Make It Happen Mondays - B2B Sales Talk with John Barrows

Latest Episodes:

Why Buyer Enablement Beats Sales Enablement with Rory Sadler Nov 10, 2025

Show notes

This week on Make It Happen Mondays, John sits down with Rory Sadler, Co-founder and CEO of trumpet, the leading digital sales room platform helping companies like Gong, HubSpot, and Personio increase sales velocity by transforming the buying experience.

Before founding trumpet, Rory spent years on the front lines of SaaS sales—first as an individual contributor, then leading global teams at Hotjar. Along the way, he saw firsthand just how painful and chaotic buying software had become—and made it his mission to fix it.

In this episode, Rory shares the aha moment that led to building trumpet, his early entrepreneurial grit (selling sweets and DJing as a teen), and why entrepreneurship is way different than just working at a startup. We also dive into:

Why buyer enablement is the new sales enablement
How mutual action plans build real trust and alignment
What sellers are still getting wrong about personalization
The massive opportunity in simplifying complex buying decisions

If you’re in sales, RevOps, or just care about delivering a smoother, faster, and more human buying experience, this episode will hit home.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Rory on LinkedIn: https://www.linkedin.com/in/rory-sadler-trumpet/

Connect with Trumpet on LinkedIn: https://www.linkedin.com/company/sendtrumpet/

Check out Rory's Website: https://www.sendtrumpet.com/

The 17% Rule: Why Most Reps Miss Quota with Guy Rubin Nov 03, 2025

Show notes

In this episode of Make It Happen Mondays, John Barrows sits down with Guy Rubin, CEO of Ebsta, the revenue intelligence platform that guarantees increased quota attainment—and was recently acquired.

Guy shares the origin story of building Ebsta as a bootstrapped venture, the lessons learned through scaling without VC pressure, and how staying aligned with his values made the acquisition feel like a natural next step. But the real power of this episode lies in the data.

We dive into insights from Ebsta’s 2025 Sales Qualification Report, which shows jaw-dropping stats—like how just 17% of reps are responsible for over 80% of revenue. It’s Pareto Principle in real-time, and it forces us to ask: What happens to the other 80% in an AI-first world?

John and Guy dig into how the best reps qualify, the resurgence of full-cycle sales, and why the future belongs to reps who can ditch the features and start leading business conversations.

This one’s a wake-up call and a roadmap for anyone in B2B sales looking to stay ahead in a fast-changing game.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Guy Rubin on LinkedIn: https://www.linkedin.com/in/rubinguy/

Check out Guy's Website: https://www.ebsta.com/

The Ten Commandments of Selling with Dr. Yaniv Zaid Oct 27, 2025

Show notes

In this episode, John sits down with Dr. Yaniv Zaid—a global authority on persuasion, communication, and ethical influence. With a career spanning 22+ years, 2,500+ keynotes, and 11 bestselling books (including his latest, The New Bible of Sales: The Ten Commandments), Dr. Zaid brings razor-sharp insight into what makes people say “yes.”

Together, they dive into the psychology of trust, how identity and narrative matter more than features, and the universal persuasion process that top sellers unknowingly follow. Yaniv also breaks down the fine line between manipulation and persuasion, shares why failure is one of the fastest paths to credibility, and challenges John on whether people really have to like you to buy from you.

If you’re in sales, leadership, or just want to understand how to ethically influence others, this episode is packed with actionable strategies that blend science with story.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Dr. Yaniv Zaid on LinkedIn: https://www.linkedin.com/in/yanivzaid/

Check out Dr. Yaniv Zaid Website: https://www.persuasion.co.il/en/

Hacking Human Psychology with MichaelAaron Flicker Oct 20, 2025

Show notes

In this mind-expanding episode, John sits down with MichaelAaron Flicker—entrepreneur, behavioral science strategist, and CEO of XenoPsi Ventures, where he oversees a portfolio of nine companies. He’s also the co-author of Hacking the Human Mind: The Behavioral Science Secrets Behind 17 of the World’s Best Brands, a must-read for anyone serious about sales, branding, or influence.

