": "A recap of a live Friday Happy Hour Q&A covering hiring for culture fit, stories of reps creating their own opportunities, and tactics for qualifying value and handling delayed-decision objections.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/friday-happy-hour-8-17"
},
{
"title": "66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson",
"date": "2018-08-13",
"slug": "66-hope-is-not-a-strategy-and-sales-enableme",
"has_page": true,
"image": null,
"excerpt": "A veteran sales enablement leader joins Make It Happen Mondays to explain how enablement has evolved, what reps should look for in a company's enablement investment, and how to tell if enablement is the right career move.",
"mins": null,
"guest": "Roderick Jefferson",
"url": "https://jbarrows.com/podcast/66-hope-is-not-a-strategy-and-sales-enableme"
},
{
"title": "Friday Happy Hour - 8/10",
"date": "2018-08-10",
"slug": "friday-happy-hour-8-10",
"has_page": true,
"image": null,
"excerpt": "A roundup from John Barrows' live community Q&A covering how to track ghosted deals, structure cold outreach, evaluate a sales manager before taking a job, diagnose a sales slump, and handle capped commissions.",
"mins": null,
"guest": "Friday Happy Hour",
"url": "https://jbarrows.com/podcast/friday-happy-hour-8-10"
},
{
"title": "65: Scott Leese - Starting Your Career Later",
"date": "2018-08-06",
"slug": "65-scott-leese-starting-your-career-later",
"has_page": true,
"image": null,
"excerpt": "A sales leader shares how he entered sales in his late twenties after years of serious illness, how he climbed from rep to VP, and why authentic personal branding and storytelling matter in sales.",
"mins": null,
"guest": "Scott Leese",
"url": "https://jbarrows.com/podcast/65-scott-leese-starting-your-career-later"
},
{
"title": "64: Owning Your Career with Christopher Fago",
"date": "2018-07-30",
"slug": "64-owning-your-career-with-christopher-fago",
"has_page": true,
"image": null,
"excerpt": "A conversation on why staying in the SDR role longer, often 12 to 18 months, builds the business acumen needed for long-term sales success, plus tactics for motivation, cold calling, and reducing no-shows.",
"mins": null,
"guest": "Christopher Fago",
"url": "https://jbarrows.com/podcast/64-owning-your-career-with-christopher-fago"
},
{
"title": "63: Chris Orlob from Gong.io",
"date": "2018-07-23",
"slug": "63-chris-orlob-from-gong-io",
"has_page": true,
"image": null,
"excerpt": "A Gong.io expert returns to Make It Happen Mondays to break down data-driven sales tips on call timing, call structure, executive conversations and why involving a manager boosts close rates.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/63-chris-orlob-from-gong-io"
},
{
"title": "Friday Happy Hour Mashup",
"date": "2018-07-16",
"slug": "friday-happy-hour-mashup",
"has_page": true,
"image": null,
"excerpt": "A mashup of top moments from a live Friday happy hour Q&A covering webinar follow-up, SDR versus BDR titles, reaching decision makers, LinkedIn engagement, and handling slow sales periods.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/friday-happy-hour-mashup"
},
{
"title": "62: Armen Zildjian from Drift",
"date": "2018-07-09",
"slug": "62-armen-zildjian-from-drift",
"has_page": true,
"image": null,
"excerpt": "A Drift sales leader joins Make It Happen Mondays to unpack how common sales habits trigger buyers to disengage, and what reps can do instead to keep conversations human and effective.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/62-armen-zildjian-from-drift"
},
{
"title": "61: Maximizing a Slow Week",
"date": "2018-07-02",
"slug": "61-maximizing-a-slow-week",
"has_page": true,
"image": null,
"excerpt": "A breakdown of episode 61 of Make It Happen Mondays, covering how sales reps can use a slow, holiday-affected week to prospect smarter, clean up accounts, and plan ahead instead of coasting.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/61-maximizing-a-slow-week"
},
{
"title": "60: Social Selling with Olivia Bodnar RingDNA",
"date": "2018-06-25",
"slug": "60-social-selling-with-olivia-bodnar-ringdna",
"has_page": true,
"image": null,
"excerpt": "A RingDNA sales leader joins Make It Happen Mondays to unpack how she used LinkedIn to build pipeline in her first 60 days, and how reps at any stage can use social selling and personal branding with authenticity.",
"mins": null,
"guest": "Olivia Bodnar RingDNA",
"url": "https://jbarrows.com/podcast/60-social-selling-with-olivia-bodnar-ringdna"
},
{
"title": "59: Kevin Dorsey and Humanizing Sales",
"date": "2018-06-18",
"slug": "59-kevin-dorsey-and-humanizing-sales",
"has_page": true,
"image": null,
"excerpt": "A sales development and enablement leader joins Make It Happen Mondays to explain how emotion drives buying decisions, how to spot sophisticated buyers, and how to handle pricing and objections with more humanity.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/59-kevin-dorsey-and-humanizing-sales"
},
{
"title": "58: John and Morgan talk about Preparation and Execution",
"date": "2018-06-11",
"slug": "58-john-and-morgan-talk-about-preparation-an",
"has_page": true,
"image": null,
"excerpt": "John Barrows and Morgan break down how real preparation, shared agendas and smarter meeting research change the quality of sales conversations in this episode of Make It Happen Mondays.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/58-john-and-morgan-talk-about-preparation-an"
},
{
"title": "57: Cold Calling with Chris Orlob from Gong",
"date": "2018-06-04",
"slug": "57-cold-calling-with-chris-orlob-from-gong",
"has_page": true,
"image": null,
"excerpt": "A Gong product marketing leader joins Make It Happen Mondays to unpack call data on cold calling, AI voice assistants, effective openers, and why closing techniques matter less than the early sales cycle.",
"mins": null,
"guest": "Chris Orlob",
"url": "https://jbarrows.com/podcast/57-cold-calling-with-chris-orlob-from-gong"
},
{
"title": "Friday Happy Hour Mashup",
"date": "2018-05-28",
"slug": "friday-happy-hour-mashup-3",
"has_page": true,
"image": null,
"excerpt": "A compilation of top moments from the Make It Happen Monday Friday happy hour, covering sales persistence, follow-up after no-shows, ROI and price objections, job offer decisions, voicemail strategy and reviving a burned territory.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/friday-happy-hour-mashup-3"
},
{
"title": "56: Bill Hart - Discipline, Training, and Practice",
"date": "2018-05-21",
"slug": "56-bill-hart-discipline-training-and-practic",
"has_page": true,
"image": null,
"excerpt": "An executive coach joins Make It Happen Mondays to explore how military-level discipline, morning routines and deliberate practice translate into sales success.",
"mins": null,
"guest": "Bill Hart",
"url": "https://jbarrows.com/podcast/56-bill-hart-discipline-training-and-practic"
},
{
"title": "55: Pricing with Patrick Campbell of Profitwell (Price Intelligently)",
"date": "2018-05-14",
"slug": "55-pricing-with-patrick-campbell-of-profitwe",
"has_page": true,
"image": null,
"excerpt": "A summary of episode 55 of Make It Happen Mondays, covering how pricing really works, how reps can defend price with buyer personas, and how to roll out price increases without losing customers.",
"mins": null,
"guest": "Patrick Campbell",
"url": "https://jbarrows.com/podcast/55-pricing-with-patrick-campbell-of-profitwe"
},
{
"title": "54: Make It Happen",
"date": "2018-05-07",
"slug": "54-make-it-happen",
"has_page": true,
"image": null,
"excerpt": "An impromptu solo episode where the host shares the personal story behind the Make It Happen philosophy, from scrappy startup networking events to the wake-up calls that shaped his career.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/54-make-it-happen"
},
{
"title": "53: Steve Woods And Staying Top Of Mind Without Being Annoying",
"date": "2018-04-30",
"slug": "53-steve-woods-and-staying-top-of-mind-witho",
"has_page": true,
"image": null,
"excerpt": "A conversation about the maturity of the sales tech market, the difference between staying top of mind and staying relevant, and how to use AI and storytelling to keep deals moving without annoying buyers.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/53-steve-woods-and-staying-top-of-mind-witho"
},
{
"title": "52: What Happens After An Acquisition",
"date": "2018-04-23",
"slug": "52-what-happens-after-an-acquisition",
"has_page": true,
"image": null,
"excerpt": "A solo episode of Make It Happen Mondays breaking down a real acquisition story: why the deal looked perfect on paper, why sales integration collapsed, and the career lesson that came from being let go.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/52-what-happens-after-an-acquisition"
},
{
"title": "51: NEAT Selling with Richard Harris",
"date": "2018-04-16",
"slug": "51-neat-selling-with-richard-harris",
"has_page": true,
"image": null,
"excerpt": "A breakdown of the NEAT sales qualification framework, how it differs from BANT, and practical advice on uncovering real need, handling pricing conversations and avoiding discount traps.",
"mins": null,
"guest": "Richard Harris",
"url": "https://jbarrows.com/podcast/51-neat-selling-with-richard-harris"
},
{
"title": "50: Owning Your Career Path With Chris Pepin",
"date": "2018-04-09",
"slug": "50-owning-your-career-path-with-chris-pepin",
"has_page": true,
"image": null,
"excerpt": "A sales recruiting expert joins Make It Happen Mondays to discuss how long reps should stay in entry-level roles, what employers really think about job-hopping, and how to build a long-term sales career instead of chasing the next promotion.",
"mins": null,
"guest": "Chris Pepin",
"url": "https://jbarrows.com/podcast/50-owning-your-career-path-with-chris-pepin"
},
{
"title": "49: Getting Your First 10 Clients",
"date": "2018-04-02",
"slug": "49-getting-your-first-10-clients",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode on how founders and reps can land their first unaffiliated, paying customers, define a real buyer persona, and know when to bring on a first sales hire.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/49-getting-your-first-10-clients"
},
{
"title": "48: Just In Time Learning With Jake Miller From Allego",
"date": "2018-03-26",
"slug": "48-just-in-time-learning-with-jake-miller-fr",
"has_page": true,
"image": null,
"excerpt": "A product marketing leader from Allego joins Make It Happen Mondays to discuss curating sales content, capturing knowledge from top reps, and building simple systems for continuous learning.",
"mins": null,
"guest": "Jake Miller From Allego",
"url": "https://jbarrows.com/podcast/48-just-in-time-learning-with-jake-miller-fr"
},
{
"title": "47: Objection Handling With David Priemer",
"date": "2018-03-19",
"slug": "47-objection-handling-with-david-priemer",
"has_page": true,
"image": null,
"excerpt": "A sales trainer and former research scientist joins Make It Happen Mondays to unpack the real psychology behind objections, covering five objection types and practical techniques for delay tactics, aggressive pushback, and confirming true satisfaction.",
"mins": null,
"guest": "David Priemer",
"url": "https://jbarrows.com/podcast/47-objection-handling-with-david-priemer"
},
{
"title": "Encore - Kevin Micalizzi from Quotable",
"date": "2018-03-05",
"slug": "encore-kevin-micalizzi-from-quotable",
"has_page": true,
"image": null,
"excerpt": "An encore conversation on how AI and automation are changing prospecting, why the SDR role may become its own profession, and what sales leaders should do to keep up.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-kevin-micalizzi-from-quotable"
},
{
"title": "46: Sales Evolution And Execution",
"date": "2018-02-26",
"slug": "46-sales-evolution-and-execution",
"has_page": true,
"image": null,
"excerpt": "An episode of Make It Happen Mondays on building ideal customer profiles, personas and messaging through structure instead of scripts, plus how to apply that thinking to meetings, coaching and managing younger reps.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/46-sales-evolution-and-execution"
},
{
"title": "44: Personal Branding and Social Etiquette with Morgan",
"date": "2018-02-19",
"slug": "44-personal-branding-and-social-etiquette-wi",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode on personal branding, online trolling, and how to share valuable content without chasing followers or losing authenticity.",
"mins": null,
"guest": "Morgan",
"url": "https://jbarrows.com/podcast/44-personal-branding-and-social-etiquette-wi"
},
{
"title": "43: Customer Success And Sales with Emmanuelle Skala",
"date": "2018-02-12",
"slug": "43-customer-success-and-sales-with-emmanuell",
"has_page": true,
"image": null,
"excerpt": "A former sales leader turned customer success executive joins Make It Happen Mondays to discuss why sales and customer success need shared goals, better handoffs and aligned incentives to reduce churn.",
"mins": null,
"guest": "Emmanuelle Skala",
"url": "https://jbarrows.com/podcast/43-customer-success-and-sales-with-emmanuell"
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{
"title": "Encore: Interview with Jorge Soto of Firstcut",
"date": "2018-02-09",
"slug": "encore-interview-with-jorge-soto-of-firstcut",
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"image": null,
"excerpt": "An encore conversation on why top SaaS companies hit an outbound inflection point, the risk of automation replacing real sales skills, and when to hire sales enablement.",
"mins": null,
"guest": "Jorge Soto of Firstcut",
"url": "https://jbarrows.com/podcast/encore-interview-with-jorge-soto-of-firstcut"
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{
"title": "42: Learning from Your Losses",
"date": "2018-02-05",
"slug": "42-learning-from-your-losses",
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"image": null,
"excerpt": "A win-loss analysis expert joins Make It Happen Mondays to explain why sales reps should study their losses, how to ask buyers for honest feedback, and what really separates winning deals from lost ones.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/42-learning-from-your-losses"
},
{
"title": "41: Doug Landis Talking about Sales Leadership",
"date": "2018-01-29",
"slug": "41-doug-landis-talking-about-sales-leadershi",
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"image": null,
"excerpt": "An investor focused on B2B enterprise software joins Make It Happen Mondays to break down how startups get funded, why focus and hiring sink companies, and how sales leaders can identify the growth stage they're built for.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/41-doug-landis-talking-about-sales-leadershi"
},
{
"title": "40: Modern Buying With Dave Gerhardt From Drift",
"date": "2018-01-22",
"slug": "40-modern-buying-with-dave-gerhardt-from-dri",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays exploring how chat-based technology and AI are changing modern B2B buying, and why authentic communication still wins deals.",
"mins": null,
"guest": "Dave Gerhardt From Drift",
"url": "https://jbarrows.com/podcast/40-modern-buying-with-dave-gerhardt-from-dri"
},
{
"title": "39: Feeling Overwhelmed and Getting Out of a Negative Tailspin",
"date": "2018-01-15",
"slug": "39-feeling-overwhelmed-and-getting-out-of-a",
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"image": null,
"excerpt": "An episode breakdown of Make It Happen Mondays Ep. 39, covering how to manage overwhelm, reconnect with your goals, prioritize tasks, and reverse negative momentum in sales and life.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/39-feeling-overwhelmed-and-getting-out-of-a"
},
{
"title": "38: Trends we're following.",
"date": "2018-01-08",
"slug": "38-trends-we-re-following",
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"image": null,
"excerpt": "A solo episode breaking down the trends John Barrows and his team are tracking for 2018, including just-in-time learning, voice and audio, AI, the evolving SDR role, and virtual reality.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/38-trends-we-re-following"
},
{
"title": "Encore: Design Thinking with Ashley Welch",
"date": "2018-01-02",
"slug": "encore-design-thinking-with-ashley-welch",
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"image": null,
"excerpt": "An encore episode of Make It Happen Mondays looks at how design thinking principles like empathy and customer centricity can reshape the way sales reps approach accounts and conversations.",
"mins": null,
"guest": "Ashley Welch",
"url": "https://jbarrows.com/podcast/encore-design-thinking-with-ashley-welch"
},
{
"title": "Encore: Interview with Intercom",
"date": "2017-12-27",
"slug": "encore-interview-with-intercom",
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"image": null,
"excerpt": "An encore episode revisiting John Barrows' conversation with Intercom on building a sales culture, aligning sales with marketing, and knowing when a startup needs its first salesperson.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-interview-with-intercom"
},
{
"title": "37: Ben Sardella, Co-founder of OutboundWorks and Sales Development Thought Leader",
"date": "2017-12-18",
"slug": "37-ben-sardella-co-founder-of-outboundworks",
"has_page": true,
"image": null,
"excerpt": "A Make It Happen Mondays episode exploring what real thought leadership looks like in sales, the balance between content creation and curation, and how automation is reshaping the SDR role.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/37-ben-sardella-co-founder-of-outboundworks"
},
{
"title": "36: Asking for Referrals + John needs your vote!",
"date": "2017-12-11",
"slug": "36-asking-for-referrals-john-needs-your-vote",
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"image": null,
"excerpt": "John Barrows breaks down why most referral requests fail and how to ask for them properly, plus year-end pipeline tips, discount pitfalls, and better demo habits.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/36-asking-for-referrals-john-needs-your-vote"
},
{
"title": "35: Mindset of an SDR Hosted by Morgan",
"date": "2017-12-04",
"slug": "35-mindset-of-an-sdr-hosted-by-morgan",
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"image": null,
"excerpt": "A solo episode on the mindset every sales development rep needs, covering persistence, long-term thinking, personal branding, prospecting tools, and getting hired without sales experience.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/35-mindset-of-an-sdr-hosted-by-morgan"
},
{
"title": "Bonus Episode: SalesHacker AMA Session at Dreamforce",
"date": "2017-12-01",
"slug": "bonus-episode-saleshacker-ama-session-at-dre",
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"image": null,
"excerpt": "A bonus Make It Happen Mondays episode recapping a SalesHacker AMA panel at Dreamforce, covering how to clean sales data, build a tiered ideal customer profile, execute account-based strategies, and use case studies to drive pipeline.",
"mins": null,
"guest": "Bonus Episode",
"url": "https://jbarrows.com/podcast/bonus-episode-saleshacker-ama-session-at-dre"
},
{
"title": "33: Phill Keene from Costello",
"date": "2017-11-20",
"slug": "33-phill-keene-from-costello",
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"image": null,
"excerpt": "A Sandler-trained sales leader from a deal management software company joins Make It Happen Mondays to explain how to sort real pipeline deals from false hope, ask better questions, and close out the quarter with a clear process.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/33-phill-keene-from-costello"
},
{
"title": "32: Dreamforce Recap with Morgan J Ingram",
"date": "2017-11-13",
"slug": "32-dreamforce-recap-with-morgan-j-ingram",
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"image": null,
"excerpt": "A guest host recaps Dreamforce with five practical lessons on staying sharp in conversations, using AI wisely, networking, being proactive at booths, and planning your conference days strategically.",
"mins": null,
"guest": "Morgan",
"url": "https://jbarrows.com/podcast/32-dreamforce-recap-with-morgan-j-ingram"
},
{
"title": "31: Live From Dreamforce",
"date": "2017-11-06",
"slug": "31-live-from-dreamforce",
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"image": null,
"excerpt": "A live Dreamforce dispatch covering conference strategy, goal setting for events, AI's impact on sales reps, and why a sharp ideal customer profile beats casting a wide net.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/31-live-from-dreamforce"
},
{
"title": "30: Adapt Or Die and a Major Announcement",
"date": "2017-10-30",
"slug": "30-adapt-or-die-and-a-major-announcement",
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"image": null,
"excerpt": "John Barrows shares a major announcement about evolving his sales training business and introduces the young sales leader joining him, covering personal branding, reading habits and practical sales tips.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/30-adapt-or-die-and-a-major-announcement"
},
{
"title": "Encore: Talking to Doug Landis about AI in Sales",
"date": "2017-10-23",
"slug": "encore-talking-to-doug-landis-about-ai-in-sa",
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"image": null,
"excerpt": "An encore episode exploring how venture capital picks winning SaaS startups, why focus beats chasing revenue, and how AI and machine learning may reshape sales jobs rather than erase them.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-talking-to-doug-landis-about-ai-in-sa"
},
{
"title": "29: Just In Time Learning and Kickstarter announcement",
"date": "2017-10-16",
"slug": "29-just-in-time-learning-and-kickstarter-ann",
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"image": null,
"excerpt": "A Make It Happen Mondays episode on how just in time learning is changing sales training, why bite-sized content beats long lectures, and a new Kickstarter announcement for a training manual.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/29-just-in-time-learning-and-kickstarter-ann"
},
{
"title": "28: AI Friend or Foe with Trish Bertuzzi",
"date": "2017-10-09",
"slug": "28-ai-friend-or-foe-with-trish-bertuzzi",
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"image": null,
"excerpt": "A candid conversation on Make It Happen Mondays unpacks what AI really means for sales reps and managers, from conversational intelligence tools to the future of SDR teams and forecasting.",
"mins": null,
"guest": "Trish Bertuzzi",
"url": "https://jbarrows.com/podcast/28-ai-friend-or-foe-with-trish-bertuzzi"
},
{
"title": "27: Questioning Skills",
"date": "2017-10-03",
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"image": null,
"excerpt": "A breakdown of episode 27 of Make It Happen Mondays, covering open versus closed questions, layering techniques, pleasure and pain questions, and how to question executives effectively.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/27-questioning-skills"
},
{
"title": "26: Networking",
"date": "2017-09-25",
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"image": null,
"excerpt": "A Make It Happen Mondays episode on using networking events and conferences as practice for sales skills, covering event selection, goal setting, pitch crafting, and effective follow-up.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/26-networking"
},
{
"title": "Encore: Rainmaker2017",
"date": "2017-09-18",
"slug": "encore-rainmaker2017",
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"image": null,
"excerpt": "An Encore episode of Make It Happen Mondays replaying a conference talk on why sales and marketing stay disconnected, and how context, case studies, and smarter cadences can fix it.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-rainmaker2017"
},
{
"title": "25: Content Vs Context",
"date": "2017-09-11",
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"image": null,
"excerpt": "A Make It Happen Mondays episode on why sales professionals must add context to content, covering emails, cold calls, social selling, demos and proposals, plus a Q&A on prospecting as a business owner.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/25-content-vs-context"
},
{
"title": "Encore: How to Prospect Like Salesforce",
"date": "2017-09-04",
"slug": "encore-how-to-prospect-like-salesforce",
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"image": null,
"excerpt": "A detailed breakdown of the prospecting framework used to train Salesforce's sales teams, featuring account tiering, trigger-based messaging and tips on avoiding over-automated outreach.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/encore-how-to-prospect-like-salesforce"
},
{
"title": "24: Learning in Sales",
"date": "2017-08-28",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays on taking ownership of sales training, finding your weakest process stage, practicing on lower-tier accounts, and building pricing confidence.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/24-learning-in-sales"
},
{
"title": "23: Personal Branding with Koka Sexton",
"date": "2017-08-15",
"slug": "23-personal-branding-with-koka-sexton",
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"image": null,
"excerpt": "A conversation on Make It Happen Mondays about building a personal and professional brand on social media, covering Facebook, LinkedIn, Twitter, audience segmentation and why visibility matters for career growth.",
"mins": null,
"guest": "Koka Sexton",
"url": "https://jbarrows.com/podcast/23-personal-branding-with-koka-sexton"
},
{
"title": "22: Sales Channels",
"date": "2017-08-08",
"slug": "22-sales-channels",
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"image": null,
"excerpt": "Episode 22 of Make It Happen Mondays explores how sales reps should choose between email, phone, social, and chat apps by focusing on where prospects already spend their time and attention.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/22-sales-channels"
},
{
"title": "20: Closing",
"date": "2017-08-03",
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"image": null,
"excerpt": "John Barrows breaks down hard closes, soft closes, and how to build urgency with stalled prospects in this solo episode of Make It Happen Mondays focused entirely on closing.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/20-closing"
},
{
"title": "10: Engaging and getting responses from new prospects",
"date": "2017-08-03",
"slug": "10-engaging-and-getting-responses-from-new-p",
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"image": null,
