{ "meta": { "name": "John Barrows: podcast episodes and newsletter issues", "description": "The complete public archive as one file. Episodes of Make It Happen Mondays and issues of the Learning Lab newsletter, newest first.", "site": "https://jbarrows.com", "generated_at": "2026-10-07T18:39:15+00:00", "counts": { "podcasts": 485, "blogs": 164, "podcasts_with_page": 392, "blogs_with_page": 147 }, "attribution": "Written by John Barrows. Quote him by name and link the url on the record. Podcast guests own their own words.", "notes": "A record with url:null has no landing page yet; it is listed so the archive is complete, not so it can be linked." }, "blogs": [ { "title": "The Last 10%", "date": "2026-09-26", "excerpt": "I was in two very different rooms this week. On Thursday, I was at Bryant University with my friend Dr. Stefanie Boyer , teaching a class of sales…", "image": null, "hero": null, "slug": "the-last-10", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-last-10" }, { "title": "A terrible sales experience that oddly gives me hope", "date": "2026-09-19", "excerpt": "I had one of the worst sales/buyer experiences I’ve had in a long time last week, and oddly enough, it gave me some hope that AI isn’t nearly as far along…", "image": null, "hero": null, "slug": "a-terrible-sales-experience-that-oddly-gives-me-hope", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/a-terrible-sales-experience-that-oddly-gives-me-hope" }, { "title": "Sales therapy", "date": "2026-09-12", "excerpt": "I was on a call last week with two people I know really well. One of them runs a billion dollar company. The other is a senior executive with an…", "image": null, "hero": null, "slug": "sales-therapy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/sales-therapy" }, { "title": "Ready, fire, aim", "date": "2026-09-05", "excerpt": "Monday morning, a contract hit my inbox for a product the rep couldn't explain to me on Friday. It was the end of one of the worst sales experiences I've…", "image": null, "hero": null, "slug": "ready-fire-aim", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ready-fire-aim" }, { "title": "The Hallway Track", "date": "2026-08-29", "excerpt": "I spent last week at the Totality conference and ran into a bunch of people I hadn't seen in years. Some of them I used to talk to every month. Then the…", "image": null, "hero": null, "slug": "the-hallway-track", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-hallway-track" }, { "title": "Live Q&A tomorrow for members only", "date": "2026-08-11", "excerpt": "Tomorrow, after the live training session, I’m doing alive Q&A session for members only. These are usually less than 10-15 people so you’ll get 1:1…", "image": null, "hero": null, "slug": "live-qa-tomorrow-for-members-only", "has_page": false, "unreviewed": false, "url": null }, { "title": "My most impactful training - tomorrow", "date": "2026-08-11", "excerpt": "I’m giving away my favorite training tomorrow at 11:00am ET for free. It’s the one training that had the biggest impact on my career and that I still use…", "image": null, "hero": null, "slug": "my-most-impactful-training---tomorrow", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-most-impactful-training---tomorrow" }, { "title": "AI Ruined My Favorite Nugget", "date": "2026-08-08", "excerpt": "For years, I’ve been using and training the “Summary Email” as one of my favorite tactics (nuggets) in Sales and I had the proof points to back it up. I…", "image": null, "hero": null, "slug": "ai-ruined-my-favorite-nugget", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ai-ruined-my-favorite-nugget" }, { "title": "The deal died before procurement", "date": "2026-08-05", "excerpt": "I lost a $400K deal recently that I'd already gotten the verbal on. Through procurement. Forecast. Committed. Then quiet. Here's the part that still…", "image": null, "hero": null, "slug": "the-deal-died-before-procurement", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-deal-died-before-procurement" }, { "title": "Members Q&A: Bring your questions, and maybe a deal", "date": "2026-08-05", "excerpt": "You may have seen that next Wednesday, August 12 I'm running my free monthly session on Objective Negotiations and the scorecard I use to measure deal…", "image": null, "hero": null, "slug": "members-qa-bring-your-questions-and-maybe-a-deal", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/members-qa-bring-your-questions-and-maybe-a-deal" }, { "title": "I've never had a strategy", "date": "2026-08-01", "excerpt": "This is tough to admit out loud, but I've never really had a strategy when it comes to how I use social media, specifically LinkedIn, unless you count…", "image": null, "hero": null, "slug": "ive-never-had-a-strategy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ive-never-had-a-strategy" }, { "title": "Frameworks don't run themselves (playbook inside)", "date": "2026-07-31", "excerpt": "After 25 years of training sales teams, the most common thing I hear isn't a question about technique. It's some version of \" JB, my team knows what to…", "image": null, "hero": null, "slug": "frameworks-dont-run-themselves-playbook-inside", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/frameworks-dont-run-themselves-playbook-inside" }, { "title": "Happy Ears", "date": "2026-07-25", "excerpt": "I spent an hour of my Saturday inside a Good Feet Store with my wife and daughter, and I walked out laughing so hard I almost cried. Let me set this up. I…", "image": null, "hero": null, "slug": "happy-ears", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/happy-ears" }, { "title": "Ask Me Anything today at 12", "date": "2026-07-15", "excerpt": "You should have just received an email about the workshop I’m doing at 11:00am today showing my entire prospecting Operating System. If you want to see…", "image": null, "hero": null, "slug": "ask-me-anything-today-at-12", "has_page": false, "unreviewed": false, "url": null }, { "title": "You're not going to want to miss this", "date": "2026-07-15", "excerpt": "I'm showing my entire prospecting Operating System that's augmented by AI today at 11:00am EST. I'll walk through my morning routine and show how I…", "image": null, "hero": null, "slug": "youre-not-going-to-want-to-miss-this", "has_page": false, "unreviewed": false, "url": null }, { "title": "Stop The Negative Tailspin", "date": "2026-07-11", "excerpt": "My daughter went to a volleyball camp this week. After the first morning session, she texted me, frustrated. She wasn't on one of the top courts, she…", "image": null, "hero": null, "slug": "stop-the-negative-tailspin", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/stop-the-negative-tailspin" }, { "title": "My daily prospecting routine (showing it live)", "date": "2026-07-07", "excerpt": "I've spent the last few months rebuilding my entire prospecting system from the ground up. Not the theory. The actual system. The one I run every morning…", "image": null, "hero": null, "slug": "my-daily-prospecting-routine-showing-it-live", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-daily-prospecting-routine-showing-it-live" }, { "title": "Members Q&A after the workshop. Bring your prospecting questions", "date": "2026-07-07", "excerpt": "You should have just received an email about My Daily Prospecting Engine session I’m doing next Wednesday at 11:00am ET. That’s for the broader audience…", "image": null, "hero": null, "slug": "members-qa-after-the-workshop-bring-your-prospecting-questions", "has_page": false, "unreviewed": false, "url": null }, { "title": "67% don't want you. 69% do", "date": "2026-07-04", "excerpt": "67% don't want you. 69% do I used to use a Gartner stat in my training that was about how 43% of B2B clients want a “rep free” experience. I used this to…", "image": null, "hero": null, "slug": "67-dont-want-you-69-do", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/67-dont-want-you-69-do" }, { "title": "Be Curious, Not Judgemental", "date": "2026-06-27", "excerpt": "I had a few conversations on the podcast this week that kept circling back to the same topic - curiosity. It reminded me of the famous darts scene in Ted…", "image": null, "hero": null, "slug": "be-curious-not-judgemental", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/be-curious-not-judgemental" }, { "title": "A bit of optimism", "date": "2026-06-20", "excerpt": "I’m not sure if it’s all the love I’m seeing from and for the Scott’s and the Tartan Army while they’re here in Boston during the World Cup or all the…", "image": null, "hero": null, "slug": "a-bit-of-optimism", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/a-bit-of-optimism" }, { "title": "Training tomorrow on high quality outreach", "date": "2026-06-16", "excerpt": "What does high quality outreach look like in a world filled with AI slop and “personalization at scale?” ​ Register here and join me tomorrow at 11:00am…", "image": null, "hero": null, "slug": "training-tomorrow-on-high-quality-outreach", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/training-tomorrow-on-high-quality-outreach" }, { "title": "Q&A plus new content for members", "date": "2026-06-16", "excerpt": "After tomorrow’s live free training I’ll be hosting a Q&A at 12:00pm ET for members only where I’ll be sharing the new AI Prompt Pack and Operating…", "image": null, "hero": null, "slug": "qa-plus-new-content-for-members", "has_page": false, "unreviewed": false, "url": null }, { "title": "Here we go again", "date": "2026-06-13", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "here-we-go-again", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/here-we-go-again" }, { "title": "Free workshop next week: Quality Outreach", "date": "2026-06-10", "excerpt": "I'm running a free live workshop next Wednesday, June 17th on executing quality outreach, both email and phone, in a world flooded with AI-generated…", "image": null, "hero": null, "slug": "free-workshop-next-week-quality-outreach", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/free-workshop-next-week-quality-outreach" }, { "title": "Members Q&A after the workshop + what I'm building", "date": "2026-06-10", "excerpt": "Two things. First, you should have just gotten an email from me about the Quality Outreach webinar I’m doing next week. As always, I'm hosting a…", "image": null, "hero": null, "slug": "members-qa-after-the-workshop-what-im-building", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/members-qa-after-the-workshop-what-im-building" }, { "title": "Pattern recognition", "date": "2026-05-30", "excerpt": "One of the benefits of getting old is experience, and one of the benefits of experience is pattern recognition. I've been through enough crazy stuff in my…", "image": null, "hero": null, "slug": "pattern-recognition", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/pattern-recognition" }, { "title": "Quick Favor (10 seconds)", "date": "2026-05-28", "excerpt": "I'm trying to be more targeted with the information and value I send to the different people on my newsletter. Right now, I'm sending the same emails to…", "image": null, "hero": null, "slug": "quick-favor-10-seconds", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/quick-favor-10-seconds" }, { "title": "Jobs vs Tasks", "date": "2026-05-23", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "jobs-vs-tasks", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/jobs-vs-tasks" }, { "title": "Tomorrow at 11 AM ET: My favorite module", "date": "2026-05-19", "excerpt": "I’m hosting a live event tomorrow at 11:00am ET where I’ll be giving away the main component of my Filling the Funnel program – my Sales-Ready Messaging…", "image": null, "hero": null, "slug": "tomorrow-at-11-am-et-my-favorite-module", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/tomorrow-at-11-am-et-my-favorite-module" }, { "title": "Ask Me Anything tomorrow at 12:00pm ET", "date": "2026-05-19", "excerpt": "You should have just received an email about tomorrow’s free webinar I’m doing around the “Sales-Ready Messaging” module of the Filling the Funnel…", "image": null, "hero": null, "slug": "ask-me-anything-tomorrow-at-1200pm-et", "has_page": false, "unreviewed": false, "url": null }, { "title": "Garbage In, Garbage Out", "date": "2026-05-16", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "garbage-in-garbage-out", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/garbage-in-garbage-out" }, { "title": "Stick around after Wednesday", "date": "2026-05-13", "excerpt": "Quick heads up for next Wednesday. After the Sales-Ready Messaging Learning Lab wraps, I'm jumping into the members-only Q&A at 12:00pm EST to answer…", "image": null, "hero": null, "slug": "stick-around-after-wednesday", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/stick-around-after-wednesday" }, { "title": "Your AI is writing garbage because of this", "date": "2026-05-13", "excerpt": "Quick question: where does your AI get its messaging from? If the answer is \"our website\" or \"our marketing material,\" that's the problem. AI outreach…", "image": null, "hero": null, "slug": "your-ai-is-writing-garbage-because-of-this", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/your-ai-is-writing-garbage-because-of-this" }, { "title": "Your Decision Lens", "date": "2026-05-09", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech, and real-world…", "image": null, "hero": null, "slug": "your-decision-lens-2026-05-09", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/your-decision-lens-2026-05-09" }, { "title": "The SaaSpocalypse", "date": "2026-05-02", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-saaspocalypse", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-saaspocalypse" }, { "title": "The one thing AI can’t do", "date": "2026-04-25", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech, and real-world…", "image": null, "hero": null, "slug": "the-one-thing-ai-cant-do", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-one-thing-ai-cant-do" }, { "title": "Creating Urgency & Adding Value", "date": "2026-04-18", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "creating-urgency-adding-value", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/creating-urgency-adding-value" }, { "title": "Tomorrow at 11 am ET", "date": "2026-04-14", "excerpt": "Quick reminder. Tomorrow (Wednesday April 15) at 11am ET I’m running a free Learning Lab on Personas and Personalities in Sales. Here’s what I’m covering…", "image": null, "hero": null, "slug": "tomorrow-at-11-am-et", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/tomorrow-at-11-am-et" }, { "title": "Members only: I'm staying on after the Learning Lab", "date": "2026-04-14", "excerpt": "Tomorrow's Learning Lab is open to anyone. 