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John Barrows Podcasts

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38 of The Best Podcast Episodes for John Barrows. A collection of podcasts episodes with or about John Barrows, often where they are interviewed.

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38 of The Best Podcast Episodes for John Barrows. A collection of podcasts episodes with or about John Barrows, often where they are interviewed.

Updated daily with the latest episodes

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Ep 30: How Sales Reps can Build their Personal Brand to Sell More Deals (with John Barrows, CEO at JBarrows Sales Training)

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Tune in for the replay of Limitless webinar featuring renowned sales trainer John Barrows.

Your key takeaways would be:

• The 2 different sides of social selling
• The power of personal brand building
• What could personal brand do for your career
• How to build your brand in an authentic way
• Actionable tips to integrate personal brand building into your routine

John's LinkedIn profile: https://www.linkedin.com/in/johnbarrows/
Know more about JBarrows sales training: https://jbarrows.com/

Learn more about Hippo Video: www.hippovideo.io
Tweet us @thehippovideo

Aug 24 2020 · 55mins
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The LowlySDR Makes it Happen w/ John Barrows

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In this episode, the man, the myth, the legend, John Barrows, joins the show to kick off his partnership with The LowlySDR. John is head of JB Sales Training. They are responsible for arguably the number one training and content platform in B2B SaaS. John trained co-host, Tyler Cole, who swears by his work. He is also an inspiration to us both with his duties as host of the spectacular Make It Happen Mondays podcast. Today's episode will cover...

1. Why is proper value alignment so important when building and scaling a sales team?
2. Why do companies resist changes rooted in data and instead coach to volume based metrics and handcuff employees from building a unique brand?
3. What can leaders be doing to get the most of out of their SDR’s in a time in which cost of sale is being highly scrutinized?

Special thanks to our partners at JB Sales training, SDR Nation, Gr8 Insight, and PreHired.

For help creating you or your company's podcast, contact our team at Abuveground.

For a 10% discount on the John Barrow's annual content subscription use the code "LowlySDR" and sign up here.

*This episode is dedicated to our friend and co-worker, Brian, who passed away during the making of this episode. Brian will be greatly missed but live on through our content*
(If you’d like to donate to Brian’s funeral and memorial fund please visit our GoFundMe.)

Special credits: Audio editing - Brian & Eric Smith aka The Lowly SDR aka Clockwork

Music: “Thoughts of a Thief” by Clockwork Prod. By Hanto BeatMaker

Support the show (https://www.patreon.com/AbuvegroundLLC?fan_landing=true)

Aug 04 2020 · 1hr
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3 Sales Prospecting Strategies to Succeed in the New Normal, with John Barrows, Episode #146

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The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of remote selling are struggling.

What is the solution? That’s the topic of conversation in this episode of the Modern Selling Podcast with John Barrows, CEO of JBarrows Sales Training. John provides sales training and consulting services to some of the world’s fastest growing companies like Salesforce.com, Google, LinkedIn®, Slack and many others. His over 20 years of experience spans all aspects of Sales at every level from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start-up that was sold to Staples. He’s an active sales practitioner who trains in what he does every day.

He’s also the author of an Amazon best-seller children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.

Listen to this episode as John shares great insights on how to succeed in sales in the new normal.

Developing Relevant Sales Prospecting Strategies

Many sales people lost their jobs during the economic downturn of the last few months. However, John says there was a different outcome for average sales reps than for good sales reps: those reps that didn’t improve their skills and relied on automation to hit quota got laid off when COVID came, but those who leveled up their game, kept their jobs.

There are no silver bullets in sales, no email templates that guarantee sales success. As a sales leader you must teach your sellers to put in the hard work, to take their profession seriously, honing their craft and improving all the time.

Now is the time for salespeople to go deep into personalization, stay relevant and start caring for the people they are trying to reach.

John shares three sales prospecting strategies that sellers can use to succeed in the new normal.

1. Go Deep with Personalization

John says sellers should stop using strict cadences, stop automating everything and start personalizing. They should do their homework and put themselves in the shoes of their prospects.

For example, sellers could research the issues that VPs of Sales are facing right now and ask themselves, what is the component of our product or service that helps them solve that problem? Then they should reach out and connect with the VPs based on their research.

2. Lead with Empathy and Thoughtfulness

John says there is a lot of fake empathy going around, meaning sales reps sending “friendly messages” in cold outreaches. For example, generic messages such as “I hope you and your family are doing well” are not well received.

The formula for real empathy is:

Empathy = Personalization + Relevance

Real empathy comes from understanding your prospect’s real needs today, not the needs they had two or three months ago before COVID. That involves revisiting your Ideal Customer Profile (ICP) or buyer personas, because they have changed (or if the personas have not changed, at least their priorities have).