"excerpt": "A breakdown of episode 10 of Make It Happen Mondays, covering multi-touch outreach strategies, why generic executive emails fail, and how to build a tailored contact plan for new prospects.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/10-engaging-and-getting-responses-from-new-p"
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{
"title": "11: Everyone Needs A Vision",
"date": "2017-08-03",
"slug": "11-everyone-needs-a-vision",
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"image": null,
"excerpt": "A Make It Happen Mondays episode on why salespeople and leaders need a clear vision, how to balance pain and pleasure in sales conversations, and how AI is reshaping the skills reps need to stay relevant.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/11-everyone-needs-a-vision"
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{
"title": "17: Mark Birch talking about Business Communication",
"date": "2017-08-03",
"slug": "17-mark-birch-talking-about-business-communi",
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"image": null,
"excerpt": "A discussion on why business writing and communication skills are slipping among sales reps, how that affects credibility with executives, and what reps can do to improve through practice, original writing, and self review.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/17-mark-birch-talking-about-business-communi"
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{
"title": "13: Focus on What You Can Control",
"date": "2017-08-03",
"slug": "13-focus-on-what-you-can-control",
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"image": null,
"excerpt": "A solo episode of Make It Happen Mondays on controlling effort, attitude, and treatment of others amid career setbacks and industry change, plus lessons from early cold-calling days on testing messages over chasing a perfect pitch.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/13-focus-on-what-you-can-control"
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{
"title": "9: Special Guest Morgan J Ingram",
"date": "2017-08-03",
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"image": null,
"excerpt": "John Barrows talks with a rising sales development voice about reading hundreds of books, using informational interviews to break into tech, and whether personal branding really matters for the average SDR.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/9-special-guest-morgan-j-ingram"
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{
"title": "14: Rapid Fire Actionable Sales Tips",
"date": "2017-08-03",
"slug": "14-rapid-fire-actionable-sales-tips",
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"image": null,
"excerpt": "A fast-moving rundown of practical sales tactics from Make It Happen Mondays, covering call openers, meeting agendas, follow-up emails and messaging that gets prospects to respond.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/14-rapid-fire-actionable-sales-tips"
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{
"title": "15: John's 12 Guiding Principles",
"date": "2017-08-03",
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"image": null,
"excerpt": "An episode breakdown of John Barrows' 12 guiding principles for sales success, covering work ethic, earning trust, confidence, goal setting and handling job interview demos.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/15-john-s-12-guiding-principles"
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{
"title": "16: Evolve Or Die",
"date": "2017-08-03",
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"image": null,
"excerpt": "A solo episode of Make It Happen Mondays on why AI-written emails are changing sales, why phone skills matter again, and how to build a multi-channel contact strategy that actually works.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/16-evolve-or-die"
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{
"title": "18: Pros and Cons of Sales Cadence",
"date": "2017-08-03",
"slug": "18-pros-and-cons-of-sales-cadence",
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"image": null,
"excerpt": "A breakdown of why generic sales cadences backfire and how to build a targeted, persona driven contact strategy that actually gets responses.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/18-pros-and-cons-of-sales-cadence"
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{
"title": "19: Cold Calls and Phones",
"date": "2017-08-03",
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"image": null,
"excerpt": "A breakdown of episode 19 of Make It Happen Mondays, covering focused cold call blitzes, persona targeting, call openers, objection prep, and why phone skills still matter.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/19-cold-calls-and-phones"
},
{
"title": "21: Work Your Ass Off!",
"date": "2017-08-03",
"slug": "21-work-your-ass-off",
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"image": null,
"excerpt": "John Barrows explains why work ethic beats talent, why 'find your passion' is bad advice, and how AI is changing sales, in this solo episode of Make It Happen Mondays.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/21-work-your-ass-off"
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{
"title": "5: Messaging and Trade Shows",
"date": "2017-08-02",
"slug": "5-messaging-and-trade-shows",
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"image": null,
"excerpt": "A breakdown of episode 5 of Make It Happen Mondays, covering attention grabbing sales messaging, working trade shows and networking events, and handling champions and case study expectations.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/5-messaging-and-trade-shows"
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{
"title": "6: Time Management",
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"image": null,
"excerpt": "A breakdown of episode 6 of Make It Happen Mondays, covering goal setting, prioritization, focus and task batching as the real keys to time management in sales.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/6-time-management"
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{
"title": "9: Stop Doing What You're Supposed To Be Doing",
"date": "2017-08-02",
"slug": "9-stop-doing-what-you-re-supposed-to-be-doin",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays on breaking free from autopilot decisions in sales and life, plus listener questions on champions, patience in deals, and reading the buying process.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/9-stop-doing-what-you-re-supposed-to-be-doin"
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{
"title": "8: Getting Out Of a Negative Tailspin",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays on breaking negative sales slumps with small wins, plus tactics for reaching executives through thoughtful, repeated outreach instead of templated cadences.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/8-getting-out-of-a-negative-tailspin"
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{
"title": "7: Becoming a Thought Leader",
"date": "2017-08-02",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays examining what real thought leadership looks like in sales, why it can't be faked, and how reps can build business acumen and credibility over time.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/7-becoming-a-thought-leader"
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{
"title": "4: Expectation Setting",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays on why expectation setting drives sales success, covering summary emails, demo structure, and building pipeline in a new territory.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/4-expectation-setting"
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{
"title": "3: Phone and Voicemail Strategies",
"date": "2017-08-01",
"slug": "3-phone-and-voicemail-strategies",
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"image": null,
"excerpt": "A breakdown of practical phone and voicemail tactics from Make It Happen Mondays, covering communication styles, call blitzes, and how to make outreach worth someone's time.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/3-phone-and-voicemail-strategies"
},
{
"title": "2: Selling to Executives",
"date": "2017-07-31",
"slug": "2-selling-to-executives",
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"image": null,
"excerpt": "An episode of Make It Happen Mondays on how to prospect, message and build trust with C-suite executives, including handling price objections, referrals and persistent follow-up.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/2-selling-to-executives"
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{
"title": "1: John Takes Your Questions",
"date": "2017-07-24",
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"image": null,
"excerpt": "In the debut episode of Make It Happen Mondays, John Barrows takes live audience questions covering split testing, breaking into new industries, qualifying deals, re-engaging silent prospects and picking the right sales metrics.",
"mins": null,
"guest": null,
"url": "https://jbarrows.com/podcast/1-john-takes-your-questions"
}
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"title": "I'm wicked Smaat",
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"title": "Why Sales Training Doesn't Stick: 7 Reasons I See Over and Over",
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"title": "Optimize LinkedIn for AI: why your profile has a new reader",
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"title": "5 ways to make your sales kickoff training stick past Q1",
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"title": "Personal Brand In Sales: Why Trust is the Only IP That Matters",
"date": "2026-10-19",
"excerpt": "Personal brand in sales is no longer optional. It is the one competitive advantage that AI cannot commoditize, because trust is built over years of…",
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"title": "7 Things to Look for When Hiring an SKO Keynote Speaker",
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"excerpt": "When you hire an SKO keynote speaker, you are betting that 60 to 90 minutes on your stage will change how your reps work for the rest of the year. Most of…",
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{
"title": "Cold Calling Is Not Dead, But Most of It Deserves to Be",
"date": "2026-10-16",
"excerpt": "Cold calling is a live phone call to someone who has not asked to hear from you, made to earn a conversation rather than close a deal. It still works, but…",
"image": "/assets/blog-art/cold-calling-what-it-is-how-to-do-it.jpg",
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{
"title": "AI Didn't Kill Personalization. It Killed the Pretending.",
"date": "2026-10-16",
"excerpt": "Personalization is not dead. What died is the signal that used to stand in for it. For most of my career, dropping in a detail about where someone went to…",
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{
"title": "How to Make a Sales Call: What Happens Before, During and After",
"date": "2026-10-15",
"excerpt": "If you want to know how to make a sales call, stop thinking about the call as the thing you do and start thinking about it as the middle of three things…",
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"unreviewed": false,
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{
"title": "Prospecting Methods: What Actually Works and How to Pick Your Mix",
"date": "2026-10-15",
"excerpt": "There are seven prospecting methods a B2B rep actually has at their disposal: cold calling, email, LinkedIn, referrals, events, trigger-based outreach…",
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"unreviewed": false,
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{
"title": "Privilege in leadership: why staying silent is no longer an option",
"date": "2026-10-14",
"excerpt": "Privilege in leadership is not about a silver spoon. It is the ability to walk alone at night without thinking twice, to get pulled over by a cop and give…",
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"category": "Newsletter",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/privilege-in-leadership/"
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{
"title": "8 Cold Calling Mistakes That Kill B2B Conversion",
"date": "2026-10-06",
"excerpt": "The biggest cold calling mistake is trying to sell your product on the first call. The only thing a cold call has to sell is the next step, and almost…",
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{
"title": "Sales mentorship: why experience is the one thing AI can’t generate",
"date": "2026-10-06",
"excerpt": "Sales mentorship is how judgment transfers from the people who earned it to the people who need it, and right now there has never been a better reason for…",
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"unreviewed": false,
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{
"title": "AI Sales Skills: Why the last 10% is the only part that matters",
"date": "2026-09-29",
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"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
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{
"title": "AI sales hype vs. reality: why good reps still matter more than ever",
"date": "2026-09-21",
"excerpt": "If AI in B2B sales were as far along as the marketing says it is, the companies leading the hype would not need four days and three humans to answer one…",
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"title": "How Do You Choose the Right Sales Keynote Speaker for a Revenue Kickoff?",
"date": "2026-09-21",
"excerpt": "The right sales keynote speaker changes how your team thinks, not just how they feel walking out of the room. Most revenue kickoffs book the wrong…",
"image": "/assets/blog/2026/09/ChatGPT-Image-Sep-16-2026-02_56_12-PM.webp",
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"title": "AI anxiety in sales: what we’re all dealing with and what you can actually control",
"date": "2026-09-16",
"excerpt": "I have had about a dozen conversations recently with founders, CROs, senior executives, and individual reps that all ended up in the same place. Different…",
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{
"title": "What should sales leaders understand about AI replacing sales reps?",
"date": "2026-09-11",
"excerpt": "Will AI replace sales reps? Not the great ones. It will replace average ones. That’s the version of this conversation most sales leaders aren’t having…",
"image": "/assets/blog/2026/09/ChatGPT-Image-Sep-9-2026-01_33_18-PM.webp",
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"unreviewed": false,
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{
"title": "Sales discovery: what happens when reps skip it (and what to do instead)",
"date": "2026-09-08",
"excerpt": "When a rep sends you a contract without ever understanding your problem, you do not need a discount. You need to talk to someone else. Sales discovery is…",
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{
"title": "Sales personalization vs. relevance: why relevance wins",
"date": "2026-09-02",
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"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
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{
"title": "How to choose a sales training program: a buyer’s guide",
"date": "2026-09-02",
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"image": "/assets/blog/2026/09/ChatGPT-Image-Sep-2-2026-02_06_02-PM.webp",
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{
"title": "Trees without rings: the continuous growth mindset for sales professionals",
"date": "2026-08-24",
"excerpt": "Trees on the equator do not have rings. I learned this in 2022 on a family trip to the Amazon jungle, and it stopped me in my tracks. Our guide explained…",
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"url": "https://jbarrows.com/blog/continuous-growth-mindset/"
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{
"title": "JB Sales vs MEDDICC and Force Management: What Is the Actual Difference?",
"date": "2026-08-22",
"excerpt": "If you are evaluating JB Sales vs MEDDICC, here is the short version. MEDDICC is a qualification framework. It tells your reps what information they need…",
"image": "/assets/blog/2026/07/ChatGPT-Image-Aug-24-2026-11_59_17-AM.webp",
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"title": "Sales fundamentals in the AI era: the question nobody has answered yet",
"date": "2026-08-17",
"excerpt": "Sales fundamentals matter more in the AI era, not less. But the question nobody has a good answer to is this: where do the next generation’s fundamentals…",
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"title": "Sales summary email: why AI killed it and what replaces it",
"date": "2026-08-10",
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{
"title": "LinkedIn strategy for sales: why your ICP comes first",
"date": "2026-08-03",
"excerpt": "A LinkedIn strategy for sales starts with knowing exactly who you’re talking to, and most reps and leaders skip that step entirely. The LinkedIn algorithm…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
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"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/linkedin-strategy-for-sales/"
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{
"title": "How Do You Improve Win Rate Without Replacing Your Sales Reps?",
"date": "2026-08-02",
"excerpt": "The fastest way to improve sales win rate is almost never what leaders think it is. It is not a better pitch. It is not a new hire. It is not a different…",
"image": null,
"hero": null,
"slug": "improve-sales-win-rate",
"category": "Uncategorized",
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{
"title": "Happy ears in sales: what it costs you and how to fix it",
"date": "2026-07-27",
"excerpt": "Happy ears in sales is what happens when a rep hears what they want to hear instead of what the prospect is actually saying. You see the right profile…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
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{
"title": "Why Doesn’t Sales Training Stick?",
"date": "2026-07-25",
"excerpt": "Why doesn’t sales training stick? Because it is designed to transfer a methodology, not to change behavior. Reps learn a framework in a training room, do…",
"image": null,
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},
{
"title": "JB Sales vs. Sandler: Which Sales Training Is Right for Your Team?",
"date": "2026-07-21",
"excerpt": "JB Sales vs. Sandler comes down to one core difference: Sandler is a complete sales methodology built around a structured selling system. I teach through…",
"image": "/assets/blog/2026/07/ChatGPT-Image-Aug-24-2026-12_02_26-PM.webp",
"hero": "/assets/blog/2026/07/ChatGPT-Image-Aug-24-2026-12_02_26-PM.webp",
"slug": "jb-sales-vs-sandler",
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"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jb-sales-vs-sandler/"
},
{
"title": "Five Ways Salespeople Can Add Value That AI Can’t Replace",
"date": "2026-07-21",
"excerpt": "Salespeople can add value by doing five things a buyer cannot do for themselves: researching their situation from an outsider’s perspective before every…",
"image": null,
"hero": null,
"slug": "five-ways-sales-can-add-value",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/five-ways-sales-can-add-value/"
},
{
"title": "Are Sales Stages Still Relevant?",
"date": "2026-07-20",
"excerpt": "Are sales stages still relevant? For forecasting, yes. For running deals, they’re increasingly a liability. Buyers in 2026 complete more than 60% of their…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"slug": "are-sales-stages-still-relevant",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/are-sales-stages-still-relevant/"
},
{
"title": "Stop the negative tailspin: how self-talk controls your sales momentum",
"date": "2026-07-13",
"excerpt": "Negative self-talk in sales is not a motivation problem. It’s a brain chemistry problem. When you tell yourself you’re not good enough, in a slump, or…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"slug": "negative-self-talk-in-sales",
"category": "Newsletter",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/negative-self-talk-in-sales/"
},
{
"title": "How Do You Fix a Sales Team That Cannot Fill the Pipeline?",
"date": "2026-07-09",
"excerpt": "Pipeline problems in a sales team almost always trace back to the same root cause: reps doing activity that is disconnected from what the buyer actually…",
"image": null,
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"slug": "fix-sales-pipeline",
"category": "AI and Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/fix-sales-pipeline/"
},
{
"title": "What B2B buyers want from sales reps: how the 67% and the 69% change everything",
"date": "2026-07-06",
"excerpt": "What B2B buyers want from sales reps has split into two camps, and the same buyer can sit in both. Updated Gartner data shows that 67% of buyers want a…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"slug": "what-b2b-buyers-want-from-sales-reps",
"category": "AI and Sales",
"has_page": true,
"unreviewed": false,
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},
{
"title": "Business acumen in sales: what executives want and how AI helps",
"date": "2026-07-02",
"excerpt": "Business acumen in sales is now the most important skill a rep can develop. Not prospecting technique. Not objection handling. Not closing scripts. The…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
"hero": "/assets/blog/2026/06/Untitled-design.webp",
"slug": "business-acumen-in-sales",
"category": "Newsletter",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/business-acumen-in-sales/"
},
{
"title": "Curiosity in sales: be curious, not judgmental",
"date": "2026-06-29",
"excerpt": "Curiosity in sales is one of the most underrated skills a rep can have. But most reps try to manufacture it from thin air and wonder why it doesn’t stick…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"slug": "curiosity-in-sales",
"category": "Newsletter",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/curiosity-in-sales/"
},
{
"title": "What Sales Leaders Can Learn From a Failed Acquisition",
"date": "2026-06-29",
"excerpt": "The downside of an acquisition for most sales teams comes down to three things: artificial metrics, culture clash, and no integration plan. I know because…",
"image": null,
"hero": null,
"slug": "the-downside-of-an-acquisition",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-downside-of-an-acquisition/"
},
{
"title": "It’s Time for Creators: Why Problem-Solving Is Now the Core Sales Skill",
"date": "2026-06-25",
"excerpt": "Problem solving in sales is more valuable right now than any pitch or closing framework. The reps who win in this AI era are the ones who identify a…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
"hero": "/assets/blog/2026/06/Untitled-design.webp",
"slug": "problem-solving-in-sales",
"category": "Newsletter",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/problem-solving-in-sales/"
},
{
"title": "The Last Mile: Why the Human 10% Is Still Your Entire Job",
"date": "2026-06-23",
"excerpt": "The last mile in AI sales is still yours. AI can research faster, write cleaner, and organize better than most people. The real threat is reps who use it…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
"hero": "/assets/blog/2026/06/Untitled-design.webp",
"slug": "the-last-mile-in-ai-sales",
"category": "AI and Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-last-mile-in-ai-sales/"
},
{
"title": "How to fill your sales pipeline when it’s empty",
"date": "2026-06-22",
"excerpt": "How to fill your sales pipeline when it’s running dry comes down to one thing: activity. Not a new tool, not a new script, not waiting for the market to…",
"image": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
"hero": "/assets/blog/2026/06/JB-Sales-Learning-Lab-Newsletter.webp",
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"category": "Newsletter",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-to-fill-your-sales-pipeline/"
},
{
"title": "I Know Kung Fu: The AI Workflow That Changed How I Run My Business",
"date": "2026-06-18",
"excerpt": "Building an AI sales workflow is the difference between staying relevant and falling behind. Two consultants, thousands of dollars, and months of effort…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
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"title": "Your ideal customer profile in sales isn’t a one-time exercise",
"date": "2026-06-16",
"excerpt": "Your ideal customer profile in sales isn’t a one-time exercise. When the market shifts, your ICP has to shift with it. The reps and leaders who figure…",
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"title": "You Can’t Create Urgency in Sales. Here’s What You Can Do Instead",
"date": "2026-06-16",
"excerpt": "How to create urgency in sales is the most common question I get in training, and the answer surprises people: you can’t. You can only uncover urgency…",
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{
"title": "The One Thing AI Can’t Do in Sales",
"date": "2026-06-13",
"excerpt": "What AI can’t do in sales is give a shit about your customer. It can write your emails, research your prospects, and build your call plans. But as AI…",
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{
"title": "What Does Restructuring a Sales Team for the AI Era Actually Look Like?",
"date": "2026-06-12",
"excerpt": "Restructuring a sales team for the AI era means redesigning how work gets done, not replacing the people doing it. Most leaders who try to restructure…",
"image": null,
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},
{
"title": "The SaaSpocalypse: What’s Happening to the Industry That Built Modern Sales",
"date": "2026-06-11",
"excerpt": "The future of SaaS sales is under threat. The per-seat model, the foundation of modern B2B sales, is under serious pressure from AI agents, private equity…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
"hero": "/assets/blog/2026/06/Untitled-design.webp",
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},
{
"title": "Your Decision Lens: Why Core Values Are the Best Filter in Sales",
"date": "2026-06-09",
"excerpt": "Core values in sales are a built-in filter that cuts through noise when the pipeline tightens and pressure builds. When the pipeline tightens and pressure…",
