JBarrows

John Barrows Sales Training & Selling Techniques

  • Impeccable Honesty

    Impeccable Honesty

    I remember reading a study done by Harvard a while back (that I can’t find any more for some reason) on the characteristics of the top 1% of sales professionals in the US. There was one that stuck...

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  • Our Dreamforce 2018 Recap

    Our Dreamforce 2018 Recap

    With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In...

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  • Prospecting is Not About Selling

    Prospecting is Not About Selling

    At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company...

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  • Announcing The JBarrows Certified Platform Partner Program

    Announcing The JBarrows Certified Platform Partner Program

    In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of...

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  • We Need To Talk

    We Need To Talk

    If you follow me on social you might have noticed a recent video I posted on Linkedin regarding my concern about the ‘bro culture’ creeping its way back into Sales. It obviously struck a nerve...

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  • The Why?

    The Why?

    I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst. Unfortunately, I’m...

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  • Going Over Someone’s Head Without Pissing Them Off

    Going Over Someone’s Head Without Pissing Them Off

    This is one of the hardest things to do in Sales in my experience. You have a good relationship with someone below the Power Line who is telling you what you want to hear and being just nice...

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  • A Guide to Getting the Most Out of Networking Events

    A Guide to Getting the Most Out of Networking Events

    With Q4 around the corner and event season (September) upon us, we here at JBarrows will be making the rounds at all the events coming up like Tenbound, HyperGrowth, INBOUND, Digital Sales World...

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  • Why Procrastination Works

    Why Procrastination Works

    I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was...

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  • The Meeting Efficiency Survey

    The Meeting Efficiency Survey

    In their most recent post: “The Sobering Truth: Why You Can’t Sell to C-Suite Executives,” Gong’s analysis of 39,105 sales meetings found that successful sales meeting with executives include...

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  • Marketing Should Market and Sales Should Sell

    Marketing Should Market and Sales Should Sell

    The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is getting more generic and templated with...

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  • Dear Buyers – It’s OK to Tell a Sales Rep NO

    Dear Buyers – It’s OK to Tell a Sales Rep NO

    No is actually the second-best answer a sales rep can hear besides the obvious yes.  The worst sin in sales is not for a sales rep to lose a deal, it’s to take a long time to lose a deal. So, the...

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  • Stop Doing What You’re “Supposed To Do”

    Stop Doing What You’re “Supposed To Do”

    Too many of us get stuck going through the motions in life/business/sales and just do what we think we’re supposed to do. I have two examples, one personally and one professionally, that made me...

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  • Confirming and Controlling Meetings  (Specific Technique)

    Confirming and Controlling Meetings (Specific Technique)

    Nothing is more frustrating than prospecting all day long to find that needle-in-the-haystack potential client who finally agrees to schedule a meeting with you only to have them never show up.  A...

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  • Continuous Improvement

    Continuous Improvement

    I’m usually a big fan of avoiding my weaknesses and playing to my strengths. At the end of the day, my weaknesses are my weaknesses for a reason and it’s mainly because I don’t like doing them....

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  • Cold Calling – Insights from Chris Orlob at Gong

    Cold Calling – Insights from Chris Orlob at Gong

    Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy...

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  • Test

    The post Test appeared first on JBarrows.

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  • Summertime Slowdown

    Summertime Slowdown

    The days are long, the temperature is hot and the Red Sox and Yankees are battling it out, which means summer is here. Unfortunately for us in sales that means a summer slowdown is coming before...

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  • Cold Calling – Insights from Chris Orlob at Gong

    Cold Calling – Insights from Chris Orlob at Gong

    Episode 57 of the Make It Happen Mondays podcast featured Chris Orlob of Gong and it was filled with so much value, we decided to try something new and transcribe it as a blog post. If you enjoy...

    Read Article
  • The Qualification Call Follow Up Process

    The Qualification Call Follow Up Process

    As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which...

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