JBarrows

John Barrows Sales Training & Selling Techniques

  • 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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  • 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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  • How to Sell Smarter than Automated Communication and Artificial Intelligence

    How to Sell Smarter than Automated Communication and Artificial Intelligence

    Cars can drive themselves. Filmmakers can replace actors with CGI. Conversations can be automated with a computer program. For years, we’ve needed a human element to get where we want to go, to...

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  • 5 Worst Case Sales Scenarios and What To Do About Them

    5 Worst Case Sales Scenarios and What To Do About Them

    Sales is one of the most difficult professions in the world.  There are so many variables in what we do on a daily basis it’s hard to keep everything in line.  Here are some common challenges we...

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  • Looking For Your First Job? Consider A Job In Sales

    Looking For Your First Job? Consider A Job In Sales

    Lately I’ve seen lots of graduates on LinkedIn and I’d like to say “Congratulations” to everyone moving on to the next chapter of your life journey. The good news is you’ve made it. The bad news...

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  • Should you leave a voicemail?

    Should you leave a voicemail?

    Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes...

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  • Your #1 Competitive Differentiator

    Your #1 Competitive Differentiator

    In my sales trainings I always ask reps what they think their #1 competitive differentiator is. Most answers focus on specific features, functions, the company history, people, customer service,...

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  • 5 Ways to Ramp New Sales Hires Faster

    5 Ways to Ramp New Sales Hires Faster

    This is a guest blog post written by Chris Orlob, Senior Director of Product Marketing at Gong.io As illustrated by many sales teams before, there’s a dramatic ROI when you ramp new hires faster....

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  • Make It Happen! (My challenge to you)

    Make It Happen! (My challenge to you)

    I came up with that tagline a while back when I was working at my first startup. I was frustrated with everyone making excuses and accepting things as they were. It was specifically related to...

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  • Confidence Overcomes Most Shortcomings Except For…

    Confidence Overcomes Most Shortcomings Except For…

    … An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards...

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  • When It Rains It Pours

    When It Rains It Pours

    Have you ever noticed that when things are going well they tend to keep getting better and when they’re going bad they tend to keep getting worse? We’ve all had those days when nothing seems to go...

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  • LinkedIn Video – Let’s Do It Right

    LinkedIn Video – Let’s Do It Right

    I’ve always been one to experiment with what is working, and get ahead of the curve. One of the trends we’ve been paying attention to  is the rise of native LinkedIn video. Since launching in the...

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  • The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

    The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

    Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse. Get acquired by a...

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  • Catching Your Sales Groove

    Catching Your Sales Groove

    Have you ever seen the movie Tommy Boy? If not, go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a scene in Tommy Boy that stands out and...

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  • The #1 Thing I Would Tell My 22-Year-Old Self

    The #1 Thing I Would Tell My 22-Year-Old Self

    A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to mind was to bet the farm on the 2004 Red...

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  • Why Focus is the Key to Connecting with Prospects in 2018

    Why Focus is the Key to Connecting with Prospects in 2018

    People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the...

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  • What Goes Around Comes Around

    What Goes Around Comes Around

    This has been one of my Guiding Principles for a while now, mainly because I’ve experienced it too many times to ignore it. This week alone I had two former clients reach out to me directly...

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  • Worst Case Scenario

    Worst Case Scenario

    One of my 12 Guiding Principles used to be “Always have a Plan B” which was added to the list based on my reaction to getting fired from the company that acquired my first start up. I didn’t have...

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  • INfluencers, Haters and Trolls, Oh My!

    INfluencers, Haters and Trolls, Oh My!

    Who would have thought that a one-sentence question with no image posted on LinkedIn would have been my most viewed and commented on post of the year? A few weeks ago I posted this question on...

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  • My Takeaways from Selling Girl Scout Cookies Door-to-Door

    My Takeaways from Selling Girl Scout Cookies Door-to-Door

    This past weekend I went with my wife and daughter to sell Girl Scout Cookies door-to-door. While they did most of the selling I sat in the background observing all the different aspects of one of...

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