Make It Happen Mondays - B2B Sales Talk with John Barrows

Latest Episodes:

Lori Richardson: Betting on Yourself When It Matters Most Sep 01, 2025

Show notes

Lori Richardson is a powerhouse in the sales world—and one of John’s favorite humans, period.In this deeply personal and insightful episode, Lori opens up about her incredible journey: escaping an abusive relationship at 19, raising a child on her own, and diving headfirst into a 100% commission sales role with no safety net. Her story isn’t just inspiring—it’s a masterclass in resilience, grit, and self-belief.Today, Lori is the founder of Score More Sales, a sales strategy and training company that starts with data—not guesswork—to help companies build truly effective sales teams. She’s also the host of the Conversations with Women in Sales podcast and one of the most impactful advocates for women in the profession.In this conversation, John and Lori discuss:

What it takes to bet on yourself when the odds are stacked against you
Why sales fundamentals still matter more than ever
The real role of data in driving sales performance
How far we’ve come—and how far we still have to go—for women in sales
Why the sales world needs fewer “bros” and more authentic leadership

Whether you’re just getting started in your sales career or you’re leading a team, this one is packed with perspective, purpose, and practical advice.

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 Lori on LinkedIn: https://www.linkedin.com/in/scoremoresales/

Check out Lori's Website: https://www.scoremoresales.com/

Marcus Chan: $950M in Sales and the Grit Behind It Aug 25, 2025

Show notes

Marcus Chan is a walking masterclass in disciplined growth. As CEO of Venli Consulting, he’s helped sales teams uncover $2M–$10M+ in hidden revenue through what he calls a Revenue Operating System—a system that’s generated $950M+ in results (and counting).In this episode, John Barrows reconnects with Marcus Chan to explore the grit, strategy, and mindset behind high-performing sales orgs. From his early days working in his family’s Chinese restaurant to turning underperforming teams into market leaders at Cintas, Marcus shares the frameworks that built his legacy—and are helping companies win big today.They dive into:

How to diagnose revenue leaks and plug them fast
Why most sales teams are leaving millions on the table
The power of direct feedback in a world that avoids it
Switching gears between B2B and B2C models
Why “not being in sales” is often the biggest sales lie

If you’re ready to challenge soft habits, sharpen your process, and uncover revenue you didn’t even know existed—this episode delivers.

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 Marcus on LinkedIn: https://www.linkedin.com/in/marcuschanmba/

Connect with Marcus on IG: https://www.instagram.com/therealmarcuschan/

Check out Marcus's Websites : https://venliconsulting.com/ and https://venliconsulting.com/teams-book-your-call-489379

Check out Marcus's Youtube Channel: https://urlgeni.us/youtube/channel/marcuschan

Vince Beese: Red Zone Selling and the Enterprise Edge Aug 18, 2025

Show notes

Vince Beese knows how to close. As a fractional CRO and author of Red Zone Selling, Vince helps early-stage startups and fast-growing sales teams stop spinning their wheels and start running the plays that actually move deals across the finish line.In this conversation, John and Vince ditch the fluff and dive straight into what separates elite sellers from the rest. From his days in enterprise sales to building scalable GTM systems, Vince shares hard-earned insights on:

Why sales has swung too far into science—and what it takes to bring the art back
How top reps lean into friction instead of avoiding it
Why false confidence from a bloated pipeline is killing your forecast
The power of disqualifying early and often
What sales leaders should focus on instead of just top-of-funnel metrics

They also unpack Vince’s Red Zone Selling framework, breaking down how to qualify faster, sell smarter, and finish stronger—no matter your deal size or sales cycle.If you’re in enterprise sales, trying to move upstream, or just tired of chasing unqualified leads, this is the episode to get you back to the fundamentals that win.

