In this episode of Enterprise Sales Development podcast, we speak with John Barrows, CEO of JB Sales Training. John shares how to do outbound well and his formula for sales-ready messaging. He discusses ways to unpack your script formula that will improve your game, no matter what level you are in the sales development field. John also talks about what it takes to teach and train how to be effective in today’s modern sales experience.
WHAT YOU’LL LEARN
The massive shift John is currently seeing in the SaaS world as it relates to the predictable revenue model
How he trains his clients on sales-ready messaging
His messaging equation and interest questions
What it takes to train effectiveness in today’s sales environment
How to manage Millennial and/or Gen Z team members
QUOTES
“I would not treat somebody who’s sitting behind a desk, hammering out 50 to 100 sequences, cadences, whatever you want to call them on a daily basis with no thought put into them. I would not call that a sales role.” -John Barrows [08:15]
“If you force me to choose between personalization or relevance, I’m going relevance all day long.” -John Barrows [11:01]
“The subject line is gotta get my attention. I have to look at that and be like, Is that something? But even those first 10 words that are right on my phone, the first 10 words of that sentence, those are just as important as the subject line these days, because I can read it right here. And so now, those 10 words, they gotta get me interested.” -John Barrows [12:22]
“If you can learn business and what it takes to be in those roles and ask questions to people and all that other stuff, you might not come out of the gate strong obviously, but I promise you, you’ll leapfrog your competition if you will in the future, if you take that approach.” -John Barrows [22:39]
“That front line manager can inspire or demotivate somebody in a blink of the eye.” -John Barrows [39:49]
TIMESTAMPS
[00:01] Intro
[00:26] This week’s guest: John Barrows
[02:06] A massive shift in the SaaS world
[08:28] Training his clients
[10:09] Sales-ready messaging
[18:02] John’s messaging formula
[21:36] Business acumen is what you should learn
[29:31] Structures, not scripts
[39:11] Front line managers can inspire or demotivate
[47:23] How to contact John
RESOURCES
Tim O’Neil on Growing Organizations to Break the Predictable Growth Model
Glengarry Glen Ross
The AIDA model
The truth about Google's famous '20% time' policy
Enterprise Sales Development with Morgan Ingram
The Key to Managing Millennials in the Workplace
“Life Moves Pretty Fast…” - Ferris Bueller's Day Off
Tony Robbins
CONNECT
John Barrows’ website
J
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Enterprise Sales Development with John Barrows | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