They explore how behavioral science drives real-world buying behavior, why most sales tactics miss the mark, and how we can ethically use psychological principles to build trust, guide decisions, and grow businesses. From Five Guys’ focused menu strategy to the Sunken Cost Fallacy of Amazon Prime, this episode is packed with real-life behavioral insights sellers can use right now.If you’re ready to move beyond outdated tactics and understand how emotion, perception, and decision-making truly work, this one’s for you.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with MichaelAaron on LinkedIn: https://www.linkedin.com/in/michaelaaron-flicker/

Check out MichaelAaron's Website: https://xenopsi.com/

Also Check Out These Links:

Build Brands People Feel with David Brier Oct 13, 2025

Show notes

In this episode of Make It Happen Mondays, John Barrows sits down with branding icon David Brier—a man known as The Brandfather, whose work has generated over $9 billion in brand value across four decades. With 320+ international awards, a Presidential Ambassador for Global Entrepreneurship medallion, and praise from the likes of Daymond John, Grant Cardone, and Oren Klaff, David brings both gravitas and grit to this deeply insightful conversation.

From his Brooklyn roots and obsession with typography to the powerful strategy behind Brand Intervention and his newest book, Rich Brand, Poor Brand, David shares how great branding isn’t just about looking good—it’s about thinking differently, taking risks, and telling stories that stick.

You’ll hear why personal brand is one of the few things AI can’t replicate, why playing the long game is a winning move, and how authenticity is still the most underused superpower in modern business.

If you care about standing out, earning trust, or building a brand that actually means something—this one is a must-listen.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with David Brier on LinkedIn: https://www.linkedin.com/in/davidbrier

Check out David Brier's Website: https://www.risingabovethenoise.com

Connect with David Brier on IG: https://www.instagram.com/risingabovethenoise/

Get David's new book "Brand Intervention": https://bit.ly/BrandInterventionHardcover

Apply for David's 9-week Masterclass: https://www.risingabovethenoise.com/say-less-sell-more/

Schedule a Zoom call to work with David 1-on-1: https://davidbriercalendar.as.me/schedule/5231d133/appointment/9282937/calendar/1250409?appointmentTypeIds[]=9282937

Kevin Davis: The Surfer’s Guide to Smarter Sales Territory Planning Oct 06, 2025

Show notes

In this episode of Make It Happen Mondays, John Barrows sits down with Kevin Davis, the co-founder and CEO of Boogie Board—a company rethinking sales territory planning through the lens of data, transparency, and AI.

Kevin’s journey started far from Silicon Valley, in a small Wisconsin town where he learned grit the hard way—from shoveling snow and driving plows to climbing the ranks in sales and ops. Despite saying he never should’ve been in sales, Kevin’s experience on both sides of the revenue engine gives him a rare perspective that’s now shaping how companies think about go-to-market strategy.

They dive into Kevin’s “surfer, not hunter” sales philosophy, why current territory models are broken, and how we can rebuild them to create trust between reps and RevOps. Kevin also opens up about early tactical missteps, the importance of clarity in selling, and how Boogie Board is helping teams get smarter about where and how they sell.

If you’re in sales leadership, RevOps, or just tired of guessing your way through territory planning—this conversation is a must-listen.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Kevin on LinkedIn: https://www.linkedin.com/in/kevinboogie/

Check out Kevin's Website: https://boogieboard.ai/

Stephanie Chung: From Air Force Bases to Boardrooms Sep 29, 2025

Show notes

Stephanie Chung grew up on an Air Force base with a Master Sergeant father—so structure, discipline, and high standards were her foundation long before she ever stepped into a boardroom. Today, she’s a #1 international best-selling author, executive coach, and the first African American to lead a major private aviation company.

In this powerful episode, we dive into Stephanie’s remarkable career—from checking bags at an airline to completely transforming a private jet company’s brand and sales culture. Her new book, Ally: How to Lead People Who Are Not Like You, gives leaders real-world frameworks to lead with empathy, use privilege as a lever for good, and embrace curiosity over certainty.