11am ET. Personas + AI. The 30 minutes right after? That's yours. I'm staying on, camera on, for a members-only…", "image": null, "hero": null, "slug": "members-only-im-staying-on-after-the-learning-lab", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/members-only-im-staying-on-after-the-learning-lab" }, { "title": "A Lost Art", "date": "2026-04-11", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "a-lost-art", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/a-lost-art" }, { "title": "Members-only Q&A after next Wednesday's Learning Lab", "date": "2026-04-10", "excerpt": "You probably got the email earlier this week about the free Learning Lab I'm running next Wednesday on Personas and Personalities. I'll be breaking down…", "image": null, "hero": null, "slug": "members-only-qa-after-next-wednesdays-learning-lab", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/members-only-qa-after-next-wednesdays-learning-lab" }, { "title": "Free Learning Lab April 15", "date": "2026-04-08", "excerpt": "I'm running a free Learning Lab on Wednesday April 15 at 11am ET. The topic: Personas and Personalities in Sales Most reps send the same message to every…", "image": null, "hero": null, "slug": "free-learning-lab-april-15", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/free-learning-lab-april-15" }, { "title": "I Know Kung Fu", "date": "2026-04-04", "excerpt": "​ You know the scene in The Matrix where Neo wakes up, plugs in, downloads kung fu directly into his brain, opens his eyes and says \"I know kung fu\"?…", "image": null, "hero": null, "slug": "i-know-kung-fu", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/i-know-kung-fu" }, { "title": "The Last Mile", "date": "2026-03-28", "excerpt": "Back in 2017 I went to Gary Vaynerchuk’s office for one of his 4D sessions. It was a small group of entrepreneurs sitting in a room with his team as they…", "image": null, "hero": null, "slug": "the-last-mile", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-last-mile" }, { "title": "It’s time for Creators", "date": "2026-03-21", "excerpt": "We’re on our last leg of our European tour here in Switzerland, visiting another school and hanging out with my uncle who lives here. If you’ve never been…", "image": null, "hero": null, "slug": "its-time-for-creators", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/its-time-for-creators" }, { "title": "European Vacation", "date": "2026-03-14", "excerpt": "​ Well, not really. I’m currently on a European tour with my wife and daughter looking at potential colleges for my daughter when she graduates in about…", "image": null, "hero": null, "slug": "european-vacation", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/european-vacation" }, { "title": "I have a story for you", "date": "2026-03-07", "excerpt": "I was in Mexico this past weekend/week with some good friends for a 50th birthday party. A few of them happen to be incredible storytellers. The kind of…", "image": null, "hero": null, "slug": "i-have-a-story-for-you", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/i-have-a-story-for-you" }, { "title": "Fantasy Football, Wall-E & Curiosity", "date": "2026-02-28", "excerpt": "I quit fantasy football a while back. Not because I wasn’t good at it, but because the platforms made it too easy for me and I got lazy. This is one of my…", "image": null, "hero": null, "slug": "fantasy-football-wall-e-curiosity", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/fantasy-football-wall-e-curiosity" }, { "title": "It’s time to say something", "date": "2026-02-21", "excerpt": "Two years ago, I did a post on Linkedin asking people how they were doing. The inspiration was from a conversation I had with a friend/colleague who was…", "image": null, "hero": null, "slug": "its-time-to-say-something", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/its-time-to-say-something" }, { "title": "AMA Today with JB", "date": "2026-02-18", "excerpt": "I’m having another AMA/Q&A Session today for members only. Only a few people showed up last time so they each got a decent amount of 1:1 coaching from…", "image": null, "hero": null, "slug": "ama-today-with-jb", "has_page": false, "unreviewed": false, "url": null }, { "title": "Training Tomorrow on ICP", "date": "2026-02-17", "excerpt": "I’m doing a free training tomorrow at 11:00am ET on why the details of your ICP (Ideal Customer Profile) matter now more than ever and are the key to time…", "image": null, "hero": null, "slug": "training-tomorrow-on-icp", "has_page": false, "unreviewed": false, "url": null }, { "title": "Figure It Out", "date": "2026-02-14", "excerpt": "I think we’ve collectively lost the ability to “figure it out” and it’s starting to really concern me. I constantly get questions that are effectively…", "image": null, "hero": null, "slug": "figure-it-out", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/figure-it-out" }, { "title": "JB Sales Member update and resources", "date": "2026-02-11", "excerpt": "Hi everyone, I’ve been working with a partner on creating a JB Sales AI chatbot based on my training and I want to share it with my members to get…", "image": null, "hero": null, "slug": "jb-sales-member-update-and-resources", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/jb-sales-member-update-and-resources" }, { "title": "Expectation Setting", "date": "2026-02-07", "excerpt": "I think life is a lot about expectation setting. Think about the last time you were pissed off about something. I almost guarantee your expectations were…", "image": null, "hero": null, "slug": "expectation-setting", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/expectation-setting" }, { "title": "Sick and Tired", "date": "2026-01-31", "excerpt": "The last few weeks I’ve written about how I am sick and tired of wasting money and dealing with people and vendors who overpromise and underdeliver. This…", "image": null, "hero": null, "slug": "sick-and-tired", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/sick-and-tired" }, { "title": "I finally feel valued", "date": "2026-01-24", "excerpt": "I was catching up with a good friend recently who had been through a lot in the past few years both personally and professionally. She had finally shed…", "image": null, "hero": null, "slug": "i-finally-feel-valued", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/i-finally-feel-valued" }, { "title": "Be Curious", "date": "2026-01-17", "excerpt": "This is one of my absolute favorite scenes in the entire Ted Lasso series. ​ If you haven’t seen it, then do yourself a favor and go watch it before…", "image": null, "hero": null, "slug": "be-curious", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/be-curious" }, { "title": "Ask Me Anything - live in 15 minutes", "date": "2026-01-15", "excerpt": "Only a few members have signed up for the live Q&A today at 12:00EST so if you want some personalized 1:1 advice from JB now’s your chance. Sign up…", "image": null, "hero": null, "slug": "ask-me-anything---live-in-15-minutes", "has_page": false, "unreviewed": false, "url": null }, { "title": "Training tomorrow", "date": "2026-01-14", "excerpt": "Hi everyone, I’m kicking off a new monthly training series tomorrow at 11:00am EST. The first session is going to be the first module of the Filling the…", "image": null, "hero": null, "slug": "training-tomorrow", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/training-tomorrow" }, { "title": "Training and live Q&A tomorrow for members only", "date": "2026-01-14", "excerpt": "Hi everyone, You should have just gotten an email about the live training I’ll be doing tomorrow at 11:00am EST. I’ll be going through the details of the…", "image": null, "hero": null, "slug": "training-and-live-qa-tomorrow-for-members-only", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/training-and-live-qa-tomorrow-for-members-only" }, { "title": "I’m done", "date": "2026-01-10", "excerpt": "Happy New Year! I hope you all enjoyed the holidays and were able to find some downtime and relax a bit. I used the downtime to reflect on how things went…", "image": null, "hero": null, "slug": "im-done", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/im-done" }, { "title": "JB Sales Member Update", "date": "2026-01-09", "excerpt": "Hi Everyone! Happy New Year!! I hope you were able to close out last year strong and start the new year off on the right foot. The thing I love and hate…", "image": null, "hero": null, "slug": "jb-sales-member-update", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/jb-sales-member-update" }, { "title": "8 second email", "date": "2025-12-21", "excerpt": "​ > CLICK HERE TO SAVE HALF OFF YOUR MEMBERSHIP ​ Live coaching. 1 to 1 deal review sessions. Private DM access. My AI Sales GPTs.Last 4 spots left. ​…", "image": null, "hero": null, "slug": "8-second-email", "has_page": false, "unreviewed": false, "url": null }, { "title": "Last chance: 55% off ends today", "date": "2025-12-21", "excerpt": "Alright. ​ The deadline is here. ​ Last chance to join the Pro Membership with your Challenge scholarship: ​​ ​ [Ends Tonight] Master every aspect of…", "image": null, "hero": null, "slug": "last-chance-55-off-ends-today", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/last-chance-55-off-ends-today" }, { "title": "Steal this from me", "date": "2025-12-20", "excerpt": "I’ve been blessed with a great life... A loving family, a thriving company, a beautiful home in a city I love… GET THE BLUEPRINT ​ But this didn’t happen…", "image": null, "hero": null, "slug": "steal-this-from-me", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/steal-this-from-me" }, { "title": "Finding your passion", "date": "2025-12-20", "excerpt": "With the year winding down there’s a lot of reflection going on. All the different platforms (Apple, Amazon, Spotify, Instagram, etc) send us our ‘year-in…", "image": null, "hero": null, "slug": "finding-your-passion", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/finding-your-passion" }, { "title": "RSA Security (3.4X pipeline growth)", "date": "2025-12-19", "excerpt": "Here’s a photo of RSA Security Global CRO Dave Govan. “You helped us grow pipeline 3.4X. We’re talking about a billion dollar pipeline.” “I want to thank…", "image": null, "hero": null, "slug": "rsa-security-34x-pipeline-growth", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/rsa-security-34x-pipeline-growth" }, { "title": "Save 55% OFF now", "date": "2025-12-18", "excerpt": "I want to say THANK YOU for joining the Challenge…so here’s a special gift: I’m giving you my JB Sales Pro Membership for 55% OFF AND you can get Live…", "image": null, "hero": null, "slug": "save-55-off-now", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/save-55-off-now" }, { "title": "✳️ Going LIVE! Here's your link {{ subscriber.first_name }}", "date": "2025-12-18", "excerpt": "Hey, Today is the most important day of the Challenge (8am PST | 11am EST): ​ Click here to join now in 1 click! ​ Stop leaving money on the table in Q4…", "image": null, "hero": null, "slug": "going-live-heres-your-link-subscriberfirst_name", "has_page": false, "unreviewed": false, "url": null }, { "title": "Starting soon. Get ready.", "date": "2025-12-18", "excerpt": "Hey it’s JB, Day 3 is the most important day of the Challenge. We’re going LIVE in 4 hours @ 8am PST | 11am EST | 4pm GMT ! Here’s your link: ​ > Click…", "image": null, "hero": null, "slug": "starting-soon-get-ready", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/starting-soon-get-ready" }, { "title": "⭕ Day 2 | Are you coming {{ subscriber.first_name }}?", "date": "2025-12-17", "excerpt": "We go live TODAY @ 8am PT | 11am ET for Day 2 of the urgent “Make It Happen” Sales Challenge! Here’s your link to attend: ​ Click here to join the live…", "image": null, "hero": null, "slug": "day-2-are-you-coming-subscriberfirst_name", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/day-2-are-you-coming-subscriberfirst_name" }, { "title": "We’re live for Day 2: “Fill Your Funnel”", "date": "2025-12-17", "excerpt": "Hey! I’m going LIVE with Day 2 of the Challenge: ​ Click here to join now in 1 click! ​ Today you get to: “Fill Your Funnel for 2026 Before January” I’m…", "image": null, "hero": null, "slug": "were-live-for-day-2-fill-your-funnel", "has_page": false, "unreviewed": false, "url": null }, { "title": "🔴 Starting soon. Get ready.", "date": "2025-12-16", "excerpt": "We go live TODAY @ 8am PST | 11am EST | 4pm GMT for Day 1 of the “Make It Happen” Q4 Sales Challenge! Here’s your link to attend: ​ Click here to join the…", "image": null, "hero": null, "slug": "starting-soon-get-ready-2025-12-16", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/starting-soon-get-ready-2025-12-16" }, { "title": "🟢 Going LIVE! Here's your link", "date": "2025-12-16", "excerpt": "Hey, Going live TODAY for the biggest sales training event of the year (8am PST | 11am EST): ​ Click here to join us on Zoom >> ​ Don’t risk leaving…", "image": null, "hero": null, "slug": "going-live-heres-your-link", "has_page": false, "unreviewed": false, "url": null }, { "title": "🟢 Going LIVE! Here's your link {{ subscriber.first_name }}", "date": "2025-12-16", "excerpt": "We are going LIVE with Day 1 of the Challenge right now (8am PST | 11am EST): ​ Click here to join now in 1 click! ​ ​ ​ MAXIMIZE YOUR Q4 CLOSED-WON FILL…", "image": null, "hero": null, "slug": "going-live-heres-your-link-subscriberfirst_name-2025-12-16", "has_page": false, "unreviewed": false, "url": null }, { "title": "[Challenge] Important: We start *tomorrow*", "date": "2025-12-15", "excerpt": "Your 3-Day Challenge with JB Starts Tomorrow! Important: We expect more than a full house. The only way to guarantee access to the training is to arrive 5…", "image": null, "hero": null, "slug": "challenge-important-we-start-tomorrow", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/challenge-important-we-start-tomorrow" }, { "title": "Gone in 23 hours", "date": "2025-12-15", "excerpt": "You have less than 23 hours to reserve your free ticket to the Challenge. ​ > Click here to join now in 1 click ​ My team just told me there are only…", "image": null, "hero": null, "slug": "gone-in-23-hours", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/gone-in-23-hours" }, { "title": "73% of sellers failed at this", "date": "2025-12-14", "excerpt": "I’ve reviewed 50,000 sales calls, analyzed them with AI, and spoken with thousands of teams who can’t hit quota. It all traces back to the same 6 mistakes…", "image": null, "hero": null, "slug": "73-of-sellers-failed-at-this", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/73-of-sellers-failed-at-this" }, { "title": "Relying Too Much On Your Champion", "date": "2025-12-13", "excerpt": "I lost a deal recently because I relied too much on my “Champion” to sell internally for me. I didn’t do a good enough job engaging with the other…", "image": null, "hero": null, "slug": "relying-too-much-on-your-champion", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/relying-too-much-on-your-champion" }, { "title": "Reminder: 3-Day Challenge with JB (please read)", "date": "2025-12-12", "excerpt": "Hey it’s JB, The 3-Day “Make It Happen” Sales Challenge starts Tuesday. First, this is important: ​ > Add to Your Calendar Now ​ Dates: Tuesday, Dec…", "image": null, "hero": null, "slug": "reminder-3-day-challenge-with-jb-please-read", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/reminder-3-day-challenge-with-jb-please-read" }, { "title": "VIP Reminder: You’re Confirmed", "date": "2025-12-12", "excerpt": "Hey it’s JB, The 3-Day “Make It Happen” Sales Challenge starts Tuesday. First, this is important: ​ > Add to Your Calendar Now ​ Date: Tuesday, Dec. 16…", "image": null, "hero": null, "slug": "vip-reminder-youre-confirmed", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/vip-reminder-youre-confirmed" }, { "title": "1 sentence email", "date": "2025-12-12", "excerpt": "​ > CLICK HERE TO JOIN THE NEW EVENT TUESDAY (LIMITED SPACE) ​ John ​", "image": null, "hero": null, "slug": "1-sentence-email", "has_page": false, "unreviewed": false, "url": null }, { "title": "This will make or break Q4", "date": "2025-12-11", "excerpt": "December 11, 2025 I lost a $400K deal because a new exec came in at the last minute. I struggle every day trying to stay positive with the state of the…", "image": null, "hero": null, "slug": "this-will-make-or-break-q4", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/this-will-make-or-break-q4" }, { "title": "Re: Your monthly win rate", "date": "2025-12-10", "excerpt": "December 10, 2025 73% of sellers missed quota in Q3. Deal sizes are down 23%. Meanwhile – Sales cycles are 32% longer than last year. So sellers are…", "image": null, "hero": null, "slug": "re-your-monthly-win-rate", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/re-your-monthly-win-rate" }, { "title": "Here’s your ticket {{ subscriber.first_name }}", "date": "2025-12-09", "excerpt": "December 9, 2025 Did you miss this? I’m giving you a FREE TICKET to my urgent new 3-Day “Make It Happen” Q4 Challenge. But after my last email, tickets…", "image": null, "hero": null, "slug": "heres-your-ticket-subscriberfirst_name", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/heres-your-ticket-subscriberfirst_name" }, { "title": "How to Maximize your Q4 Closed-Won", "date": "2025-12-08", "excerpt": "December 8, 2025 I’m launching a free 3-Day Challenge to help you: MAXIMIZE YOUR Q4 CLOSED-WON, FILL YOUR FUNNEL FOR 2026, & FUTURE-PROOF YOUR CAREER…", "image": null, "hero": null, "slug": "how-to-maximize-your-q4-closed-won", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/how-to-maximize-your-q4-closed-won" }, { "title": "Big announcement", "date": "2025-12-07", "excerpt": "December 7, 2025 Big announcement. Tomorrow I’m sharing something I’ve never done before. But since so many of you asked, here we go. This is going to…", "image": null, "hero": null, "slug": "big-announcement", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/big-announcement" }, { "title": "Trying something new (heads up)", "date": "2025-12-06", "excerpt": "Someone asked me a while ago - what advice would you give your 22 year old self starting out in Sales? My answer? A/B split test everything you do. You’re…", "image": null, "hero": null, "slug": "trying-something-new-heads-up", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/trying-something-new-heads-up" }, { "title": "My Favorite Negotiation Tactic", "date": "2025-11-22", "excerpt": "This is one of the weirdest Sales/economic environments I think I’ve ever experienced in my career. The reports show that 22 States are already in a…", "image": null, "hero": null, "slug": "my-favorite-negotiation-tactic", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-favorite-negotiation-tactic" }, { "title": "Free Training Today", "date": "2025-11-20", "excerpt": "Hi everyone, I’m running a free training today at 1:00pm EST on Objection Handling where I’ll be going over all the different techniques along with a…", "image": null, "hero": null, "slug": "free-training-today", "has_page": false, "unreviewed": false, "url": null }, { "title": "Staying Relevant in Sales", "date": "2025-11-15", "excerpt": "I’ve been extremely worried about the future and relevance of sales reps in this new world of AI. At first, I was worried about all the tools coming out…", "image": null, "hero": null, "slug": "staying-relevant-in-sales", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/staying-relevant-in-sales" }, { "title": "Making it Happen… painfully", "date": "2025-11-08", "excerpt": "I’m writing this on Friday last week for the newsletter this week because I already had scheduled last week’s newsletter to go out but I had to get this…", "image": null, "hero": null, "slug": "making-it-happen-painfully", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/making-it-happen-painfully" }, { "title": "Ghosting and Treats, Not Tricks", "date": "2025-11-01", "excerpt": "I hope you had a fantastic Halloween yesterday and last night. Halloween is one of my wife and I’s favorite holidays. It’s when adults can act like…", "image": null, "hero": null, "slug": "ghosting-and-treats-not-tricks", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ghosting-and-treats-not-tricks" }, { "title": "Just Because You Can Doesn't Mean You Should", "date": "2025-10-25", "excerpt": "AI is supposed to make us more efficient and in some ways, it has. But it might be making us (at least me) too efficient. Since I’ve been using it more…", "image": null, "hero": null, "slug": "just-because-you-can-doesnt-mean-you-should", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/just-because-you-can-doesnt-mean-you-should" }, { "title": "AI + Discovery = Sales Mastery", "date": "2025-10-22", "excerpt": "Discovery isn’t a stage. It’s a skill. And like any skill, it needs reps, coaching, and feedback to improve. That’s why I’ve partnered with Christina…", "image": null, "hero": null, "slug": "ai-discovery-sales-mastery", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ai-discovery-sales-mastery" }, { "title": "I’m irrelevant and so might be college", "date": "2025-10-18", "excerpt": "I’ve spent my career learning and transferring what I know to anyone who was interested. A few years ago, when ChatGPT hit the market I immediately knew I…", "image": null, "hero": null, "slug": "im-irrelevant-and-so-might-be-college", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/im-irrelevant-and-so-might-be-college" }, { "title": "How to Win Back Time in Every Sales Conversation", "date": "2025-10-11", "excerpt": "I saw this post on Instagram from @globalmindapparel this week with the quote: “Time is the only currency we spend without knowing the balance.” I’m not…", "image": null, "hero": null, "slug": "how-to-win-back-time-in-every-sales-conversation", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/how-to-win-back-time-in-every-sales-conversation" }, { "title": "My learning curve", "date": "2025-10-04", "excerpt": "These past few weeks have been a really interesting learning curve for me. I recently launched a new 1:1 Coaching program which means I’m now getting into…", "image": null, "hero": null, "slug": "my-learning-curve", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-learning-curve" }, { "title": "Sales Broke. Here's How We Fix It.", "date": "2025-09-27", "excerpt": "This week, I had the chance to speak at Pavilion’s GTM Summit , and for the first time, I delivered a keynote I’ve been thinking about for a while. It’s…", "image": null, "hero": null, "slug": "sales-broke-heres-how-we-fix-it", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/sales-broke-heres-how-we-fix-it" }, { "title": "Staying top of mind without being annoying", "date": "2025-09-20", "excerpt": "In this newsletter I’m going to break down a tactical way for you to stay top of mind with your prospects and clients without being annoying while…", "image": null, "hero": null, "slug": "staying-top-of-mind-without-being-annoying-2025-09-20", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/staying-top-of-mind-without-being-annoying-2025-09-20" }, { "title": "Staying top of mind without being annoying", "date": "2025-09-20", "excerpt": "In this newsletter I’m going to break down a tactical way for you to stay top of mind with your prospects and clients without being annoying while…", "image": null, "hero": null, "slug": "staying-top-of-mind-without-being-annoying", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/staying-top-of-mind-without-being-annoying" }, { "title": "I'm Not Ok...", "date": "2025-09-13", "excerpt": "​ But it’s all gonna be alright. ​ ​ I wrote a post on Linkedin this week that struck a cord so I thought I would continue the conversation here because I…", "image": null, "hero": null, "slug": "im-not-ok", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/im-not-ok" }, { "title": "I’m getting too old for this sh…", "date": "2025-09-06", "excerpt": "When September hits, the SaaS/Tech conference season kicks into high gear, anchored by Hubspot’s INBOUND and Salesforce’s Dreamforce. This week I was at…", "image": null, "hero": null, "slug": "im-getting-too-old-for-this-sh", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/im-getting-too-old-for-this-sh" }, { "title": "B2C is Coming For B2B", "date": "2025-08-30", "excerpt": "This newsletter is going to be a “learning out loud” example of how I’m trying to build my business and what I’m learning along the way about how the B2C…", "image": null, "hero": null, "slug": "b2c-is-coming-for-b2b", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/b2c-is-coming-for-b2b" }, { "title": "Automation, Augmentation & Apathy", "date": "2025-08-23", "excerpt": "I think I finally hit my breaking point with any type of automation, specifically related to AI. I also hit my breaking point with apathy. Let’s dive in…", "image": null, "hero": null, "slug": "automation-augmentation-apathy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/automation-augmentation-apathy" }, { "title": "Ludicrous Speed", "date": "2025-08-17", "excerpt": "I’m not sure if it’s just me but it feels like everything accelerated in the world of AI this week even more than it has been. From the release of…", "image": null, "hero": null, "slug": "ludicrous-speed", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/ludicrous-speed" }, { "title": "Comparison is the thief of joy (and I’m guilty of it)", "date": "2025-08-09", "excerpt": "(special offer at the end of the newsletter) As I sit here trying to come up with something meaningful to write for this week’s newsletter, I’m scrolling…", "image": null, "hero": null, "slug": "comparison-is-the-thief-of-joy-and-im-guilty-of-it", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/comparison-is-the-thief-of-joy-and-im-guilty-of-it" }, { "title": "It’s impossible", "date": "2025-08-02", "excerpt": "I’m not a fan of the word “impossible” because it’s usually used by people who haven’t tried whatever it is they’re referencing. That said, I’m getting to…", "image": null, "hero": null, "slug": "its-impossible", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/its-impossible" }, { "title": "A Favor and Elevating Intent", "date": "2025-07-26", "excerpt": "Let’s start with the favor. I need your help with what I’m trying to do with Linkedin. I’ll explain why in the Sales From The Streets section of the…", "image": null, "hero": null, "slug": "a-favor-and-elevating-intent", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/a-favor-and-elevating-intent" }, { "title": "Personalization vs. Relevance - Free Sales Training This Thursday", "date": "2025-07-22", "excerpt": "This Thursday at 12 PM ET, I’m running a free live training where we’ll be going deep on one of the biggest problems in outbound sales today: the…", "image": null, "hero": null, "slug": "personalization-vs-relevance---free-sales-training-this-thursday", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/personalization-vs-relevance---free-sales-training-this-thursday" }, { "title": "My Favorite Concepts and How to Apply Them", "date": "2025-07-19", "excerpt": "If you’ve been following me for a while or taken any of my training, you’ve probably heard me hammer on these core concepts: Context over content…", "image": null, "hero": null, "slug": "my-favorite-concepts-and-how-to-apply-them", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-favorite-concepts-and-how-to-apply-them" }, { "title": "FINALLY someone did it right", "date": "2025-07-12", "excerpt": "Scroll through Linkedin for 5 seconds and you’ll see “influencer” talking about the importance of personalization when it comes to your outbound efforts…", "image": null, "hero": null, "slug": "finally-someone-did-it-right", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/finally-someone-did-it-right" }, { "title": "Direct Feedback and GaS", "date": "2025-07-05", "excerpt": "I hope you’re taking some time off this week, even if you don’t live in the US. I’m on the ferry right now to NY for a weekend with family and friends. As…", "image": null, "hero": null, "slug": "direct-feedback-and-gas", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/direct-feedback-and-gas" }, { "title": "ChatGPT makes you dumber", "date": "2025-06-28", "excerpt": "Did you read the most recent MIT study on ChatGPT usage that everyone is talking about? Everyone’s running with the headline: “ChatGPT makes you dumber.”…", "image": null, "hero": null, "slug": "chatgpt-makes-you-dumber", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/chatgpt-makes-you-dumber" }, { "title": "My most personal keynote yet", "date": "2025-06-26", "excerpt": "​ Hi everyone, I wanted to let you know that I’ll be delivering the most personal Keynote I’ve ever delivered during this month’s Free Training Friday…", "image": null, "hero": null, "slug": "my-most-personal-keynote-yet", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-most-personal-keynote-yet" }, { "title": "My New Tattoo and Kind vs Nice", "date": "2025-06-21", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "my-new-tattoo-and-kind-vs-nice", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-new-tattoo-and-kind-vs-nice" }, { "title": "Feeling Anxious and Stuck", "date": "2025-06-14", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "feeling-anxious-and-stuck", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/feeling-anxious-and-stuck" }, { "title": "Grit, Consistency, Next steps", "date": "2025-06-08", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "grit-consistency-next-steps", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/grit-consistency-next-steps" }, { "title": "Fascinated and Terrified with Pride", "date": "2025-06-01", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "fascinated-and-terrified-with-pride", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/fascinated-and-terrified-with-pride" }, { "title": "JB Members Only Workshop – LIVE PROSPECTING", "date": "2025-05-28", "excerpt": "Want to do some AI powered prospecting together tomorrow? I’m hosting a 3-part workshop series for JB Members only training starting tomorrow at 11:00am…", "image": null, "hero": null, "slug": "jb-members-only-workshop-live-prospecting", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/jb-members-only-workshop-live-prospecting" }, { "title": "Comparison is the Thief of Joy", "date": "2025-05-24", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "comparison-is-the-thief-of-joy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/comparison-is-the-thief-of-joy" }, { "title": "Stupid Questions, Anchoring and Members", "date": "2025-05-17", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "stupid-questions-anchoring-and-members", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/stupid-questions-anchoring-and-members" }, { "title": "Gratitude on Mother’s Day and Mr T", "date": "2025-05-10", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "gratitude-on-mothers-day-and-mr-t", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/gratitude-on-mothers-day-and-mr-t" }, { "title": "JB Sales Members Only Update", "date": "2025-05-09", "excerpt": "Hi JB Sales Members! This email is just for you. First of all, THANK YOU for being a member. I’m focusing a lot of my attention on the membership