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 Vince on LinkedIn: https://www.linkedin.com/in/vbeese/

Check out Vince's Websites: https://www.vincebeese.com/ & http://redzoneselling.co/

Get Vince's Book "Red Zone Selling: The Ultimate Playbook for High-Performing Enterprise Sellers" here: https://a.co/d/cbkoWT1

Jake Mannino: Breaking The Guinness World Record For Coaching Aug 11, 2025

Show notes

Jake Mannino isn’t your average sales leader. As a Global Sales Director at Microsoft, he leads a team responsible for over $1B in annual revenue—but his true superpower lies in understanding people.In this deeply insightful episode, Jake joins John Barrows to unpack the psychology of motivation, the neuroscience of behavior change, and what it takes to build a high-performance culture in today’s AI-driven world. In 2025, Jake helped Microsoft set a Guinness World Record by coaching nearly 5,000 employees through its MCAPS Executive Coaching initiative—giving him a unique lens into what truly drives change.John and Jake dive into:

The difference between motivation and inspiration
Why most managers shouldn’t be coaches
The rising importance of emotional intelligence (EQ)
Why authenticity and active listening matter more than ever

Whether you’re leading a team or looking to lead yourself better, this conversation blends science, story, and strategy in a way that will leave you thinking—and acting—differently.

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 Jake on LinkedIn: https://www.linkedin.com/in/jakemannino/

Check out Jake's Website: https://jakemannino.com/

RevOps Unfiltered: What Sales Needs to Hear Aug 04, 2025

Show notes

On this week’s episode, John Barrows hits the floor at Rev Fest—a one-of-a-kind event hosted by Go Nimbly’s CEO, Jen, at the iconic House of Yes in Brooklyn. This isn’t your typical sales conference. It’s loud, unconventional, and hyper-focused on RevOps—the unsung heroes of modern GTM strategy.In a series of quick-hit, high-impact interviews with leaders from Snowflake, Clay, G2, StrongDM, and Figma, John asks each guest the same three questions:

What should sales stop doing?
What should sales do more of?
And if you had a magic wand, what would you change about the sales & RevOps relationship?

The answers? Candid, surprising, and exactly what sales pros and leaders need to hear.Whether you’re a rep trying to work better with ops, or a leader looking to scale smarter, this episode delivers direct insights from the RevOps trenches.

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

Monica Stewart: Escaping Founder Sales Survival Mode Jul 28, 2025

Show notes

Monica Stewart has spent 15 years helping B2B SaaS founders escape survival mode and build scalable revenue systems—generating $25M+ in revenue and influencing over $200M in valuations along the way. In this episode, John and Monica dig into what really holds founders back from scaling past the $1–10M mark.

They explore why so many founders—especially technical ones—see sales as a necessary evil, and the dangerous misconceptions this creates. Monica shares why doing the right things in the wrong order derails growth, how to create processes that don’t depend on a founder’s charisma, and why she believes most traditional sales methodologies are garbage in today’s market.They also discuss how shifting your belief systems—not just tactics—can unlock long-term success, and how AI is changing the playbook for founder-led sales forever.

If you’re a founder who wants to step out of the weeds and build a company that scales, this conversation is packed with straight talk and actionable insights you won’t hear anywhere else.

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 Monica on LinkedIn: https://www.linkedin.com/in/monica-stewart/

Connect with Monica on IG: https://www.instagram.com/monicastewartsales/

Zoltan Vardy: The Brutal Truth About Tech Founders and Sales Jul 21, 2025

Show notes

In this episode John Barrows sits down with Zoltan Vardy, B2B sales advisor, author of The Launch Code, and the go-to expert for helping tech founders turn their ideas into scalable revenue.With over $2 billion in closed sales and 30 years of C-suite and entrepreneurial experience, Zoltan breaks down why so many founders still treat sales like a necessary evil and why that mindset kills more startups than any lack of product-market fit ever will.

They dive into his founder-led sales framework, unpack how to pinpoint your real problem-solution connection, and explore why trying to be everything to everyone is the fastest way to fail. Zoltan shares why passion is the only fuel that can sustain you on the brutal road of entrepreneurship and how to make the critical shift from pitching to problem-solving.