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{
"title": "Before You Make Any Decisions",
"date": "2026-06-08",
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"image": "/assets/blog/2026/06/Untitled-design.webp",
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},
{
"title": "The One Sales Skill AI Can’t Mass-Produce: Storytelling",
"date": "2026-06-07",
"excerpt": "Storytelling in sales is the one skill AI cannot mass-produce, and that matters more now than it ever has. AI is flooding the market with fast, competent…",
"image": "/assets/blog/2026/06/Untitled-design.webp",
"hero": "/assets/blog/2026/06/Untitled-design.webp",
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},
{
"title": "Curiosity Is the Superpower in the Age of AI",
"date": "2026-06-06",
"excerpt": "Curiosity is the superpower that separates reps who use AI to get better from the ones who get replaced by it. I quit fantasy football a while back. Not…",
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"hero": "/assets/blog/2026/06/Untitled-design.webp",
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},
{
"title": "Pattern Recognition: Why AI-Empowered Buyers May Stop Talking to Sales Reps",
"date": "2026-06-05",
"excerpt": "B2B buyers using AI are bypassing sales reps entirely, not because AI replaced reps, but because buyers realized they don’t need us anymore. New IDC data…",
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},
{
"title": "How to Run a Sales Handoff: The Process for Every Transition in B2B Sales",
"date": "2026-06-04",
"excerpt": "The handoff is where deals die quietly. Not because of anything that happened in the selling cycle, but because nobody took the time to transfer what they…",
"image": "/assets/blog/2026/07/Sales-Handoff-3-Step-Pipeline.webp",
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"slug": "sales-handoff",
"category": "Meetings",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-handoff/"
},
{
"title": "How Do You Know If Your Sales Team Is Ready for AI?",
"date": "2026-05-22",
"excerpt": "Is your sales team ready for AI? Your sales team is ready for AI when your fundamentals are solid enough that AI makes them faster, not louder. If your…",
"image": null,
"hero": null,
"slug": "sales-team-ready-for-ai",
"category": "AI and Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-team-ready-for-ai/"
},
{
"title": "Podcast 246: Sterling Frandsen on His JB Sales Membership Journey: From College Grad to Sales Pro",
"date": "2021-11-30",
"excerpt": "In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast…",
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"hero": "/assets/blog/2021/11/1024x512-.webp",
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},
{
"title": "Podcast 245: Nick Cegelski on Creating and Keeping Momentum in Sales",
"date": "2021-11-19",
"excerpt": "Nick Cegelski, AE at Time by Ping, frequently joins with the JB Sales teams on their webinars and is always a welcome guest, so we are thrilled to bring…",
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},
{
"title": "Podcast 244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role",
"date": "2021-11-15",
"excerpt": "This week Alice Shaff joins John to talk about how his trainings have helped her over the years launch a career from starting as an SDR, to Head of…",
"image": "/assets/blog/2021/11/Alice-Shaff-Header.webp",
"hero": "/assets/blog/2021/11/Alice-Shaff-Header.webp",
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"unreviewed": false,
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},
{
"title": "Podcast 243: Suneera Madhani on Leaving Your Legacy and Not Being a Typical CEO",
"date": "2021-11-07",
"excerpt": "Suneera Madhani, mentor, investor and Fortune’s 40 Under 40 CEO at Stax by fattmerchant, joins John this week to talk about mom guilt, building a legacy…",
"image": "/assets/blog/2021/11/Suneera.webp",
"hero": "/assets/blog/2021/11/Suneera.webp",
"slug": "podcast-243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo/"
},
{
"title": "Podcast 222: Negotiations And Tactical Empathy with Chris Voss (Replay)",
"date": "2021-10-27",
"excerpt": "Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this…",
"image": "/assets/blog/2021/10/Chris-Voss_1024x512.webp",
"hero": "/assets/blog/2021/10/Chris-Voss_1024x512.webp",
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"has_page": true,
"unreviewed": false,
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},
{
"title": "Podcast 221: The Art of Closing A Deal With Danny Read (Replay)",
"date": "2021-10-22",
"excerpt": "Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this…",
"image": "/assets/blog/2021/10/1024x512-.webp",
"hero": "/assets/blog/2021/10/1024x512-.webp",
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"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-221-the-art-of-closing-a-deal-with-danny-read-replay/"
},
{
"title": "Podcast 220: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay)",
"date": "2021-10-12",
"excerpt": "Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this…",
"image": "/assets/blog/2021/10/Sean-Sheppard-Blog-Header.webp",
"hero": "/assets/blog/2021/10/Sean-Sheppard-Blog-Header.webp",
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"unreviewed": false,
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},
{
"title": "Podcast 219: Trademarks Of Top Sales Reps With Tom Williams (Replay)",
"date": "2021-10-07",
"excerpt": "Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this…",
"image": "/assets/blog/2021/10/Tom-Williams_Blog-header.webp",
"hero": "/assets/blog/2021/10/Tom-Williams_Blog-header.webp",
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},
{
"title": "Podcast 218: How SDRs Can Hit 225% Of Quota With Armand Farrokh (Replay)",
"date": "2021-10-01",
"excerpt": "Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this…",
"image": "/assets/blog/2021/10/JB-Sales-copy.webp",
"hero": "/assets/blog/2021/10/JB-Sales-copy.webp",
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},
{
"title": "Podcast 217: Heather Monahan on Building Confidence Throughout Your Sales Career",
"date": "2021-09-27",
"excerpt": "Heather Monahan, Top 40 Keynote Speaker in 2020 and Best-Selling Author, comes together with John this week to discuss building confidence when you’re not…",
"image": "/assets/blog/2021/09/JB-Sales-copy-1.webp",
"hero": "/assets/blog/2021/09/JB-Sales-copy-1.webp",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-217-heather-monahan-on-building-confidence-throughout-your-sales-career/"
},
{
"title": "Podcast 216: Jules Kun on Crafting Your Personal Brand",
"date": "2021-09-16",
"excerpt": "Jules Kun, social media marketing strategist for many of the trainers at JB Sales, talks about her start in social media (tweeting to chefs for free…",
"image": "/assets/blog/2021/09/JB-Sales-Blog-Header.webp",
"hero": "/assets/blog/2021/09/JB-Sales-Blog-Header.webp",
"slug": "podcast-216-jules-kun-on-crafting-your-personal-brand",
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"has_page": true,
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"url": "https://jbarrows.com/blog/podcast-216-jules-kun-on-crafting-your-personal-brand/"
},
{
"title": "Podcast 215: Ashleigh Early and James Buckley on Leaving Voicemails",
"date": "2021-09-13",
"excerpt": "James Buckley takes over Make It Happen Mondays podcast this week as he brings on guest Ashleigh Early, founder of The Other Sales Coach and podcast host…",
"image": "/assets/blog/2021/09/JB-Sales.webp",
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},
{
"title": "Podcast 214: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life",
"date": "2021-09-02",
"excerpt": "JB Sales’ newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up without conforming to cultural norms, tough…",
"image": "/assets/blog/2021/09/JB-Sales-_-Shelly-Gupta-Correa-Ep-214-Website-Social-1024x512-2.webp",
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},
{
"title": "Podcast 213: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model",
"date": "2021-08-30",
"excerpt": "Tim O’Neil, CRO at Alation, joins John this week to continue to conversation from the last few weeks about the new career path of the SDR. They discuss a…",
"image": "/assets/blog/2021/08/JB-Sales-_-Doug-Landis-EP211-Website-Social-1024x512-2.webp",
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},
{
"title": "Podcast 212: Kris Rudeegraap on The New Path of the SDR",
"date": "2021-08-20",
"excerpt": "Following up on last week’s episode (211) on product-led growth, Kris Rudeegaap joins John this week to talk about product-led growth changing the…",
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},
{
"title": "Podcast 211: Doug Landis on How Product-Led Growth is Shifting the Marketplace",
"date": "2021-08-13",
"excerpt": "Doug Landis, Growth Partner at Emcap, joins John this week to discuss the shifting roles of sales due to product-led growth and how companies can adjust…",
"image": "/assets/blog/2021/08/JB-Sales-_-Doug-Landis-EP211-Website-Social-1024x512-1.webp",
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},
{
"title": "Podcast 210: Todd Caponi on Radical Transparency to Build Trust in Sales",
"date": "2021-08-09",
"excerpt": "Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (Episode 112) to talk about radical transparency and…",
"image": "/assets/blog/2021/08/JB-Sales-_-Todd-Caponi-EP210-Website-Social-1024x512-1.webp",
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},
{
"title": "Podcast 209: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales",
"date": "2021-07-22",
"excerpt": "Our guests this week are Alexine Mudawar, Major Account Executive at Displayr, and Gabrielle Blackwell, SDR at Gong. This week we have two smart powerful…",
"image": "/assets/blog/2021/07/JB-Sales_Blog-Header_Alexine-Mudawar-and-Gabrielle-Blackwell-EP209-1024x512-1.webp",
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"unreviewed": false,
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},
{
"title": "Podcast 208: Debra Roberts on Effective Communication and Conflict Resolution in Sales",
"date": "2021-07-22",
"excerpt": "Our guest this week is Debra Roberts, a conversation expert and creator of the Relationship Protocol, helps savvy business people navigate important…",
"image": "/assets/blog/2021/07/JB-Sales-_-Debra-Roberts-EP208-Website-Social-1024x512-1.webp",
"hero": "/assets/blog/2021/07/JB-Sales-_-Debra-Roberts-EP208-Website-Social-1024x512-1.webp",
"slug": "podcast-208-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales",
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"url": "https://jbarrows.com/blog/podcast-208-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales/"
},
{
"title": "Podcast 207: Brian Trautschold on How Gamification is Taking Over the Sales World",
"date": "2021-07-19",
"excerpt": "Our guest this week is Brian Trautschold, Cofounder at Ambition, joins John this week to talk about keeping remote employees motivated and accountable…",
"image": "/assets/blog/2021/07/JB-Sales-_-Brian-Burkhart-EP207-Website-Social-1024x512-V01.webp",
"hero": "/assets/blog/2021/07/JB-Sales-_-Brian-Burkhart-EP207-Website-Social-1024x512-V01.webp",
"slug": "podcast-207-brian-trautschold-on-how-gamification-is-taking-over-the-sales-world",
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},
{
"title": "Podcast 206: Hang Black on Diversity and Intentionality in Sales",
"date": "2021-07-08",
"excerpt": "Our guest this week is Hang Black, VP of Revenue Enablement at Juniper Networks and author of Embrace Your Edge, joins John this week to talk about…",
"image": "/assets/blog/2021/07/JB-Sales-_-Hang-Black-EP206-Website-Social-1024x512-V02.webp",
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"slug": "podcast-206-hang-black-on-diversity-and-intentionality-in-sales",
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"url": "https://jbarrows.com/blog/podcast-206-hang-black-on-diversity-and-intentionality-in-sales/"
},
{
"title": "Podcast 205: Brian Burkhart on Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility",
"date": "2021-07-02",
"excerpt": "Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this…",
"image": "/assets/blog/2021/07/JB-Sales-_-Brian-BurkHart-EP205-Website-Social-1024x512-1.webp",
"hero": "/assets/blog/2021/07/JB-Sales-_-Brian-BurkHart-EP205-Website-Social-1024x512-1.webp",
"slug": "brian-burkhart-on-elevating-others",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/brian-burkhart-on-elevating-others/"
},
{
"title": "Podcast 204: Scott Gillum on Personality-Based Marketing as The Next Level of ABM",
"date": "2021-06-28",
"excerpt": "Our guest this week is Scott Gillum, CEO and founder of Carbon Design, who talks about what makes a good salesperson and what makes a good buyer, how…",
"image": "/assets/blog/2021/06/JB-Sales-_-Scott-Gillum-EP204-Website-Social-1024x512-1.webp",
"hero": "/assets/blog/2021/06/JB-Sales-_-Scott-Gillum-EP204-Website-Social-1024x512-1.webp",
"slug": "scott-gillum-on-personality-based-marketing",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/scott-gillum-on-personality-based-marketing/"
},
{
"title": "Podcast 203: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer",
"date": "2021-06-21",
"excerpt": "Our guest this week is Robbie Crabtree, a former trial lawyer turned founder of Performative Speaking. After years of convincing jurors and working on…",
"image": "/assets/blog/2021/06/JB-Sales-_-Robbie-Crabtree-Website-Header_1024x512.webp",
"hero": "/assets/blog/2021/06/JB-Sales-_-Robbie-Crabtree-Website-Header_1024x512.webp",
"slug": "robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer/"
},
{
"title": "Podcast 202: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”",
"date": "2021-06-11",
"excerpt": "Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast & Founder of Beth Waterfall Creative. Beth is a thought leader on the…",
"image": "/assets/blog/2021/06/JB-Sales-_-Beth-Waterfall-Website-Social-1024x512-1.webp",
"hero": "/assets/blog/2021/06/JB-Sales-_-Beth-Waterfall-Website-Social-1024x512-1.webp",
"slug": "beth-waterfall-advancing-the-cannabis-indsutry",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/beth-waterfall-advancing-the-cannabis-indsutry/"
},
{
"title": "Podcast 201: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling",
"date": "2021-06-07",
"excerpt": "Our guests this week are Simon Mulcahy, Chief Innovation Officer @ Salesforce, and Karen Semone, Senior Director of Innovation at Salesforce. This…",
"image": "/assets/blog/2021/06/JB-Sales_Simon-Mulcahy-Karen-Semone-Title-Card-for-Website-Social-1024x512-1.webp",
"hero": "/assets/blog/2021/06/JB-Sales_Simon-Mulcahy-Karen-Semone-Title-Card-for-Website-Social-1024x512-1.webp",
"slug": "simon-mulcahy-karen-semone-art-science-magic-of-selling",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/simon-mulcahy-karen-semone-art-science-magic-of-selling/"
},
{
"title": "Podcast 200: Mark Roberge On Looking Ahead and Adapting to The Future of Sales",
"date": "2021-06-01",
"excerpt": "Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of…",
"image": "/assets/blog/2021/06/JB-Sales_Title-Card-for-Website-Social-1024x512-V1.webp",
"hero": "/assets/blog/2021/06/JB-Sales_Title-Card-for-Website-Social-1024x512-V1.webp",
"slug": "mark-roberge-adapting-to-the-future-of-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/mark-roberge-adapting-to-the-future-of-sales/"
},
{
"title": "Podcast 199: Galit Ventura-Rozen On The Psychology Of Sales",
"date": "2021-05-24",
"excerpt": "Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her…",
"image": "/assets/blog/2021/05/JBSales-Podcast-Galit-Ventura-Rozen-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/05/JBSales-Podcast-Galit-Ventura-Rozen-Social-1024x512-V2-scaled.webp",
"slug": "galit-ventura-rozen-psychology-of-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/galit-ventura-rozen-psychology-of-sales/"
},
{
"title": "Podcast 198: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline",
"date": "2021-05-17",
"excerpt": "Our guest this week is Will Frattini, Director of Sales at ZoomInfo. Will joins John to talk about sales engagement strategies, and why a good support…",
"image": "/assets/blog/2021/05/JBSales-Will-Frattini-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/05/JBSales-Will-Frattini-Social-1024x512-V2-scaled.webp",
"slug": "will-frattini-sales-engagement-strategies",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/will-frattini-sales-engagement-strategies/"
},
{
"title": "Podcast 197: Tim Clarke On Loss, Grief, And Moving Forward",
"date": "2021-05-07",
"excerpt": "Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community…",
"image": "/assets/blog/2021/05/JBSales-Tim-Clarke-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/05/JBSales-Tim-Clarke-Social-1024x512-V2-scaled.webp",
"slug": "tim-clarke-on-loss-grief-moving-forward",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/tim-clarke-on-loss-grief-moving-forward/"
},
{
"title": "Podcast 196: Sean Sheppard On Adopting A Growth Mindset",
"date": "2021-05-03",
"excerpt": "Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with…",
"image": "/assets/blog/2021/04/JBSales-Sean-Sheppard-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/04/JBSales-Sean-Sheppard-Social-1024x512-V2-scaled.webp",
"slug": "sean-sheppard-on-adopting-a-growth-mindset",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sean-sheppard-on-adopting-a-growth-mindset/"
},
{
"title": "Podcast 195: The JB Sales Team On Email Effectiveness",
"date": "2021-04-26",
"excerpt": "On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of…",
"image": "/assets/blog/2021/04/JBSales-Team-Episode-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/04/JBSales-Team-Episode-Social-1024x512-V2-scaled.webp",
"slug": "jbsales-on-email-effectiveness",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jbsales-on-email-effectiveness/"
},
{
"title": "Podcast 194: Jeff Hoffman On Career Inflection Points",
"date": "2021-04-19",
"excerpt": "Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each…",
"image": "/assets/blog/2021/04/JBSales-Jeff-Hoffman-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/04/JBSales-Jeff-Hoffman-Social-1024x512-V2-scaled.webp",
"slug": "jeff-hoffman-on-career-inflection-points",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jeff-hoffman-on-career-inflection-points/"
},
{
"title": "Podcast 193: Melanie Fellay On Making Funding Decisions And Building A Team",
"date": "2021-04-12",
"excerpt": "Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully…",
"image": "/assets/blog/2021/04/JBSales-MelanieFellay-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/04/JBSales-MelanieFellay-Social-1024x512-V2-scaled.webp",
"slug": "melanie-fellay-funding-decisions-building-a-team",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/melanie-fellay-funding-decisions-building-a-team/"
},
{
"title": "Podcast 192: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company",
"date": "2021-04-05",
"excerpt": "Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined…",
"image": "/assets/blog/2021/04/JBSales-BrianGil-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/04/JBSales-BrianGil-Social-1024x512-V2-scaled.webp",
"slug": "brian-gil-on-startups-in-established-successful-company",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/brian-gil-on-startups-in-established-successful-company/"
},
{
"title": "Podcast 191: Kristina Finseth On A Quality Over Quantity Approach In Sales",
"date": "2021-03-29",
"excerpt": "Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse…",
"image": "/assets/blog/2021/03/JBSales-Podcast-Social-1024x512-V1-scaled.webp",
"hero": "/assets/blog/2021/03/JBSales-Podcast-Social-1024x512-V1-scaled.webp",
"slug": "kristina-finseth-quality-over-quantity-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/kristina-finseth-quality-over-quantity-in-sales/"
},
{
"title": "Podcast 190: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers",
"date": "2021-03-22",
"excerpt": "We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and…",
"image": "/assets/blog/2021/03/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/03/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"slug": "leslie-douglas-meg-holsinger-on-navigating-their-careers",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/leslie-douglas-meg-holsinger-on-navigating-their-careers/"
},
{
"title": "Podcast 189: David Cancel On Conversational Marketing And Sales",
"date": "2021-03-15",
"excerpt": "Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales…",
"image": "/assets/blog/2021/03/JBSales-DavidCancel-Podcast-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2021/03/JBSales-DavidCancel-Podcast-Social-1024x512-V2-scaled.webp",
"slug": "david-cancel-on-conversational-marketing-and-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/david-cancel-on-conversational-marketing-and-sales/"
},
{
"title": "Podcast 188: Kevin Ellis On Mentorship And Commitment",
"date": "2021-03-08",
"excerpt": "Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and…",
"image": "/assets/blog/2021/03/JB-Sales-Podcasts-Social-1024x512-V1-scaled.webp",
"hero": "/assets/blog/2021/03/JB-Sales-Podcasts-Social-1024x512-V1-scaled.webp",
"slug": "kevin-ellis-on-mentorship-and-commitment",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/kevin-ellis-on-mentorship-and-commitment/"
},
{
"title": "Podcast 187: Joe Caprio On The Future Of Sales Demos",
"date": "2021-03-01",
"excerpt": "Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe’s research…",
"image": "/assets/blog/2021/02/JBSales-JoeCaprio-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2021/02/JBSales-JoeCaprio-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "joe-caprio-on-future-of-sales-demos",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/joe-caprio-on-future-of-sales-demos/"
},
{
"title": "Podcast 186: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way",
"date": "2021-02-22",
"excerpt": "Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from…",
"image": "/assets/blog/2021/02/JBSales-MichaelPhelan-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2021/02/JBSales-MichaelPhelan-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "michael-phelan-new-meeting-best-practices",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/michael-phelan-new-meeting-best-practices/"
},
{
"title": "Podcast 185: Lindsey Boggs On Mental Health Skills For Sales Leadership",
"date": "2021-02-15",
"excerpt": "Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of…",
"image": "/assets/blog/2021/02/JBSales-LindseyBoggs-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2021/02/JBSales-LindseyBoggs-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "lindsey-boggs-mental-health-sales-leadership",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/lindsey-boggs-mental-health-sales-leadership/"
},
{
"title": "Podcast 184: Chris Voss On Negotiations And Tactical Empathy (Replay)",
"date": "2021-02-08",
"excerpt": "This week we’re replaying one of our most impactful episodes that we’ve ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never…",
"image": "/assets/blog/2021/02/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2021/02/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "chris-voss-negotiations-tactical-empathy",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/chris-voss-negotiations-tactical-empathy/"
},
{
"title": "Podcast 183: Galem Girmay On Building Relationships In Online Communities",
"date": "2021-02-01",
"excerpt": "Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community…",
"image": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-2-scaled.webp",
"hero": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-2-scaled.webp",
"slug": "galem-girmay-building-relationships-in-communities",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/galem-girmay-building-relationships-in-communities/"
},
{
"title": "Podcast 182: Nick Cegelski On Deal Mechanics",
"date": "2021-01-25",
"excerpt": "Our guest this week is Nick Cegelski of SurePoint Technologies. Nick’s an experienced enterprise account executive with a ton of useful insights. The way…",
"image": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-1-scaled.webp",
"hero": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-1-scaled.webp",
"slug": "nick-cegelski-on-deal-mechanics",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/nick-cegelski-on-deal-mechanics/"
},
{
"title": "Podcast 181: Victor Antonio’s Thoughts On 2020 And Predictions For 2021",
"date": "2021-01-18",
"excerpt": "Our guest this week is Victor Antonio of Sellinger Group. Victor and John talk about reaching levels of experience that make sales easier, recognizing our…",
"image": "/assets/blog/2021/01/JB-Sales-Podcasts-Social-1024x512-V1-scaled.webp",
"hero": "/assets/blog/2021/01/JB-Sales-Podcasts-Social-1024x512-V1-scaled.webp",
"slug": "victor-antonio-2020-thoughts-2021-predictions",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/victor-antonio-2020-thoughts-2021-predictions/"
},
{
"title": "Podcast 180: Larry Long Jr. On Team Development And Motivation",
"date": "2021-01-11",
"excerpt": "Our guest this week is Larry Long Jr., Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true…",
"image": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2021/01/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "larry-long-jr-on-team-development-motivation",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/larry-long-jr-on-team-development-motivation/"
},
{
"title": "Podcast 179: Looking Back On 2020 And Ahead To 2021",
"date": "2021-01-04",
"excerpt": "Morgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we…",
"image": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-2-scaled.webp",
"hero": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-2-scaled.webp",
"slug": "looking-back-on-2020-ahead-to-2021",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/looking-back-on-2020-ahead-to-2021/"
},
{
"title": "Podcast 178: Darryl Praill & Shawn Finder On The State Of Sales In 2021",
"date": "2020-12-21",
"excerpt": "Our guests this week are Darryl Praill, CRO at VanillaSoft and Shawn Finder, Founder of Autoklose. They’re talking with John about everything from sales…",
"image": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-1-scaled.webp",
"hero": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-1-scaled.webp",
"slug": "darryl-praill-shawn-finder-on-sales-in-2021",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/darryl-praill-shawn-finder-on-sales-in-2021/"