We explore what it really means to be a transformational leader in today’s world—especially as business becomes more diverse and emotionally intelligent. Stephanie shares why business acumen is still the most underrated sales skill, how Mary Kay helped shape her as a seller, and what she learned from growing up in a military family that continues to serve her as a leader today.

The episode wraps with a heart-opening story about her work with Make-A-Wish that will stay with you long after you listen.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Stephanie on LinkedIn: https://www.linkedin.com/in/TheStephanieChung/

Check out Stephanie's Website: https://stephaniechung.com/

Connect with Stephanie on IG: https://www.instagram.com/TheStephanieChung/

Check out Stephanie's Newsletter: https://www.yourallyinleadership.com

Interested in learning more? Check out Stephanie's Course: https://stephaniechung.com/earn

Also Check out all of Stephanie's links here: https://stephaniechung.com/links

To make a donation to the "Make A Wish Foundation" please visit: http://wishesarewaiting.org/

Udi Ledergor: Courage Over Clichés in Modern Marketing Sep 22, 2025

Show notes

Udi Ledergor is back on the pod—and this time, he’s bringing the fire behind Courageous Marketing, his new book that challenges everything safe, stale, and same-same in today’s crowded GTM world.As the former CMO of Gong during its hypergrowth years (multi-billion-dollar valuation, anyone?), and now Chief Evangelist, Udi knows firsthand how to build brands people actually love. In this episode, he and John dig deep into what separates average from iconic in today’s AI-drenched world of “best practices.”You’ll hear:

Why courageous marketing requires risk, not just reach
The 10-20% “crazy idea” budget every brand needs
How sales and marketing can truly work together
The real difference between vanity metrics and valuable growth
How to craft a brand people feel, not just see

Whether you’re a marketer looking to break the mold or a seller tired of lead-gen lip service—this episode is for you.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Udi on LinkedIn: https://www.linkedin.com/in/udiledergor/

Get Udi's book Courageous Marketing: https://mybook.to/courageousmarketing

Check out Gong's Website: https://www.gong.io/

Giuseppe Conti: Negotiation + Influence = Success Sep 15, 2025

Show notes

What happens when 25 years of corporate procurement experience meets elite business school teaching? You get Giuseppe Conti—a world-class negotiation expert with a gift for turning complex tactics into everyday skills.In this episode, Giuseppe shares his journey from growing up in a family of teachers in Southern Italy to teaching negotiation and influence at institutions like Oxford and Cambridge. His new book, Negotiation + Influence = Success, distills a career’s worth of hard-earned wisdom into actionable strategies—and we break several of them down in this conversation.We cover tactical topics like:

Who should make the first offer in a negotiation?
How to handle procurement teams obsessed with price.
How to influence internal stakeholders when you don’t have authority.

Giuseppe blends humility, academic insight, and battle-tested experience in one of the most practical negotiation discussions we’ve had on the podcast. Whether you’re negotiating with a client, a boss, or your own team—this episode will sharpen your skills and change how you think about influence.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Giuseppe on LinkedIn: https://www.linkedin.com/in/giuseppeconti/

Check out Giuseppe's book: https://www.amazon.com/Negotiation-Influence-Success-Lessons-Corporate-ebook/dp/B0FNSKZ9F5/

Eugene “Blue” Bowen: Inside G2’s AI in Sales Report Sep 08, 2025

Show notes

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2’s research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2’s latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.

Together, they dig into:

Why most pipeline numbers are a lie
The myth of “fully automated” sales cycles
How AI’s most powerful use case might be coaching—not prospecting
The real reason RevOps should be at the table (not in the backroom)
What reps need to learn now before AI makes them irrelevant

They also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you’re trying to separate AI hype from real-world impact, this episode is your guide.

Whether you’re in sales, RevOps, or leadership, don’t miss this insight-packed episode—and make sure to check out G2’s full report for even more data-driven takeaways.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Blue Bowen on LinkedIn: https://www.linkedin.com/in/eugene-blue-bowen-42958713b/

Check out the G2 Report Here: https://company.g2.com/news/ais-net-impact-on-sales

Check out the G2 Website: https://www.g2.com/