Make It Happen Mondays - B2B Sales Talk with John Barrows

Latest Episodes:

Jenna Rogers: Elevating the conversation around diversity at work Jan 09, 2023

Show notes

Jenna Rogers is the Vice President of Growth at Sales Assembly and the founder of Career Civility. She’s a self-described “corporateur” who has made it her mission to help people have more impactful discussions in the workplace. In today’s episode of Make It Happen Monday, Jenna discusses tough topics like the generational divide, male advocacy, and the differences between cancel and accountability. She also provides strategic advice for discussing tough topics like diversity and inclusion in the workplace.

Connect with Jenna Rogers on LinkedIn:

https://www.linkedin.com/in/jennamrogers/

Visit Jenna's Website:

https://www.careercivility.com/

Checkout her IG:

https://www.instagram.com/careercivility/

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Russell Bradley-Cook: HubSpot Partnerships, the ultimate sales multiplier when done right Jan 02, 2023

Show notes

When it comes to getting the most out of partnerships, Russell Bradley-Cook is a pro. He has a strong background in sales and currently serves as HubSpot’s EMEA App Partner Manager, where he builds and maintains partnerships with some of the leading SaaS companies in Europe. In today’s episode, Russell explains the ecosystems associated with professional partnerships, the importance of leading with giving, and his own three pillars of partnership success to help listeners learn how to leverage partnerships in their own careers.

Follow Russell Bradley-Cook on LinkedIn:

https://www.linkedin.com/in/russellbradleycook/

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Chris Voss: Interview with a Master Negotiator Dec 26, 2022

Show notes

As the most popular and most downloaded Make It Happen Monday episode of all time, this conversation with Chris Voss is all about the power of negotiation. Chris is an ex-CIA agent and expert negotiator, the founder of the Black Swan Group, and the author of Never Split the Difference, an incredibly popular book about negotiation. Today, Chris is the world’s top negotiation coach. In this episode, Chris talks about unintuitive negotiation techniques, the importance of seemingly unimportant information, and the problems with presumptions in negotiations.

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Angela Kristen Taylor: The Emotional Productivity Connection Dec 19, 2022

Show notes

Angela Kristen Taylor is the founder of Integrative Productivity, a coaching and consulting firm that focuses on the emotional side of productivity. In today’s episode of Make It Happen Monday, she discusses the emotional productivity connection, how negative self-talk leads to chaos, and how entrepreneurs and independent business owners can overcome that chaos to lead more productive and meaningful lives. Listen in as Angela shares her personal journey and the powerful secrets for finding your purpose amidst the chaos of everyday life.

Connect with Angela:

https://www.linkedin.com/in/angelakristentaylor/

https://www.instagram.com/productiveflow/

https://www.tiktok.com/@productiveflow

https://www.youtube.com/channel/UC9Ria_bDtWwSOXrfYiMyBFw

Website: http://angelakristentaylor.com

Programs, Services, & Events: http://www.productiveflow.com

***(This is the the one to highlight most) Book Your Free Productivity Breakthrough Session: http://productiveflow.as.me/clutterfree

Grab your TOP 10 LIST of TELLTALE SIGNS you are DEFINITELY a Sales Matcher over at http://list.productiveflow.com

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Ian Koniak: From Skirting Death to Finding Meaning In Life Dec 05, 2022

Show notes

How do you gain a new perspective on life? For sales coach Ian Koniak it took a brush with death, making peace with his family, and getting sober. He discovered “a calling of helping” and today he encourages a life of integrity, where “your actions and your behaviors match your thoughts.” In pursuing sales or other goals he urges patience and faith, which he equates with “the ability to see success, even if you don't experience it” immediately. He also advises people to listen for “shoulds” in their self-talk because they indicate “you're not living a life that you truly want to live.” … John and Ian warn that our 24/7 world leaves too many of us “short-term focused,” allowing immediate gratification to get in the way of what's important.

Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/

Coach with Ian: https://untapyoursalespotential.com

YouTube channel: https://www.youtube.com/iankoniak

Newsletter: https://untapyoursalespotential.com/newsletter

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Paul Magnone: Good Decisions Require Data AND Instinct Nov 28, 2022

Show notes

Paul Magnone, an engineer who heads global strategic alliances for Google, just co-wrote a book about hunches. In “Decisions Over Decimals” he advises readers to use both gut and numbers because, he argues, good decisions require “understanding the data, but also listening to your intuition.” He says engineers typically “go to the numbers,” and “high flyers … will go to gut instinct.” To improve the process, Paul encourages following your instincts but only after creating a decision framework that pulls information from across an organization, including from “everybody who touches customers,” to define the problem you’re trying to solve. … Hear John and Paul discuss that people who “understand the DNA of their business” are better prepared to profit in the face of unexpected events like the pandemic.

Connect with Paul on LinkedIn:

https://www.linkedin.com/in/paulmagnone/

Visit Paul's website

https://www.dodthebook.com/

Find his new book on Amazon:

https://www.amazon.com/Decisions-Over-Decimals-Intuition-Information/dp/111989848X

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Niraj Kapur: Reinventing yourself through the pandemic Nov 21, 2022

Show notes

From an idyllic early childhood to enduring “unbelievable racism” as a teenager, sales and LinkedIn coach Niraj Kapur learned to adapt. After facing mental health challenges and “a horrendous divorce,” Niraj was ready to rebound — then the pandemic hit and his income went to zero. He threw himself into his consulting business, Everybody Works In Sales, and devised ways to make sales connections on LinkedIn. Today he is sought after as a speaker and sales coach who offers as his No. 1 piece of advice: Better understand the sales process and “engage with customers who are not doing business with you.” … After John laments that too many entrepreneurs and sales executives “take money from anybody to keep the lights on,” Niraj replies that he says “no to anybody” who isn’t a good fit.

Connect with Niraj on LinkedIn:

https://www.linkedin.com/in/nkapur/

Twitter @nirajwriter

Instagram nirajkapur

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Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO Nov 14, 2022

Show notes

Daphne E. Jones is no stranger to adversity. As a young black woman interested in a STEM career, a career counselor once told her that she should be a secretary. Instead of blindly following this so-called “professional” advice, Daphne developed a plan to change the impossible to the inevitable. Since then, she’s held numerous executive and leadership positions with companies like IBM, Johnson & Johnson, and General Electric. Her tactical and structured approach to career ownership includes a realistic framework for envisioning, designing, iterating, and transforming your life. In this episode, Daphne opens up about her new book, Win When They Say You Won’t: Break Through Barriers and Keep Leveling Up Your Success, and offers valuable advice for overcoming the adversity in your life.

Connect with Daphne E. Jones on LinkedIn:

https://www.linkedin.com/in/daphne-e-jones/

Get her new book here

Or Visit www.daphneejones.com/book

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Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’ Nov 07, 2022

Show notes

Growing up in Israel, Udi Ledergor studied magic, music, and puppeteering. He uses showbiz skills today, not on a stage but in business conference rooms as chief marketing officer for Gong, one of the hottest and fastest growing tech companies in the world right now. “I see B2B marketing as a way of performing to an audience and creating a show, creating truth and experience,” he says. As the 13th employee hired at Gong — which today has a headcount above 1,500 — Udi says scaling the company while fostering its inclusive “Gongster” culture requires tact and candor: Be “respectful to everyone in the room, but calling things out as they are, so we can fix them and move forward.” … Also hear John and Udi discuss the challenges of providing direct feedback to associates of different ages and backgrounds.

Connect with Udi on LinkedIn:

https://www.linkedin.com/in/udiledergor/

Or visit https://www.gong.io/

Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:

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Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers Oct 31, 2022

Show notes

From working his way up the ladder at Oracle to becoming a top executive at customer experience management platform Sprinklr, Mark Siciliano has invested in people. He reveals what he’s learned in the last quarter-century about sales, sales enablement, and what it takes to make an impact on people’s lives — both customers and colleagues. Treating others as they want to be treated “seems old school,” Mark says, “but technology has shot so quickly ahead of us that we forget that those core things still count.” Hear John and Mark riff on a musical analogy about the future of sales, when everyone will know how to play more than one instrument.

Connect with Mark on LinkedIn at:

https://www.linkedin.com/in/marksiciliano1/

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