},
{
"title": "Podcast 177: Vrahram Kadkhodaian On The Importance Of Agility In Selling",
"date": "2020-12-14",
"excerpt": "Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and…",
"image": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-V2-scaled.webp",
"slug": "vrahram-kadkhodaian-on-the-importance-of-agility-in-selling",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/vrahram-kadkhodaian-on-the-importance-of-agility-in-selling/"
},
{
"title": "Podcast 176: Becc Holland On Personalization At Scale",
"date": "2020-12-07",
"excerpt": "Our guest this week is Becc Holland, CEO and Founder of Flip the Script. We’re all impressed with the content and seemingly magical ways that Becc’s…",
"image": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/12/JBSales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "becc-holland-on-personalization-at-scale",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/becc-holland-on-personalization-at-scale/"
},
{
"title": "Podcast 175: Sam Dunning On Selling Like A Marketer",
"date": "2020-11-30",
"excerpt": "Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive…",
"image": "/assets/blog/2020/11/JB-Sales-Podcasts-Social-1024x512-V2-1-scaled.webp",
"hero": "/assets/blog/2020/11/JB-Sales-Podcasts-Social-1024x512-V2-1-scaled.webp",
"slug": "sam-dunning-on-selling-like-a-marketer",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sam-dunning-on-selling-like-a-marketer/"
},
{
"title": "Podcast 174: Ryan Leavitt On The Entrepreneurship Path",
"date": "2020-11-23",
"excerpt": "Our guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John…",
"image": "/assets/blog/2020/11/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2020/11/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"slug": "ryan-leavitt-on-the-entrepreneurship-path",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/ryan-leavitt-on-the-entrepreneurship-path/"
},
{
"title": "Podcast 173: David Nihill On Using Humor In The Sales Process",
"date": "2020-11-16",
"excerpt": "Our guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few…",
"image": "/assets/blog/2020/11/JBSales-Podcast-173-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/11/JBSales-Podcast-173-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "david-nihill-on-using-humor-in-the-sales-process",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
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},
{
"title": "John Barrows and Harris Consulting Group Team Up to Deliver N.E.A.T. Selling™ via OnDemand Platform",
"date": "2020-11-10",
"excerpt": "NOVEMBER 9 2020 — JB Sales JB Sales announced today that they will be adding N.E.A.T. Selling™ sales training, developed by the Harris Consulting Group…",
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"category": "Uncategorized",
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"url": "https://jbarrows.com/blog/john-barrows-and-harris-consulting-group-team-up-to-deliver-n-e-a-t-selling-via-ondemand-platform/"
},
{
"title": "Podcast 172: Dr. Diane Hamilton On The Importance Of Curiosity",
"date": "2020-11-09",
"excerpt": "On this week’s episode we’re talking with Diane Hamilton, behavioral expert, CEO and Founder of Tonerra, and creator of The Curiosity Code Index®. She…",
"image": "/assets/blog/2020/11/JB-Sales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/11/JB-Sales-Podcast-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "dr-diane-hamilton-on-the-importance-of-curiosity",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/dr-diane-hamilton-on-the-importance-of-curiosity/"
},
{
"title": "Podcast 171: Scott Yorke On Positive Impact",
"date": "2020-11-02",
"excerpt": "On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive…",
"image": "/assets/blog/2020/10/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"hero": "/assets/blog/2020/10/JB-Sales-Podcasts-Social-1024x512-V2-scaled.webp",
"slug": "scott-yorke-on-positive-impact",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/scott-yorke-on-positive-impact/"
},
{
"title": "Podcast 170: Charlie Locke On Building SDR Nation",
"date": "2020-10-26",
"excerpt": "On this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020…",
"image": "/assets/blog/2020/10/JB-Sales-Podcast-170-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/10/JB-Sales-Podcast-170-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "charlie-locke-on-building-sdr-nation",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/charlie-locke-on-building-sdr-nation/"
},
{
"title": "Podcast 169: Dr. Howard Dover On Sales Education Programs",
"date": "2020-10-19",
"excerpt": "On this week’s episode we’re talking with Dr. Howard Dover of The University of Texas at Dallas. Dr. Dover is one of few professors leading the charge in…",
"image": "/assets/blog/2020/10/JB-Sales-Podcast-169-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/10/JB-Sales-Podcast-169-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "dr-howard-dover-on-sales-education",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/dr-howard-dover-on-sales-education/"
},
{
"title": "Podcast 168: Kyle Racki On World-Class Proposals",
"date": "2020-10-12",
"excerpt": "On this week’s episode, we’re talking to Proposify’s CEO, Kyle Racki. Kyle is going to give us some steps from The State of Proposals 2020 Report so we…",
"image": "/assets/blog/2020/10/JB-Sales-Podcast-168-Social-1024x512-1-scaled.webp",
"hero": "/assets/blog/2020/10/JB-Sales-Podcast-168-Social-1024x512-1-scaled.webp",
"slug": "kyle-racki-on-world-class-proposals",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/kyle-racki-on-world-class-proposals/"
},
{
"title": "Podcast 167: Logan Lyles On Podcast Prospecting",
"date": "2020-10-05",
"excerpt": "Logan Lyles joins us on the podcast this week to talk about all things media and how podcasts and other forms of content can be revenue generating…",
"image": "/assets/blog/2020/09/JB-Sales-Podcast-167-Social-1024x512-ThemeTwo-scaled.webp",
"hero": "/assets/blog/2020/09/JB-Sales-Podcast-167-Social-1024x512-ThemeTwo-scaled.webp",
"slug": "logan-lyles-on-podcast-prospecting",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/logan-lyles-on-podcast-prospecting/"
},
{
"title": "Podcast 166: Sarah Brazier On The SDR To AE Transition",
"date": "2020-09-28",
"excerpt": "Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and…",
"image": "/assets/blog/2020/09/JB-Sales-Podcasts166-Socials-_1024x512-1.webp",
"hero": "/assets/blog/2020/09/JB-Sales-Podcasts166-Socials-_1024x512-1.webp",
"slug": "sarah-brazier-on-the-sdr-to-ae-transition",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sarah-brazier-on-the-sdr-to-ae-transition/"
},
{
"title": "Podcast 165: David Bloom On World Class Sales Enablement",
"date": "2020-09-17",
"excerpt": "David Bloom, CEO of LevelJump joins us on the podcast this week to discuss how world class sales enablement really works. There are tons of buzzwords in…",
"image": "/assets/blog/2020/09/Podcast-165-David-Bloom-On-World-Class-Sales-Enablement-scaled.webp",
"hero": "/assets/blog/2020/09/Podcast-165-David-Bloom-On-World-Class-Sales-Enablement-scaled.webp",
"slug": "david-bloom-world-class-sales-enablement",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/david-bloom-world-class-sales-enablement/"
},
{
"title": "Podcast 164: Jason Bay On Cold Calling Strategy",
"date": "2020-09-14",
"excerpt": "Jason Bay is one of the first guests on the podcast to come back for a second episode… and this time he and John are covering how you can overcome cold…",
"image": "/assets/blog/2020/09/JB-Sales-Podcasts-Social2.webp",
"hero": "/assets/blog/2020/09/JB-Sales-Podcasts-Social2.webp",
"slug": "jason-bay-cold-calling-strategy",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jason-bay-cold-calling-strategy/"
},
{
"title": "Rediscovering the “Art” of Prospecting with Jeff Hoffman: 5 Takeaways You Need Today",
"date": "2020-09-09",
"excerpt": "John Barrows wasn’t born a “great sales trainer”. The skills he teaches and the processes he implements into sales teams have an origin. Early on in his…",
"image": "/assets/blog/2020/09/Rediscovering-the-Art-of-Prospecting-with-Jeff-Hoffman-5-Takeaways-You-Need-Today.webp",
"hero": "/assets/blog/2020/09/Rediscovering-the-Art-of-Prospecting-with-Jeff-Hoffman-5-Takeaways-You-Need-Today.webp",
"slug": "john-barrows-with-jeff-hoffman-art-of-prospecting",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/john-barrows-with-jeff-hoffman-art-of-prospecting/"
},
{
"title": "Podcast 163: Daniel Frohnen On Account Based Marketing",
"date": "2020-09-07",
"excerpt": "This week on the podcast, we talk to one of the very best out there in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain…",
"image": "/assets/blog/2020/09/Daniel-Frohnen-on-Account-Based-Marketing.webp",
"hero": "/assets/blog/2020/09/Daniel-Frohnen-on-Account-Based-Marketing.webp",
"slug": "daniel-frohnen-account-based-marketing",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/daniel-frohnen-account-based-marketing/"
},
{
"title": "Podcast 162: Ashley Welch On Design Thinking",
"date": "2020-08-31",
"excerpt": "Our friend Ashley Welch joins us on the podcast this week to take a deep dive into how design thinking could and should be applied to your sales process…",
"image": "/assets/blog/2020/08/JB-Sales-Podcasts-Blog-AshleyWelch-scaled.webp",
"hero": "/assets/blog/2020/08/JB-Sales-Podcasts-Blog-AshleyWelch-scaled.webp",
"slug": "ashley-welch-on-design-thinking",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/ashley-welch-on-design-thinking/"
},
{
"title": "Podcast 161: Colin Nanka On Resilience In Sales",
"date": "2020-08-24",
"excerpt": "This week, Colin Nanka from Salesforce joins us on the podcast. Colin has lived an amazing life and had some incredible experiences that have taught him…",
"image": "/assets/blog/2020/08/colin-nanka-resilience-in-sales-podcast.webp",
"hero": "/assets/blog/2020/08/colin-nanka-resilience-in-sales-podcast.webp",
"slug": "161-colin-nanka-resilience-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/161-colin-nanka-resilience-in-sales/"
},
{
"title": "Podcast 159: James Buckley Takes Over!",
"date": "2020-08-10",
"excerpt": "The podcast we’re sharing this week is a little different to normal. Our very own James Buckley is taking over for a surprise episode, totally different…",
"image": "/assets/blog/2020/08/James-Buckley-Tales-Over.webp",
"hero": "/assets/blog/2020/08/James-Buckley-Tales-Over.webp",
"slug": "159-james-buckley-takes-over",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/159-james-buckley-takes-over/"
},
{
"title": "Podcast 160: Frank Dale On Deal Management",
"date": "2020-08-10",
"excerpt": "Deal management. How important is it to you? If you ask Frank Dale , it’s more important now than ever. John is joined by a good friend, Frank Dale on the…",
"image": "/assets/blog/2020/08/JBARROWS_PODCAST_160_1024_512-NEW.webp",
"hero": "/assets/blog/2020/08/JBARROWS_PODCAST_160_1024_512-NEW.webp",
"slug": "frank-dale-deal-management",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/frank-dale-deal-management/"
},
{
"title": "Podcast 158: Tim Harsch On Timing & Relevance In Prospecting",
"date": "2020-08-03",
"excerpt": "This week, Tim Harsch , CEO of Owler joins us on the podcast. John uses Owler every single day, and discusses how to nail your timing and relevance in…",
"image": "/assets/blog/2020/08/JBARROWS_PODCAST_158_1024_512-NEW.webp",
"hero": "/assets/blog/2020/08/JBARROWS_PODCAST_158_1024_512-NEW.webp",
"slug": "tim-harsch-on-timing-and-relevance-in-prospecting",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/tim-harsch-on-timing-and-relevance-in-prospecting/"
},
{
"title": "Podcast 157: Jeff Hoffman On The Art Of Sales",
"date": "2020-07-27",
"excerpt": "John’s long-term mentor, Jeff Hoffman joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not…",
"image": "/assets/blog/2020/07/JBARROWS_PODCAST_157_1024_512-NEW.webp",
"hero": "/assets/blog/2020/07/JBARROWS_PODCAST_157_1024_512-NEW.webp",
"slug": "jeff-hoffman-on-the-art-of-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jeff-hoffman-on-the-art-of-sales/"
},
{
"title": "Podcast 156: Morgan J Ingram On Building A Sales Career",
"date": "2020-07-20",
"excerpt": "Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he’s turned…",
"image": "/assets/blog/2020/07/Podcast-156-Morgan-J-Ingram-On-Building-A-Sales-Career2.webp",
"hero": "/assets/blog/2020/07/Podcast-156-Morgan-J-Ingram-On-Building-A-Sales-Career2.webp",
"slug": "156-morgan-j-ingram-on-building-a-sales-career",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/156-morgan-j-ingram-on-building-a-sales-career/"
},
{
"title": "Podcast 155: Megan Holsinger On Nailing Customer Success",
"date": "2020-07-13",
"excerpt": "Today’s podcast guest joined our team a few months before recording this episode, and she’s crushing it working with our customers and clients. Megan…",
"image": "/assets/blog/2020/07/Podcast-155-Megan-Holsinger-On-Nailing-Customer-Success.webp",
"hero": "/assets/blog/2020/07/Podcast-155-Megan-Holsinger-On-Nailing-Customer-Success.webp",
"slug": "megan-holsinger-nailing-customer-success",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/megan-holsinger-nailing-customer-success/"
},
{
"title": "Podcast 154: Darryl Praill On Becoming A Master Of Follow-Up",
"date": "2020-06-29",
"excerpt": "What does great follow-up look like? Darryl Praill , CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on…",
"image": "/assets/blog/2020/06/Darryl-Praill-On-Becoming-A-Master-Of-Follow-Up.webp",
"hero": "/assets/blog/2020/06/Darryl-Praill-On-Becoming-A-Master-Of-Follow-Up.webp",
"slug": "darryl-praill-on-becoming-a-master-of-follow-up",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/darryl-praill-on-becoming-a-master-of-follow-up/"
},
{
"title": "Podcast 153: Greg Segall On Prospecting Personalization",
"date": "2020-06-22",
"excerpt": "This week, a friend of the JB Sales team joins us on the podcast. Greg Segall , CEO of Alyce joins John to talk about what real personalization looks…",
"image": "/assets/blog/2020/06/JBARROWS_PODCAST_153_1080_654_Blogimg.webp",
"hero": "/assets/blog/2020/06/JBARROWS_PODCAST_153_1080_654_Blogimg.webp",
"slug": "greg-segall-prospecting-personalization",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/greg-segall-prospecting-personalization/"
},
{
"title": "Podcast 152: Trish Bertuzzi On The Future Of SDR Teams",
"date": "2020-06-15",
"excerpt": "This week, John turns to a good friend for a sanity check on where the future of SDR teams is headed. Trish Bertuzzi has tons of great data on how SDRs…",
"image": "/assets/blog/2020/06/152-Trish-Bertuzzi-On-The-Future-Of-SDR-Teams.webp",
"hero": "/assets/blog/2020/06/152-Trish-Bertuzzi-On-The-Future-Of-SDR-Teams.webp",
"slug": "trish-bertuzzi-future-of-sdr-teams",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/trish-bertuzzi-future-of-sdr-teams/"
},
{
"title": "Podcast 151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company",
"date": "2020-06-08",
"excerpt": "Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been…",
"image": "/assets/blog/2020/06/JBARROWS_PODCAST_151_1080_654_Blogimg.webp",
"hero": "/assets/blog/2020/06/JBARROWS_PODCAST_151_1080_654_Blogimg.webp",
"slug": "ceo-high-growth-sofware-company",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/ceo-high-growth-sofware-company/"
},
{
"title": "Podcast 150: The Anatomy Of A Great Prospecting Video With Tyler Lessard",
"date": "2020-06-01",
"excerpt": "We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance. After Morgan’s…",
"image": "/assets/blog/2020/06/Podcast-150-The-Anatomy-Of-A-Great-Prospecting-Video-With-Tyler-Lessard.webp",
"hero": "/assets/blog/2020/06/Podcast-150-The-Anatomy-Of-A-Great-Prospecting-Video-With-Tyler-Lessard.webp",
"slug": "anatomy-prospecting-video",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/anatomy-prospecting-video/"
},
{
"title": "Podcast 149: Building An Industry Leading Personal Brand With Justin Welsh",
"date": "2020-05-26",
"excerpt": "If you haven’t seen Justin Welsh on LinkedIn, we’re not sure what’s gone wrong. Justin has one of the strongest personal brands out there, coming from…",
"image": "/assets/blog/2020/05/JBARROWS_PODCAST_149_1080_654_Blogimg.webp",
"hero": "/assets/blog/2020/05/JBARROWS_PODCAST_149_1080_654_Blogimg.webp",
"slug": "industry-leading-personal-brand-justin-welsh",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/industry-leading-personal-brand-justin-welsh/"
},
{
"title": "Podcast 148: When Prospects Say “I Need To Think” With Devin Reed",
"date": "2020-05-18",
"excerpt": "Have you ever had prospects say “I need to think”? Chances are, you’ve heard this a lot. Devin Reed is the man behind all of the content and data…",
"image": "/assets/blog/2020/05/Podcast-148-When-Prospects-Say-I-Need-To-Think-With-Devin-Reed.webp",
"hero": "/assets/blog/2020/05/Podcast-148-When-Prospects-Say-I-Need-To-Think-With-Devin-Reed.webp",
"slug": "prospects-say-i-need-to-think",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospects-say-i-need-to-think/"
},
{
"title": "Podcast 147: Addressing Layoffs In Sales With Amy Volas",
"date": "2020-05-14",
"excerpt": "Our friend Amy Volas always has her finger on the pulse of how the hiring market is working for sales people. With everything that’s happening, Amy’s back…",
"image": "/assets/blog/2020/05/JBARROWS_PODCAST_147_1080_654_Blogimg.webp",
"hero": "/assets/blog/2020/05/JBARROWS_PODCAST_147_1080_654_Blogimg.webp",
"slug": "layoffs-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/layoffs-in-sales/"
},
{
"title": "Podcast 146: Behind The Scenes of Searching For My Next Job With Ashleigh Early",
"date": "2020-05-04",
"excerpt": "Ashleigh Early is a guest we’ve been looking to have on the podcast for some time. She has an amazing story about how she was let go from her job just…",
"image": "/assets/blog/2020/05/Jbarrows_Podcast_146_1080_654_Blogimg.webp",
"hero": "/assets/blog/2020/05/Jbarrows_Podcast_146_1080_654_Blogimg.webp",
"slug": "searching-for-my-next-job",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/searching-for-my-next-job/"
},
{
"title": "Podcast 145: Learning & Continuous Development For Sales Reps With Melanie Fellay",
"date": "2020-04-27",
"excerpt": "Learning and continuous development for sales reps is vital. Every prospect interaction is different, it can be hard to remember your training or pick the…",
"image": "/assets/blog/2020/04/1080_654_Blogimg_POD145-1.webp",
"hero": "/assets/blog/2020/04/1080_654_Blogimg_POD145-1.webp",
"slug": "continuous-development-for-sales-reps-with-melanie-fellay",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/continuous-development-for-sales-reps-with-melanie-fellay/"
},
{
"title": "Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley",
"date": "2020-04-20",
"excerpt": "This pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a…",
"image": "/assets/blog/2020/04/1080_654_Blogimg_POD143.webp",
"hero": "/assets/blog/2020/04/1080_654_Blogimg_POD143.webp",
"slug": "how-covid-19-is-impacting-sales-reps-everyday",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-covid-19-is-impacting-sales-reps-everyday/"
},
{
"title": "Podcast 143: Leading With Empathy During Times of Uncertainty With Ralph Barsi",
"date": "2020-04-13",
"excerpt": "We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness…",
"image": "/assets/blog/2020/04/podcast-ep-143-img.webp",
"hero": "/assets/blog/2020/04/podcast-ep-143-img.webp",
"slug": "podcast-143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi/"
},
{
"title": "Podcast 142: What’s Changed? With The JB Sales Executive Team",
"date": "2020-04-06",
"excerpt": "We’ve moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what’s going on right now…",
"image": "/assets/blog/2020/04/1080_654_Blogimg_POD142.webp",
"hero": "/assets/blog/2020/04/1080_654_Blogimg_POD142.webp",
"slug": "whats-changed-jb-sales-team",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/whats-changed-jb-sales-team/"
},
{
"title": "Podcast 141: Getting Through This With Michael Sadeghpour",
"date": "2020-04-01",
"excerpt": "We’ve broken away from our usual format with this episode of the podcast, because the world is totally different right now compared to how it was…",
"image": "/assets/blog/2020/04/1080_654_Blogimg_POD140-2-Copy.webp",
"hero": "/assets/blog/2020/04/1080_654_Blogimg_POD140-2-Copy.webp",
"slug": "podcast-141-getting-through-this-with-michael-sadeghpour",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-141-getting-through-this-with-michael-sadeghpour/"
},
{
"title": "James Picks Brains: Leadership Style With Tom Williams",
"date": "2020-03-10",
"excerpt": "What’s your leadership style? Tom Williams isn’t one to shout and scream at his team. His leadership style is based around leading by example and clearly…",
"image": "/assets/blog/2020/03/1080x654-9.webp",
"hero": "/assets/blog/2020/03/1080x654-9.webp",
"slug": "leadership-style-tom-williams",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/leadership-style-tom-williams/"
},
{
"title": "James Picks Brains: Being A StartUp CEO With Amy Volas",
"date": "2020-03-10",
"excerpt": "Being a startup CEO is TOUGH. Amy Volas knows this because she’s living in the sales, marketing, customer success and every single other side of her…",
"image": "/assets/blog/2020/03/1080x654-9-1.webp",
"hero": "/assets/blog/2020/03/1080x654-9-1.webp",
"slug": "startup-ceo-amy-volas",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/startup-ceo-amy-volas/"
},
{
"title": "Podcast 140: True Enterprise Selling With Ian Koniak",
"date": "2020-03-10",
"excerpt": "What is true enterprise selling really like? Ian Koniak is crushing it at Salesforce selling 7 and 8 figure deals and we’re pleased to have him on the…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD140-1-1.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD140-1-1.webp",
"slug": "true-enterprise-selling-ian-koniak",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/true-enterprise-selling-ian-koniak/"
},
{
"title": "Podcast 139: What Great Prospecting Outreach Looks Like With Doug Landis",
"date": "2020-03-06",
"excerpt": "We’re pleased to welcome a good friend of the team onto the podcast this week, Doug Landis joins us not too long after he sat with John and Keanu Reeves…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD138-2.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD138-2.webp",
"slug": "prospecting-outreach-doug-landis",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospecting-outreach-doug-landis/"
},
{
"title": "Interview: The Structure of Prospecting Teams With Josh Roth",
"date": "2020-03-05",
"excerpt": "What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how…",
"image": "/assets/blog/2020/03/1080x654-10.webp",
"hero": "/assets/blog/2020/03/1080x654-10.webp",
"slug": "structure-prospecting-teams",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/structure-prospecting-teams/"
},
{
"title": "James Picks Brains: Morgan J Ingram’s Inspiration In Sales",
"date": "2020-03-04",
"excerpt": "Welcome back to another episode of our James Picks Brains series, this time we’ve got our very own Morgan J Ingram on as the guest. James digs deep into…",
"image": "/assets/blog/2020/03/1080x654-8.webp",
"hero": "/assets/blog/2020/03/1080x654-8.webp",
"slug": "inspiration-in-sales-morgan",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/inspiration-in-sales-morgan/"
},
{
"title": "The Battles of Starting Your First Prospecting Role",
"date": "2020-03-04",
"excerpt": "Starting a new gig can be challenging. No matter how versed we are at something, when we switch roles, companies, responsibilities, and projects, it can…",
"image": "/assets/blog/2020/03/blog-1.webp",
"hero": "/assets/blog/2020/03/blog-1.webp",
"slug": "first-prospecting-role-2",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/first-prospecting-role-2/"
},
{
"title": "Podcast 138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi",
"date": "2020-03-04",
"excerpt": "SDRs have arguably the hardest jobs in business. Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD138-1.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD138-1.webp",
"slug": "sdrs-marketing-tactic-gaetano",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sdrs-marketing-tactic-gaetano/"
},
{
"title": "The Story of How My Emotions Stopped Us From Winning The Deal",
"date": "2020-02-27",
"excerpt": "I wanted to share a story about what just happened to me. Hopefully you’ll be able to learn from my mistakes. I’m pretty sure I lost a decent-sized deal…",
"image": null,
"hero": null,
"slug": "the-story-of-how-my-emotions-stopped-us-from-winning-the-deal",
"category": "Uncategorized",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-story-of-how-my-emotions-stopped-us-from-winning-the-deal/"
},
{
"title": "Podcast 137: Making Prospecting A Math Game With Ryan Reisert",
"date": "2020-02-25",
"excerpt": "We’re pleased to have Ryan Reisert on the podcast this week. Ryan’s strength is turning prospecting into a math game so you can reverse engineer the…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD137.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD137.webp",
"slug": "prospecting-math-ryan-reisert",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospecting-math-ryan-reisert/"
},
{
"title": "Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh",
"date": "2020-02-19",
"excerpt": "Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole…",
"image": "/assets/blog/2020/03/How-SDRs-can-hit-225-of-quota.webp",
"hero": "/assets/blog/2020/03/How-SDRs-can-hit-225-of-quota.webp",
"slug": "sdrs-225-quota-armand-farrokh",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sdrs-225-quota-armand-farrokh/"
},
{
"title": "Podcast 135: The Broken Prospecting & Sales Process With Jake Dunlap",
"date": "2020-02-14",
"excerpt": "Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change…",
"image": "/assets/blog/2020/03/Podcast-135-The-Broken-Prospecting-Sales-Process-With-Jake-Dunlap.webp",
"hero": "/assets/blog/2020/03/Podcast-135-The-Broken-Prospecting-Sales-Process-With-Jake-Dunlap.webp",
"slug": "prospecting-sales-process-jake-dunlap",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospecting-sales-process-jake-dunlap/"
},
{
"title": "Podcast 134: New Technology Powering Prospecting Teams With Shruti Kapoor",
"date": "2020-02-10",
"excerpt": "We’re pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now. This was an interesting…",
"image": "/assets/blog/2020/03/Podcast-134-New-Technology-Powering-Prospecting-Teams-With-Shruti-Kapoor.webp",
