JBarrows

John Barrows Sales Training & Selling Techniques

  • 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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  • 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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