these…", "image": null, "hero": null, "slug": "jb-sales-members-only-update", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/jb-sales-members-only-update" }, { "title": "Squirrels and Robin Williams", "date": "2025-05-03", "excerpt": "Have you ever felt guilty for not being busy? When I have a ton of things going on, I’m extremely productive and efficient with my time. But when I don’t…", "image": null, "hero": null, "slug": "squirrels-and-robin-williams", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/squirrels-and-robin-williams" }, { "title": "Layers of Value", "date": "2025-04-26", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "layers-of-value", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/layers-of-value" }, { "title": "Who’s Coming With Me?", "date": "2025-04-19", "excerpt": "I’ve always hated vanity metrics. You know the ones that look good from the outside but are meaningless if you dig one layer deep? The biggest vanity…", "image": null, "hero": null, "slug": "whos-coming-with-me", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/whos-coming-with-me" }, { "title": "Who’s Coming With Me?", "date": "2025-04-19", "excerpt": "I’ve always hated vanity metrics. You know the ones that look good from the outside but are meaningless if you dig one layer deep? The biggest vanity…", "image": null, "hero": null, "slug": "whos-coming-with-me-2025-04-19", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/whos-coming-with-me-2025-04-19" }, { "title": "Did I lose you?", "date": "2025-04-18", "excerpt": "I’ve used this subject line hundreds of times when I get ghosted and have over a 60% response rate so I thought I would try it with the newsletter. If…", "image": null, "hero": null, "slug": "did-i-lose-you", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/did-i-lose-you" }, { "title": "Getting Back to the Art of Sales", "date": "2025-04-12", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "getting-back-to-the-art-of-sales", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/getting-back-to-the-art-of-sales" }, { "title": "My Drunken Vegas Time Share Story", "date": "2025-04-05", "excerpt": "This week was one of the first “down” (i.e. not completely insane) weeks I’ve had in a long time. I didn’t have any Membership launch to prepare for or an…", "image": null, "hero": null, "slug": "my-drunken-vegas-time-share-story", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-drunken-vegas-time-share-story" }, { "title": "The Most Human of Experiences", "date": "2025-03-30", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-most-human-of-experiences", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-most-human-of-experiences" }, { "title": "THE HAPPY HOUR IS NOW LIVE!", "date": "2025-03-28", "excerpt": "​ After the Free Training Friday sessions LIVE at LinkedIn in NYC and the Roundtable where we asked these Sales Experts the toughest questions on Sales…", "image": null, "hero": null, "slug": "the-happy-hour-is-now-live", "has_page": false, "unreviewed": false, "url": null }, { "title": "The “Figure It Out” Mentality", "date": "2025-03-22", "excerpt": "\"A good plan violently executed now is better than a perfect plan executed next week.\" General George S. Patton ​ ​ I wear my Make it Happen shirt…", "image": null, "hero": null, "slug": "the-figure-it-out-mentality", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-figure-it-out-mentality" }, { "title": "I feel like I’m taking crazy pills", "date": "2025-03-15", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "i-feel-like-im-taking-crazy-pills", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/i-feel-like-im-taking-crazy-pills" }, { "title": "Boston John Responds to shitty Cold Caller", "date": "2025-03-08", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "boston-john-responds-to-shitty-cold-caller", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/boston-john-responds-to-shitty-cold-caller" }, { "title": "What Makes a GOAT", "date": "2025-03-01", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "what-makes-a-goat", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/what-makes-a-goat" }, { "title": "Free Training Friday Recap + Docs", "date": "2025-02-22", "excerpt": "WE DID IT! And it's all thanks to you. 800 people registered for the first-ever Free Training Friday. As promised, here's the recap with all the offers…", "image": null, "hero": null, "slug": "free-training-friday-recap-docs", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/free-training-friday-recap-docs" }, { "title": "Cold Calling is…", "date": "2025-02-22", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "cold-calling-is", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/cold-calling-is" }, { "title": "See You Today!", "date": "2025-02-21", "excerpt": "We’re just hours away from our first-ever Free Training Friday, and I can’t wait to see you there. We're going to go deep into Negotiations and how you…", "image": null, "hero": null, "slug": "see-you-today", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/see-you-today" }, { "title": "2 Live Events Today and Tomorrow", "date": "2025-02-20", "excerpt": "I know I usually send these on Saturday, but I had to make an exception for some incredible events this week! We've got back-to-back live events—…", "image": null, "hero": null, "slug": "2-live-events-today-and-tomorrow", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/2-live-events-today-and-tomorrow" }, { "title": "My Right Hook", "date": "2025-02-15", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "my-right-hook", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-right-hook" }, { "title": "Free Training Friday and...", "date": "2025-02-08", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "free-training-friday-and", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/free-training-friday-and" }, { "title": "Big Updates and a Special Event", "date": "2025-02-01", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "big-updates-and-a-special-event", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/big-updates-and-a-special-event" }, { "title": "We’re Living in the Future", "date": "2025-01-25", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "were-living-in-the-future", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/were-living-in-the-future" }, { "title": "The Biggest Learning Lesson Of My Career", "date": "2025-01-18", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-biggest-learning-lesson-of-my-career", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-biggest-learning-lesson-of-my-career" }, { "title": "Do You Know Your Sales Equation?", "date": "2025-01-11", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "do-you-know-your-sales-equation", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/do-you-know-your-sales-equation" }, { "title": "My Birthday Present", "date": "2024-12-21", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "my-birthday-present", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-birthday-present" }, { "title": "The Agents Are Here Mr. Anderson", "date": "2024-12-14", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-agents-are-here-mr-anderson", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-agents-are-here-mr-anderson" }, { "title": "Bamboo Pillows + If Your Deal is Closing EOY", "date": "2024-12-08", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "bamboo-pillows-if-your-deal-is-closing-eoy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/bamboo-pillows-if-your-deal-is-closing-eoy" }, { "title": "Bamboo Pillows + If you're deal is closing EOY", "date": "2024-12-07", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "bamboo-pillows-if-youre-deal-is-closing-eoy", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/bamboo-pillows-if-youre-deal-is-closing-eoy" }, { "title": "Objection Handling 2.0", "date": "2024-11-16", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "objection-handling-20", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/objection-handling-20" }, { "title": "LinkedIn Purge?", "date": "2024-11-10", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "linkedin-purge", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/linkedin-purge" }, { "title": "How a Story Saved a Life", "date": "2024-11-02", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "how-a-story-saved-a-life", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/how-a-story-saved-a-life" }, { "title": "Kiss, Bow or Shake Hands?", "date": "2024-10-27", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "kiss-bow-or-shake-hands", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/kiss-bow-or-shake-hands" }, { "title": "Read the Room", "date": "2024-10-19", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "read-the-room", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/read-the-room" }, { "title": "Don't Ask this in Meetings + Future of Sales Reps", "date": "2024-10-12", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "dont-ask-this-in-meetings-future-of-sales-reps", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/dont-ask-this-in-meetings-future-of-sales-reps" }, { "title": "Red Leotard + The Art of Selling + Networking Hacks", "date": "2024-10-06", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "red-leotard-the-art-of-selling-networking-hacks", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/red-leotard-the-art-of-selling-networking-hacks" }, { "title": "The Trust Equation + Energy Audit", "date": "2024-09-28", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-trust-equation-energy-audit", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-trust-equation-energy-audit" }, { "title": "Dreamforce + INBOUND: What you need to know", "date": "2024-09-21", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "dreamforce-inbound-what-you-need-to-know", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/dreamforce-inbound-what-you-need-to-know" }, { "title": "The Best Sales Rep I Know", "date": "2024-09-14", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "the-best-sales-rep-i-know", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/the-best-sales-rep-i-know" }, { "title": "Getting Ghosted + The Male Ego + High School", "date": "2024-09-07", "excerpt": "Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant tech and real-world lessons…", "image": null, "hero": null, "slug": "getting-ghosted-the-male-ego-high-school", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/getting-ghosted-the-male-ego-high-school" }, { "title": "My Secret Meeting Prep Hack", "date": "2024-08-31", "excerpt": "My Secret Meeting Prep Hack Helping elevate the people and profession of Sales by sharing authentic conversations, practical tips, expert advice, relevant…", "image": null, "hero": null, "slug": "my-secret-meeting-prep-hack", "has_page": true, "unreviewed": false, "url": "https://jbarrows.com/newsletter/my-secret-meeting-prep-hack" } ], "podcasts": [ { "title": "AI Is Changing Sales How Salespeople Can Stay Valuable in 2026 with Tim Sanders", "date": "2026-09-28", "slug": "ai-is-changing-sales-how-salespeople-can-sta", "has_page": true, "image": "https://i.ytimg.com/vi/B5EizIQfxfc/maxresdefault.jpg", "excerpt": "A sales and innovation expert joins Make It Happen Mondays to explain how AI search is reshaping B2B buying, why BDRs now hold the key marketing intelligence, and how salespeople can stay valuable in 2026.", "mins": 63, "guest": "Tim Sanders", "url": "https://jbarrows.com/podcast/ai-is-changing-sales-how-salespeople-can-sta" }, { "title": "How Steve Jobs Built the Apple Store: Big Ideas, Innovation & Leadership with Ron Johnson", "date": "2026-09-21", "slug": "how-steve-jobs-built-the-apple-store-big-ide", "has_page": true, "image": "https://i.ytimg.com/vi/fjHK34LzFco/maxresdefault.jpg", "excerpt": "A conversation exploring how the Apple Store and Target's design strategy were built, the lessons from a tough run at JCPenney, and how AI is changing the way leaders should test big ideas.", "mins": 61, "guest": "Ron Johnson", "url": "https://jbarrows.com/podcast/how-steve-jobs-built-the-apple-store-big-ide" }, { "title": "AI Is Changing Sales Leadership: The New Skills Every Sales Rep Needs with Kristie Jones", "date": "2026-09-14", "slug": "ai-is-changing-sales-leadership-the-new-skil", "has_page": true, "image": "https://i.ytimg.com/vi/3Y-rQV1ymCA/maxresdefault.jpg", "excerpt": "A conversation on how AI is reshaping sales leadership, covering buyer behavior shifts, hiring for critical thinking, and why coaching needs to change in the age of AI.", "mins": 47, "guest": "Kristie Jones", "url": "https://jbarrows.com/podcast/ai-is-changing-sales-leadership-the-new-skil" }, { "title": "How Customer Success Drives Retention, Revenue & Growth with Elizabeth Salmoun", "date": "2026-09-07", "slug": "how-customer-success-drives-retention-revenu", "has_page": true, "image": "https://i.ytimg.com/vi/hlqTi-Omfyg/maxresdefault.jpg", "excerpt": "A look at how customer success has become a strategic revenue driver, why the first 90 days decide renewals, and how AI is reshaping sales and CS roles.", "mins": 57, "guest": "Elizabeth Salmoun", "url": "https://jbarrows.com/podcast/how-customer-success-drives-retention-revenu" }, { "title": "Why AI Will NEVER Replace Real Sales with Jeff Kirchick", "date": "2026-08-31", "slug": "why-ai-will-never-replace-real-sales-with-je", "has_page": true, "image": "https://i.ytimg.com/vi/4xDbfXoL9vE/maxresdefault.jpg", "excerpt": "A sales leader and author of a book on authentic selling joins Make It Happen Mondays to explain why AI raises the bar on outbound rather than replacing it, how he hires and coaches for honesty, and why buyers delay decisions even under pressure.", "mins": 48, "guest": "Jeff Kirchick", "url": "https://jbarrows.com/podcast/why-ai-will-never-replace-real-sales-with-je" }, { "title": "Why Platform Sales Are Breaking Traditional B2B Sales with Zachary Gropper", "date": "2026-08-24", "slug": "why-platform-sales-are-breaking-traditional-b2b-sales-with-zachary-gropper", "has_page": true, "image": "https://i.ytimg.com/vi/rxGmM4ojwMk/maxresdefault.jpg", "excerpt": "A former Challenger Sale researcher joins Make It Happen Mondays to explain why platform selling and AI-armed buyers are upending traditional B2B sales, and what reps must change about discovery, qualification and pilots.", "mins": 62, "guest": "Zachary Gropper", "url": "https://jbarrows.com/podcast/why-platform-sales-are-breaking-traditional-b2b-sales-with-zachary-gropper" }, { "title": "Why AI Role-Play Is the Missing Piece in Sales Training with Neha Gupta", "date": "2026-08-17", "slug": "why-ai-role-play-is-the-missing-piece-in-sales-training-with-neha-gupta", "has_page": true, "image": "https://i.ytimg.com/vi/TqwQl1qHuXw/maxresdefault.jpg", "excerpt": "A sales podcast episode exploring why manager coaching often breaks down and how realistic AI role-play can build sales communication skills faster than traditional training.", "mins": 54, "guest": "Neha Gupta", "url": "https://jbarrows.com/podcast/why-ai-role-play-is-the-missing-piece-in-sales-training-with-neha-gupta" }, { "title": "Why Charisma Is a Sales Skill You Can Actually Learn with Olivia Fox Cabane", "date": "2026-08-10", "slug": "why-charisma-is-a-sales-skill-you-can-actually-learn-with-olivia-fox-cabane", "has_page": true, "image": "https://i.ytimg.com/vi/X_USSP0uOBk/maxresdefault.jpg", "excerpt": "The