"hero": "/assets/blog/2020/03/Podcast-134-New-Technology-Powering-Prospecting-Teams-With-Shruti-Kapoor.webp",
"slug": "new-technology-powering-prospecting-teams-shruti-kapoor",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/new-technology-powering-prospecting-teams-shruti-kapoor/"
},
{
"title": "Why Sales Reps Must Stop Trying To Create Urgency",
"date": "2020-02-06",
"excerpt": "One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by…",
"image": "/assets/blog/2020/02/Blog-size-image.webp",
"hero": "/assets/blog/2020/02/Blog-size-image.webp",
"slug": "sales-reps-create-urgency",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-reps-create-urgency/"
},
{
"title": "Interview: Using LinkedIn To Approach IT Buyers With Matt Reuter",
"date": "2020-02-06",
"excerpt": "Matt Reuter is leading his SDR team at GTT to book tons of meetings with IT buyers. We know the IT space can be difficult to sell into, especially if you…",
"image": null,
"hero": null,
"slug": "linkedin-it-buyers-matt-reuter",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/linkedin-it-buyers-matt-reuter/"
},
{
"title": "Interview: Prospecting Personalization At Scale With Jordan Barta",
"date": "2020-02-06",
"excerpt": "Prospecting personalization is the hottest thing in sales at the moment. Everybody wants to work out how to do prospecting personalization at scale. Some…",
"image": null,
"hero": null,
"slug": "prospecting-personalization-scale-jordan-barta",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospecting-personalization-scale-jordan-barta/"
},
{
"title": "James Picks Brains: Empathetic Leadership With James Bawden",
"date": "2020-02-04",
"excerpt": "James Bawden is one of the hot talents in the sales development world right now. He’s in the trenches, on the frontlines every day. Prospecting into new…",
"image": "/assets/blog/2020/03/1080x654-6.webp",
"hero": "/assets/blog/2020/03/1080x654-6.webp",
"slug": "empathetic-leadership-james-bawden",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/empathetic-leadership-james-bawden/"
},
{
"title": "James Picks Brains: Work Life Balance With John Barrows",
"date": "2020-02-04",
"excerpt": "In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful…",
"image": null,
"hero": null,
"slug": "work-life-balance-john-barrows",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/work-life-balance-john-barrows/"
},
{
"title": "Podcast 133: Barriers To Successful Prospecting With Matt Green",
"date": "2020-02-03",
"excerpt": "This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD133.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD133.webp",
"slug": "barriers-successful-prospecting-matt-green",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/barriers-successful-prospecting-matt-green/"
},
{
"title": "The Power of Educating Prospects on Your Buying Process",
"date": "2020-02-03",
"excerpt": "Successful sales processes usually have a ton of “yes”. The trouble comes when we don’t get the most important yes. The “Yes, I will buy from you”. In a…",
"image": "/assets/blog/2020/03/educating-buyers-on-the-best-buying-process.webp",
"hero": "/assets/blog/2020/03/educating-buyers-on-the-best-buying-process.webp",
"slug": "buying-process-education",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/buying-process-education/"
},
{
"title": "James Picks Brains: Justin Shie’s Morning Routine",
"date": "2020-02-03",
"excerpt": "Justin Shie is a sales professional putting in the work. He’s got a killer morning routine that sets his day up for success. If you know the JBarrows team…",
"image": "/assets/blog/2020/03/1080x654-7.webp",
"hero": "/assets/blog/2020/03/1080x654-7.webp",
"slug": "james-picks-brains-justin-shies-morning-routine",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/james-picks-brains-justin-shies-morning-routine/"
},
{
"title": "Podcast 132: The Art of Closing A Deal With Danny Read",
"date": "2020-01-21",
"excerpt": "This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD132.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD132.webp",
"slug": "art-of-closing-a-deal-danny-read",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/art-of-closing-a-deal-danny-read/"
},
{
"title": "Podcast 131: Using Personality Types In Sales With Drew D’Agostino",
"date": "2020-01-17",
"excerpt": "Drew D’Agostino joins us on the podcast this week to share a ton of insight into what the key personality types sales reps will encounter are like…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD131.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD131.webp",
"slug": "personality-types-drew-dagostino",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/personality-types-drew-dagostino/"
},
{
"title": "Podcast 130: What World Class Sales Coaching Looks Like With Dave Kennett",
"date": "2020-01-07",
"excerpt": "We’re pleased to welcome Dave Kennett to the podcast this week. Dave is the CEO of Replayz, helping sales reps learn the lessons they need to go through…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD130.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD130.webp",
"slug": "sales-coaching-dave-kennett",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-coaching-dave-kennett/"
},
{
"title": "Podcast 129: Trademarks of Top Sales Reps With Tom Williams",
"date": "2019-12-19",
"excerpt": "We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD129.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD129.webp",
"slug": "top-sales-reps-tom-williams",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/top-sales-reps-tom-williams/"
},
{
"title": "Podcast 128: Decision Makers & Champions with Geoff Surkamer",
"date": "2019-12-16",
"excerpt": "Decision makers and champions are parts of a salesperson’s everyday life. We’re constantly reaching out to talk to decision makers or champions that can…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"slug": "decision-makers-champions-geoff-surkamer",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/decision-makers-champions-geoff-surkamer/"
},
{
"title": "Podcast 127: Sales Careers & Values with Dave Crow",
"date": "2019-12-09",
"excerpt": "This week we’re pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi , who we recently…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD127.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD127.webp",
"slug": "sales-careers-values-dave-crow",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-careers-values-dave-crow/"
},
{
"title": "Podcast 126: Bridging The Sales & Marketing Divide with Dialpad",
"date": "2019-12-02",
"excerpt": "This week we’re bringing you a 2 for 1. Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD113.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD113.webp",
"slug": "sales-marketing-divide-dialpad",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-marketing-divide-dialpad/"
},
{
"title": "Podcast 125: Setting Yourself Up for Sales Success with Jordan Arogeti",
"date": "2019-11-25",
"excerpt": "This week on the podcast, we’re excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti . She’s crushing it and is here to tell us…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2-2.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2-2.webp",
"slug": "sales-success-jordan-arogeti",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-success-jordan-arogeti/"
},
{
"title": "Podcast 124: Motivation, Goals & Ambition With Scott Leese",
"date": "2019-11-18",
"excerpt": "We’re pleased to have a friend of the team on the podcast this week, Scott Leese . In this episode, Scott brings amazing insight into how he dealt with…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2-1.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2-1.webp",
"slug": "motivation-goals-ambition-scott-leese",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/motivation-goals-ambition-scott-leese/"
},
{
"title": "Podcast 123: Finding Your Sweet Spot in a Sales Career with Amy Volas",
"date": "2019-11-11",
"excerpt": "This week we’ve pleased to have Amy Volas , CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2.webp",
"slug": "sales-career-amy-volas",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-career-amy-volas/"
},
{
"title": "Podcast 122: The Difference Between Men & Women In Sales with Cynthia Barnes",
"date": "2019-11-04",
"excerpt": "This week we’re pleased to have Cynthia Barnes on the podcast. Cynthia is helping women in sales reach the top 1% of their profession. But what are the…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"slug": "women-in-sales-cynthia-barnes",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/women-in-sales-cynthia-barnes/"
},
{
"title": "Podcast 121: Using Sales Content In Meetings With Doug Winter",
"date": "2019-10-28",
"excerpt": "This week we’re pleased to have Doug Winter on the podcast. Doug’s the CEO of Seismic Software, with over 9 years of providing slicker sales enablement…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119-2.webp",
"slug": "sales-content-in-meetings-doug-winter",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-content-in-meetings-doug-winter/"
},
{
"title": "Podcast 120: Future Proofing Your Sales Career With Anita Nielsen",
"date": "2019-10-14",
"excerpt": "Our guest on this week’s podcast is author and President of LDK Advisory Services, Anita Nielsen . Anita has a lot of thoughts on how sales is changing…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119-1.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119-1.webp",
"slug": "future-proofing-sales-career-anita-nielsen",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/future-proofing-sales-career-anita-nielsen/"
},
{
"title": "Podcast 119: The Beginning of a Sales Career With Lauren Bailey",
"date": "2019-10-09",
"excerpt": "You may well have heard of GirlsClub , it was set up by Lauren Bailey to help coach and celebrate women in sales and their success’ in the profession…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD119.webp",
"slug": "sales-career-with-lauren-bailey",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-career-with-lauren-bailey/"
},
{
"title": "Podcast 118: The Age of Product-Led Sales with Evan Lewis",
"date": "2019-10-07",
"excerpt": "Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it…",
"image": "/assets/blog/2019/10/1024_512_TemOne.webp",
"hero": "/assets/blog/2019/10/1024_512_TemOne.webp",
"slug": "product-led-sales-evan-lewis",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/product-led-sales-evan-lewis/"
},
{
"title": "Podcast 117: Leading A Growing Company With Suneera Madhani",
"date": "2019-09-27",
"excerpt": "This week we’re proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD114-3.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD114-3.webp",
"slug": "leading-a-growing-company-suneera-madhani",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/leading-a-growing-company-suneera-madhani/"
},
{
"title": "Podcast 116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea",
"date": "2019-09-20",
"excerpt": "This week it’s an honor to have Coach Dana Cavalea on the podcast. He’s spent years working with the Yankees on their strength and conditioning, working…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD114-2.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD114-2.webp",
"slug": "sales-lessons-from-coaching-the-yankees",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-lessons-from-coaching-the-yankees/"
},
{
"title": "Podcast 115: Under the Skin of Successful Salespeople with Mary Grothe",
"date": "2019-09-09",
"excerpt": "This week we have Mary Grothe , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_POD114-1.webp",
"hero": "/assets/blog/2020/03/1080_654_Blogimg_POD114-1.webp",
"slug": "successful-salespeople-mary-grothe",
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},
{
"title": "Podcast 114: Taking Charge of Your Sales Career With Sydney Sloan",
"date": "2019-09-06",
"excerpt": "This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode…",
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"slug": "your-sales-career-sydney-sloan",
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"unreviewed": false,
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},
{
"title": "Podcast 112: Transparency in Sales with Todd Caponi",
"date": "2019-08-26",
"excerpt": "This week we’re honored to have Todd Caponi on the podcast. Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive…",
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"slug": "transparency-in-sales-todd-caponi",
"category": "General Sales",
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"unreviewed": false,
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},
{
"title": "Podcast 113: The Inside View at High Growth Companies",
"date": "2019-08-23",
"excerpt": "This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as…",
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"slug": "high-growth-companies-podcast",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/high-growth-companies-podcast/"
},
{
"title": "Podcast 111: Supporting Women In Sales with Natalie Severino",
"date": "2019-08-08",
"excerpt": "We’re excited to have Natalie Severino, VP of Marketing at Chorus.ai join us this week to talk about women in sales. It’s a super hot topic right now and…",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/women-in-sales-natalie-severino/"
},
{
"title": "Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter",
"date": "2019-08-07",
"excerpt": "In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask . Amir has traveled far and wide having started…",
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"slug": "role-of-sdrs-in-sales-amir-reiter",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/role-of-sdrs-in-sales-amir-reiter/"
},
{
"title": "The Story of How My Emotions Stopped Us From Winning The Deal",
"date": "2019-08-05",
"excerpt": "I wanted to share a story about what just happened to me. Hopefully you’ll be able to learn from my mistakes. I’m pretty sure I lost a decent-sized deal…",
"image": "/assets/blog/2020/03/1080_654_Blogimg_Two.webp",
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"slug": "the-story-of-how-my-emotions-stopped-us-from-winning-the-deal-2",
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"unreviewed": false,
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},
{
"title": "Podcast 109: Building A Winning Sales Mentality & Growing With Sean Sheppard",
"date": "2019-08-05",
"excerpt": "This week’s guest goes way back with John, they have known each other for years. Sean Sheppard is a 5-time Founder and has 3 successful exits on his…",
"image": "/assets/blog/2020/03/sean-sheppard-building-winning-sales-mentality-and-growing.webp",
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"slug": "sales-mentality-growing-sean-sheppard",
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"unreviewed": false,
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},
{
"title": "Podcast 108: Mentality & Personal Brand With James Buckley",
"date": "2019-07-29",
"excerpt": "This week’s podcast guest is James Buckley . He’s a familiar face on the podcast and we were lucky enough to spend some time with James as a team before…",
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"slug": "podcast-108-mentality-personal-brand-with-james-buckley",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/podcast-108-mentality-personal-brand-with-james-buckley/"
},
{
"title": "Podcast 107: Passion, Work Ethic & SaaS Sales Skills With Katy Tynan",
"date": "2019-07-22",
"excerpt": "This week’s Make It Happen Monday podcast guest is Katy Tynan of Liteskip Consulting Group Katy and John have known each other for a very long time. Katy…",
"image": "/assets/blog/2020/03/Katy-Tynan-Make-it-happen-Monday-podcast.webp",
"hero": "/assets/blog/2020/03/Katy-Tynan-Make-it-happen-Monday-podcast.webp",
"slug": "sales-skills-passion-work-ethic-katy-tynan",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-skills-passion-work-ethic-katy-tynan/"
},
{
"title": "How I Prospect Every Day",
"date": "2019-05-21",
"excerpt": "I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week…",
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"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-i-prospect-every-day/"
},
{
"title": "Timing is Everything",
"date": "2019-05-15",
"excerpt": "The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about…",
"image": null,
"hero": null,
"slug": "timing-is-everything",
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"unreviewed": false,
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},
{
"title": "Top Takeaways from My Interview with Chris Voss, Author of Never Split the Difference",
"date": "2019-05-08",
"excerpt": "This week on the podcast I chatted with Chris Voss, author of Never Split the Difference and founder and CEO of Black Swan Group about all things…",
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"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/top-takeaways-chris-voss/"
},
{
"title": "We Give Waaaay Too Much in Sales",
"date": "2019-05-02",
"excerpt": "We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract…",
"image": null,
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"slug": "we-give-waaaay-too-much-in-sales",
"category": "Closing",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/we-give-waaaay-too-much-in-sales/"
},
{
"title": "LinkedIn Voice Messages",
"date": "2019-04-24",
"excerpt": "You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan…",
"image": null,
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"slug": "linkedin-voice-messages",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/linkedin-voice-messages/"
},
{
"title": "How I knew I was going to lose a $200k deal",
"date": "2019-04-17",
"excerpt": "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…",
"image": null,
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"slug": "how-i-knew-i-was-going-to-lose-a-200k-deal",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-i-knew-i-was-going-to-lose-a-200k-deal/"
},
{
"title": "How Not to Close End of Quarter Deals",
"date": "2019-04-10",
"excerpt": "For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number…",
"image": null,
"hero": null,
"slug": "how-not-to-close-end-of-quarter-deals",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-not-to-close-end-of-quarter-deals/"
},
{
"title": "Why is Authenticity So Rare Today?",
"date": "2019-03-28",
"excerpt": "At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus…",
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"hero": null,
"slug": "why-is-authenticity-so-rare-today",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/why-is-authenticity-so-rare-today/"
},
{
"title": "How to Cold Call: A Step-by-Step Process for B2B Sales Reps",
"date": "2019-03-20",
"excerpt": "Cold calling still works. I have been saying this for 25 years and I will keep saying it, because the data backs it up. The reps who tell me it does not…",
"image": null,
"hero": null,
"slug": "if-youre-going-to-make-cold-calls-this-is-how-to-do-it",
"category": "Cold Calling",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/if-youre-going-to-make-cold-calls-this-is-how-to-do-it/"
},
{
"title": "The Biggest Sin In Sales",
"date": "2019-03-13",
"excerpt": "Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or…",
"image": null,
"hero": null,
"slug": "biggest-sin-in-sales",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/biggest-sin-in-sales/"
},
{
"title": "Trends We’re Seeing on LinkedIn",
"date": "2019-03-06",
"excerpt": "I’ve written before about making the mental shift on social socializing . It seems like every conference we attend, from Rainmaker to Hypergrowth to…",
"image": null,
"hero": null,
"slug": "trends-were-seeing-on-linkedin",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/trends-were-seeing-on-linkedin/"
},
{
"title": "A Conversation with SalesLoft CEO, Kyle Porter",
"date": "2019-02-26",
"excerpt": "I couldn’t be more excited for SalesLoft’s upcoming Rainmaker19 conference held in Atlanta on March 11-13th. This is one of my favorite conferences of the…",
"image": null,
"hero": null,
"slug": "salesloft-ceo-kyle-porter",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/salesloft-ceo-kyle-porter/"
},
{
"title": "Time to Value",
"date": "2019-02-19",
"excerpt": "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…",
"image": null,
"hero": null,
"slug": "time-to-value",
"category": "Cold Calling",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/time-to-value/"
},
{
"title": "How I Made the Mental Shift with Social Selling",
"date": "2019-02-13",
"excerpt": "As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales…",
"image": null,
"hero": null,
"slug": "made-mental-shift-social-selling",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/made-mental-shift-social-selling/"
},
{
"title": "Finally! A Contact Strategy That I Appreciate",
"date": "2019-02-06",
"excerpt": "There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple…",
"image": null,
"hero": null,
"slug": "contact-strategy-appreciate",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/contact-strategy-appreciate/"
},
{
"title": "Deep and Active Listening Skills for Sales",
"date": "2019-01-30",
"excerpt": "One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active…",
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"hero": "/assets/blog/2020/03/JBarrows-activelistening.webp",
"slug": "deep-and-active-listening-skills-for-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/deep-and-active-listening-skills-for-sales/"
},
{
"title": "Executives are Like Children",
"date": "2019-01-23",
"excerpt": "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…",
"image": null,
"hero": null,
"slug": "executives-are-like-kids",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/executives-are-like-kids/"
},
{
"title": "Sell The 20%",
"date": "2019-01-16",
"excerpt": "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…",
"image": null,
"hero": null,
"slug": "sell-the-20",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sell-the-20/"
},
{
"title": "Stop Trying to “Sell”",
"date": "2019-01-09",
"excerpt": "Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems. That’s the…",
"image": "/assets/blog/2020/03/jbarrows-salesisnotselling.webp",
"hero": "/assets/blog/2020/03/jbarrows-salesisnotselling.webp",
"slug": "stop-trying-to-sell",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-trying-to-sell/"
},
{
"title": "Goal Setting",
"date": "2019-01-02",
"excerpt": "January can be a tough month. The holidays are past us, winter won’t end, and there is a good chance our quotas have gone up. For me, it’s my busiest time…",
"image": null,
"hero": null,
"slug": "goal-setting",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/goal-setting/"
},
{
"title": "10-60-30",
"date": "2018-12-18",
"excerpt": "10, 60, 30. That was my answer when someone asked me a question during a training recently. The question was: how could my content help reps differentiate…",
"image": "/assets/blog/2020/03/JB-post121918.webp",
"hero": "/assets/blog/2020/03/JB-post121918.webp",
"slug": "10-60-30",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/10-60-30/"
},
{
"title": "Put Your Shoes On! Plus 12 Other Tips to Do Travel Right",
"date": "2018-12-12",
"excerpt": "Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January…",
"image": null,
"hero": null,
"slug": "13-tips-to-do-travel-right",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/13-tips-to-do-travel-right/"
},
{
"title": "A Phrase You Never Want To Hear In Sales",
"date": "2018-12-05",
"excerpt": "“I’ll need some time to digest what you just said.” As a younger, less experienced rep, I used to think this phrase was awesome. I would go into a…",
"image": null,
"hero": null,
"slug": "a-phrase-you-never-want-to-hear-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/a-phrase-you-never-want-to-hear-in-sales/"
},
{
"title": "Want to Know Which Deals Will Close by End of Year? Do This Right Now.",
"date": "2018-11-28",
"excerpt": "I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or…",
"image": null,
"hero": null,
"slug": "want-to-know-which-deals-will-close-by-end-of-year-do-this-right-now",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/want-to-know-which-deals-will-close-by-end-of-year-do-this-right-now/"
},
{
"title": "5 Voicemail Tactics to Get More Callbacks",
"date": "2018-11-14",
"excerpt": "Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they…",
"image": null,
"hero": null,
"slug": "5-voice-mail-tactics-that-will-help-get-more-calls-backs-2",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/5-voice-mail-tactics-that-will-help-get-more-calls-backs-2/"
},
{
"title": "Free Sales Training: 6 of My Favorite Sales Tips",
"date": "2018-11-07",
"excerpt": "There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more…",
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"hero": "/assets/blog/2026/07/Free-Sales-Training-Tips-Header.webp",
"slug": "free-sales-training-my-favorite-sales-tips",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/free-sales-training-my-favorite-sales-tips/"
},
{
"title": "Sales Lessons from the World Series",
"date": "2018-10-31",
"excerpt": "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…",
"image": null,
"hero": null,
"slug": "sales-lessons-from-the-world-series",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-lessons-from-the-world-series/"
},
{
"title": "Your #1 Competitor…",
"date": "2018-10-24",
"excerpt": "Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to…",
"image": null,
"hero": null,
"slug": "your-1-competitor",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/your-1-competitor/"
},
{
"title": "Let’s Keep Talking",
"date": "2018-10-17",
"excerpt": "The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the…",
"image": null,
"hero": null,
"slug": "lets-keep-talking",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/lets-keep-talking/"
},
{
"title": "Impeccable Honesty",
"date": "2018-10-10",
"excerpt": "I remember reading a study done by Harvard a while back (that I can’t find any more for some reason) on the characteristics of the top 1% of sales…",
"image": null,
"hero": null,
"slug": "impeccable-honesty-2",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/impeccable-honesty-2/"
},
{
"title": "Our Dreamforce 2018 Recap",
"date": "2018-10-03",
"excerpt": "With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first…",
"image": null,
"hero": null,
"slug": "our-dreamforce-2018-recap",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/our-dreamforce-2018-recap/"