When was the last time you called your top clients and asked them, “What are you facing right now?” By finding what your current customers are going through, you can understand what your prospects may be going through as well and develop real empathy.

The great thing about this exercise is that your clients will be happy to tell your reps what type of messaging would resonate with them, so your sellers can use that messaging during their sales prospecting.

3. Gain insights

John says that the top three priorities for sales leaders right now are:

  1. Revenue
  2. Qualified meetings
  3. Insights

Revenue and meetings are obvious, but gaining insights is also vital for sales prospecting. Figure out the three questions your sellers must ask in every single meeting and have them record their answers in a shared document for the whole team. Then look for trends to discover what works, what doesn’t and what are the indicators that a deal will close or will be lost.

Listen as John shares the questions his team asks their prospects and how they use those insights to sell more.

Leveraging Sales Video

Another sales prospecting strategy we discussed was sales video messaging. Video has the highest response rate because it allows sellers to show empathy through facial expressions and body language.

During the current pandemic, it’s important to teach your sellers to genuinely connect with prospects through video. How? Matching their target buyer, whether smiling and being passionate or staying calm and professional.

Finally, John advises sales leaders to be flexible and to not hold their reps to their pre-COVID goals. Instead, they should reassess their goals and their ICPs in the new normal, and plan for the short term, not the long term. Sales leaders should be transparent with their team and share what is happening every week. Only then, you will succeed.

Listen to this episode for more tactical tips on sales prospecting in the current environment.

Outline of This Episode
  • [2:23] John’s story: from Xerox seller to CEO to Sales Trainer
  • [8:59] What sales reps need to be doing differently.
  • [16:04] There are no silver bullets in sales.
  • [21:41] Why you must revise your IPC and buyer persona now.
  • [28:33] How to avoid fake empathy.
  • [39:12] Leverage sales video.
  • [40:32] How to identify your prospect’s real needs.
  • [48:04] The top three priorities of sales leaders right now.
  • [58:52] Lessons for sales leaders. 
Resources Mentioned Connect with Mario!

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Jul 02 2020 · 57mins
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10: Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)

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John Barrows is known for prospecting. But today, we go thru all the things that happen in the white space to manage perceptions in a sales cycle.


Four Actionable Takeaways:

  • Send a meeting efficiency survey prior to your calls to get qualification out of the way
  • Setup feeds for all of your top target accounts as the backbone for your disco
  • Ask specific impact ?’s like “what happens to rep attainment if you don’t do this?”
  • Use the subject line ‘Did I lose you?’ with a blank reply email for gone-dark opps


John Barrow’s Path to President’s Club:

  • CEO of JBarrows Consulting
  • Host of Make it Happen Mondays


Focus Areas: Sales Process, Discovery

Jul 01 2020 · 22mins
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John Barrows: Are You a Sales - Artist, Scientist or Dinosaur?

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John Barrows has more than 20 years of front-line experience, a sales training client list that includes Google and Slack and was ranked by LinkedIn as Number 4 in their list of sales and marketing leaders globally

Before that, he went from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start up – a business that was later sold to Staples 

On this week’s episode of The Extremely Successful Sales Club Podcast, John shares some of that experience with us, in fact – within the first ten minutes of this episode – he shares enough sales gold to drastically improve the results of most sales teams.

He tells us why;

  • Salespeople need to focus on becoming “scientists” rather than “artists”
  • The art of sales is local, regional and personal – while the science is international
  • If you’re not constantly split-testing your approach and using agile selling you’re a dinosaur
  • You should make a note of the exact wording of your prospects objections
  • Sprinkling phone calls is wasting your time and affecting your momentum 

It is an absolute pleasure to welcome onto this show, the author of the Amazon best-selling book - “I Want to be in Sales When I Grow Up” - a book he wrote with his daughter – the wonderful John Barrows

LinkedIn: https://www.linkedin.com/in/johnbarrows/

Website: https://jbarrows.com/

Jun 27 2020 · 32mins
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Episode 18 - Personalization or Relevance. What's more important when prospecting? With John Barrows, CEO of JBarrows LLC

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In this new episode, Ara receives John Barrows, for an eye-opening conversation on what personalization and relevance look in cold outreach.

John is a legend in the world of SaaS sales. He has trained reps at Salesforce, Slack or Salesloft and he is one of the most recognized voices in the industry.

In this interview, you will discover how to personalize your cold outreach, why every AE should still prospect and you will discover how John lands meetings with his top 25 accounts.

You can find John on LinkedIn here.

Go check JBarrows here.

Go listen to Make it Happen Mondays here.

Enjoy the show!

