Make It Happen Mondays - B2b Sales Talk With John Barrows

Laura Palmer got into sales because she “always wanted to be paid what I was worth.” She sharpened her skills at Google and today Laura is a Web 3.0/Metaverse pioneer as global vice president of sales for Unity Technologies, a major video game industry supplier. As she scaled her career, she says it became even more important to listen to her team. That helped her identify why account executives in Asia were so conservative in booking sales: They feared a loss of face if the deal got derailed, which is much less a concern in the West. Hear Laura and John share in the excitement that business travel is returning, even if her “packing muscle” is out of shape. (Laura’s tip to beat jet lag: Force yourself to exercise in the morning.) Interested in connecting with Laura? https://www.linkedin.com/in/laura-r-palmer/ (https://www.linkedin.com/in/laura-r-palmer/)  

Growing up poor in an affluent community could have left Scott MacGregor bitter, but he chose to be grateful for family and being born in the United States. The founder and CEO of the recruiting firm SomethingNew says appreciating what you have is a catalyst for “building relationships with amazing people” who share that outlook and can become business connections. Scott says be ready to “pump the brakes, and do things right the first time and not try to score easy quick wins,” whether that’s choosing fitness over a fad diet or building long-term business relationships over a fast buck. Hear how contributing to Scott’s book on gratitude helped John better realize the many opportunities life places in our path. Interested in connecting with Scott? https://www.linkedin.com/in/macgregorscott/

Pioneering designer Richard Banfield calls the product “a non-human salesperson” that can promote brand affinity and help generate revenue. He says meaningful communication between design and sales teams is “when you can get that truly innovative insight” to create products that don’t just dazzle consumers, they solve problems. Banfield credits his insights to the “fortune and misfortune of doing many different things,” including being trained as a microbiologist, serving in the South African army, and living off-grid on a remote island — all part of his path to becoming an innovative product leader. Hear how Richard is helping John grow his company by making sure vision and values, mission and strategies remain aligned. interested in connecting with Richard? https://www.linkedin.com/in/richardbanfield/ (https://www.linkedin.com/in/richardbanfield/) IG: richardmbanfield http://www.richardbanfield.com/ (http://www.richardbanfield.com/) https://richardbanfieldart.com/ (https://richardbanfieldart.com/)

Mindset coach Amber Deibert: helps Silicon Valley business leaders get past impostor syndrome, which she once battled herself. She says too many top performers miss out on life’s joys because their accomplishments only reinforce a sense of unworthiness. She turns that thinking on its head, saying, “You cannot feel impostor syndrome unless you’re a  success.” Her advice to those afraid of achievement: Accept anxiety as a natural response to the mind being challenged, just as muscle ache follows a workout.  “Don’t make it mean anything about you,” she says. Hear Amber help John deal with his own impostor syndrome, which she says stems from a long-standing fear that he’s not smart, despite a successful business career. Learn more about Amber https://amberdeibert.com/ (https://amberdeibert.com) http://linkedin.com/in/amberdeibert (LinkedIn.com/in/amberdeibert) And check out her podcast "The Achiever’s Podcast" available wherever you get your podcasts and at http://amberdeibert.com/podcast (amberd

Business and brand development consultant Kasey Jones, CEO of A Better Jones, found inner peace and a fresh approach to business while recovering from a near-fatal dog attack. The growth strategy coach explains that healing her soul along with her body was part of “a period of personal discovery in a very, very powerful and rewarding way.” Hear how she learned to embrace emotional pain and today applies those lessons in business. She says many entrepreneurs waste too much energy worrying about what the competition is up to instead of serving the customer. “There’s room for all of us”.

Roderick Jefferson, Global Vice President of Enablement at PRO Unlimited, Bestselling Author and Keynote Speaker talks about his experience surviving a near fatal stroke and his renewed outlook on life, faith, family and friends. We also discuss focusing on what you can control and the importance of asking for help.

Dave Gerhardt, Founder of ExitFive.com and author of Founder Brand, talks about sales and marketing alignment and how we should all be using our personal brands to promote ourselves instead of outsourcing. We also explore the idea of sales reps becoming marketers and the struggle companies now have with employees who have strong personal brands.

Melanie Fellay, CEO at Spekit and Forbes magazine 30, under 30 women CEOs, talks about the need to adapt herself through the different stages of her leadership role along with managing the pressures of being a young woman leader. We also focus the conversation on her personal values and the impact they have on company values and the importance of using her voice to support the different causes that are close to her beliefs.

Todd Caponi, sales author and historian, discusses the history of sales, the evolution of the profession of sales throughout recent history, and the importance of transparency in the future of sales.

Amy Volas, founder and CEO of Avenue Talent Partners, discusses decision-making and energy management versus time management. We also learn about her passion for journaling and how she uses journaling as part of her decision making process along with being meaningful and purposeful in ones career.

Kyle Porter, CEO of Salesloft, joins us today to talk about what it’s like to go from startup all the way to acquisition. Kyle dives deep into his experience, how he grew as a leader and what he did to stay consistent on his journey. We also chat about the future of sales tools and the necessary skills we must acquire in order to advance as sales professionals.

Larry Long Jr. Chief Energy Office at LLJR Enterprise discussing the importance of understanding your why and your core values. We also talk about the importance of staying positive through tough times and how to stay motivated.

Ralph Barsi, VP of Global Inside Sales at http://tray.io/ (Tray.io) breaks down accountability and how to hold yourself and others accountable along with removing obstacles as a leader and what your role is in that. Finally we look forward to five years into the future to see how we will feel about ourselves and our actions today.

Doug Landis, Growth Partner at Emergence Capital, discusses the importance of core values, and how recent events have forced companies and individuals to rethink those values. The great recession and how to attract and retain talent. Discussions and opinions on NFTs and the metaverse and the impact they're having on business.

Chris Merrill, Meghan Forgione, and John Barrows come together in the last episode of 2021 to reflect back on the year and talk about why 2022 will be even better for JB Sales. With the addition of new trainers, big company moves, the community growing legs of its own, and continuing to provide impactful events and experiences for revenue-facing professionals, this team is ready to amplify this next chapter.

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

Nick Cegelski, AE at Time by Ping, frequently participates with the JB Sales teams on their webinars and is always a welcome guest, so we are thrilled to bring him back onto Make It Happen Mondays. This is a very tactical episode talking about what you can do before, during, and after the sale. Listen in for advice on how to manage deals, how to ensure you are moving in the right direction, and getting out of deals that you shouldn't be in.

This week Alice Shaff joins John to talk about how his trainings have helped her over the years launch a career from starting as an SDR, to Head of Business Development at Anjuna. She talks about mindset, how important it is to have mentors in business, and how you have to launch your sales career first because no one else will care as much. Alice's energy and motivation to stay successful is contagious.

Suneera Madhani, mentor, investor and Fortune's 40 Under 40 CEO at Stax by fattmerchant, joins John this week to talk about mom guilt, building a legacy of empowering women, and evaluating $10 tasks versus $10,000 tasks. This episode is filled with serious life advice from two different generations, actionable time management tips, and how to approach life knowing work-life balance does not exist for anyone. Suneera truly believes "You deserve to have it all" but to remember that "Hard work IS the shortcut."

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #1: This week we’re replaying one of our most impactful episodes that we’ve ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our time. Chris and John talk about due diligence, loss aversion, discounts, emotional intelligence, language, and how all these things impact our negotiation results when we work deals in our pipeline.