},
{
"title": "Prospecting is Not About Selling",
"date": "2018-09-24",
"excerpt": "At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page…",
"image": "/assets/blog/2026/07/Prospecting-Not-About-Selling-Banner.webp",
"hero": "/assets/blog/2026/07/Prospecting-Not-About-Selling-Banner.webp",
"slug": "prospecting-is-not-about-selling",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/prospecting-is-not-about-selling/"
},
{
"title": "Announcing The JBarrows Certified Platform Partner Program",
"date": "2018-09-18",
"excerpt": "In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we…",
"image": null,
"hero": null,
"slug": "jbarrows-certified-platform-partner-program",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jbarrows-certified-platform-partner-program/"
},
{
"title": "We Need To Talk",
"date": "2018-09-13",
"excerpt": "Updated August 23, 2019 Helpful links: Original LinkedIn post Webinar Survey responses — If you follow me on social you might have noticed a recent video…",
"image": null,
"hero": null,
"slug": "we-need-to-talk",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/we-need-to-talk/"
},
{
"title": "The Why?",
"date": "2018-09-06",
"excerpt": "I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done…",
"image": null,
"hero": null,
"slug": "the-why-vaynermedia",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-why-vaynermedia/"
},
{
"title": "Going Over Someone’s Head Without Pissing Them Off",
"date": "2018-08-29",
"excerpt": "This is one of the hardest things to do in Sales in my experience. You have a good relationship with someone below the Power Line who is telling you what…",
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},
{
"title": "A Guide to Getting the Most Out of Networking Events",
"date": "2018-08-22",
"excerpt": "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 …",
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"hero": null,
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},
{
"title": "Why Procrastination Works",
"date": "2018-08-15",
"excerpt": "I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to…",
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},
{
"title": "The Meeting Efficiency Survey",
"date": "2018-08-08",
"excerpt": "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…",
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"slug": "the-meeting-efficiency-survey",
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"unreviewed": false,
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},
{
"title": "Marketing Should Market and Sales Should Sell",
"date": "2018-08-01",
"excerpt": "The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is…",
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"slug": "marketing-should-market-and-sales-should-sell",
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"unreviewed": false,
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},
{
"title": "Dear Buyers – It’s OK to Tell a Sales Rep NO",
"date": "2018-07-25",
"excerpt": "No is actually the second-best answer a sales rep can hear besides the obvious yes. The worst sin in sales is not for a sales rep to lose a deal, it’s to…",
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},
{
"title": "Stop Doing What You’re “Supposed To Do”",
"date": "2018-07-18",
"excerpt": "Stop doing what you’re supposed to do. That is the lesson I took from two of the most defining moments in my personal and professional life. The personal…",
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"hero": null,
"slug": "supposed-to-do",
"category": "General Sales",
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"unreviewed": false,
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},
{
"title": "Confirming and Controlling Meetings
(Specific Technique)",
"date": "2018-07-11",
"excerpt": "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…",
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"hero": "/assets/blog/2026/07/The-Shared-Agenda.webp",
"slug": "controlling-meetings-technique",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/controlling-meetings-technique/"
},
{
"title": "Continuous Improvement",
"date": "2018-07-04",
"excerpt": "I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s…",
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"hero": null,
"slug": "improve-your-weaknesses-1-at-a-time",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/improve-your-weaknesses-1-at-a-time/"
},
{
"title": "Summertime Slowdown",
"date": "2018-06-27",
"excerpt": "The days are long, the temperature is hot and the Red Sox and Yankees are battling it out, which means summer is here. Unfortunately for us in sales that…",
"image": null,
"hero": null,
"slug": "summertime-slowdown",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/summertime-slowdown/"
},
{
"title": "Cold Calling – Insights from Chris Orlob at Gong",
"date": "2018-06-20",
"excerpt": "Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong and it was filled with so much value, we decided to try something new and…",
"image": null,
"hero": null,
"slug": "cold-calling-mihm",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/cold-calling-mihm/"
},
{
"title": "The Qualification Call Follow Up Process",
"date": "2018-06-13",
"excerpt": "As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding…",
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"slug": "the-qualification-call-follow-up-process",
"category": "Email",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/the-qualification-call-follow-up-process/"
},
{
"title": "How to Sell Smarter than Automated Communication and Artificial Intelligence",
"date": "2018-06-06",
"excerpt": "Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human…",
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"hero": null,
"slug": "how-to-sell-smarter-than-automated-communication-and-artificial-intelligence",
"category": "Cold Calling",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/how-to-sell-smarter-than-automated-communication-and-artificial-intelligence/"
},
{
"title": "5 Worst Case Sales Scenarios and What To Do About Them",
"date": "2018-05-30",
"excerpt": "Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in…",
"image": null,
"hero": null,
"slug": "5-worst-case-sales-scenarios-and-what-to-do-about-them",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/5-worst-case-sales-scenarios-and-what-to-do-about-them/"
},
{
"title": "Looking For Your First Job? Consider A Job In Sales",
"date": "2018-05-23",
"excerpt": "Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The…",
"image": null,
"hero": null,
"slug": "looking-first-job-graduating-consider-job-sales",
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"unreviewed": false,
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},
{
"title": "Should you leave a voicemail?",
"date": "2018-05-16",
"excerpt": "Yes, you should leave a voicemail. Not because you expect a callback, though that does happen. The real reason to leave a sales voicemail is that email…",
"image": null,
"hero": null,
"slug": "should-you-leave-a-voicemail",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/should-you-leave-a-voicemail/"
},
{
"title": "Your #1 Competitive Differentiator",
"date": "2018-05-09",
"excerpt": "In my sales trainings I always ask reps what they think their #1 competitive differentiator is. Most answers focus on specific features, functions, the…",
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"slug": "your-1-competitive-differentiator",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/your-1-competitive-differentiator/"
},
{
"title": "5 Ways to Ramp New Sales Hires Faster",
"date": "2018-05-06",
"excerpt": "This is a guest blog post written by Chris Orlob, Senior Director of Product Marketing at Gong.io As illustrated by many sales teams before , there’s a…",
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},
{
"title": "Make It Happen! (My challenge to you)",
"date": "2018-05-02",
"excerpt": "I came up with that tagline a while back when I was working at my first startup. I was frustrated with everyone making excuses and accepting things as…",
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"slug": "make-it-happen-my-challenge-to-you",
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},
{
"title": "Confidence Overcomes Most Shortcomings Except For…",
"date": "2018-04-25",
"excerpt": "… An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost…",
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"hero": null,
"slug": "confidence-ego",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/confidence-ego/"
},
{
"title": "When It Rains It Pours",
"date": "2018-04-18",
"excerpt": "Have you ever noticed that when things are going well they tend to keep getting better and when they’re going bad they tend to keep getting worse? We’ve…",
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"hero": "/assets/blog/2020/03/changeyourstate.webp",
"slug": "when-it-rains-it-pours",
"category": "Uncategorized",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/when-it-rains-it-pours/"
},
{
"title": "LinkedIn Video – Let’s Do It Right",
"date": "2018-04-11",
"excerpt": "I’ve always been one to experiment with what is working, and get ahead of the curve. One of the trends we’ve been paying attention to is the rise of…",
"image": null,
"hero": null,
"slug": "linkedin-video",
"category": "Uncategorized",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/linkedin-video/"
},
{
"title": "Catching Your Sales Groove",
"date": "2018-03-28",
"excerpt": "Have you ever seen the movie Tommy Boy? If not, go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a…",
"image": null,
"hero": null,
"slug": "sales-groove",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-groove/"
},
{
"title": "The #1 Thing I Would Tell My 22-Year-Old Self",
"date": "2018-03-21",
"excerpt": "A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to…",
"image": null,
"hero": null,
"slug": "split-test-everything-you-do",
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"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/split-test-everything-you-do/"
},
{
"title": "Why Focus is the Key to Connecting with Prospects in 2018",
"date": "2018-03-14",
"excerpt": "People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one…",
"image": null,
"hero": null,
"slug": "focus-key-connecting-prospects-2018",
"category": "Email",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/focus-key-connecting-prospects-2018/"
},
{
"title": "What Goes Around Comes Around",
"date": "2018-03-07",
"excerpt": "This has been one of my Guiding Principles for a while now, mainly because I’ve experienced it too many times to ignore it. This week alone I had two…",
"image": null,
"hero": null,
"slug": "goes-around-comes-around",
"category": "General Sales",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/goes-around-comes-around/"
},
{
"title": "Worst Case Scenario",
"date": "2018-02-28",
"excerpt": "One of my 12 Guiding Principles used to be “Always have a Plan B” which was added to the list based on my reaction to getting fired from the company that…",
"image": null,
"hero": null,
"slug": "worst-case-scenario",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/worst-case-scenario/"
},
{
"title": "INfluencers, Haters and Trolls, Oh My!",
"date": "2018-02-21",
"excerpt": "Who would have thought that a one-sentence question with no image posted on LinkedIn would have been my most viewed and commented on post of the year? A…",
"image": null,
"hero": null,
"slug": "influencers-haters-trolls-oh",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/influencers-haters-trolls-oh/"
},
{
"title": "My Takeaways from Selling Girl Scout Cookies Door-to-Door",
"date": "2018-02-14",
"excerpt": "This past weekend I went with my wife and daughter to sell Girl Scout Cookies door-to-door. While they did most of the selling I sat in the background…",
"image": null,
"hero": null,
"slug": "takeaways-selling-girl-scout-cookies-door-door",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/takeaways-selling-girl-scout-cookies-door-door/"
},
{
"title": "The biggest learning lesson of my career",
"date": "2018-02-07",
"excerpt": "One of the biggest learning lessons I’ve had in my business career came after I was fired for the first time in my life. At 23 years old I was the 5th…",
"image": null,
"hero": null,
"slug": "whats-the-risk",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/whats-the-risk/"
},
{
"title": "Content Versus Context",
"date": "2018-02-01",
"excerpt": "I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really…",
"image": null,
"hero": null,
"slug": "content-versus-context",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/content-versus-context/"
},
{
"title": "How We Bought Drift – A Look at the Modern Buying Process",
"date": "2018-01-17",
"excerpt": "AI in sales is a topic I’ve been following very closely over the past few months. One area that I’m particularly interested in is Chatbots. I’ve been…",
"image": null,
"hero": null,
"slug": "bought-drift-look-modern-buying-process",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/bought-drift-look-modern-buying-process/"
},
{
"title": "Giving Back",
"date": "2018-01-10",
"excerpt": "I’ve always been very grateful for the opportunities I’ve been given in my life that many haven’t. I was born in a middle-class town with two loving…",
"image": null,
"hero": null,
"slug": "giving-back",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/giving-back/"
},
{
"title": "6 Sales Trends We’re Paying Attention to in 2018",
"date": "2018-01-03",
"excerpt": "I met with my team in December to review our 2017 results and plan for 2018. One of the major topics we discussed was the major trends in Sales we should…",
"image": "/assets/blog/2020/03/shutterstock_490695235.webp",
"hero": "/assets/blog/2020/03/shutterstock_490695235.webp",
"slug": "sales-trends-were-paying-attention-to-in-2018",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-trends-were-paying-attention-to-in-2018/"
},
{
"title": "Know Your Equation for 2018 Success",
"date": "2017-12-19",
"excerpt": "How is 2017 closing out for you? Hopefully strong but it’s almost 2018 and 2017 isn’t going to matter in a few days so I hope you can find some downtime…",
"image": null,
"hero": null,
"slug": "your-success-equation",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/your-success-equation/"
},
{
"title": "The Reps Who Have Been Leaving Voicemail are Going to Crush it with Video",
"date": "2017-12-13",
"excerpt": "It’s the time of year for hitting your number, bringing deals in, and making bold predictions. I recently did a webinar for Vidyard with Morgan , and it’s…",
"image": null,
"hero": null,
"slug": "voicemail-to-video",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/voicemail-to-video/"
},
{
"title": "The Key to Managing Millennials in the Workplace",
"date": "2017-11-29",
"excerpt": "For those of you who have been following me, you know I recently hired someone to help scale my training business. His name is Morgan Ingram and he’s 25…",
"image": null,
"hero": null,
"slug": "key-managing-millennials-workplace",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/key-managing-millennials-workplace/"
},
{
"title": "Sales Forecast Review: Story Time",
"date": "2017-11-22",
"excerpt": "I call sales forecast reviews “Story Time.” Reps come up with all sorts of stories about why a deal is or isn’t going to close and managers have to sift…",
"image": null,
"hero": null,
"slug": "sales-forecast-review-story-time",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-forecast-review-story-time/"
},
{
"title": "Getting out of a Negative Tailspin",
"date": "2017-11-15",
"excerpt": "Negative tailspins happen to the best of us. Something gets us in a funk and throws us into a spiral where nothing seems to go our way. It happened to me…",
"image": null,
"hero": null,
"slug": "getting-out-of-a-negative-tailspin",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/getting-out-of-a-negative-tailspin/"
},
{
"title": "What Does AI in Sales Mean For You?",
"date": "2017-11-08",
"excerpt": "A few weeks ago I chatted with Trish Bertuzzi on Make It Happen Mondays about how artificial intelligence (AI) is changing the landscape of sales. Trish…",
"image": "/assets/blog/2020/03/shutterstock_524344900.webp",
"hero": "/assets/blog/2020/03/shutterstock_524344900.webp",
"slug": "what-does-ai-in-sales-mean-for-you",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-does-ai-in-sales-mean-for-you/"
},
{
"title": "10 Ways To Get The Most Out Of Dreamforce",
"date": "2017-11-01",
"excerpt": "Dreamforce is one of the biggest events of the year in sales. It can be a huge driver of accelerating deals and building pipeline for the upcoming year…",
"image": null,
"hero": null,
"slug": "10-ways-to-get-the-most-out-of-dreamforce",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/10-ways-to-get-the-most-out-of-dreamforce/"
},
{
"title": "11 Simple Ways You Can Get Better at Sales Every Day",
"date": "2017-10-25",
"excerpt": "I’ve been running training sessions recently and have come to realize that too many of us wait for our companies to invest in training instead of taking…",
"image": null,
"hero": null,
"slug": "11-ways-to-get-better-at-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/11-ways-to-get-better-at-sales/"
},
{
"title": "Focus On What You Can Control",
"date": "2017-10-18",
"excerpt": "There are many things we can’t control in our lives: what people think of us, the internal politics of a customer, and the most notable all the recent…",
"image": "/assets/blog/2020/03/photo-1487392882838-c9cd493de5eb.webp",
"hero": "/assets/blog/2020/03/photo-1487392882838-c9cd493de5eb.webp",
"slug": "focus-can-control",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/focus-can-control/"
},
{
"title": "Stop Negotiating With Yourself",
"date": "2017-10-11",
"excerpt": "It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return. We…",
"image": null,
"hero": null,
"slug": "self-negotiating",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/self-negotiating/"
},
{
"title": "Questions?",
"date": "2017-10-04",
"excerpt": "As most of you know, I’m one of those obnoxious New England Patriots fans that rubs it in the rest of the Leagues face about how great we are and how TB12…",
"image": null,
"hero": null,
"slug": "questions",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/questions/"
},
{
"title": "Managing Expectations is a Key to Success in Sales (and Life)",
"date": "2017-09-20",
"excerpt": "Think of the last time you were pissed off about something. I almost guarantee it’s because your expectations were off. For example, if I’m driving into…",
"image": null,
"hero": null,
"slug": "managing-expectations-key-success-sales-life",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/managing-expectations-key-success-sales-life/"
},
{
"title": "Attention Grabbing Messaging",
"date": "2017-09-13",
"excerpt": "I’m speaking at the ZoomInfo Growth Acceleration Summit today on the Missing Link Between Sales and Marketing Alignment. Since many of you won’t be able…",
"image": null,
"hero": null,
"slug": "attention-grabbing-messaging",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/attention-grabbing-messaging/"
},
{
"title": "Are These Weak Introductions Costing You Deals?",
"date": "2017-08-30",
"excerpt": "There are no second impressions. This is why the first few seconds of a phone call, especially with someone you don’t know, are so critical. With only a…",
"image": "/assets/blog/2020/03/phoneintroductions-1080x654-1.webp",
"hero": "/assets/blog/2020/03/phoneintroductions-1080x654-1.webp",
"slug": "weak-introductions-costing-you-deals",
"category": "Cold Calling",
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"unreviewed": false,
"url": "https://jbarrows.com/blog/weak-introductions-costing-you-deals/"
},
{
"title": "What Happens in Vegas: 11 Sales Tips I Learned After Getting Drunk And Buying A Timeshare",
"date": "2017-08-23",
"excerpt": "I’m out in Singapore all week this week so didn’t have time to write a new blog post so I’m going to repost an all-time favorite. Enjoy! Ok. This is one…",
"image": null,
"hero": null,
"slug": "vegas-sales-techniques",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/vegas-sales-techniques/"
},
{
"title": "Guiding Principle #7: Confidence Overcomes Most Shortcomings, Except An Ego",
"date": "2017-08-16",
"excerpt": "There is a fine line between ego and confidence but a huge difference. You know ego when you see it and it tends to act as a repellent. Confidence on the…",
"image": null,
"hero": null,
"slug": "guiding-principle-7-confidence-overcomes-most-shortcomings-except-an-ego",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-7-confidence-overcomes-most-shortcomings-except-an-ego/"
},
{
"title": "Creating a Sense of Urgency",
"date": "2017-08-09",
"excerpt": "I get asked this question on a regular basis: “How do I create a sense of urgency with my prospect/client?” I wish I had a specific technique that…",
"image": null,
"hero": null,
"slug": "creating-a-sense-of-urgency",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/creating-a-sense-of-urgency/"
},
{
"title": "The Problem With Most Meetings – Aligning Temperature Levels",
"date": "2017-08-02",
"excerpt": "For many of us the sales meeting is our favorite part of the sales process. It’s our time to shine and do what we do best. We are face to face with the…",
"image": null,
"hero": null,
"slug": "the-problem-with-most-meetings-aligning-temperature-levels",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-problem-with-most-meetings-aligning-temperature-levels/"
},
{
"title": "The Walk Away Close",
"date": "2017-07-26",
"excerpt": "This is my all-time favorite type of close. Simply put, the walk away close is when you get to a point in the negotiations where you take your proposal…",
"image": null,
"hero": null,
"slug": "the-walk-away-close",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-walk-away-close/"
},
{
"title": "Setting Qualified Meetings Is The Hardest Job In Sales",
"date": "2017-07-19",
"excerpt": "The Sales Development Rep (or outbound rep) whose main goal is setting qualified meetings – has the hardest job in sales, in my opinion. Here are a few of…",
"image": "/assets/blog/2020/03/shutterstock_320667095.webp",
"hero": "/assets/blog/2020/03/shutterstock_320667095.webp",
"slug": "setting-qualified-meetings-hardest-job-sales",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/setting-qualified-meetings-hardest-job-sales/"
},
{
"title": "My Love/Hate Relationship With The Sales Cadence",
"date": "2017-07-12",
"excerpt": "The Sales Cadence seems to have taken over the world of Sales communication right now and it’s starting to worry me. To make sure we’re all on the same…",
"image": null,
"hero": null,
"slug": "my-lovehate-relationship-with-the-sales-cadence",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/my-lovehate-relationship-with-the-sales-cadence/"
},
{
"title": "The Top 8 Questions to Ask Prospects to Sell More Effectively",
"date": "2017-07-05",
"excerpt": "There are plenty of sales questions we need to ask throughout the buying/selling process to help uncover a need, create urgency and gain commitment. Here…",
"image": null,
"hero": null,
"slug": "the-top-8-questions-to-ask-prospects-to-sell-more-effectively",
"category": "Qualification",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-top-8-questions-to-ask-prospects-to-sell-more-effectively/"
},
{
"title": "Make It Happen",
"date": "2017-06-28",
"excerpt": "Today I want to share a little bit about why the tagline “Make It Happen” is so important to me and my business. Here’s the backstory: I first came up…",
"image": null,
"hero": null,
"slug": "make-it-happen-store",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/make-it-happen-store/"
},
{
"title": "How Salesforce Does Outbound Prospecting",
"date": "2017-06-14",
"excerpt": "Today I am presenting at Sales Machine 17 on why it’s mandatory to “evolve or die” in sales. Follow along with me on Instagram, Snap Chat and Twitter…",
"image": "/assets/blog/2026/07/Tiered-Prospecting-Graphic-800x534-1.webp",
"hero": "/assets/blog/2026/07/Tiered-Prospecting-Graphic-800x534-1.webp",
"slug": "salesforce-outbound-prospecting",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/salesforce-outbound-prospecting/"
},
{
"title": "Define Your Guiding Principles",
"date": "2017-05-31",
"excerpt": "Guiding principles are the rules you decide to live and work by before someone else decides for you. A few years ago I did an exercise at Vayner Media’s…",
"image": "/assets/blog/2020/03/shutterstock_117304240.webp",
"hero": "/assets/blog/2020/03/shutterstock_117304240.webp",
"slug": "define-your-guiding-principles",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/define-your-guiding-principles/"
},
{
"title": "Going In With A Plan",
"date": "2017-05-17",
"excerpt": "Have you ever realized how much better things tend to go when you map out at least a rough plan before whatever it is? Whether it’s a meeting, your day…",
"image": "/assets/blog/2020/03/shutterstock_293482196.webp",
"hero": "/assets/blog/2020/03/shutterstock_293482196.webp",
"slug": "going-in-with-a-plan",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/going-in-with-a-plan/"
},
{
"title": "“You Want to be Average? Stay Average.”",
"date": "2017-05-10",
"excerpt": "“You want to be average? Stay average.” That was a quote I said during an interview I did with SalesLoft at their Rainmaker16 event that went viral. The…",
"image": "/assets/blog/2020/03/WorkOrAverage.webp",
"hero": "/assets/blog/2020/03/WorkOrAverage.webp",
"slug": "you-want-to-be-average-stay-average",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/you-want-to-be-average-stay-average/"
},
{
"title": "Why I Think the Phone Will Make a Comeback",
"date": "2017-05-03",
"excerpt": "I’ve seen a lot of posts over the years about how the phone is dead in sales and I completely understand why. People simply don’t pick up the phone and…",
"image": "/assets/blog/2020/03/shutterstock_264466157.webp",
"hero": "/assets/blog/2020/03/shutterstock_264466157.webp",
"slug": "why-i-think-the-phone-will-make-a-comeback",
"category": "Phone",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/why-i-think-the-phone-will-make-a-comeback/"
},
{
"title": "How to Differentiate the
Sales Process When You’re Seen as a Commodity",
"date": "2017-04-26",
"excerpt": "Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate…",
"image": null,
"hero": null,
