John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.
John Shulman is the Founder and President of Alignor, a negotiation expert with Harvard credentials, and a consultant to business leaders worldwide. This episode is all about the art of negotiation—from handling tough procurement conversations to defending price in a world of price-focused buyers.Learn about the interest-based negotiation approach, where it aligns (or conflicts) with today’s high-stakes sales environment, and how AI is reshaping the way we negotiate. If you are looking for sharp...
Elina Teboul is a leadership expert, former attorney, and author of Feminine Intelligence: How Visionary Leaders Can Reshape Business for Good . In this episode, Elina and John dive deep into the balance between logic and empathy in leadership, the flaws in modern capitalism, and how embracing feminine intelligence —not feminism—can drive business success. They discuss the importance of values, “awake” capitalism vs. “woke” capitalism, and how businesses can thrive by integrating emo...
Shari Dunn is a polymath—an accomplished journalist, attorney, CEO, news anchor, and university professor—who brings a wealth of experience to this powerful conversation. She joins John Barrows to discuss her book, QUALIFIED: How Competency Checking and Race Collide at Work. Shari explores the hidden biases in hiring and promotion, the concept of “competency checking,” and the importance of seeing diversity, equity, and inclusion (DEI) as a strategic imperative for business success. This insight...
John Barrows and Sydney Sloan discuss the evolving landscape of sales and marketing with AI, the importance of energy management and preventing burnout, and strategies for staying relevant in a rapidly changing industry. They explore intent data, personalization, and how sales reps can leverage AI to enhance their roles, highlighting the blend of technology and human connection needed for success.
Alex Buckles is back! As the CEO of Forecastable, Alex helps sales teams drive more qualified leads by tapping into their partner networks. In this episode, John and Alex dive deep into the tactical strategies reps and sales leaders can use to activate their company’s ecosystem—partners, investors, advisors, and employees—to generate real revenue.John is so impressed with Alex’s approach that he’s incorporating it into his own strategy and launching a free webinar on February 20th to help sales ...
John Barrows is joined by Jonathan Lister, COO of Vidyard and former VP of Global Sales Solutions at LinkedIn. With over 25 years of experience in B2B tech and SaaS, Jonathan shares his journey of building billion-dollar organizations and explains the critical role of curiosity in leadership and hiring.Jonathan breaks down the evolving role of sales in the AI era, emphasizing the shift from quantity to quality in personalized selling. If you’re ready to unlock talent, embrace change, and shape t...
John Barrows sits down with Alex Newmann, founder and CEO of Newmann Consulting Group. Alex specializes in helping B2B companies transition from founder-led sales to scalable, repeatable sales systems. Together, they unpack the challenges founders face when building a sales team, share actionable strategies for avoiding common pitfalls, and discuss the realities of entrepreneurship. If you’re a founder looking to scale your business, this is the must-listen conversation to kickstart your journey...
In this episode, John Barrows sits down with Fabiana Lacerca-Allen, a global compliance expert with over 30 years of experience leading Fortune 100 companies through complex challenges. Fabiana shares insights from her new book, Crisis Capable: Building Your Capacity to Survive and Succeed in Every Environment .They discuss practical strategies for navigating unexpected crises, aligning objectives with values, and avoiding common leadership pitfalls during times of chaos. With personal sto...
In this episode, Geoff Coutts, SVP of Sales and Customer Operations at Unbounce, shares his unique journey from leading sales in global corporations like HP, Verizon, and Samsung to scaling startups through transformative growth. Geoff reveals what drove him to pivot to the startup world, the lessons he’s learned in hiring and scaling teams, and his strategies for navigating mergers and acquisitions. We also explore the evolving role of sales professionals in the AI era and how business acumen a...
Happy New Year, and welcome to 2025! To kick off what promises to be a pivotal year for innovation, we’re revisiting John’s favorite episode of 2024—a conversation with none other than Guy Kawasaki. Guy is a legend in Silicon Valley, known for being Steve Jobs’ right-hand man at Apple, launching the iconic Macintosh, and writing 17 incredible books, including his latest, Think Remarkable . In this unforgettable episode, John challenges Guy in a way no one else has: by pitting him against K...
