JBarrows

John Barrows Sales Training & Selling Techniques

  • Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

    Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

    Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different....

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  • A Phrase You Never Want To Hear In Sales

    A Phrase You Never Want To Hear In Sales

    “I’ll need some time to digest what you just said.” As a younger, less experienced rep, I used to think this phrase was awesome. I would go into a meeting, ask my basic doctor-check-up questions,...

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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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  • 5 Voicemail Tactics to Get More Callbacks

    5 Voicemail Tactics to Get More Callbacks

    Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching...

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  • Free Sales Training: 6 of My Favorite Sales Tips

    Free Sales Training: 6 of My Favorite Sales Tips

    There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could...

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  • Sales Lessons from the World Series

    Sales Lessons from the World Series

    One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!!...

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  • Your #1 Competitor…

    Your #1 Competitor…

    Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why...

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  • Let’s Keep Talking

    Let’s Keep Talking

    The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation...

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  • 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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