If you’re a founder—or thinking about becoming one—this conversation is a masterclass in building a sales motion that actually works. No fluff. No shortcuts. Just proven strategies to help you grow.

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 Zoltan on LinkedIn: https://www.linkedin.com/in/zoltanvardy/

Connect with Zoltan on IG: https://www.instagram.com/zoltanvardy/

Check out Zoltan's Website: https://www.zoltanvardy.com/

Check out The Launch Code's Website: http://www.thelaunchcode.net/

Check out The Launch Code on Amazon: https://www.amazon.com/dp/B0DW1D96G1

Get a FREE Chapter of The Launch Code: https://zoltanvardy.com/book/

Matt Millen: From Tony Robbins to Regie AI—Lessons in Performance Jul 14, 2025

Show notes

Matt Millen is the co-founder and president of Regie AI, a platform that’s transforming how sales teams scale personalized outreach without losing the human connection. Before Regie, Matt’s career spanned everything from leading sales at Tony Robbins to competitive car racing—experiences that shaped his philosophy on performance, mindset, and winning the long game.

In this conversation, Matt and John dig into the evolving role of the sales professional in an AI-first world. They explore why over-automation is eroding business acumen, how to develop reps who understand the why behind every tactic, and why the future belongs to teams who blend technology and authentic selling.

Matt also shares his vision of the “Ironman model” of sales—where AI and automation amplify, rather than replace, human skill—and offers practical ideas for building workflows that empower reps to stand out.If you’re struggling with how to stay sharp and relevant in the age of AI, you’ll take away a ton from this one.

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 Matt on LinkedIn: https://www.linkedin.com/in/mmillen/

Learn more about Regie AI: https://www.regie.ai/

Luke Arno: Building Grit, Passion, and Real Revenue Teams Jul 07, 2025

Show notes

In this episode of Make It Happen Mondays, John Barrows sits down with Luke Arno, CRO at Transcend and a powerhouse revenue leader who’s scaled growth at companies like Twilio Segment and Box. Luke shares what sets truly great sales teams apart—and why coaching, optimism, and grit are the unteachable qualities every leader should look for.

They dive deep into the differences between coaching, mentoring, and leadership, and why enablement is the most overlooked growth lever in business today. Luke explains how to shift enablement from a reactive support function into a proactive, strategic driver—and why sales fundamentals matter now more than ever in an era of AI and automation.

From hiring for passion to rebalancing the art and science of sales, this conversation is packed with actionable ideas and fresh perspectives on how to build a team—and a culture—that thrives.

If you’re wondering where to focus in a world of endless tools and playbooks, 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 Luke on LinkedIn: luke@transcend.io

Check out Tanscend's Website: https://transcend.io/

Interested in job opportunities? https://transcend.io/careers

Also checkout Luke's advisory services: https://www.gtmsalescoach.com/

John “JT” Turner: From Google X to Grounded Leadership Jun 30, 2025

Show notes

John “JT” Turner is a sales executive, leadership coach, and team builder with a proven track record of turning good teams into great ones. In this episode, John Barrows and JT explore what authentic sales leadership really looks like—and how to apply it in today’s fast-moving, AI-influenced world.

They unpack JT’s formative experiences, including his time at Google X launching moonshot ideas in cybersecurity, and how that environment shaped his approach to leadership, risk-taking, and thinking 10X. JT shares the story behind his new book, "Authentic Sales Leadership", and dives into practical frameworks like his Victory Plan—a simple yet powerful tool for coaching performance and culture.

They also tackle the rising importance of EQ over IQ, how to coach it, and what it means to invest in talent even when turnover is inevitable. This episode blends heart, hustle, and hard-won wisdom—making it a must-listen for leaders looking to build high-performing teams rooted in values, not just metrics.

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 JT on LinkedIn: www.linkedin.com/in/johnturner1000

Check out JT's Website: https://vinly.co/o/authenticsales

Get JT's new book: https://a.co/d/iZuP8fp