JBarrows

John Barrows Sales Training & Selling Techniques

  • The Reps Who Have Been Leaving Voicemail are Going to Crush it with Video

    The Reps Who Have Been Leaving Voicemail are Going to Crush it with Video

    It’s the time of year for hitting your number, bringing deals in, and making bold predictions. I recently did a webinar for Vidyard with Morgan, and it’s becoming more and more apparent that video...

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  • Want to Know Which Deals Will Close by End of Year? Do this right now.

    Want to Know Which Deals Will Close by End of Year? Do this right now.

    I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to...

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  • The Key to Managing Millennials in the Workplace

    The Key to Managing Millennials in the Workplace

    For those of you who have been following me, you know I recently hired someone to help scale my training business. His name is Morgan Ingram and he’s 25 years old. I hired him for a lot of...

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  • Sales Forecast Review: Story Time

    Sales Forecast Review: Story Time

    I call sales forecast reviews “Story Time.” Reps come up with all sorts of stories about why a deal is or isn’t going to close and managers have to sift through it all to figure out what’s real...

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  • Getting out of a Negative Tailspin

    Getting out of a Negative Tailspin

    Negative tailspins happen to the best of us. Something gets us in a funk and throws us into a spiral where nothing seems to go our way. It happened to me a while back and recently a rep asked me...

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  • What Does AI in Sales Mean For You?

    What Does AI in Sales Mean For You?

    A few weeks ago I chatted with Trish Bertuzzi on Make It Happen Mondays about how artificial intelligence (AI) is changing the landscape of sales. Trish is the CEO of The Bridge Group and author...

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  • 10 Ways To Get The Most Out Of Dreamforce

    10 Ways To Get The Most Out Of Dreamforce

    Dreamforce is one of the biggest events of the year in sales. It can be a huge driver of accelerating deals and building pipeline for the upcoming year, especially when done right. Here are 10...

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  • 11 Simple Ways You Can Get Better at Sales Every Day

    11 Simple Ways You Can Get Better at Sales Every Day

    I’ve been running training sessions recently and have come to realize that too many of us wait for our companies to invest in training instead of taking the initiative to invest in ourselves. What...

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  • Focus On What You Can Control

    Focus On What You Can Control

    There are many things we can’t control in our lives: what people think of us, the internal politics of a customer, and the most notable all the recent crazy stuff that is happening in the news...

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  • Stop Negotiating With Yourself

    Stop Negotiating With Yourself

    It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return. We proactively give discounts because we’re so used...

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  • Questions?

    Questions?

    As most of you know, I’m one of those obnoxious New England Patriots fans that rubs it in the rest of the Leagues face about how great we are and how TB12 is the undisputed G.O.A.T and Belichick...

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  • A Guide to Getting the Most Out of Networking Events

    A Guide to Getting the Most Out of Networking Events

    This week on Make It Happen Mondays I talked about networking at events, which I’ve been doing a lot of lately. I mentioned this document, A Guide to Getting the Most Out of Networking Events,...

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  • Managing Expectations is a Key to Success in Sales (and Life)

    Managing Expectations is a Key to Success in Sales (and Life)

    Think of the last time you were pissed off about something. I almost guarantee it’s because your expectations were off. For example, if I’m driving into the city at 8:00am during the workweek I...

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  • Attention Grabbing Messaging

    Attention Grabbing Messaging

    I’m speaking at the ZoomInfo Growth Acceleration Summit today on the Missing Link Between Sales and Marketing Alignment. Since many of you won’t be able to make it I decided I would write out the...

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  • How I Made the Mental Shift with Social Selling

    How I Made the Mental Shift with Social Selling

    As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of...

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  • Are These Weak Introductions Costing You Deals?

    Are These Weak Introductions Costing You Deals?

    There are no second impressions. This is why the first few seconds of a phone call, especially with someone you don’t know, are so critical. With only a few seconds to grab someone’s attention,...

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  • What Happens in Vegas: 11 Sales Tips I Learned After Getting Drunk And Buying A Timeshare

    What Happens in Vegas: 11 Sales Tips I Learned After Getting Drunk And Buying A Timeshare

    I’m out in Singapore all week this week so didn’t have time to write a new blog post so I’m going to repost an all-time favorite. Enjoy! Ok. This is one of my more embarrassing stories, but I...

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  • Guiding Principle #7: Confidence Overcomes Most Shortcomings, Except An Ego

    Guiding Principle #7: Confidence Overcomes Most Shortcomings, Except An Ego

    There is a fine line between ego and confidence but a huge difference. You know ego when you see it and it tends to act as a repellent. Confidence on the other hand tends to draw people in like a...

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  • Creating a Sense of Urgency

    Creating a Sense of Urgency

    I get asked this question on a regular basis: “How do I create a sense of urgency with my prospect/client?” I wish I had a specific technique that addressed this but I don’t. However, I do think...

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  • The Problem With Most Meetings – Aligning Temperature Levels

    The Problem With Most Meetings – Aligning Temperature Levels

    For many of us the sales meeting is our favorite part of the sales process. It’s our time to shine and do what we do best. We are face to face with the client using all the tools in our arsenal to...

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