author of The Charisma Myth joins Make It Happen Mondays to explain the science behind presence, power and warmth, how charisma can be taught, and where it crosses into manipulation in sales.", "mins": 59, "guest": "Olivia Fox Cabane", "url": "https://jbarrows.com/podcast/why-charisma-is-a-sales-skill-you-can-actually-learn-with-olivia-fox-cabane" }, { "title": "Why Sales Reps Need Business Acumen Now with Kevin Cope", "date": "2026-08-03", "slug": "why-sales-reps-need-business-acumen-now-with-kevin-cope", "has_page": true, "image": "https://i.ytimg.com/vi/9L-usF-Jtqs/maxresdefault.jpg", "excerpt": "An Acumen Learning founder joins Make It Happen Mondays to explain why business acumen is the top skill gap in sales, breaking down the five business drivers, the true cost of discounting, and how AI can sharpen a rep's understanding of clients.", "mins": 60, "guest": "Kevin Cope", "url": "https://jbarrows.com/podcast/why-sales-reps-need-business-acumen-now-with-kevin-cope" }, { "title": "Why Human Connection Still Wins in an AI-Driven GTM World with Katrin Gurvich", "date": "2026-07-27", "slug": "why-human-connection-still-wins-in-an-ai-driven-gtm-world-with-katrin-gurvich", "has_page": true, "image": "https://i.ytimg.com/vi/wd9cxWXIWes/maxresdefault.jpg", "excerpt": "A GTM business partner joins Make It Happen Mondays to explain why referrals have lost their meaning, how networking is a learnable skill, and why human connection still matters as AI reshapes sales and hiring.", "mins": 52, "guest": "Katrin Gurvich", "url": "https://jbarrows.com/podcast/why-human-connection-still-wins-in-an-ai-driven-gtm-world-with-katrin-gurvich" }, { "title": "How Agentic CRM Is Changing the Way Sales Teams Sell with Ryan Braastad", "date": "2026-07-20", "slug": "how-agentic-crm-is-changing-the-way-sales-teams-sell-with-ryan-braastad", "has_page": true, "image": "https://i.ytimg.com/vi/QAvWo_A-6eg/maxresdefault.jpg", "excerpt": "A Microsoft sales solutions leader joins Make It Happen Mondays to explain how agentic AI and Copilot are turning CRM from a system of record into a system of action, and why past CRM rollouts failed sellers.", "mins": 60, "guest": "Ryan Braastad", "url": "https://jbarrows.com/podcast/how-agentic-crm-is-changing-the-way-sales-teams-sell-with-ryan-braastad" }, { "title": "Why More Revenue Can Still Break Your Business with Cruz Gamboa", "date": "2026-07-13", "slug": "why-more-revenue-can-still-break-your-business-with-cruz-gamboa", "has_page": true, "image": "https://i.ytimg.com/vi/KVKBi00dgRM/maxresdefault.jpg", "excerpt": "A former GE regional CFO turned business advisor explains why revenue growth can worsen cash flow, breaking down efficiency, timing and capital as the three factors that determine a company's real value.", "mins": 58, "guest": "Cruz Gamboa", "url": "https://jbarrows.com/podcast/why-more-revenue-can-still-break-your-business-with-cruz-gamboa" }, { "title": "AI Agents, False Productivity, and the Sales Team Reset with Gabe Larsen", "date": "2026-07-06", "slug": "ai-agents-false-productivity-and-the-sales-team-reset-with-gabe-larsen", "has_page": true, "image": "https://i.ytimg.com/vi/-vMGcPGJLmM/maxresdefault.jpg", "excerpt": "An AI and sales entrepreneur joins Make It Happen Mondays to unpack pretend productivity, the four areas where AI is actually driving ROI, and how sales teams should rebuild around fundamentals.", "mins": 50, "guest": "Gabe Larsen", "url": "https://jbarrows.com/podcast/ai-agents-false-productivity-and-the-sales-team-reset-with-gabe-larsen" }, { "title": "How to Stay Calm, Focused, and Resilient When the World Speeds Up with Ishan Shivanand", "date": "2026-06-29", "slug": "how-to-stay-calm-focused-and-resilient-when-the-world-speeds-up-with-ishan-shiva", "has_page": true, "image": "https://i.ytimg.com/vi/tH3nlWxfI9o/maxresdefault.jpg", "excerpt": "A mental health researcher raised in a monastic tradition explains the science-backed difference between numbing and real relaxation, why breath work matters, and how meditation protocols reduce anxiety and burnout fast.", "mins": 69, "guest": "Ishan Shivanand", "url": "https://jbarrows.com/podcast/how-to-stay-calm-focused-and-resilient-when-the-world-speeds-up-with-ishan-shiva" }, { "title": "How Fear Controls the Way We Lead, Sell, and Parent with Bryan Post", "date": "2026-06-22", "slug": "how-fear-controls-the-way-we-lead-sell-and-parent-with-bryan-post", "has_page": true, "image": "https://i.ytimg.com/vi/LkeKpUhGL3A/maxresdefault.jpg", "excerpt": "A behavioral expert joins Make It Happen Mondays to explain how early stress and fear shape leadership, selling and parenting, and why slowing down beats pushing harder.", "mins": 55, "guest": "Bryan Post", "url": "https://jbarrows.com/podcast/how-fear-controls-the-way-we-lead-sell-and-parent-with-bryan-post" }, { "title": "AI Is Not a Strategy: How to Lead Real Transformation with Julie Averill", "date": "2026-06-15", "slug": "ai-is-not-a-strategy-how-to-lead-real-transformation-with-julie-averill", "has_page": true, "image": "https://i.ytimg.com/vi/O_26K4-q0TY/maxresdefault.jpg", "excerpt": "A former Lululemon, Nordstrom and REI technology leader joins Make It Happen Mondays to explain why AI exposes company dysfunction, why trust drives real innovation, and how businesses can build lasting differentiation.", "mins": 59, "guest": "Julie Averill", "url": "https://jbarrows.com/podcast/ai-is-not-a-strategy-how-to-lead-real-transformation-with-julie-averill" }, { "title": "How AI Agents Are Rewriting Sales with Kris Billmaier", "date": "2026-06-08", "slug": "how-ai-agents-are-rewriting-sales-with-kris-billmaier", "has_page": true, "image": "https://i.ytimg.com/vi/NlVM77SYKGs/maxresdefault.jpg", "excerpt": "A Salesforce executive overseeing its sales agent products joins Make It Happen Mondays to explain how AI agents are already generating pipeline, reshaping the SDR role, and pushing sales back toward full-cycle selling.", "mins": 54, "guest": "Kris Billmaier", "url": "https://jbarrows.com/podcast/how-ai-agents-are-rewriting-sales-with-kris-billmaier" }, { "title": "Be the Mentor Who Mattered: How Mentorship Drives Real Revenue with Colleen Stanley", "date": "2026-06-01", "slug": "be-the-mentor-who-mattered-how-mentorship-drives-real-revenue-with-colleen-stanl", "has_page": true, "image": "https://i.ytimg.com/vi/BvCCAw5kE5Y/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays looking at why mentorship cultures, not mentorship programs, and higher emotional intelligence are becoming essential for sales teams navigating the pace of change driven by AI.", "mins": 54, "guest": "Colleen Stanley", "url": "https://jbarrows.com/podcast/be-the-mentor-who-mattered-how-mentorship-drives-real-revenue-with-colleen-stanl" }, { "title": "What AI Knows About Your Buyer with Scott Gillum", "date": "2026-05-25", "slug": "what-ai-knows-about-your-buyer-with-scott-gillum", "has_page": true, "image": "https://i.ytimg.com/vi/_vc4fgG3lZg/maxresdefault.jpg", "excerpt": "A conversation on Make It Happen Mondays exploring why buyers disappear from CRMs, how personality and culture data predict deals, and what still makes a human seller valuable as AI reshapes B2B buying.", "mins": 54, "guest": "Scott Gillum", "url": "https://jbarrows.com/podcast/what-ai-knows-about-your-buyer-with-scott-gillum" }, { "title": "Why Your Sales Rep Needs to Be an Architect, Not Just a Closer with Adam Carr", "date": "2026-05-18", "slug": "why-your-sales-rep-needs-to-be-an-architect-not-just-a-closer-with-adam-carr", "has_page": true, "image": "https://i.ytimg.com/vi/JwizqlqmIdw/maxresdefault.jpg", "excerpt": "An Apollo sales leader joins Make It Happen Mondays to unpack product led growth, AI native selling, hiring in an AI saturated market, and why reps must become go to market architects.", "mins": 49, "guest": "Adam Carr", "url": "https://jbarrows.com/podcast/why-your-sales-rep-needs-to-be-an-architect-not-just-a-closer-with-adam-carr" }, { "title": "Career Resilience in the Age of AI with Ilana Golan", "date": "2026-05-11", "slug": "career-resilience-in-the-age-of-ai-with-ilana-golan", "has_page": true, "image": "https://i.ytimg.com/vi/XS4WPBbNkvk/maxresdefault.jpg", "excerpt": "A former F-16 flight instructor and tech executive joins Make It Happen Mondays to discuss building portfolio careers, surviving career setbacks, and staying resilient as AI reshapes the job market.", "mins": 62, "guest": "Ilana Golan", "url": "https://jbarrows.com/podcast/career-resilience-in-the-age-of-ai-with-ilana-golan" }, { "title": "What the Best BDR Teams Are Doing Differently Right Now with Lauren Reeves", "date": "2026-05-04", "slug": "what-the-best-bdr-teams-are-doing-differently-right-now-with-lauren-reeves", "has_page": true, "image": "https://i.ytimg.com/vi/AfSbfLlYdAI/maxresdefault.jpg", "excerpt": "A BDR leader who scaled a team from six to over 40 reps shares what is actually working in cold calling, email and hiring right now, and why the BDR role is far from dead.", "mins": 70, "guest": "Lauren Reeves", "url": "https://jbarrows.com/podcast/what-the-best-bdr-teams-are-doing-differently-right-now-with-lauren-reeves" }, { "title": "The First Guy to Lose to Salesforce (And What He Did Next) with Kris Lawson", "date": "2026-04-27", "slug": "the-first-guy-to-lose-to-salesforce-and-what-he-did-next-with-kris-lawson", "has_page": true, "image": "https://i.ytimg.com/vi/JoTVGrY0PdI/maxresdefault.jpg", "excerpt": "A former Oracle rep who lost the first deal to Salesforce, then joined Salesforce and Snowflake early, shares his career lens, a life changing surprise, and why buyers now consult AI before sales reps do.", "mins": 66, "guest": "Kris Lawson", "url": "https://jbarrows.com/podcast/the-first-guy-to-lose-to-salesforce-and-what-he-did-next-with-kris-lawson" }, { "title": "Why Founders Who Avoid Sales Always Fail with Lou Shipley", "date": "2026-04-20", "slug": "why-founders-who-avoid-sales-always-fail-with-lou-shipley", "has_page": true, "image": "https://i.ytimg.com/vi/gi5OXAh-mVE/maxresdefault.jpg", "excerpt": "A Harvard Business School and MIT Sloan sales educator joins Make It Happen Mondays to explain why founders can't delegate sales too early, how AI is reshaping SaaS, and what real sales education looks like.", "mins": 55, "guest": "Lou Shipley", "url": "https://jbarrows.com/podcast/why-founders-who-avoid-sales-always-fail-with-lou-shipley" }, { "title": "Selling What They Think Is Free with Eric Appel", "date": "2026-04-13", "slug": "selling-what-they-think-is-free-with-eric-appel", "has_page": true, "image": "https://i.ytimg.com/vi/fGsTlyvyJEI/maxresdefault.jpg", "excerpt": "An enterprise browser sales leader breaks down how to sell against the perception that your product is already free, and why the same objection now applies to AI tools like Claude and GPT.", "mins": 55, "guest": "Eric Appel", "url": "https://jbarrows.com/podcast/selling-what-they-think-is-free-with-eric-appel" }, { "title": "Microsoft VP Exposes the Truth About Scaling Teams with Jason Wild", "date": "2026-04-06", "slug": "microsoft-vp-exposes-the-truth-about-scaling-teams-with-jason-wild", "has_page": true, "image": "https://i.ytimg.com/vi/NIBTC-zU1kI/maxresdefault.jpg", "excerpt": "A former Microsoft VP and Salesforce innovation leader joins Make It Happen Mondays to break down why innovation stalls inside big companies, the architect-bridger-catalyst framework for scaling ideas, and a more optimistic global take on AI's impact on jobs.", "mins": 62, "guest": "Jason Wild", "url": "https://jbarrows.com/podcast/microsoft-vp-exposes-the-truth-about-scaling-teams-with-jason-wild" }, { "title": "Ambition, Ego & The Real Cost of Success with Roderick Jefferson", "date": "2026-03-30", "slug": "ambition-ego-the-real-cost-of-success-with-roderick-jefferson", "has_page": true, "image": "https://i.ytimg.com/vi/whJXcfvmQdk/maxresdefault.jpg", "excerpt": "A candid follow up conversation on Make It Happen Mondays about recovering from a major health scare, separating ambition from ego, and building sustainable daily habits without abandoning drive.", "mins": 51, "guest": "Roderick Jefferson", "url": "https://jbarrows.com/podcast/ambition-ego-the-real-cost-of-success-with-roderick-jefferson" }, { "title": "HubSpot’s First CRO on Scaling Smarter, Not Faster with Mark Roberge", "date": "2026-03-23", "slug": "hubspots-first-cro-on-scaling-smarter-not-faster-with-mark-roberge", "has_page": true, "image": "https://i.ytimg.com/vi/jD2Yeia5IXk/maxresdefault.jpg", "excerpt": "HubSpot's founding CRO joins John Barrows to unpack when and whether to scale, why chasing growth hurts mental health, and how AI is reshaping sales roles.", "mins": 61, "guest": "Mark Roberge", "url": "https://jbarrows.com/podcast/hubspots-first-cro-on-scaling-smarter-not-faster-with-mark-roberge" }, { "title": "Why Trust Is the Ultimate Sales Advantage in the AI Era with Tim Castle", "date": "2026-03-16", "slug": "why-trust-is-the-ultimate-sales-advantage-in-the-ai-era-with-tim-castle", "has_page": true, "image": "https://i.ytimg.com/vi/v8zyjAEKzB8/maxresdefault.jpg", "excerpt": "A negotiations expert joins Make It Happen Mondays to unpack the line between influence and manipulation, how to prep for high-stakes deals, and why trust beats AI in sales negotiations.", "mins": 58, "guest": "Tim Castle", "url": "https://jbarrows.com/podcast/why-trust-is-the-ultimate-sales-advantage-in-the-ai-era-with-tim-castle" }, { "title": "The Biggest Sales Shift Since the Internet with Peter Grant", "date": "2026-03-09", "slug": "the-biggest-sales-shift-since-the-internet-with-peter-grant", "has_page": true, "image": "https://i.ytimg.com/vi/bULevYtP1Ds/maxresdefault.jpg", "excerpt": "An enterprise search CRO joins Make It Happen Mondays to unpack how AI is reshaping pilots, ROI, hiring and the fundamentals of selling in a market that changes by the quarter.", "mins": 58, "guest": "Peter Grant", "url": "https://jbarrows.com/podcast/the-biggest-sales-shift-since-the-internet-with-peter-grant" }, { "title": "The ABCs of True Leadership with Stefan Feuerstein", "date": "2026-03-03", "slug": "the-abcs-of-true-leadership-with-stefan-feuerstein", "has_page": true, "image": "https://i.ytimg.com/vi/wd6EwolWjmU/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays unpacks a three-tier delegation framework shaped by running humanitarian operations in Honduras and a migrant children's shelter, and how it applies to sales leadership and management.", "mins": 52, "guest": "Stefan Feuerstein", "url": "https://jbarrows.com/podcast/the-abcs-of-true-leadership-with-stefan-feuerstein" }, { "title": "When “Business as Usual” Isn’t Normal Anymore with Devin Reed", "date": "2026-02-23", "slug": "when-business-as-usual-isnt-normal-anymore-with-devin-reed", "has_page": true, "image": "https://i.ytimg.com/vi/pT7OfEwdriM/maxresdefault.jpg", "excerpt": "An honest conversation about breaking silence on difficult social and political issues, handling fear of backlash, and finding constructive ways to engage without fueling division.", "mins": 47, "guest": "Devin Reed", "url": "https://jbarrows.com/podcast/when-business-as-usual-isnt-normal-anymore-with-devin-reed" }, { "title": "Coaching the Coaches in Sales with Saif Khan", "date": "2026-02-16", "slug": "coaching-the-coaches-in-sales-with-saif-khan", "has_page": true, "image": "https://i.ytimg.com/vi/D1Hfd0YbO0g/maxresdefault.jpg", "excerpt": "A