Topaz Adizes, founder and CEO of the Emmy award-winning experience design studio The Skin Deep , joins John Barrows for a thought-provoking discussion about the transformative power of human connection. As an expert in asking better questions, Topaz shares insights on how relationships are shifting in the digital age, the art of listening, and the importance of practicing authentic connection. From personal experiments with his kids to bridging professional and personal relationships, this...
Adam Carroll, founder of Carroll Sales Consulting, specializes in helping clients adopt actionable sales playbooks and accelerate growth. With 12 years of leadership experience in SaaS sales, Adam has built sales teams from scratch, spearheaded international expansions, and driven revenue growth resulting in multiple successful exits. In this episode, Adam shares his four-step deal health check, tips for eliminating “story time” in forecast reviews, and strategies to identify key deal opportunit...
Christina Brady, CEO of Luster AI and former Chief Strategy Officer at Sales Assembly, brings a unique blend of artistry and strategy to this episode. Growing up immersed in the arts—learning piano at age two and majoring in theater—Christina shares how her creative foundation shaped her problem-solving, communication, and leadership skills. Tune in as we explore her career journey, insights on AI’s role in sales enablement, empathy in training, navigating career transitions, and strategies for ...
David Chevalier, CEO of Surfe.com , is at the forefront of revolutionizing sales with a tool that streamlines CRM data entry and enhances data quality. In this episode, David shares his journey from Germany to France, the rapid growth of his startup, and the lessons he’s learned about relationship-building in sales. Explore how to navigate early-stage challenges, the future of AI in sales, and the resilience needed to succeed in entrepreneurship. Packed with actionable insights, this is a ...
Alexandria Ott is the Founder & CEO of Chrome City Creative Studio, Co-Founder/Producer of San Diego’s underground dinner series, “The Blank Table”, and Host of the Wild x Wise Podcast. Alexandria delves into her unique entrepreneurial journey, navigating male-dominated spaces, and the importance of authenticity. She also shares valuable tips on the power of manifestation, innovative PR strategies, and creating impactful, curated experiences. Are you interested in leveling up your sales skil...
Chris Bogue is a sketch comedy writer, improv trainer, and host of the “Chris Sells His Soul” podcast on Spotify. Chris coaches individuals to create concise, impactful video content for business and is the creator of the “Complete Guide to Selling on Video.” In this episode, discover the power of personalized storytelling, the nuances of video communication, and how to use authenticity to elevate your sales approach. Are you interested in leveling up your sales skills and staying relevant in to...
In this episode, Jaime Diglio—TEDx speaker, high-performance coach, and top 1% seller at Gartner and Microsoft—dives into insights from her new book, " Moneyball Leadership" . Discover transformative sales strategies, the impact of self-awareness, and how aligning personal values can redefine success. Jaime shares practical advice to enhance authenticity, boost client engagement, and lead with purpose. Don't miss this conversation packed with actionable tips for sales leaders and teams. Are you ...
Bryan Charlton, a sales leader with 20 years of experience at top firms like FICO and Salesforce, shares insights from his current role at Otter.ai . The conversation dives deep into understanding the importance of being a self-starter and having curiosity in sales, the significance of sticking to sales fundamentals, and strategies for effectively driving deals through the pipeline by understanding client motivations and involving key stakeholders early. Are you interested in leveling up y...
Jen Igartua is the CEO of Go Nimbly, a RevOps consultancy partnering with high-growth SaaS companies like Zendesk, Twilio, Braze, and Superhuman. Jen and John Barrows delve into strategies for navigating mergers and acquisitions, building brand authority through content, and adapting to sustainable growth in tech. The conversation goes deep into the role of AI in data management and the importance of maintaining sales fundamentals amidst technological advancements. Are you interested in leveling...
Vinnie Romano, co-founder and CMO of MySocial.ai, brings nearly two decades of creative advertising experience spanning Europe and Asia Pacific. In this episode, Vinnie explores the powerful synergy between sales and marketing, the growing role of AI in content creation, and the importance of personal branding. Packed with insights on maintaining authenticity in an increasingly digital world, this conversation offers valuable takeaways on how to leverage AI for professional growth and navigate t...
