Make It Happen Mondays - B2B Sales Talk with John Barrows

Latest Episodes:

240: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay) Oct 18, 2021

Show notes

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 milestone. Let’s countdown the top 5 episodes of all time!

Episode #3: This replay of Episode 109 welcomes Sean Sheppard, who’s friendship spans years with John. Sean is a 5-time Founder and has 3 successful exits on his resume already, he’s now running GrowthX. He’s always been a salesperson, but Sean goes deep in this podcast about the routes of new sales professionals. His introduction to the industry involved building repeatable processes, testing and optimizing everything as far as you could. He cares a lot about helping the new generation of sales professionals to get that level of training and grounding.

239: Trademarks of Top Sales Reps With Tom Williams (Replay) Oct 11, 2021

Show notes

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 milestone. Let’s countdown the top 5 episodes of all time!

Episode #4: This replay of Episode 129 welcomes Tom Williams, Head of DealPoint (part of Clari), onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can’t do. Like us, Tom wants top sales reps to keep honing their craft to become even better every day. In this episode, you will learn about establishing transparency & trust, finding your best customers, and the “Mutual Action Plan” follow up.

238: How SDRs Can Hit 225% of Quota With Armand Farrokh (Replay) Oct 04, 2021

Show notes

This replay of Episode 136 explains Armand Farrokh’s winning formula that allows him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. Since the original episode has aired, Armand has become the Head of Sales at Pave. He details his process on staying focused, tunnel vision & time blocking, how he created massive efficiencies to increase conversion rations, creating confidence on the phone, and dealing with objections. He uses practical processes and tries to simplify the ball game of sales to make it easier.

237: Heather Monahan on Building Confidence Throughout Your Sales Career Sep 27, 2021

Show notes

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 the expert throughout all stages of your sales career. This conversation is filled with advice for sales reps and beyond on how and why you should listen to your gut & the voice in your head, searching for purpose, and shifting values as you move through life stages and workplaces. Heather’s book, "Overcome Your Villains", is now available for pre-order on Amazon. Heather and John don’t miss a beat in this episode that gets deep.

236: Jules Kun on Crafting Your Personal Brand Sep 20, 2021

Show notes

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 appetizers!), her favorite lessons from working with Daymond John’s team while he was on Shark Tank, and in this episode hosts a mini consulting session with John on redefining his own brand in sales. Some of Jules’ most important advice is: always be what you are best at, leverage your community on relevant platforms, and consistency rules over everything.

235: Ashleigh Early and James Buckley on Leaving Effective Voicemails Sep 13, 2021

Show notes

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 of “The Other Side of Sales”, to share their opposing views on sales reps leaving voicemails. Ashleigh believes salespeople should not leave voicemails in general, with some caveats, "because the 20-30 seconds spent leaving one does not garner an ROI". James likes to leave notes that are short & sweet with a little bit of context. This episode on voicemails even discusses cultural differences in salespeople, standing up for yourself, and walking away when it’s not right.

234: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life Sep 06, 2021

Show notes

JB Sales' newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up as a first generation Indian-American not conforming to cultural norms, tough career decisions and changes, and evaluating her values and priorities in life. Shelly's greatest lessons have come from taking different risks in life as well as becoming a parent, and she's ready to encourage and motivate others who have been thinking of starting a new path. JB Sales couldn't be more excited to welcome Shelly to the team.

233: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model Aug 30, 2021

Show notes

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 new model of how to grow organizations internally to break the predictable growth model that could be the novel way companies go to market. This episode is: for leadership to take back to your org and think about if this is a good idea to implement, and if you’re a rep, you should pay attention to the companies that are currently going this route.

232: Kris Rudeegraap on The New Path of the SDR Aug 23, 2021

Show notes

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 industry and the structure of sales organizations. Kris is the CEO and Co-Founder of Sendoso, a sending platform that helps sales & marketing teams send out direct mail, swag, handwritten notes, and more. Prior to founding Sendoso, Kris spent 10 years in sales himself, which lends to his being more open to new sales tactics and trends. Don’t miss this episode if you want to learn how you can grow your career as the traditional path of the SDR is shifting quickly.

231: Doug Landis on How Product-Led Growth is Shifting the Marketplace Aug 16, 2021

Show notes

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 in order to evolve. This episode is especially important for the mid-tier 50% of reps that want to further their sales career. Doug and John discuss how over half of the reason people buy anything is due to the experience, and Doug talks about how he qualifies that experience. They dive into balancing leadership, where to continue to build your career, and intentionality about assessing your values at work.

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