SEMrush regional VP joins Make It Happen Mondays to unpack how retail roots shape sales instincts, why frontline managers are failing to coach, and where AI helps or hurts sales coaching and burnout prevention.", "mins": 56, "guest": "Saif Khan", "url": "https://jbarrows.com/podcast/coaching-the-coaches-in-sales-with-saif-khan" }, { "title": "HR Truth Bombs for Managers with Ashley Herd", "date": "2026-02-09", "slug": "hr-truth-bombs-for-managers-with-ashley-herd", "has_page": true, "image": "https://i.ytimg.com/vi/jlWBMwUwC7I/maxresdefault.jpg", "excerpt": "An HR executive turned manager-training founder joins Make It Happen Mondays to unpack why managers get so little real training, how to build trust with a new team, and how to handle tough performance conversations with honesty instead of corporate fluff.", "mins": 66, "guest": "Ashley Herd", "url": "https://jbarrows.com/podcast/hr-truth-bombs-for-managers-with-ashley-herd" }, { "title": "Unstress Your Leadership Style with Guest Amy Leneker", "date": "2026-02-02", "slug": "unstress-your-leadership-style-with-guest-amy-leneker", "has_page": true, "image": "https://i.ytimg.com/vi/f0KfP8tgilE/maxresdefault.jpg", "excerpt": "A joy strategist and burnout survivor joins Make It Happen Mondays to break down the Stockdale Paradox, a simple stress framework, and why joy belongs in leadership.", "mins": 54, "guest": "Amy Leneker", "url": "https://jbarrows.com/podcast/unstress-your-leadership-style-with-guest-amy-leneker" }, { "title": "The NeuroStrategy™ Behind Buyer Behavior with Jake Stahl", "date": "2026-01-26", "slug": "the-neurostrategy-behind-buyer-behavior-with-jake-stahl", "has_page": true, "image": "https://i.ytimg.com/vi/fvQ94TeDrLU/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays unpacks NeuroStrategy, a psychology based approach to sales built on NLP, instructional design and behavioral triggers, and breaks down how perception, conditioning and mirroring shape buyer decisions.", "mins": 62, "guest": "Jake Stahl", "url": "https://jbarrows.com/podcast/the-neurostrategy-behind-buyer-behavior-with-jake-stahl" }, { "title": "Transparency Wins More Deals with Todd Caponi", "date": "2026-01-19", "slug": "transparency-wins-more-deals-with-todd-caponi", "has_page": true, "image": "https://i.ytimg.com/vi/dTqJcj6JOsk/maxresdefault.jpg", "excerpt": "A breakdown of how transparent pricing and a four-lever negotiation framework can replace outdated, adversarial sales tactics and build lasting buyer trust.", "mins": 48, "guest": "Todd Caponi", "url": "https://jbarrows.com/podcast/transparency-wins-more-deals-with-todd-caponi" }, { "title": "The Sales Side of Hiring with Michael King", "date": "2026-01-12", "slug": "the-sales-side-of-hiring-with-michael-king", "has_page": true, "image": "https://i.ytimg.com/vi/IbKn80AA6r8/maxresdefault.jpg", "excerpt": "A recruiting firm founder and memoir author joins Make It Happen Monday to discuss reinventing his career after major health challenges, how he approaches risk, and how AI is reshaping hiring and job searching for sales professionals.", "mins": 56, "guest": "Michael King", "url": "https://jbarrows.com/podcast/the-sales-side-of-hiring-with-michael-king" }, { "title": "Confidence, Careers, and Community with Kim Nicholas", "date": "2026-01-05", "slug": "confidence-careers-and-community-with-kim-nicholas", "has_page": true, "image": "https://i.ytimg.com/vi/g5524SoVhro/maxresdefault.jpg", "excerpt": "An inside look at a Chicago program placing underserved high schoolers into paid corporate internships, plus what education gets wrong and why belief drives sales success.", "mins": 59, "guest": "Kim Nicholas", "url": "https://jbarrows.com/podcast/confidence-careers-and-community-with-kim-nicholas" }, { "title": "The business coach who helped me define my WHY with Jonathan Domsky", "date": "2025-12-29", "slug": "the-business-coach-who-helped-me-define-my-why-with-jonathan-domsky", "has_page": true, "image": "https://i.ytimg.com/vi/J0RKxR334Ms/maxresdefault.jpg", "excerpt": "John Barrows sits down with the coach who guided him through personal and professional crisis, unpacking core values, purpose, limiting beliefs and how to build an authentic life and business.", "mins": 57, "guest": "Jonathan Domsky", "url": "https://jbarrows.com/podcast/the-business-coach-who-helped-me-define-my-why-with-jonathan-domsky" }, { "title": "When the Grind Almost KILLS You with Roderick Jefferson", "date": "2025-12-22", "slug": "when-the-grind-almost-kills-you-with-roderick-jefferson", "has_page": true, "image": "https://i.ytimg.com/vi/zIOs47UYLMg/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode explores a stroke survivor's near-death experience, his 2% survival odds, and the hard lessons on ego, hustle culture, and family that followed his recovery.", "mins": 61, "guest": "Roderick Jefferson", "url": "https://jbarrows.com/podcast/when-the-grind-almost-kills-you-with-roderick-jefferson" }, { "title": "Owning the Pipeline Like a CEO with Leslie Venetz", "date": "2025-12-15", "slug": "owning-the-pipeline-like-a-ceo-with-leslie-venetz", "has_page": true, "image": "https://i.ytimg.com/vi/Zszw1GwT170/maxresdefault.jpg", "excerpt": "A breakdown of this Make It Happen Mondays episode on territory planning, building a real ideal customer profile, and adopting a CEO of territory mindset to run a smarter, more relevant sales pipeline.", "mins": 63, "guest": "Leslie Venetz", "url": "https://jbarrows.com/podcast/owning-the-pipeline-like-a-ceo-with-leslie-venetz" }, { "title": "Meet Buyers Where They Are - With Rex Galbraith", "date": "2025-12-08", "slug": "meet-buyers-where-they-are---with-rex-galbraith", "has_page": true, "image": "https://i.ytimg.com/vi/INURXfS3Dso/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring why sales teams should disqualify bad-fit buyers, how interactive demos and buyer enablement build trust, and what makes reps valuable in an AI-driven buying process.", "mins": 57, "guest": "Rex Galbraith", "url": "https://jbarrows.com/podcast/meet-buyers-where-they-are---with-rex-galbraith" }, { "title": "$2.3B in Sales Truths with Dave Govan", "date": "2025-12-01", "slug": "23b-in-sales-truths-with-dave-govan", "has_page": true, "image": "https://i.ytimg.com/vi/0r4o16UxL9M/maxresdefault.jpg", "excerpt": "A veteran CRO and go-to-market advisor breaks down why business acumen beats sales tactics, how AI is exposing lazy execution, and the biggest scaling mistakes founders make.", "mins": 53, "guest": "Dave Govan", "url": "https://jbarrows.com/podcast/23b-in-sales-truths-with-dave-govan" }, { "title": "Coaching That Changed My Career with Ryan Garland", "date": "2025-11-24", "slug": "coaching-that-changed-my-career-with-ryan-garland", "has_page": true, "image": "https://i.ytimg.com/vi/84MfT46W01s/maxresdefault.jpg", "excerpt": "An account executive shares how personal sales coaching, negotiation training, and a shift in mindset transformed his approach to closing deals and negotiating on Make It Happen Mondays.", "mins": 24, "guest": "Ryan Garland", "url": "https://jbarrows.com/podcast/coaching-that-changed-my-career-with-ryan-garland" }, { "title": "Myths vs. Science of Selling with Dr. Lorenzo Bizzi", "date": "2025-11-17", "slug": "myths-vs-science-of-selling-with-dr-lorenzo-bizzi", "has_page": true, "image": "https://i.ytimg.com/vi/Hiwwq3WuJt8/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays unpacks research-backed findings on why popular sales tactics often fail, covering empathy, likability, curiosity and conscientiousness in selling.", "mins": 56, "guest": "Dr. Lorenzo Bizzi", "url": "https://jbarrows.com/podcast/myths-vs-science-of-selling-with-dr-lorenzo-bizzi" }, { "title": "Why Buyer Enablement Beats Sales Enablement with Rory Sadler", "date": "2025-11-10", "slug": "why-buyer-enablement-beats-sales-enablement-with-rory-sadler", "has_page": true, "image": "https://i.ytimg.com/vi/HLouBf1OcVg/maxresdefault.jpg", "excerpt": "A digital sales room founder joins Make It Happen Mondays to explain why buyer enablement matters more than sales enablement, and how personalization, mutual action plans and AI are reshaping how B2B deals get won.", "mins": 53, "guest": "Rory Sadler", "url": "https://jbarrows.com/podcast/why-buyer-enablement-beats-sales-enablement-with-rory-sadler" }, { "title": "The 17% Rule: Why Most Reps Miss Quota with Guy Rubin", "date": "2025-11-03", "slug": "the-17-rule-why-most-reps-miss-quota-with-guy-rubin", "has_page": true, "image": "https://i.ytimg.com/vi/FXzSFGYAXH8/maxresdefault.jpg", "excerpt": "A revenue intelligence platform CEO joins Make It Happen Mondays to unpack new qualification data, explaining why a small group of reps drive most results and what AI means for everyone else.", "mins": 58, "guest": "Guy Rubin", "url": "https://jbarrows.com/podcast/the-17-rule-why-most-reps-miss-quota-with-guy-rubin" }, { "title": "The Ten Commandments of Selling with Dr. Yaniv Zaid", "date": "2025-10-27", "slug": "the-ten-commandments-of-selling-with-dr-yaniv-zaid", "has_page": true, "image": "https://i.ytimg.com/vi/P0gAdPwLypc/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays unpacks a sales expert's framework for ethical persuasion, the know-like-trust process, using failure to build trust, and branding yourself as an expert in the age of AI.", "mins": 51, "guest": "Dr. Yaniv Zaid", "url": "https://jbarrows.com/podcast/the-ten-commandments-of-selling-with-dr-yaniv-zaid" }, { "title": "Hacking Human Psychology with MichaelAaron Flicker", "date": "2025-10-20", "slug": "hacking-human-psychology-with-michaelaaron-flicker", "has_page": true, "image": "https://i.ytimg.com/vi/Pzo8d97Li3E/maxresdefault.jpg", "excerpt": "A behavioral scientist and author joins Make It Happen Mondays to unpack how naming, wording, focus and reciprocity shape buying decisions, and what AI does and doesn't change about human behavior in sales.", "mins": 59, "guest": "MichaelAaron Flicker", "url": "https://jbarrows.com/podcast/hacking-human-psychology-with-michaelaaron-flicker" }, { "title": "Build Brands People Feel with David Brier", "date": "2025-10-13", "slug": "build-brands-people-feel-with-david-brier", "has_page": true, "image": "https://i.ytimg.com/vi/eH42W0OoNeE/maxresdefault.jpg", "excerpt": "A branding expert joins Make It Happen Mondays to unpack why differentiation beats being the best, how to take smart brand risks, and whether AI personas can ever replace authentic human brands.", "mins": 71, "guest": "David Brier", "url": "https://jbarrows.com/podcast/build-brands-people-feel-with-david-brier" }, { "title": "Kevin Davis: The Surfer’s Guide to Smarter Sales Territory Planning", "date": "2025-10-06", "slug": "kevin-davis-the-surfers-guide-to-smarter-sales-territory-planning", "has_page": true, "image": "https://i.ytimg.com/vi/eRtqG7IgQcg/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode on rethinking sales territory design, why reps distrust RevOps, and why a 'surfer' approach beats the old hunter mentality in sales.", "mins": 45, "guest": "Kevin Davis", "url": "https://jbarrows.com/podcast/kevin-davis-the-surfers-guide-to-smarter-sales-territory-planning" }, { "title": "Stephanie Chung: From Air Force Bases to Boardrooms", "date": "2025-09-29", "slug": "stephanie-chung-from-air-force-bases-to-boardrooms", "has_page": true, "image": "https://i.ytimg.com/vi/fgeFSz8Y928/maxresdefault.jpg", "excerpt": "An aviation industry leader and author discusses shifting a private jet company from low-cost to premium, building business acumen in sales teams, using AI without losing human connection, and leading people who are not like you.", "mins": 64, "guest": "Stephanie Chung", "url": "https://jbarrows.com/podcast/stephanie-chung-from-air-force-bases-to-boardrooms" }, { "title": "Udi Ledergor: Courage Over Clichés in Modern Marketing", "date": "2025-09-22", "slug": "udi-ledergor-courage-over-clichés-in-modern-marketing", "has_page": true, "image": "https://i.ytimg.com/vi/JNKE29RUfY8/maxresdefault.jpg", "excerpt": "A conversation on Make It Happen Mondays about why marketing needs more courage, how AI is reshaping entry-level careers, and why admitting failure builds trust.", "mins": 60, "guest": "Udi Ledergor", "url": "https://jbarrows.com/podcast/udi-ledergor-courage-over-clichés-in-modern-marketing" }, { "title": "Giuseppe Conti: Negotiation + Influence = Success", "date": "2025-09-15", "slug": "giuseppe-conti-negotiation-influence-success", "has_page": true, "image": "https://i.ytimg.com/vi/nB5VFrrGJfE/maxresdefault.jpg", "excerpt": "A negotiations expert and author joins Make It Happen Mondays to break down anchoring, working with procurement, selling non-urgent solutions, and why email negotiations often go wrong.", "mins": 53, "guest": "Giuseppe Conti", "url": "https://jbarrows.com/podcast/giuseppe-conti-negotiation-influence-success" }, { "title": "Eugene “Blue” Bowen: Inside G2’s AI in Sales Report", "date": "2025-09-08", "slug": "eugene-blue-bowen-inside-g2s-ai-in-sales-report", "has_page": true, "image": "https://i.ytimg.com/vi/UO4BNNh2lpU/maxresdefault.jpg", "excerpt": "A G2 research principal joins Make It Happen Mondays to unpack G2's AI in sales report, covering data quality problems, the future of the SDR role, and where AI is really moving the needle.", "mins": 49, "guest": "Eugene “Blue” Bowen", "url": "https://jbarrows.com/podcast/eugene-blue-bowen-inside-g2s-ai-in-sales-report" }, { "title": "Lori Richardson: Betting on Yourself When It Matters Most", "date": "2025-09-01", "slug": "lori-richardson-betting-on-yourself-when-it-matters-most", "has_page": true, "image": "https://i.ytimg.com/vi/LPSzeaHpd0A/maxresdefault.jpg", "excerpt": "A sales trainer and founder shares her journey from a tough start in life into a decades-long sales career, and discusses grit, gender bias, and the soft skills that matter most in an AI-driven sales world.", "mins": 57, "guest": "Lori Richardson", "url": "https://jbarrows.com/podcast/lori-richardson-betting-on-yourself-when-it-matters-most" }, { "title": "Marcus Chan: $950M in Sales and the Grit Behind It", "date": "2025-08-25", "slug": "marcus-chan-950m-in-sales-and-the-grit-behind-it", "has_page": true, "image": "https://i.ytimg.com/vi/i5mmvA-6EuU/maxresdefault.jpg", "excerpt": "A sales leader who helped generate hundreds of millions in revenue shares how an immigrant upbringing, hard-won grit, and honest feedback shaped a career turning around underperforming sales teams, plus a practical take on adopting AI as a team.", "mins": 58, "guest": "Marcus Chan", "url": "https://jbarrows.com/podcast/marcus-chan-950m-in-sales-and-the-grit-behind-it" }, { "title": "Vince Beese: Red Zone Selling and the Enterprise Edge", "date": "2025-08-18", "slug": "vince-beese-red-zone-selling-and-the-enterprise-edge", "has_page": true, "image": "https://i.ytimg.com/vi/zYg4Hrw85RM/maxresdefault.jpg", "excerpt": "A fractional CRO and author of Red Zone Selling joins Make It Happen Mondays to unpack elite closing instincts, smarter deal qualification, and a football-based framework for moving enterprise deals forward.", "mins": 54, "guest": "Vince Beese", "url": "https://jbarrows.com/podcast/vince-beese-red-zone-selling-and-the-enterprise-edge" }, { "title": "Jake Mannino: Breaking The Guinness World Record For Coaching", "date": "2025-08-11", "slug": "jake-mannino-breaking-the-guinness-world-record-for-coaching", "has_page": true, "image": "https://i.ytimg.com/vi/Sztt066xnDk/maxresdefault.jpg", "excerpt": "A