John Barrows sheds light on the future of sales in an AI-driven world, inspiring sales professionals to embrace change and seize new opportunities. With AI revolutionizing the way we work, John shares how to harness its power to eliminate mundane tasks, allowing you to focus on what truly matters: authentic human connections and meaningful client relationships. He challenges the status quo, urging sales reps to elevate their game by building a strong personal brand and mastering problem-solving ...
Alex Buckles is the CEO of Forecastable and founder of Pathways for Autism. A Marine Corps veteran, Alex draws from his experiences to emphasize the importance of problem-solving and building meaningful relationships in sales. He offers valuable insights on prioritizing quality over quantity, leveraging robust partner networks, and driving more qualified leads. His journey in enterprise sales serves as a blueprint for professionals looking to make a positive impact and achieve success through me...
In this episode John Barrows welcomes Will Barron, renowned for his successful podcast " salesman.com ," boasting over 700,000 downloads monthly. A disruptor in traditional sales training, Will discusses the importance of sales fundamentals over automation, ethical sales tactics, and the necessity of focusing on the buyer's journey. You will gain valuable insights on overcoming fear, grit development, the future sales rep skills and how to navigate the evolving sales landscape effectively. Are y...
Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility and expert in pricing and packaging for high-volume B2B SaaS companies. In this episode, we explore a variety of pricing strategies, uncover industry-specific practices, and discuss the growing influence of AI in pricing. Dan also shares valuable tips for sales reps and entrepreneurs looking to sharpen their pricing tactics and strengthen their market positioning. Packed with actionable advice, this episode is a must-l...
Melanie Fellay, a trailblazing entrepreneur, has been at the forefront of transforming sales enablement through AI-driven solutions. She is is a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to Watch and the CEO and co-founder of Spekit where she is on a mission to revolutionize workplace learning. John and Melanie unpack tons of value and knowledge on AI's role in sales training, the evolution of sales roles and the overall future of work. Are you interested in leveling up your sale...
Everett Berry, Head of GTM Engineering at Clay.com , joins John Barrows to discuss AI's role in modern sales, the importance of curiosity and continuous learning, and the evolving landscape of sales development roles. With a background as a software engineer and former Head of Growth, Everett shares insights into balancing technology and sales, leveraging AI for sales tasks, and enhancing customer engagement. Are you interested in leveling up your sales skills and staying relevant in today...
Rupal Patel is an ex-CIA officer, two-time CEO, international speaker, best-selling author, crisis leadership expert, executive advisor, investor, philanthropist, and one of the most influential women of 2023. Rupal shares her journey from CIA to CEO, emphasizing self-awareness, authentic leadership, and the significance of values in actions. She discusses all the details of navigating career transitions, building true confidence, and finding one's unique path to success. Are you interested in l...
John Barrows is joined by Elyse Archer, founder of Superhuman Selling and She Sells movements. Elyse, a 3X Salesforce Top Sales Influencer and thought leader featured in Forbes and Inc, shares her journey on developing self-worth, confidence in sales and how to embody the most successful version of yourself. The conversation dives deep into the importance of aligning with clients early, embracing personal growth, and setting transformative goals without sacrificing values. Are you interested in ...
In this episode, John Barrows sits down with Jeremy Hurewitz, an espionage expert, corporate intelligence agent, and author of “Sell Like a Spy.” Jeremy reveals the secret world of spycraft, offering insights on how techniques used by former CIA, FBI, and special forces operatives can revolutionize the way we build relationships and sell. You will gain tons on insights on the power of vulnerability, trust-building, ethical influence, and the art of elicitation. Are you interested in leveling up ...
John Barrows is joined by sales juggernauts Nick Cegelski and Armand Farrokh, founders of “30 Minutes to President’s Club,” and authors of the game-changing book, “Cold Calling Sucks (And That’s Why It Works).” Together, they unpack insights derived from over 300 million analyzed cold calls, revealing hard-hitting strategies that separate top performers from the rest. Discover the role of tone, the importance of data accuracy, and the power of a multi-channel approach within your cold calling su...