"slug": "how-to-differentiate-when-youre-seen-as-a-commodity",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/how-to-differentiate-when-youre-seen-as-a-commodity/"
},
{
"title": "You Just Don’t Get It",
"date": "2017-04-19",
"excerpt": "You just don’t get it. That’s what I wanted to say to a guy this weekend and what I want to say to a lot of people these days. Over the weekend my wife…",
"image": "/assets/blog/2020/03/Share_1125x600.webp",
"hero": "/assets/blog/2020/03/Share_1125x600.webp",
"slug": "you-just-dont-get-it",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/you-just-dont-get-it/"
},
{
"title": "The Budget Objection is Crap",
"date": "2017-04-05",
"excerpt": "We’ve all heard these phrases way too often: “we don’t have any budget” or “budgets are fixed.” They’re similar to the “ it’s not you it’s me ” line…",
"image": null,
"hero": null,
"slug": "the-budget-objection-is-crap",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-budget-objection-is-crap/"
},
{
"title": "Closing Takes Practice",
"date": "2017-03-28",
"excerpt": "I love how some people say that “closing just happens.” They say that all you have to do is get a bunch of yeses throughout the sales process and…",
"image": null,
"hero": null,
"slug": "closing-takes-practice",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/closing-takes-practice/"
},
{
"title": "The Friend Zone",
"date": "2017-03-22",
"excerpt": "It happened again. I got lazy, didn’t pay attention to the details, and found myself in the “ friend zone .” This week’s tip is about something small and…",
"image": null,
"hero": null,
"slug": "the-friend-zone",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-friend-zone/"
},
{
"title": "People, Process, Technology",
"date": "2017-03-18",
"excerpt": "I joined my first start-up, Thrive Networks, at twenty-four years old with some friends. My job was to run sales. I was young and inexperienced so I took…",
"image": null,
"hero": null,
"slug": "people-process-technology",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/people-process-technology/"
},
{
"title": "Stop Asking How I’m Doing",
"date": "2017-02-14",
"excerpt": "Recently, I ended up on call list. Now I am getting calls from sales reps who work at the same type of company and who sell the same type of service. The…",
"image": null,
"hero": null,
"slug": "stop-asking-how-im-doing",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-asking-how-im-doing/"
},
{
"title": "What It Takes To Be Great",
"date": "2017-02-08",
"excerpt": "I don’t care if you hate Tom Brady and everything about the Patriots, you have to respect them. What they just did — coming back from the largest deficit…",
"image": null,
"hero": null,
"slug": "what-it-takes-to-be-great",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-it-takes-to-be-great/"
},
{
"title": "Facebook Live?",
"date": "2017-02-01",
"excerpt": "Last week I wrote about how I’m trying to scale my business and how my ultimate goal is to add recurring value. This week I’m talking about how I plan on…",
"image": null,
"hero": null,
"slug": "facebook-live",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/facebook-live/"
},
{
"title": "My Goal: Recurring Value",
"date": "2017-01-25",
"excerpt": "For those of you who have been following me and my blog for a while you know I try to provide actionable tips based on real world examples with a focus on…",
"image": null,
"hero": null,
"slug": "jbarrows-business",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/jbarrows-business/"
},
{
"title": "Keys To Effective Demos and Presentations",
"date": "2017-01-11",
"excerpt": "It’s unbelievable how robotic sales reps have gotten when giving demonstrations and presentations and it’s driving me crazy. They’re offered up before…",
"image": null,
"hero": null,
"slug": "please-stop-pressing-play-on-your-demos",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/please-stop-pressing-play-on-your-demos/"
},
{
"title": "The Solution to Discounting",
"date": "2016-12-28",
"excerpt": "2016 is ending and I’m guessing a bunch of us are offering up major discounts to get clients to sign by the end of the year so we can hit our quota or…",
"image": null,
"hero": null,
"slug": "a-sure-fire-remedy-for-discounting",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/a-sure-fire-remedy-for-discounting/"
},
{
"title": "Define Your Guiding Principles",
"date": "2016-12-21",
"excerpt": "A while ago I put together a list of Guiding Principles that were the baseline of how I made decisions and what I felt was essential to focus on in order…",
"image": null,
"hero": null,
"slug": "what-are-your-guiding-principals",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-are-your-guiding-principals/"
},
{
"title": "Everyone Needs a Vision",
"date": "2016-12-14",
"excerpt": "Companies need a vision, individuals need a vision, and customers need a vision. Because without a vision how do you know where you’re going and therefore…",
"image": "/assets/blog/2020/03/shutterstock_225924757.webp",
"hero": "/assets/blog/2020/03/shutterstock_225924757.webp",
"slug": "everyone-needs-a-vision",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/everyone-needs-a-vision/"
},
{
"title": "What To Do When A Client Goes Dark",
"date": "2016-12-07",
"excerpt": "Have you ever had a client go dark on you? Who hasn’t? I bet everyone reading this post can think of at least a few prospects or clients you’re working…",
"image": null,
"hero": null,
"slug": "gone-dark",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/gone-dark/"
},
{
"title": "We Should All Keep Score",
"date": "2016-11-30",
"excerpt": "Unpopular Opinion: We Should All Keep Score in Relationships A while ago, someone was explaining to me how their friend was always evaluating and keeping…",
"image": "/assets/blog/2026/07/Keep-Score-Equality-Graphic.webp",
"hero": "/assets/blog/2026/07/Keep-Score-Equality-Graphic.webp",
"slug": "we-should-all-keep-score",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/we-should-all-keep-score/"
},
{
"title": "Focus on What You Can Control and Practice Positive Thinking",
"date": "2016-11-16",
"excerpt": "There are many things we can’t control in our lives: the weather, what people think of us, the internal politics of a customer, and the most notable…",
"image": "/assets/blog/2020/03/shutterstock_189357902.webp",
"hero": "/assets/blog/2020/03/shutterstock_189357902.webp",
"slug": "focus-can-control-practice-positive-thinking",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/focus-can-control-practice-positive-thinking/"
},
{
"title": "The Missing Piece in the Development of Sales Professionals",
"date": "2016-10-19",
"excerpt": "To this day, Sales is the least formally educated role in business. There are over 4000 colleges in the United States and you can still only get your…",
"image": "/assets/blog/2020/03/shutterstock_391463623.webp",
"hero": "/assets/blog/2020/03/shutterstock_391463623.webp",
"slug": "development-sales-professionals",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/development-sales-professionals/"
},
{
"title": "Pick Up The Phone",
"date": "2016-10-12",
"excerpt": "The desktop office phone is going the way of older technologies like eight-tracks, VCR, tapes, CDs, and fax machines. It’s being replaced by smartphones…",
"image": "/assets/blog/2020/03/shutterstock_273332384.webp",
"hero": "/assets/blog/2020/03/shutterstock_273332384.webp",
"slug": "pickup-the-phone",
"category": "Phone",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/pickup-the-phone/"
},
{
"title": "Selling To Pleasure Or Pain",
"date": "2016-10-12",
"excerpt": "We’re all taught to dig for, find, and sell to pain. There’s nothing wrong with this approach other than the fact that people buy for pleasure, too. Most…",
"image": "/assets/blog/2026/07/Selling-to-Pleasure-vs-Pain-Banner.webp",
"hero": "/assets/blog/2026/07/Selling-to-Pleasure-vs-Pain-Banner.webp",
"slug": "selling-pleasure-pain",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/selling-pleasure-pain/"
},
{
"title": "My Favorite Nugget",
"date": "2016-09-22",
"excerpt": "For those of you who have been following me for a while you know that I tend to train and write about tips, nuggets, and ideas that you can apply…",
"image": null,
"hero": null,
"slug": "favorite-nugget",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/favorite-nugget/"
},
{
"title": "Digest This",
"date": "2016-09-07",
"excerpt": "“I’ll need some time to digest what you just said.” As a younger, less experienced sales rep, I used to think this phrase was awesome. I would go into a…",
"image": "/assets/blog/2020/03/shutterstock_129444167.webp",
"hero": "/assets/blog/2020/03/shutterstock_129444167.webp",
"slug": "digest-this",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/digest-this/"
},
{
"title": "Motivation Versus Inspiration",
"date": "2016-08-31",
"excerpt": "Looking for some motivation? Be careful if you’re looking for someone else to motivate you. There’s a big difference between motivation and inspiration…",
"image": "/assets/blog/2020/03/shutterstock_320550341.webp",
"hero": "/assets/blog/2020/03/shutterstock_320550341.webp",
"slug": "motivation-versus-inspiration",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/motivation-versus-inspiration/"
},
{
"title": "Guiding Principle: Get 1% Better Every Day",
"date": "2016-08-09",
"excerpt": "My 12th Guiding Principle has helped me stay focused on continuous improvement without getting overwhelmed. I took this from the book “ Raving Fans ” by…",
"image": "/assets/blog/2020/03/shutterstock_248975530.webp",
"hero": "/assets/blog/2020/03/shutterstock_248975530.webp",
"slug": "better-every-day",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/better-every-day/"
},
{
"title": "The Best Person to Speak With",
"date": "2016-08-04",
"excerpt": "Who is the best person to speak with about this? I’ve been a huge fan of the top-down prospecting approach for a long time now. This is where you craft…",
"image": "/assets/blog/2020/03/shutterstock_155858537.webp",
"hero": "/assets/blog/2020/03/shutterstock_155858537.webp",
"slug": "best-person-speak",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/best-person-speak/"
},
{
"title": "Don’t Wait for Sales Training to Get Better",
"date": "2016-07-31",
"excerpt": "I’ve been running training sessions recently and have come to realize that too many of us wait for our companies to invest in training instead of taking…",
"image": null,
"hero": null,
"slug": "sales-training-tips",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/sales-training-tips/"
},
{
"title": "Does That Make Sense?",
"date": "2016-07-27",
"excerpt": "“Does that make sense?” I hear reps ask this all the time during their sales calls, demos, and presentations and it drives me nuts. Has anyone ever said…",
"image": null,
"hero": null,
"slug": "does-that-make-sense",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/does-that-make-sense/"
},
{
"title": "5 Terrible Sales Scenarios and How To Avoid Them",
"date": "2016-07-06",
"excerpt": "Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in…",
"image": "/assets/blog/2020/03/shutterstock_309598685.webp",
"hero": "/assets/blog/2020/03/shutterstock_309598685.webp",
"slug": "worst-sales-scenarios",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/worst-sales-scenarios/"
},
{
"title": "Get Them To Think",
"date": "2016-06-29",
"excerpt": "Our job in sales has changed drastically in recent years. It used to be our job to educate the client on our solution: what it is, what it does, and how…",
"image": "/assets/blog/2020/03/shutterstock_191789948.webp",
"hero": "/assets/blog/2020/03/shutterstock_191789948.webp",
"slug": "get-them-to-think",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/get-them-to-think/"
},
{
"title": "I Can’t Stand This Email Technique Any More",
"date": "2016-06-01",
"excerpt": "I’ve hit my breaking point. After having the same email technique used on me twice in one day, and having three of those same emails forwarded my way, I…",
"image": null,
"hero": null,
"slug": "alligtor-email",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/alligtor-email/"
},
{
"title": "What’s Your Story?",
"date": "2016-05-26",
"excerpt": "I recently wrote about how I’m starting to figure out SnapChat : the more I use it, the more I see the potential for this platform and understand the…",
"image": "/assets/blog/2020/03/13112750_1180854085288297_7259550518526164655_o.webp",
"hero": "/assets/blog/2020/03/13112750_1180854085288297_7259550518526164655_o.webp",
"slug": "whats-your-story",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/whats-your-story/"
},
{
"title": "I Think I’m Starting to Figure Out SnapChat",
"date": "2016-05-11",
"excerpt": "When I first heard of SnapChat, all could think of was how dangerous something like that would have been for me back in High School. I would have gotten…",
"image": null,
"hero": null,
"slug": "snapchat",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/snapchat/"
},
{
"title": "Make Time To Think",
"date": "2016-05-04",
"excerpt": "As sales professionals with quotas, prospects, clients, meetings, administrative work, and follow up activities, we rarely get a chance — or take the…",
"image": null,
"hero": null,
"slug": "make-time-think",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/make-time-think/"
},
{
"title": "Let Me Know",
"date": "2016-04-27",
"excerpt": "There are a lot of things that we put into our emails and calls that trigger them to be deleted or not responded to by the prospect. Some of the common…",
"image": "/assets/blog/2020/03/let-me-know.webp",
"hero": "/assets/blog/2020/03/let-me-know.webp",
"slug": "let-me-know",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/let-me-know/"
},
{
"title": "I’d Like to Introduce
Myself to You",
"date": "2016-04-20",
"excerpt": "I’m noticing more and more sales reps calling or sending emails to do nothing more than introduce themselves to prospects or clients and let the prospect…",
"image": null,
"hero": null,
"slug": "id-like-to-introduce-myself-to-you",
"category": "Cold Calling",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/id-like-to-introduce-myself-to-you/"
},
{
"title": "One of the Worst Sales Meetings I’ve Had",
"date": "2016-04-13",
"excerpt": "A while back I had an in-person meeting with the CEO of a prospect that went so poorly it lasted less than 15 minutes. A good friend of mine joined this…",
"image": null,
"hero": null,
"slug": "i-just-had-one-of-the-worst-meetings-with-a-prospect-ive-had-on-a-long-time",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/i-just-had-one-of-the-worst-meetings-with-a-prospect-ive-had-on-a-long-time/"
},
{
"title": "Selling to Pleasure vs Pain",
"date": "2016-04-06",
"excerpt": "We’re all taught to dig for, find and sell to pain. There’s nothing wrong with this approach other than the fact that sometimes we don’t pick our head up…",
"image": "/assets/blog/2026/07/Selling-to-Pleasure-vs-Pain-Banner.webp",
"hero": "/assets/blog/2026/07/Selling-to-Pleasure-vs-Pain-Banner.webp",
"slug": "selling-to-pleasure-vs-pain",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/selling-to-pleasure-vs-pain/"
},
{
"title": "The Best Way to
Explain Your Value Prop",
"date": "2016-03-30",
"excerpt": "I see reps struggle with this all the time at every stage of the sale process. They struggle articulating or explaining their value when prospecting…",
"image": "/assets/blog/2026/07/Value-Prop-Storytelling-Banner.webp",
"hero": "/assets/blog/2026/07/Value-Prop-Storytelling-Banner.webp",
"slug": "explain-value-prop",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/explain-value-prop/"
},
{
"title": "How to Turn
Core Sales Performers
Into Top Performers",
"date": "2016-03-24",
"excerpt": "I’ll be speaking at the upcoming Digital Growth Conference with a good friend of mine, Ralph Barsi, on the topic of How to Turn Core Performers into Top…",
"image": "/assets/blog/2020/03/top-performers.webp",
"hero": "/assets/blog/2020/03/top-performers.webp",
"slug": "core-into-top-sales-performers",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/core-into-top-sales-performers/"
},
{
"title": "Guiding Principle #4: Earn Everything",
"date": "2016-03-16",
"excerpt": "I’m noticing more and more the desire by many to look for shortcuts instead of actually doing the work. Maybe it’s because we’re moving further and…",
"image": null,
"hero": null,
"slug": "guiding-principle-4-earn-everything",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-4-earn-everything/"
},
{
"title": "Guiding Principle #3: Set High but Attainable Goals and Tell People About Them",
"date": "2016-03-09",
"excerpt": "Goal setting is one of the more boring topics to discuss but it is also one of the more important things you can do for yourself in your life and your…",
"image": null,
"hero": null,
"slug": "guiding-principle-3-set-high-but-attainable-goals-and-tell-people-about-them",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-3-set-high-but-attainable-goals-and-tell-people-about-them/"
},
{
"title": "Guiding Principle #1 –
Work Smart AND Hard",
"date": "2016-02-24",
"excerpt": "If you don’t know what this series of ‘Guiding Principle’ posts is all about check out my previous blog post. The reason I started with this one (Work…",
"image": null,
"hero": null,
"slug": "guiding-principle-1-work-smart-and-hard",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-1-work-smart-and-hard/"
},
{
"title": "Staying one step ahead",
"date": "2016-02-17",
"excerpt": "It’s getting harder and harder to stay on top of everything we have to do in Sales to be successful. Territories get smaller, quotas go up, competition…",
"image": "/assets/blog/2020/03/one-step-ahead.webp",
"hero": "/assets/blog/2020/03/one-step-ahead.webp",
"slug": "staying-one-step-ahead",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/staying-one-step-ahead/"
},
{
"title": "Guiding Principle #2 – Always ask for feedback",
"date": "2016-02-10",
"excerpt": "A lot of people shy away from direct and honest feedback. Not me. I love it. If I suck I want to know as quickly as possible and I want to know why so I…",
"image": null,
"hero": null,
"slug": "guiding-principal-2-always-ask-for-feedback",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principal-2-always-ask-for-feedback/"
},
{
"title": "The key to consistent, effective, high-quality prospecting",
"date": "2016-01-27",
"excerpt": "I admit it, if I had to think about prospecting I probably wouldn’t do it. I can find any excuse not to prospect, kind of like I can find any excuse not…",
"image": null,
"hero": null,
"slug": "they-key-to-consistent-effective-quality-prospecting",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/they-key-to-consistent-effective-quality-prospecting/"
},
{
"title": "My Sales Predictions for 2016",
"date": "2015-12-17",
"excerpt": "At the end of 2014, I put together a blog post on my predictions for 2015 and talked about how Marketing automation was going to continue to move upstream…",
"image": null,
"hero": null,
"slug": "my-sales-predictions-for-2016",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/my-sales-predictions-for-2016/"
},
{
"title": "If my mom can do it,
so can you",
"date": "2015-11-24",
"excerpt": "My mom is about as far away from being a sales rep as it gets. Well, at least the perception of what most people think a sales rep is (Boiler Room…",
"image": null,
"hero": null,
"slug": "if-my-mom-can-do-it-so-can-you",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/if-my-mom-can-do-it-so-can-you/"
},
{
"title": "Why I Love Talking to Strangers",
"date": "2015-11-10",
"excerpt": "My parents always told me to never talk to strangers when I was growing up, and now I tell my 5-year-old daughter the same thing. It’s good advice for…",
"image": null,
"hero": null,
"slug": "why-i-love-talking-to-strangers",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/why-i-love-talking-to-strangers/"
},
{
"title": "Practice Sales
Everywhere You Go",
"date": "2015-10-27",
"excerpt": "Sales is the best profession in the world for multiple reasons. One of them is that we can (and do) practice it all the time and everywhere we go. The…",
"image": "/assets/blog/2020/03/golf-practice.webp",
"hero": "/assets/blog/2020/03/golf-practice.webp",
"slug": "practice-sales-everywhere-you-go",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/practice-sales-everywhere-you-go/"
},
{
"title": "What You Should Do Before EVERY Sales Meeting",
"date": "2015-10-06",
"excerpt": "Go through your checklist. It’s as simple as that. We should all have a simple checklist of things we do before every meeting every time. There’s a book…",
"image": "/assets/blog/2020/03/checklist.webp",
"hero": "/assets/blog/2020/03/checklist.webp",
"slug": "what-you-should-do-before-every-meeting-2",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-you-should-do-before-every-meeting-2/"
},
{
"title": "Send Me Sales Information …",
"date": "2015-09-29",
"excerpt": "One of the biggest and most-used blow-off tactics of all time. The prospect might as well say, “Instead of being upfront and saving us both a lot of time…",
"image": "/assets/blog/2020/03/20150805-how-to-respond-to-send-me-more-info.webp",
"hero": "/assets/blog/2020/03/20150805-how-to-respond-to-send-me-more-info.webp",
"slug": "send-me-information",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/send-me-information/"
},
{
"title": "7 Sales Questions I Like to Ask Prospective Clients",
"date": "2015-08-31",
"excerpt": "There are plenty of sales questions we need to ask throughout the buying/selling process to help uncover need, create urgency and gain commitment. Here…",
"image": null,
"hero": null,
"slug": "8-questions-i-like-to-ask-prospective-clients",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/8-questions-i-like-to-ask-prospective-clients/"
},
{
"title": "Stop Giving Away the Farm",
"date": "2015-08-10",
"excerpt": "We are ‘givers’ in sales. We give and give and give and expect one very big ‘get’ in return at the end which usually comes in the form of a signed…",
"image": "/assets/blog/2020/03/give-away-the-farm2.webp",
"hero": "/assets/blog/2020/03/give-away-the-farm2.webp",
"slug": "stop-giving-away-the-farm",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-giving-away-the-farm/"
},
{
"title": "Don’t Believe in Luck",
"date": "2015-07-22",
"excerpt": "I’m headed off on a pretty important business trip with a lot riding on it. On my way out the door I do the usual kiss and hug with my wife and daughter…",
"image": "/assets/blog/2020/03/roulette-wheel.webp",
"hero": "/assets/blog/2020/03/roulette-wheel.webp",
"slug": "dont-believe-in-luck",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/dont-believe-in-luck/"
},
{
"title": "It’s not over until it’s over",
"date": "2015-07-08",
"excerpt": "I saw a story this past weekend that made me laugh and cringe all at the same time. A runner in fairly prestigious 10k race this weekend in Atlanta…",
"image": "/assets/blog/2020/03/SNACK_peachtree_photo_finishVideo_Mixdown31.webp",
"hero": "/assets/blog/2020/03/SNACK_peachtree_photo_finishVideo_Mixdown31.webp",
"slug": "its-not-over-until-its-over",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/its-not-over-until-its-over/"
},
{
"title": "Social sales process, tips and success",
"date": "2015-05-12",
"excerpt": "I’ve been asked to be part of the “Best Practices for Selling B2B in the Digital Age: Tops Salesforce.com Hacks By And For Stellar Salespeople” on 5/28 at…",
"image": "/assets/blog/2020/03/social-selling.webp",
"hero": "/assets/blog/2020/03/social-selling.webp",
"slug": "social-sales-process-tips-and-success",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/social-sales-process-tips-and-success/"
},
{
"title": "Please Stop Asking Stupid Questions",
"date": "2015-04-28",
"excerpt": "I was watching the NBA playoffs last week and happened to catch the post-game press conference with the coach of the San Antonio Spurs, Greg Popovich…",
"image": null,
"hero": null,
"slug": "please-stop-asking-stupid-questions",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/please-stop-asking-stupid-questions/"
},
{
"title": "Wanting versus needing the business",
"date": "2015-04-19",
"excerpt": "“I want your business but I don’t need your business.” This mentality makes a huge difference with our approach and results in Sales. If we can get into…",
"image": "/assets/blog/2020/03/Wanting-vs-needing.webp",
"hero": "/assets/blog/2020/03/Wanting-vs-needing.webp",
"slug": "wanting-versus-needing-the-business",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/wanting-versus-needing-the-business/"
},
{
"title": "Know your hourly rate",
"date": "2015-04-06",
"excerpt": "Time management is a challenge for everyone but I’ve come across an approach that helps put things in perspective. It’s all about knowing your hourly rate…",
"image": "/assets/blog/2020/03/hourly-rate.webp",
"hero": "/assets/blog/2020/03/hourly-rate.webp",
"slug": "know-your-hourly-rate",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/know-your-hourly-rate/"
},
{
"title": "Death of the
Average Sales Rep",
"date": "2015-03-24",
"excerpt": "I’m noticing three very disturbing trends in sales and marketing that I think seriously threaten the relevance and livelihood of the average sales…",
"image": null,
"hero": null,
"slug": "death-of-the-average-salesman",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/death-of-the-average-salesman/"
},
{
"title": "The American dream is alive and well but…..",
"date": "2015-03-10",
"excerpt": "…it’s not just for America any more. My basic understanding of the American Dream is that we’re a country where you can come with nothing and through hard…",
"image": "/assets/blog/2020/03/American-dream.webp",
"hero": "/assets/blog/2020/03/American-dream.webp",
"slug": "the-american-dream-is-alive-and-well-but",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-american-dream-is-alive-and-well-but/"
},
{
"title": "Learn to love competition",
"date": "2015-03-02",
"excerpt": "I’ve been a huge fan of the company/service Uber since it came out. The taxi industry is a miserable industry and has been for a long time. It’s…",
"image": "/assets/blog/2020/03/competition.webp",
"hero": "/assets/blog/2020/03/competition.webp",
"slug": "learn-to-love-competition",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/learn-to-love-competition/"
},
{
"title": "Consistent Greatness",
"date": "2015-02-19",
"excerpt": "I wrote a blog post recently highlighting the challenges my New England Patriots faced when accused of deflating balls after breaking the Impeccable…",
"image": "/assets/blog/2020/03/Belichick-superbowl.webp",