Microsoft global sales director who helped set a Guinness World Record for workplace coaching discusses motivation versus inspiration, why managers struggle to be true coaches, and why EQ matters more than IQ.", "mins": 52, "guest": "Jake Mannino", "url": "https://jbarrows.com/podcast/jake-mannino-breaking-the-guinness-world-record-for-coaching" }, { "title": "RevOps Unfiltered: What Sales Needs to Hear", "date": "2025-08-04", "slug": "revops-unfiltered-what-sales-needs-to-hear", "has_page": true, "image": "https://i.ytimg.com/vi/Gbe0jMxB-cE/maxresdefault.jpg", "excerpt": "Leaders from Snowflake, Clay, StrongDM, G2, and Figma share what sales should stop doing, start doing, and fix with RevOps in this RevFest roundup from Make It Happen Mondays.", "mins": 66, "guest": "RevOps Unfiltered", "url": "https://jbarrows.com/podcast/revops-unfiltered-what-sales-needs-to-hear" }, { "title": "Monica Stewart: Escaping Founder Sales Survival Mode", "date": "2025-07-28", "slug": "monica-stewart-escaping-founder-sales-survival-mode", "has_page": true, "image": "https://i.ytimg.com/vi/QtXTXlgleLc/maxresdefault.jpg", "excerpt": "A B2B SaaS growth consultant joins Make It Happen Mondays to explain why founders misjudge sales difficulty, how to sequence go-to-market steps correctly, why old sales methodologies are breaking down, and how to use AI without losing selling skill.", "mins": 70, "guest": "Monica Stewart", "url": "https://jbarrows.com/podcast/monica-stewart-escaping-founder-sales-survival-mode" }, { "title": "Zoltan Vardy: The Brutal Truth About Tech Founders and Sales", "date": "2025-07-21", "slug": "zoltan-vardy-the-brutal-truth-about-tech-founders-and-sales", "has_page": true, "image": "https://i.ytimg.com/vi/1zfMVqNOViQ/maxresdefault.jpg", "excerpt": "A B2B sales advisor to tech founders breaks down why technical founders avoid or misunderstand sales, and shares a framework for finding focus, structuring outreach, and scaling revenue.", "mins": 50, "guest": "Zoltan Vardy", "url": "https://jbarrows.com/podcast/zoltan-vardy-the-brutal-truth-about-tech-founders-and-sales" }, { "title": "Matt Millen: From Tony Robbins to Regie AI—Lessons in Performance", "date": "2025-07-14", "slug": "matt-millen-from-tony-robbins-to-regie-ailessons-in-performance", "has_page": true, "image": "https://i.ytimg.com/vi/mTgMdmuImPs/maxresdefault.jpg", "excerpt": "A conversation about racing, running sales for Tony Robbins, and why go to market teams need to organize with AI instead of around it, plus what happens to SDRs and sales fundamentals next.", "mins": 68, "guest": "Matt Millen", "url": "https://jbarrows.com/podcast/matt-millen-from-tony-robbins-to-regie-ailessons-in-performance" }, { "title": "Luke Arno: Building Grit, Passion, and Real Revenue Teams", "date": "2025-07-07", "slug": "luke-arno-building-grit-passion-and-real-revenue-teams", "has_page": true, "image": "https://i.ytimg.com/vi/7bwzytSuyFA/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode exploring how a revenue leader hires for grit and passion, rebuilds sales enablement as a growth lever, and balances AI tools with sales fundamentals.", "mins": 49, "guest": "Luke Arno", "url": "https://jbarrows.com/podcast/luke-arno-building-grit-passion-and-real-revenue-teams" }, { "title": "John “JT” Turner: From Google X to Grounded Leadership", "date": "2025-06-30", "slug": "john-jt-turner-from-google-x-to-grounded-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/c2V3Dte8Zcg/maxresdefault.jpg", "excerpt": "A former Google X sales executive joins Make It Happen Mondays to discuss authentic leadership, why EQ will matter more than IQ as AI advances, and the victory plan framework behind his new book.", "mins": 58, "guest": "John “JT” Turner", "url": "https://jbarrows.com/podcast/john-jt-turner-from-google-x-to-grounded-leadership" }, { "title": "Nick Hill: Coaching, Training & The Real Role of Enablement", "date": "2025-06-23", "slug": "nick-hill-coaching-training-the-real-role-of-enablement", "has_page": true, "image": "https://i.ytimg.com/vi/ah0HUxfxALU/maxresdefault.jpg", "excerpt": "A sales enablement leader joins Make It Happen Mondays to unpack the real differences between training, coaching and enablement, when to invest in the function, and how AI is changing frontline coaching.", "mins": 62, "guest": "Nick Hill", "url": "https://jbarrows.com/podcast/nick-hill-coaching-training-the-real-role-of-enablement" }, { "title": "Mark Raffan: Stop Discounting, Start Negotiating", "date": "2025-06-16", "slug": "mark-raffan-stop-discounting-start-negotiating", "has_page": true, "image": "https://i.ytimg.com/vi/WgLQTebhUo8/maxresdefault.jpg", "excerpt": "A negotiation expert and former procurement pro explains why deals collapse at the finish line, how premature discounting destroys credibility, and how top reps use tapering, total cost of ownership and smart concessions to close bigger deals.", "mins": 64, "guest": "Mark Raffan", "url": "https://jbarrows.com/podcast/mark-raffan-stop-discounting-start-negotiating" }, { "title": "Dan Sperring: Rethinking ICP to Drive Revenue", "date": "2025-06-09", "slug": "dan-sperring-rethinking-icp-to-drive-revenue", "has_page": true, "image": "https://i.ytimg.com/vi/X6wFLciMeEA/maxresdefault.jpg", "excerpt": "An ICP expert joins Make It Happen Mondays to explain why firmographic targeting falls short, how use case and retention should shape account selection, and why vertical SaaS spends less to grow.", "mins": 67, "guest": "Dan Sperring", "url": "https://jbarrows.com/podcast/dan-sperring-rethinking-icp-to-drive-revenue" }, { "title": "Karen Kelly: Hypothesis Selling and Creating Safe Spaces for Buyers", "date": "2025-06-02", "slug": "karen-kelly-hypothesis-selling-and-creating-safe-spaces-for-buyers", "has_page": true, "image": "https://i.ytimg.com/vi/11nJLY7mxc8/maxresdefault.jpg", "excerpt": "A sales strategist joins Make It Happen Mondays to explain hypothesis selling, why open-ended discovery questions fall flat, how to make buyers feel safe, and what really helps sales coaching stick.", "mins": 56, "guest": "Karen Kelly", "url": "https://jbarrows.com/podcast/karen-kelly-hypothesis-selling-and-creating-safe-spaces-for-buyers" }, { "title": "Blair LaCorte: Beyond the Safe Zone—Leading with Awareness", "date": "2025-05-26", "slug": "blair-lacorte-beyond-the-safe-zoneleading-with-awareness", "has_page": true, "image": "https://i.ytimg.com/vi/aQVG4IpPDhg/maxresdefault.jpg", "excerpt": "A business executive and mentor joins Make It Happen Mondays to unpack self-awareness, the line between safety and laziness, leadership burnout and why human connection matters in an AI-driven world.", "mins": 48, "guest": "Awareness", "url": "https://jbarrows.com/podcast/blair-lacorte-beyond-the-safe-zoneleading-with-awareness" }, { "title": "Kelly Cheng: Building Buyer Trust Before They’re Ready to Buy", "date": "2025-05-19", "slug": "kelly-cheng-building-buyer-trust-before-theyre-ready-to-buy", "has_page": true, "image": "https://i.ytimg.com/vi/_muqnopkvNs/maxresdefault.jpg", "excerpt": "A CMO explains mindshare marketing, why sales and marketing attribution needs to change, and how AI is reshaping outbound, video and influencer strategy in B2B on this episode of Make It Happen Mondays.", "mins": 59, "guest": "Kelly Cheng", "url": "https://jbarrows.com/podcast/kelly-cheng-building-buyer-trust-before-theyre-ready-to-buy" }, { "title": "Dustin Crawford: How to Motivate Reps and Decode Buyer Behavior", "date": "2025-05-12", "slug": "dustin-crawford-how-to-motivate-reps-and-decode-buyer-behavior", "has_page": true, "image": "https://i.ytimg.com/vi/o-xZawNjsgc/maxresdefault.jpg", "excerpt": "A sales VP joins Make It Happen Mondays to unpack optimist versus pessimist selling styles, how to read sophisticated buyers, and why transparent leadership builds trust under pressure.", "mins": 64, "guest": "Dustin Crawford", "url": "https://jbarrows.com/podcast/dustin-crawford-how-to-motivate-reps-and-decode-buyer-behavior" }, { "title": "Alyssa Merwin: Inside LinkedIn’s $1B Sales Engine", "date": "2025-05-05", "slug": "alyssa-merwin-inside-linkedins-1b-sales-engine", "has_page": true, "image": "https://i.ytimg.com/vi/QbjiDanUVRM/maxresdefault.jpg", "excerpt": "A LinkedIn sales VP joins Make It Happen Mondays to unpack the ROI of AI report, revealing why daily AI users crush quota and how sales teams should actually apply AI to get results, not just efficiency.", "mins": 53, "guest": "Alyssa Merwin", "url": "https://jbarrows.com/podcast/alyssa-merwin-inside-linkedins-1b-sales-engine" }, { "title": "Sam Jacobs: Community, Character, and the Future of Leadership", "date": "2025-04-28", "slug": "sam-jacobs-community-character-and-the-future-of-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/VmcimbDzyg0/maxresdefault.jpg", "excerpt": "John Barrows talks with a go-to-market community leader about surviving a brutal 2023 business downturn, leading with kindness instead of ego, and how AI is reshaping the CRO role and the value of brand and human connection.", "mins": 55, "guest": "Sam Jacobs", "url": "https://jbarrows.com/podcast/sam-jacobs-community-character-and-the-future-of-leadership" }, { "title": "Kevin Evers: Taylor Swift’s Masterclass in Brand, Loyalty & Strategy", "date": "2025-04-21", "slug": "kevin-evers-taylor-swifts-masterclass-in-brand-loyalty-strategy", "has_page": true, "image": "https://i.ytimg.com/vi/B1DLP_CzEHw/maxresdefault.jpg", "excerpt": "A Harvard Business Review editor and author breaks down Taylor Swift's business instincts, from reclaiming her masters to scaling fan loyalty, and what sales professionals can learn from her strategy.", "mins": 53, "guest": "Kevin Evers", "url": "https://jbarrows.com/podcast/kevin-evers-taylor-swifts-masterclass-in-brand-loyalty-strategy" }, { "title": "Dale Dupree: Rebellion, Reflection, and the AI Debate", "date": "2025-04-14", "slug": "dale-dupree-rebellion-reflection-and-the-ai-debate", "has_page": true, "image": "https://i.ytimg.com/vi/c5sAUKd5SOk/maxresdefault.jpg", "excerpt": "A debrief of a live sales meetup covering lessons from a veteran sales mentor, race and privilege in Glengarry Glen Ross, losing the benefit of the doubt, and why AI in sales may just be a trend.", "mins": 57, "guest": "Dale Dupree", "url": "https://jbarrows.com/podcast/dale-dupree-rebellion-reflection-and-the-ai-debate" }, { "title": "The Sales Play: Glengarry Glen Ross After Hours", "date": "2025-04-07", "slug": "the-sales-play-glengarry-glen-ross-after-hours", "has_page": true, "image": "https://i.ytimg.com/vi/drfYV5XwcFc/maxresdefault.jpg", "excerpt": "A candid after-hours debrief among sales practitioners breaking down Glengarry Glen Ross, covering closing tactics, manipulation versus persuasion, enterprise buying dynamics, and the play's casting choices around gender and race.", "mins": 45, "guest": "The Sales Play", "url": "https://jbarrows.com/podcast/the-sales-play-glengarry-glen-ross-after-hours" }, { "title": "The Only Authenticated Episode Ever – Featuring Drift’s David Cancel", "date": "2025-03-31", "slug": "the-only-authenticated-episode-ever-featuring-drifts-david-cancel", "has_page": true, "image": "https://i.ytimg.com/vi/ZnUfrnJmt6A/maxresdefault.jpg", "excerpt": "A rare crossover episode revives the Authenticated format, guessing a guest's identity before diving into work ethic, scaling teams, M&A in sales tech, and the power of upgrading your peer group.", "mins": 72, "guest": "David Cancel", "url": "https://jbarrows.com/podcast/the-only-authenticated-episode-ever-featuring-drifts-david-cancel" }, { "title": "Steve Lucas: Why AI Won’t Replace You—Unless You Let It", "date": "2025-03-24", "slug": "steve-lucas-why-ai-wont-replace-youunless-you-let-it", "has_page": true, "image": "https://i.ytimg.com/vi/V3_9HqiDsF8/maxresdefault.jpg", "excerpt": "A conversation about fixing fragmented digital systems before scaling AI, why AI will replace sellers who avoid it rather than sellers themselves, and the human fundamentals that still matter.", "mins": 54, "guest": "Steve Lucas", "url": "https://jbarrows.com/podcast/steve-lucas-why-ai-wont-replace-youunless-you-let-it" }, { "title": "Larry Kim: Scaling Sales with a Product-First Mindset", "date": "2025-03-17", "slug": "larry-kim-scaling-sales-with-a-product-first-mindset", "has_page": true, "image": "https://i.ytimg.com/vi/KcIcVggNihI/maxresdefault.jpg", "excerpt": "A founder discusses moving from a hired sales leader back to founder-led sales, cutting his sales team while growing results, and using product accuracy as the core go-to-market strategy.", "mins": 53, "guest": "Larry Kim", "url": "https://jbarrows.com/podcast/larry-kim-scaling-sales-with-a-product-first-mindset" }, { "title": "John Shulman: Winning with Interest-Based Negotiation", "date": "2025-03-10", "slug": "john-shulman-winning-with-interest-based-negotiation", "has_page": true, "image": "https://i.ytimg.com/vi/2B8T-eU-vzU/maxresdefault.jpg", "excerpt": "A negotiation expert joins Make It Happen Mondays to unpack interest-based negotiation, procurement pushback, leverage, reciprocity and how AI is reshaping sales negotiation.", "mins": 55, "guest": "Interest-Based Negotiation", "url": "https://jbarrows.com/podcast/john-shulman-winning-with-interest-based-negotiation" }, { "title": "Elina Teboul: Rethinking Capitalism with Feminine Intelligence", "date": "2025-03-03", "slug": "elina-teboul-rethinking-capitalism-with-feminine-intelligence", "has_page": true, "image": "https://i.ytimg.com/vi/A709yVASh2Y/maxresdefault.jpg", "excerpt": "A leadership expert and author joins Make It Happen Mondays to explore how feminine intelligence, conscious capitalism, and self-awareness can reshape broken business models in the age of AI.", "mins": 70, "guest": "Feminine Intelligence", "url": "https://jbarrows.com/podcast/elina-teboul-rethinking-capitalism-with-feminine-intelligence" }, { "title": "Shari Dunn: Uncovering Bias and Redefining Competency at Work", "date": "2025-02-24", "slug": "shari-dunn-uncovering-bias-and-redefining-competency-at-work", "has_page": true, "image": "https://i.ytimg.com/vi/iCIrdqnM5r0/maxresdefault.jpg", "excerpt": "A journalist, former attorney and author unpacks competency checking, referral based hiring bias and the myth of imposter syndrome on Make It Happen Mondays.", "mins": 74, "guest": "Shari Dunn", "url": "https://jbarrows.com/podcast/shari-dunn-uncovering-bias-and-redefining-competency-at-work" }, { "title": "Sydney Sloan: CMO Insights and Intent", "date": "2025-02-17", "slug": "sydney-sloan-cmo-insights-and-intent", "has_page": true, "image": "https://i.ytimg.com/vi/BetfzRNlzlQ/maxresdefault.jpg", "excerpt": "A CMO shares lessons on burnout recovery, building a real ideal customer profile, partner-led growth and how AI agents and intent data are changing sales and marketing roles.", "mins": 71, "guest": "Sydney Sloan", "url": "https://jbarrows.com/podcast/sydney-sloan-cmo-insights-and-intent" }, { "title": "Partnership ANNOUNCEMENT: Zero-to-Pipeline in 60 Days with Alex Buckles", "date": "2025-02-10", "slug": "partnership-announcement-zero-to-pipeline-in-60-days-with-alex-buckles", "has_page": true, "image": "https://i.ytimg.com/vi/pTHdudVZlUg/maxresdefault.jpg", "excerpt": "John Barrows announces a new partnership initiative, Zero to Pipeline in 60 Days, exploring