JBarrows

John Barrows Sales Training & Selling Techniques

  • 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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  • Finally! A Contact Strategy That I Appreciate

    Finally! A Contact Strategy That I Appreciate

    There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2)...

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  • Deep and Active Listening Skills for Sales

    Deep and Active Listening Skills for Sales

    One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening...

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  • Executives are Like Children

    Executives are Like Children

    They both need structure. I have an 8-year-old daughter and I’ve realized that if you don’t give kids any structure or guidelines/rules they go crazy. I know some friends who allow their kids to...

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  • Sell The 20%

    Sell The 20%

    Think about all the products, technology and services you use. I bet you only use about 20% of whatever they’re capable of. Take Excel for instance. Excel is an insanely powerful tool yet most...

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  • Stop Trying to “Sell”

    Stop Trying to “Sell”

    Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems.  That’s the mentality we need to have.  If you’re...

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  • Goal Setting

    Goal Setting

    January can be a tough month. The holidays are past us, winter won’t end, and there is a good chance our quotas have gone up. For me, it’s my busiest time of the year, which is why I rely on goals...

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  • 10-60-30

    10-60-30

    10, 60, 30. That was my answer when someone asked me a question during a training recently. The question was: how could my content help reps differentiate if I’ve trained so many reps at so many...

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  • 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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