"hero": "/assets/blog/2020/03/Belichick-superbowl.webp",
"slug": "consistent-greatness",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/consistent-greatness/"
},
{
"title": "My Predictions for 2015",
"date": "2014-12-23",
"excerpt": "1) The focus will shift from Marketing Automation tools to Sales Automation tools The past 5 years was owned by investments in Marketing Automation tools…",
"image": "/assets/blog/2020/03/crystal-ball.webp",
"hero": "/assets/blog/2020/03/crystal-ball.webp",
"slug": "my-predictions-for-2015",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/my-predictions-for-2015/"
},
{
"title": "Don’t get caught on auto-pilot…like I did",
"date": "2014-12-17",
"excerpt": "Every time this happens to me I swear it will never happen again and then it does. Thankfully it doesn’t happen too frequently (1 or 2 times a year) but…",
"image": "/assets/blog/2020/03/auto-pilot.webp",
"hero": "/assets/blog/2020/03/auto-pilot.webp",
"slug": "dont-get-caught-on-auto-pilotlike-i-did",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/dont-get-caught-on-auto-pilotlike-i-did/"
},
{
"title": "Have you ever misread tone in an e-mail?",
"date": "2014-10-28",
"excerpt": "I understand why e-mail has taken over as the main form of communication and why many inside sales organizations sound more like touch-typing classes…",
"image": null,
"hero": null,
"slug": "have-you-ever-misread-tone-in-an-e-mail",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/have-you-ever-misread-tone-in-an-e-mail/"
},
{
"title": "GETTING THE MOST OUT OF DREAMFORCE",
"date": "2014-10-13",
"excerpt": "Most of you who follow me know that Salesforce.com is my largest clients and the majority of my clients are in the SaaS industry. With that, Dreamforce is…",
"image": "/assets/blog/2020/03/Dreamforce-Logo.webp",
"hero": "/assets/blog/2020/03/Dreamforce-Logo.webp",
"slug": "getting-the-most-out-of-dreamforce",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/getting-the-most-out-of-dreamforce/"
},
{
"title": "SalesFromTheStreets App Launch",
"date": "2014-10-13",
"excerpt": "Your help to improve the profession of Sales There are over 4000 colleges in the US and you can only get your degree in Sales in less than 40 of them and…",
"image": "/assets/blog/2020/03/Dreamforce-Logo.webp",
"hero": "/assets/blog/2020/03/Dreamforce-Logo.webp",
"slug": "salesfromthestreets-app-launch",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/salesfromthestreets-app-launch/"
},
{
"title": "The #1 thing you need to be successful in Sales",
"date": "2014-10-06",
"excerpt": "There are a lot of things you need to be successful in Sales: strong worth ethic, solid product knowledge, good communication, coordination and people…",
"image": "/assets/blog/2020/03/Superkid.webp",
"hero": "/assets/blog/2020/03/Superkid.webp",
"slug": "the-1-thing-you-need-to-be-successful-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-1-thing-you-need-to-be-successful-in-sales/"
},
{
"title": "Expectation Setting is Key",
"date": "2014-10-01",
"excerpt": "I think the majority of the issues and aggravations we face can be addressed by effective expectation setting. Think about how many problems arise when…",
"image": "/assets/blog/2020/03/expectation-setting.webp",
"hero": "/assets/blog/2020/03/expectation-setting.webp",
"slug": "expectation-setting-is-key",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/expectation-setting-is-key/"
},
{
"title": "Be different",
"date": "2014-08-25",
"excerpt": "I was training recently and noticed something based on some of the tips and techniques the reps were implementing during the call blitz and the results…",
"image": null,
"hero": null,
"slug": "be-different",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/be-different/"
},
{
"title": "This is absolute crap!",
"date": "2014-08-14",
"excerpt": "A friend sent me this infographic recently and asked my opinion: https://contactmonkey.com/blog/114-free-infographic-best-subject-line-for-salespeople …",
"image": "/assets/blog/2020/03/656_no_bullshit_decal__38957.webp",
"hero": "/assets/blog/2020/03/656_no_bullshit_decal__38957.webp",
"slug": "this-is-absolute-crap",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/this-is-absolute-crap/"
},
{
"title": "It is what it is",
"date": "2014-07-21",
"excerpt": "No it’s not! I hear this phrase all the time and it drives me out of my mind. I bet not a single truly successful person has ever said this phrase and if…",
"image": "/assets/blog/2020/03/it-is-what-it-is.webp",
"hero": "/assets/blog/2020/03/it-is-what-it-is.webp",
"slug": "it-is-what-it-is",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/it-is-what-it-is/"
},
{
"title": "A Defined Next Step",
"date": "2014-07-15",
"excerpt": "I’ve come to realize this is one of the most important things to get throughout the sale process with a client and is something most sales reps (including…",
"image": "/assets/blog/2020/03/Calendar.webp",
"hero": "/assets/blog/2020/03/Calendar.webp",
"slug": "a-defined-next-step",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/a-defined-next-step/"
},
{
"title": "Guiding Principle #12: Get at least 1% better every day",
"date": "2014-06-23",
"excerpt": "And last but definitely not least, this 12 th Guiding Principle has helped me stay focused on continuous improvement without getting overwhelmed. I took…",
"image": null,
"hero": null,
"slug": "guiding-principle-12-get-at-least-1-better-every-day",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-12-get-at-least-1-better-every-day/"
},
{
"title": "Guiding Principle #11: Make sure you have a plan B and can live with ‘worst case’",
"date": "2014-06-09",
"excerpt": "This is a relatively new one for me and was added after I got fired from Staples. I had been working for Thrive for 7 years with my head down the entire…",
"image": null,
"hero": null,
"slug": "guiding-principle-11-you-can-learn-something-new-from-everyone-and-every-situation",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-11-you-can-learn-something-new-from-everyone-and-every-situation/"
},
{
"title": "Guiding Principle #10: You can learn something new from everyone and every situation",
"date": "2014-06-02",
"excerpt": "I realized this one when I got my first real job out of college with DeWalt Power tools. My job was to drive around to construction sites in a Dodge Ram…",
"image": null,
"hero": null,
"slug": "guiding-principle-10-you-can-learn-something-new-from-everyone-and-every-situation",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-10-you-can-learn-something-new-from-everyone-and-every-situation/"
},
{
"title": "Guiding Principle #9: What goes around comes around",
"date": "2014-05-27",
"excerpt": "I’ve experienced and seen this happen far too many times in my personal and business life to ignore its truth. It might not happen immediately or be very…",
"image": null,
"hero": null,
"slug": "guiding-principle-9-what-goes-around-comes-around",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-9-what-goes-around-comes-around/"
},
{
"title": "Guiding Principle #8: Find your passion or find something else to do",
"date": "2014-05-20",
"excerpt": "This Guiding Principal is my personal favorite. Someone told me once that Sales is the ‘transfer of enthusiasm’ which I loved and totally agree with…",
"image": null,
"hero": null,
"slug": "guiding-principle-8-find-your-passion-or-find-something-else-to-do",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-8-find-your-passion-or-find-something-else-to-do/"
},
{
"title": "3 disturbing trends that are threatening the relevance of the average sale rep",
"date": "2014-05-13",
"excerpt": "I’m noticing three very disturbing trends in Sales and Marketing that are happening right now that I think seriously threaten the relevance and livelihood…",
"image": "/assets/blog/2020/03/One_Percent_Realty_lasergrraphics_logo.webp",
"hero": "/assets/blog/2020/03/One_Percent_Realty_lasergrraphics_logo.webp",
"slug": "3-disturbing-trends-that-are-threatening-the-relevance-of-the-average-sale-rep",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/3-disturbing-trends-that-are-threatening-the-relevance-of-the-average-sale-rep/"
},
{
"title": "I wish spellcheck worked on subject lines",
"date": "2014-04-29",
"excerpt": "Damn it! I really wanted this one. This was a client I’ve done work with in the past and was trying to re-engage with at a MUCH higher level. Long story…",
"image": "/assets/blog/2020/03/homer-simpson-doh.webp",
"hero": "/assets/blog/2020/03/homer-simpson-doh.webp",
"slug": "i-wish-spellcheck-worked-on-subject-lines",
"category": "Email",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/i-wish-spellcheck-worked-on-subject-lines/"
},
{
"title": "Know your target",
"date": "2014-04-09",
"excerpt": "Do you know the top 3 priorities of the executives you’re calling into? I don’t mean in a general way as in “CFOs care about budget,” I mean, do you…",
"image": "/assets/blog/2020/03/target_audience_people_interestes_think159382026_0.webp",
"hero": "/assets/blog/2020/03/target_audience_people_interestes_think159382026_0.webp",
"slug": "know-your-target",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/know-your-target/"
},
{
"title": "What is “social selling” anyway?",
"date": "2014-03-25",
"excerpt": "I think if you asked 10 people you would get 10 different answers to that question. The funny thing to me is that Sales is inherently social to begin…",
"image": "/assets/blog/2020/03/social-media-collage-3.webp",
"hero": "/assets/blog/2020/03/social-media-collage-3.webp",
"slug": "what-is-social-selling-anyway",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-is-social-selling-anyway/"
},
{
"title": "Your contact strategy",
"date": "2014-03-19",
"excerpt": "Most reps don’t have one. We tend to call or e-mail someone, say something random and then if they don’t respond we schedule another activity for a few…",
"image": null,
"hero": null,
"slug": "your-contact-strategy-2",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/your-contact-strategy-2/"
},
{
"title": "Why selling 15 minutes benefits both parties involved",
"date": "2014-02-24",
"excerpt": "If you’ve read my blog before or followed any of my video tips you probably have heard me talk about selling 15 minutes when prospecting. As a quick…",
"image": "/assets/blog/2020/03/15minutes.webp",
"hero": "/assets/blog/2020/03/15minutes.webp",
"slug": "why-selling-15-minutes-benefits-both-parties-involved",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/why-selling-15-minutes-benefits-both-parties-involved/"
},
{
"title": "A GREAT SALES MOVIE?",
"date": "2014-01-31",
"excerpt": "I’ve had more than a few people come up to me recently during my trainings asking me if I’ve seen Wolf of Wall Street and talking about what a great Sales…",
"image": "/assets/blog/2020/03/wolf-of-wall-street.webp",
"hero": "/assets/blog/2020/03/wolf-of-wall-street.webp",
"slug": "a-great-sales-movie",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/a-great-sales-movie/"
},
{
"title": "Are you cool with telling me no?",
"date": "2014-01-24",
"excerpt": "I’ve started asking clients this question early in the sales process. It sounds like a stupid question right? I mean of course they would tell me no if…",
"image": "/assets/blog/2020/03/breakup-heart.webp",
"hero": "/assets/blog/2020/03/breakup-heart.webp",
"slug": "are-you-cool-with-telling-me-no",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/are-you-cool-with-telling-me-no/"
},
{
"title": "PLAN ON CRUSHING IT IN 2014",
"date": "2014-01-16",
"excerpt": "Sorry for the little hiatus I took there on the blog posts. I needed to take a break and recharge my batteries for a while (see the image of me with…",
"image": null,
"hero": null,
"slug": "plan-on-crushing-it-in-2014",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/plan-on-crushing-it-in-2014/"
},
{
"title": "Humility in sales: don’t think you’re better than anyone else, but know no one is better than you",
"date": "2013-12-06",
"excerpt": "Humility in sales is not about being a pushover. It is about understanding that the person across from you, whether that is a prospect, a colleague, a…",
"image": "/assets/blog/2013/12/Humility-in-Sales_-Know-Your-Worth.webp",
"hero": "/assets/blog/2013/12/Humility-in-Sales_-Know-Your-Worth.webp",
"slug": "guiding-principle-6-dont-think-youre-better-than-anyone-else-but-know-no-one-is-better-than-you",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-6-dont-think-youre-better-than-anyone-else-but-know-no-one-is-better-than-you/"
},
{
"title": "Guiding Principle #5: Be open and honest with everyone, especially yourself",
"date": "2013-11-26",
"excerpt": "At a previous company I had a kid working for me as an inside sales rep who was struggling. We worked together to improve his call skills, I talked to him…",
"image": null,
"hero": null,
"slug": "guiding-principle-5-be-open-and-honest-with-everyone-especially-yourself",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/guiding-principle-5-be-open-and-honest-with-everyone-especially-yourself/"
},
{
"title": "It’s about the customer",
"date": "2013-11-21",
"excerpt": "Dreamforce is an event that stands out in so many ways. From the 140k registered attendees, to how Salesforce effectively takes over the city of San Fran…",
"image": "/assets/blog/2020/03/customer-focus.webp",
"hero": "/assets/blog/2020/03/customer-focus.webp",
"slug": "its-about-the-customer",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/its-about-the-customer/"
},
{
"title": "Tips for getting the most out of Dreamforce or any trade show",
"date": "2013-11-18",
"excerpt": "I’m about to go check in to Dreamforce, one of the biggest tech conferences in the world. Since I usually spend the majority of my time on the Expo floor…",
"image": "/assets/blog/2020/03/Dreamforce-2012.webp",
"hero": "/assets/blog/2020/03/Dreamforce-2012.webp",
"slug": "tips-for-getting-the-most-out-of-dreamforce-or-any-trade-show",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/tips-for-getting-the-most-out-of-dreamforce-or-any-trade-show/"
},
{
"title": "I think you will like this",
"date": "2013-10-30",
"excerpt": "Really? I don’t care what you think (at least right now). This is how I feel when sales reps send their prospecting e-mails or have their initial…",
"image": "/assets/blog/2020/03/i-think.webp",
"hero": "/assets/blog/2020/03/i-think.webp",
"slug": "i-think-you-will-like-this",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/i-think-you-will-like-this/"
},
{
"title": "News flash – your prospect/client doesn’t care about how great you are",
"date": "2013-10-02",
"excerpt": "It’s amazing to me how often sales reps start off their elevator pitch with “we’re the leading provider of..” or brag about an award they just got and how…",
"image": "/assets/blog/2020/03/helloimawesome.webp",
"hero": "/assets/blog/2020/03/helloimawesome.webp",
"slug": "news-flash-your-prospectclient-doesnt-care-about-how-great-you-are",
"category": "Prospecting",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/news-flash-your-prospectclient-doesnt-care-about-how-great-you-are/"
},
{
"title": "GET ON THE PHONE!!!",
"date": "2013-08-30",
"excerpt": "The desk top/office phone is going the way of the eight-track, VCR, tapes, CDs, fax machines and many other older technologies being replaced by…",
"image": "/assets/blog/2020/03/sad-phone.webp",
"hero": "/assets/blog/2020/03/sad-phone.webp",
"slug": "get-on-the-phone",
"category": "Phone",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/get-on-the-phone/"
},
{
"title": "The Vendor Client Relationship – In Real World Scenarios",
"date": "2013-08-19",
"excerpt": "I saw this and laughed for a while because it highlights how ridiculous negotiations are sometimes. This clip brought to mind two things that I wanted to…",
"image": "/assets/blog/2020/03/Vendor-client-relationship.webp",
"hero": "/assets/blog/2020/03/Vendor-client-relationship.webp",
"slug": "the-vendor-client-relationship-in-real-world-scenarios",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-vendor-client-relationship-in-real-world-scenarios/"
},
{
"title": "Selling to Priorities",
"date": "2013-08-12",
"excerpt": "There are plenty of great things about our products and services we can all talk about but which ones do our customers actually care about? Unfortunately…",
"image": "/assets/blog/2020/03/priorities.webp",
"hero": "/assets/blog/2020/03/priorities.webp",
"slug": "selling-to-priorities-2",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/selling-to-priorities-2/"
},
{
"title": "What Universally Works in Sales?",
"date": "2013-08-05",
"excerpt": "I was asked this question by a potential client the other day. After talking about our approach to training and the techniques, process, etc. we talked…",
"image": "/assets/blog/2020/03/the_pursuit_of_happyness-HD.webp",
"hero": "/assets/blog/2020/03/the_pursuit_of_happyness-HD.webp",
"slug": "what-universally-works-in-sales-2",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-universally-works-in-sales-2/"
},
{
"title": "Confidence overcomes most shortcomings except for…",
"date": "2013-07-26",
"excerpt": "….an ego. If you have an ego you’re not going to get very far in Sales or in life in my opinion. However, if you have confidence you can achieve almost…",
"image": "/assets/blog/2020/03/IceT.webp",
"hero": "/assets/blog/2020/03/IceT.webp",
"slug": "confidence-overcomes-most-shortcomings-except-for",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/confidence-overcomes-most-shortcomings-except-for/"
},
{
"title": "What ever happened to “we try harder?”",
"date": "2013-07-12",
"excerpt": "Effort in sales sets you apart not because it is exceptional but because it has become rare. The bar for what passes as prepared, professional, and…",
"image": "/assets/blog/2013/07/Rise-Above-the-Bar.webp",
"hero": "/assets/blog/2013/07/Rise-Above-the-Bar.webp",
"slug": "what-ever-happened-to-we-try-harder",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-ever-happened-to-we-try-harder/"
},
{
"title": "What you should do before EVERY meeting",
"date": "2013-06-26",
"excerpt": "Go through your checklist. It’s as simple as that. We should all have a simple check list of things we do before every meeting every time. There’s a book…",
"image": "/assets/blog/2020/03/checklist.webp",
"hero": "/assets/blog/2020/03/checklist.webp",
"slug": "what-you-should-do-before-every-meeting",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-you-should-do-before-every-meeting/"
},
{
"title": "Always Be Closing. Really?",
"date": "2013-06-15",
"excerpt": "Yes! As brutal as Blake (Alec Baldwin) was in his Glenngary Glen Ross speech he was right. You should always be closing. The question is how and for what?…",
"image": "/assets/blog/2026/07/Always-Be-Closing-Blog-Image.webp",
"hero": "/assets/blog/2026/07/Always-Be-Closing-Blog-Image.webp",
"slug": "always-be-closing-really-2",
"category": "Closing",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/always-be-closing-really-2/"
},
{
"title": "To role play or not to role play?",
"date": "2013-06-10",
"excerpt": "Any time I hear the words “role play” my skin crawls as I remember the countless sales trainings I’ve been through where the instructor sets up this ‘real…",
"image": "/assets/blog/2020/03/action-scene-clip-psd-Free-Download-1264084894875.webp",
"hero": "/assets/blog/2020/03/action-scene-clip-psd-Free-Download-1264084894875.webp",
"slug": "to-role-play-or-not-to-role-play-2",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/to-role-play-or-not-to-role-play-2/"
},
{
"title": "The myth of multi-tasking",
"date": "2013-05-29",
"excerpt": "I always thought being great at multi-tasking was an essential part of being successful in Sales. At a high level it is true, you have to be able to do a…",
"image": "/assets/blog/2020/03/Multitasking.webp",
"hero": "/assets/blog/2020/03/Multitasking.webp",
"slug": "the-myth-of-multi-tasking",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/the-myth-of-multi-tasking/"
},
{
"title": "Training yourself to get better every day in Sales",
"date": "2013-05-21",
"excerpt": "Since there are limited formal college degrees or education in Sales (check out www.salesleadershipcenter.com for the list) it is incumbent on us as Sales…",
"image": "/assets/blog/2020/03/train-yourself-in-godliness.webp",
"hero": "/assets/blog/2020/03/train-yourself-in-godliness.webp",
"slug": "training-yourself-to-get-better-every-day-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/training-yourself-to-get-better-every-day-in-sales/"
},
{
"title": "Stop negotiating with yourself",
"date": "2013-05-08",
"excerpt": "I t’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return for them…",
"image": null,
"hero": null,
"slug": "stop-negotiating-with-yourself",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-negotiating-with-yourself/"
},
{
"title": "Results from sales training are what matter most",
"date": "2013-05-01",
"excerpt": "Some trainings talk theory, others get results. Check this blog post from a CEO who got an e-mail from a rep who used the techniques we trained him on…",
"image": "/assets/blog/2020/03/Success.webp",
"hero": "/assets/blog/2020/03/Success.webp",
"slug": "results-from-sales-training-are-what-matter-most",
"category": "General Sales",
"has_page": false,
"unreviewed": false,
"url": null
},
{
"title": "Why verbal agreements aren’t worth the paper they’re written on",
"date": "2013-04-26",
"excerpt": "Why verbal agreements aren’t worth the paper they are written on I can’t tell you how many times I’ve gotten a verbal agreement only to get the rug pulled…",
"image": "/assets/blog/2020/03/verbal-agreement.webp",
"hero": "/assets/blog/2020/03/verbal-agreement.webp",
"slug": "why-verbal-agreements-arent-worth-the-paper-theyre-written-on",
"category": "Negotiating",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/why-verbal-agreements-arent-worth-the-paper-theyre-written-on/"
},
{
"title": "Putting things in perspective",
"date": "2013-04-16",
"excerpt": "If you haven’t noticed yet by meeting me or seeing the image on the front page of my web site I’m a proud Bostonian true and through. Patriots Day is…",
"image": "/assets/blog/2020/03/boston_strong_by_luvataciousskull-d61v4hf.webp",
"hero": "/assets/blog/2020/03/boston_strong_by_luvataciousskull-d61v4hf.webp",
"slug": "putting-things-in-perspective",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/putting-things-in-perspective/"
},
{
"title": "When it rains it pours",
"date": "2013-04-12",
"excerpt": "Have you ever noticed that when it rains it pours in Sales? When things are going well everything seems to fall in line and when things aren’t they all…",
"image": "/assets/blog/2020/03/rain.webp",
"hero": "/assets/blog/2020/03/rain.webp",
"slug": "when-it-rains-it-poors",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/when-it-rains-it-poors/"
},
{
"title": "Stop complaining",
"date": "2013-03-02",
"excerpt": "Few things are more frustrating than people who constantly come up with problems but never come up with solutions. You know the type, they’re the ones who…",
"image": "/assets/blog/2020/03/Thumbs-Down.webp",
"hero": "/assets/blog/2020/03/Thumbs-Down.webp",
"slug": "stop-complaining",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-complaining/"
},
{
"title": "Make time to think",
"date": "2013-02-09",
"excerpt": "As sales professionals with quotas, prospects, clients, meetings, admin work, follow up activities and so on, we rarely get a chance (or take the chance)…",
"image": "/assets/blog/2020/03/thinking_man.webp",
"hero": "/assets/blog/2020/03/thinking_man.webp",
"slug": "make-time-to-think",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/make-time-to-think/"
},
{
"title": "CATCHING YOR SALES GROOVE",
"date": "2011-09-20",
"excerpt": "Have you ever seen the movie Tommy Boy? If not go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a…",
"image": "/assets/blog/2020/03/disco_stu1.webp",
"hero": "/assets/blog/2020/03/disco_stu1.webp",
"slug": "catching-yor-sales-groove",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/catching-yor-sales-groove/"
},
{
"title": "WILL SOMEONE PLEASE CLOSE ME?!?!?!",
"date": "2011-08-31",
"excerpt": "I’m here at Salesforce.com’s Dreamforce walking the trade show floor and noticing for the first time (since it’s been a while since I’ve been to a trade…",
"image": "/assets/blog/2020/03/philanthropy19.webp",
"hero": "/assets/blog/2020/03/philanthropy19.webp",
"slug": "will-someone-please-close-me",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/will-someone-please-close-me/"
},
{
"title": "Selling to pleasure vs pain",
"date": "2011-07-25",
"excerpt": "We’re all taught to dig for, find and sell to pain. There’s nothing wrong with this approach other than the fact that sometimes we don’t pick our head up…",
"image": null,
"hero": null,
"slug": "selling-to-pleasure-versus-pain",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/selling-to-pleasure-versus-pain/"
},
{
"title": "STOP TOUCHING BASE AND CHECKING IN!!!!!",
"date": "2011-07-05",
"excerpt": "These are two of the most meaningless phrases in Sales and yet 99.99% of us do it all day long. We call a client who has agreed to move forward on a…",
"image": null,
"hero": null,
"slug": "stop-touching-base-and-checking-in",
"category": "Meetings",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/stop-touching-base-and-checking-in/"
},
{
"title": "What it takes to be great in Sales",
"date": "2010-09-07",
"excerpt": "I was thinking about putting together a list of what it takes to be great in Sales based on my experience and all the feedback I get from the Sales…",
"image": null,
"hero": null,
"slug": "what-it-takes-to-be-great-in-sales",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/what-it-takes-to-be-great-in-sales/"
},
{
"title": "DO YOUR HOMEWORK!!!",
"date": "2010-07-13",
"excerpt": "Sorry for yelling but I just got off a very annoying call with a sales rep who was following up with me from a Sales 2.0 conference I went to recently and…",
"image": null,
"hero": null,
"slug": "do-your-homework",
"category": "General Sales",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/do-your-homework/"
},
{
"title": "Looking for some motivation?",
"date": "2010-01-05",
"excerpt": "Be careful if you’re looking for someone else to motivate you. There’s a big difference between motivation and inspiration. Someone else can inspire you…",
"image": null,
"hero": null,
"slug": "looking-for-some-motivation",
"category": "Uncategorized",
"has_page": true,
"unreviewed": false,
"url": "https://jbarrows.com/blog/looking-for-some-motivation/"
}
]
}