Jun 09 2020 · 51mins
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Surf and Sales S1E100 A frank conversation about the world with John Barrows

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John is one of the leading voices of sales and leadership in the world. He's open, honest, and direct about everything, and this episode is no different. Listen and Learn: 

  1. Agility is the new competitive advantage with John Barrows
  2. Shrinking the delta between idea and action
  3. Stop doing what you're supposed to do
  4. The phone's not dead but it's a nightmare right now.
  5. Don't be a lazy manager
  6. Why Friday is Myday
  7. EAT -- Effort, Attitude, and Treat Others
  8. White Privilege
  9. Black Lives Matter
Jun 09 2020 · 48mins
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EP 05 - John Barrows - Leadership Starts at Home

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John Barrows is one of the most highly sought after sales trainers in the world. In this episode, we talk about how leadership starts at home and we touch on how companies should start embracing personal brands.

A lot of great content jam-packed into this episode:

  • When you’re present, you’re present. 
  • Making sure you’re on the same page and having a shared goal. 
  • Where do you want to be in 5 years? 
  • What are your core values and make sure they’re the same shared values. 
  • When sales is done right, it’s the greatest profession in the world. When it’s done wrong, it’s the worst.


SHOW NOTES
SUBSCRIBE TO ALL THINGS TELESALES PODCAST
WWW.ALLTHINGSTELESALES.COM

SHOW DESCRIPTION

Twice a week, Jake Lynn interviews the world’s top sales experts like Scott Leese, Kevin Dorsey, John Barrows, Jake Dunlap, Brian Burns, and many more -- to reveal tips and insights you can use to generate more revenue and close more business online and over the phone. If you want to learn the most powerful sales secrets from the top sales experts in the world, subscribe to the podcast.

ALL THINGS TELESALES
WEBSITE ► AllThingsTelesales.com
LINKEDIN ► https://www.linkedin.com/company/64255888/
FACEBOOK ►https://www.facebook.com/allthingstelesales/
YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/
ABOUT JAKE
Jake Lynn coaches sales leaders to accelerate phone-based conversions by providing end-to-end engagement solutions. As a Phone-Based Sales Leader, Jake focuses on sales engineering cloud-based tech for contact centers. 

ABOUT JOHN BARROWS
It’s amazing to me that sales is the No. 1 profession in the world and yet none of us were formally taught how to do it. Very few of us have a degree in sales or were given any initial training or direction beyond “Here’s your territory, good luck.” That’s why we need to find ways to educate ourselves and get better every day.

I’ve been fortunate enough to experience a fantastic sales education at every level throughout my career via the people I meet and the opportunities that arise. Sharing those experiences while constantly learning from others is why I continue to do what I do.


FOLLOW JAKE
LINKEDIN ► https://www.linkedin.com/in/jakelynndotcom/

FOLLOW JOHN BARROWS
LINKEDIN ► https://www.linkedin.com/in/johnbarrows/
JBARROWS ► jbarrows.com
I WANT TO BE IN SALES WHEN I GROW UP BOOK ► https://www.amazon.com/Want-Be-Sales-When-Grow/dp/1643072382




Support the show (http://www.allthingstelesales.com)

Jan 15 2020 · 26mins
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Episode 80: #80: John Barrows of JBarrows Sales Training — Getting Sales Right in 2020

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John Barrows joins the podcast to talk about how companies can "get sales right" by starting with the leaders who are fully involved in creating that amazing sales culture and drive improvement for each individual rep. John warns that sales leaders who just chase a number will lose out on developing their teams and will end up not reaching the high growth levels that are possible. Learn how to define the core values that can unite your team and paint the vision that drives success.

Jan 07 2020 · 1hr 10mins
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The value of having an SDR team with John Barrows

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This week on the sales IQ Podcast we are excited to have John Barrows join us to discuss all things Sales. This week we have an interesting theme… and that theme is SDR Selling. John is one of the top sales people in the world and he shares so much of his knowledge that we hope you are ready to unpack everything you hear.

John has recently created and started selling an awesome Sales book… and its for the kids!! Titled ‘I Want to Be in Sales When I Grow Up!’ John highlights the best parts of being in sales and his book shows how the perception around sales people needs to change.

Where you can find John:

When I grow up I want to be in sales!

https://www.amazon.com/Want-Be-Sales-When-Grow/dp/1643072382

Timestamps:

[00:00] – Luigi discuss this weeks podcast topic

[05:00] – John introduces himself and how he got into the sales profession 

[09:10] – Why did the copier industry embrace sales training?

[14:20] – The importance of investing in SDR’s 

[15:50] – the future of the SDR role

[19:20] – Sales is a science not an art… we didn’t bring it up this time!

[21:30] – The importance of outlook and your mindset in sales

[28:10] – The motivation for ‘I want to be in Sales when i grow up

[37:00] – Embracing technology to improve your career 

[45:00] – Biggest influence in John Barrow’s career 

Nov 15 2019 · 48mins
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