how reps and sales leaders can build warm pipeline through partner relationships instead of relying solely on cold outbound.", "mins": 52, "guest": "Alex Buckles", "url": "https://jbarrows.com/podcast/partnership-announcement-zero-to-pipeline-in-60-days-with-alex-buckles" }, { "title": "Jonathan Lister: Building Billion-Dollar Organizations with Curiosity", "date": "2025-02-03", "slug": "jonathan-lister-building-billion-dollar-organizations-with-curiosity", "has_page": true, "image": "https://i.ytimg.com/vi/fg3gh2Ha1jk/maxresdefault.jpg", "excerpt": "A Vidyard executive joins Make It Happen Mondays to unpack how curiosity, AI video and disciplined prospecting are reshaping B2B sales careers and go-to-market strategy.", "mins": 54, "guest": "Curiosity", "url": "https://jbarrows.com/podcast/jonathan-lister-building-billion-dollar-organizations-with-curiosity" }, { "title": "Alex Newmann: Breaking Free from Founder-Led Sales", "date": "2025-01-27", "slug": "alex-newmann-breaking-free-from-founder-led-sales", "has_page": true, "image": "https://i.ytimg.com/vi/zthDZXkN_Fk/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring why founders get stuck selling everything themselves, the mistakes that keep them there, and how to build a repeatable sales process that can be handed off to a team.", "mins": 59, "guest": "Alex Newmann", "url": "https://jbarrows.com/podcast/alex-newmann-breaking-free-from-founder-led-sales" }, { "title": "Fabiana Lacerca-Allen: Crisis Management and Building Resilient Teams", "date": "2025-01-20", "slug": "fabiana-lacerca-allen-crisis-management-and-building-resilient-teams", "has_page": true, "image": "https://i.ytimg.com/vi/rtE0CB12Md0/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring crisis management, gut instinct versus data, and how leaders can build resilient teams when the unexpected hits.", "mins": 59, "guest": "Fabiana Lacerca-Allen", "url": "https://jbarrows.com/podcast/fabiana-lacerca-allen-crisis-management-and-building-resilient-teams" }, { "title": "Geoff Coutts: Big Company Lessons for Small Business Growth", "date": "2025-01-13", "slug": "geoff-coutts-big-company-lessons-for-small-business-growth", "has_page": true, "image": "https://i.ytimg.com/vi/F3do5s2otXM/maxresdefault.jpg", "excerpt": "A sales and customer operations leader shares lessons from moving between HP, Verizon, Samsung and the startup world, covering hiring, AI's role in sales, and how to time outreach around mergers and acquisitions.", "mins": 52, "guest": "Geoff Coutts", "url": "https://jbarrows.com/podcast/geoff-coutts-big-company-lessons-for-small-business-growth" }, { "title": "RERUN SPECIAL: Guy Kawasaki - What’s The Point?", "date": "2025-01-06", "slug": "rerun-special-guy-kawasaki---whats-the-point", "has_page": true, "image": "https://i.ytimg.com/vi/8h4Fg4Qhl6s/maxresdefault.jpg", "excerpt": "A rerun conversation with a legendary Apple-era author and speaker digs into growth, grit, and grace, the myth of the necessary asshole, and why an AI trained on his own content might out-answer him, forcing a hard question about human value in sales.", "mins": 50, "guest": "Guy Kawasaki", "url": "https://jbarrows.com/podcast/rerun-special-guy-kawasaki---whats-the-point" }, { "title": "Topaz Adizes: The Impact Questions", "date": "2024-12-30", "slug": "topaz-adizes-the-impact-questions", "has_page": true, "image": "https://i.ytimg.com/vi/yAOvhz9gvMA/maxresdefault.jpg", "excerpt": "A guest who studies human connection joins Make It Happen Mondays to explain how AI and social media are changing relationships, why listening is a practiced skill, and how better questions build trust in sales and in life.", "mins": 57, "guest": "Topaz Adizes", "url": "https://jbarrows.com/podcast/topaz-adizes-the-impact-questions" }, { "title": "Adam Carroll: Sales Masterclass on Deal Health Checks and Champion", "date": "2024-12-23", "slug": "adam-carroll-sales-masterclass-on-deal-health-checks-and-champion", "has_page": true, "image": "https://i.ytimg.com/vi/jAeqk2XK8oE/maxresdefault.jpg", "excerpt": "A sales consultant and former SaaS sales leader joins Make It Happen Mondays to break down deal health checks, spotting real champions, and running deal reviews that actually coach reps instead of just tracking forecasts.", "mins": 50, "guest": "Adam Carroll", "url": "https://jbarrows.com/podcast/adam-carroll-sales-masterclass-on-deal-health-checks-and-champion" }, { "title": "Christina Brady: The Power of Empathy and AIs Impact on Enablement", "date": "2024-12-16", "slug": "christina-brady-the-power-of-empathy-and-ais-impact-on-enablement", "has_page": true, "image": "https://i.ytimg.com/vi/kzTokxnsaWE/maxresdefault.jpg", "excerpt": "An AI coaching platform founder joins Make It Happen Mondays to unpack why sales teams can't measure proficiency, how enablement differs from coaching, and why empathy remains a human edge over AI.", "mins": 54, "guest": "Christina Brady", "url": "https://jbarrows.com/podcast/christina-brady-the-power-of-empathy-and-ais-impact-on-enablement" }, { "title": "David Chevalier: Founder-Led Sales Strategies", "date": "2024-12-09", "slug": "david-chevalier-founder-led-sales-strategies", "has_page": true, "image": "https://i.ytimg.com/vi/hzQLsruIt48/maxresdefault.jpg", "excerpt": "A startup founder joins Make It Happen Mondays to unpack founder-led sales, early hiring mistakes, and why relationships still win in an AI-driven sales world.", "mins": 52, "guest": "David Chevalier", "url": "https://jbarrows.com/podcast/david-chevalier-founder-led-sales-strategies" }, { "title": "Alexandria Ott: Manifested Success Through Curated Experiences", "date": "2024-12-02", "slug": "alexandria-ott-manifested-success-through-curated-experiences", "has_page": true, "image": "https://i.ytimg.com/vi/Jm49QsvNvFs/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring personal branding, the shift from PR to social media, curated brand experiences and how manifestation shapes business and personal decisions.", "mins": 59, "guest": "Alexandria Ott", "url": "https://jbarrows.com/podcast/alexandria-ott-manifested-success-through-curated-experiences" }, { "title": "Chris Bogue: The impact of improv on sales effectiveness", "date": "2024-11-25", "slug": "chris-bogue-the-impact-of-improv-on-sales-effectiveness", "has_page": true, "image": "https://i.ytimg.com/vi/r5oq_XvvwA0/maxresdefault.jpg", "excerpt": "A conversation on how improv comedy principles like 'yes and' and giving gifts instead of asking questions can make sales video, cold outreach and meeting follow-ups more authentic and effective.", "mins": 60, "guest": "Chris Bogue", "url": "https://jbarrows.com/podcast/chris-bogue-the-impact-of-improv-on-sales-effectiveness" }, { "title": "Jaime Diglio: Redefining Sales Success with Moneyball Leadership", "date": "2024-11-18", "slug": "jaime-diglio-redefining-sales-success-with-moneyball-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/6CehpQkEYco/maxresdefault.jpg", "excerpt": "A high performance sales coach and author unpacks Moneyball Leadership, explaining why self-awareness, core values, and return on interactions matter more than outdated sales metrics.", "mins": 60, "guest": "Moneyball Leadership", "url": "https://jbarrows.com/podcast/jaime-diglio-redefining-sales-success-with-moneyball-leadership" }, { "title": "Bryan Charlton: How Slowing Down Can Speed Up Your Sales Wins", "date": "2024-11-11", "slug": "bryan-charlton-how-slowing-down-can-speed-up-your-sales-wins", "has_page": true, "image": "https://i.ytimg.com/vi/wEvR7u4vRYQ/maxresdefault.jpg", "excerpt": "A sales manager joins Make It Happen Mondays to explain how uncovering a client's true why, controlling the right deal variables, and de-risking decisions with a clear implementation plan help reps close more deals.", "mins": 54, "guest": "Bryan Charlton", "url": "https://jbarrows.com/podcast/bryan-charlton-how-slowing-down-can-speed-up-your-sales-wins" }, { "title": "Jen Igartua: The Role of Revenue Operations in Sustainable Tech Growth", "date": "2024-11-04", "slug": "jen-igartua-the-role-of-revenue-operations-in-sustainable-tech-growth", "has_page": true, "image": "https://i.ytimg.com/vi/o8_Ipw62FUc/maxresdefault.jpg", "excerpt": "A rev ops consultancy CEO joins Make It Happen Mondays to unpack product-led growth, weak intent signals, and why AI risks eroding sales fundamentals if reps skip the basics.", "mins": 47, "guest": "Jen Igartua", "url": "https://jbarrows.com/podcast/jen-igartua-the-role-of-revenue-operations-in-sustainable-tech-growth" }, { "title": "Vinnie Romano: The Future of Personal Branding in the World of AI", "date": "2024-10-28", "slug": "vinnie-romano-the-future-of-personal-branding-in-the-world-of-ai", "has_page": true, "image": "https://i.ytimg.com/vi/2LHKVt8HfGE/maxresdefault.jpg", "excerpt": "A conversation on whether personal branding matters more or less as AI reshapes sales and marketing, plus a simple framework for building an authentic LinkedIn presence.", "mins": 53, "guest": "Vinnie Romano", "url": "https://jbarrows.com/podcast/vinnie-romano-the-future-of-personal-branding-in-the-world-of-ai" }, { "title": "John Barrows: Future-Proofing Your Sales Career in the Age of AI", "date": "2024-10-21", "slug": "john-barrows-future-proofing-your-sales-career-in-the-age-of-ai", "has_page": true, "image": "https://i.ytimg.com/vi/KwneQi_-4K0/maxresdefault.jpg", "excerpt": "John Barrows goes solo to explain why AI is erasing the grunt work that built sales fundamentals, why average reps are becoming irrelevant, and what skills salespeople need to develop now to stay valuable.", "mins": 42, "guest": "John Barrows", "url": "https://jbarrows.com/podcast/john-barrows-future-proofing-your-sales-career-in-the-age-of-ai" }, { "title": "Alex Buckles: Becoming a Problem Solver Through Partner Relationships", "date": "2024-10-14", "slug": "alex-buckles-becoming-a-problem-solver-through-partner-relationships", "has_page": true, "image": "https://i.ytimg.com/vi/wQhM69B1PL4/maxresdefault.jpg", "excerpt": "An episode summary of a Make It Happen Mondays conversation on building partner ecosystems, creating a partner moat, and using account and partner development plays to drive referrals and long-term revenue.", "mins": 52, "guest": "Alex Buckles", "url": "https://jbarrows.com/podcast/alex-buckles-becoming-a-problem-solver-through-partner-relationships" }, { "title": "Will Barron: Mastering Sales Fundamentals and Managing Fear", "date": "2024-10-07", "slug": "will-barron-mastering-sales-fundamentals-and-managing-fear", "has_page": true, "image": "https://i.ytimg.com/vi/8NduonltQbg/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring why sales fundamentals still matter, how to build grit without trauma, whether sleazy tactics can be justified, and which single skill separates top sales performers today.", "mins": 60, "guest": "Will Barron", "url": "https://jbarrows.com/podcast/will-barron-mastering-sales-fundamentals-and-managing-fear" }, { "title": "Dan Balcauski: Pricing Psychology and Sales Strategies", "date": "2024-09-30", "slug": "dan-balcauski-pricing-psychology-and-sales-strategies", "has_page": true, "image": "https://i.ytimg.com/vi/QT5JkwkAqg4/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring pricing psychology, packaging strategy, and how sales reps can confidently defend price against discount pressure.", "mins": 61, "guest": "Dan Balcauski", "url": "https://jbarrows.com/podcast/dan-balcauski-pricing-psychology-and-sales-strategies" }, { "title": "Melanie Fellay: Critical Thinking Skills in an AI-Driven Sales World", "date": "2024-09-23", "slug": "melanie-fellay-critical-thinking-skills-in-an-ai-driven-sales-world", "has_page": true, "image": "https://i.ytimg.com/vi/T9beIvobugI/maxresdefault.jpg", "excerpt": "An enablement platform founder joins Make It Happen Mondays to discuss bouncing back from layoffs and over-hiring, learning to trust the right people, and why critical thinking and discovery skills matter more than ever as AI reshapes sales.", "mins": 68, "guest": "Melanie Fellay", "url": "https://jbarrows.com/podcast/melanie-fellay-critical-thinking-skills-in-an-ai-driven-sales-world" }, { "title": "Everett Berry: Will AI-SDR Replace the SDR/BDR?", "date": "2024-09-16", "slug": "everett-berry-will-ai-sdr-replace-the-sdrbdr", "has_page": true, "image": "https://i.ytimg.com/vi/qDnG_RdS6Nk/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode explores whether AI-SDR tools will replace human sales development reps, featuring insight from Clay's go-to-market engineering lead on automation, personalization, and the future skills salespeople need.", "mins": 55, "guest": "Everett Berry", "url": "https://jbarrows.com/podcast/everett-berry-will-ai-sdr-replace-the-sdrbdr" }, { "title": "Rupal Patel: From CIA to CEO - Leadership and Self-Discovery", "date": "2024-09-09", "slug": "rupal-patel-from-cia-to-ceo---leadership-and-self-discovery", "has_page": true, "image": "https://i.ytimg.com/vi/LhQxGEbKp0E/maxresdefault.jpg", "excerpt": "A former CIA officer and two-time CEO joins Make It Happen Mondays to discuss self-awareness, confidence, non-conformity, goal setting and rethinking imposter syndrome.", "mins": 52, "guest": "Rupal Patel", "url": "https://jbarrows.com/podcast/rupal-patel-from-cia-to-ceo---leadership-and-self-discovery" }, { "title": "Elyse Archer: Aligning Identity and Financial Goals for Quantum Sales Growth", "date": "2024-09-02", "slug": "elyse-archer-aligning-identity-and-financial-goals-for-quantum-sales-growth", "has_page": true, "image": "https://i.ytimg.com/vi/qO18VuQbzOU/maxresdefault.jpg", "excerpt": "Elyse Archer joins Make It Happen Mondays to unpack financial set points, identity shifts, goal setting, and navigating gender dynamics in sales.", "mins": 60, "guest": "Elyse Archer", "url": "https://jbarrows.com/podcast/elyse-archer-aligning-identity-and-financial-goals-for-quantum-sales-growth" }, { "title": "Jeremy Hurewitz: How to Sell Like a Spy", "date": "2024-08-26", "slug": "jeremy-hurewitz-how-to-sell-like-a-spy", "has_page": true, "image": "https://i.ytimg.com/vi/ZcyY_jIC3Jc/maxresdefault.jpg", "excerpt": "An espionage and corporate intelligence expert joins Make It Happen Mondays to unpack how spy tradecraft, from radical empathy to elicitation and reading body language, can sharpen sales rapport and trust.", "mins": 52, "guest": "Jeremy Hurewitz", "url": "https://jbarrows.com/podcast/jeremy-hurewitz-how-to-sell-like-a-spy" }, { "title": "Armand Farrokh and Nick Cegelski: Cold Calling Sucks (and That’s Why It Works)", "date": "2024-08-19", "slug": "armand-farrokh-and-nick-cegelski-cold-calling-sucks-and-thats-why-it-works", "has_page": true, "image": "https://i.ytimg.com/vi/tzdqqNzG1cA/maxresdefault.jpg", "excerpt": "A breakdown of a Make It Happen Mondays episode on cold calling tactics, including opener testing, gatekeeper strategy, objection handling, and why the top reps still pick up the phone.", "mins": 63, "guest": "Armand Farrokh, Nick Cegelski", "url": "https://jbarrows.com/podcast/armand-farrokh-and-nick-cegelski-cold-calling-sucks-and-thats-why-it-works" }, { "title": "J. Ryan Williams: Insights on Honest Conversations and Effective Leadership", "date": "2024-08-12", "slug": "j-ryan-williams-insights-on-honest-conversations-and-effective-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/f2HMGGP7sD8/maxresdefault.jpg", "excerpt": "An executive coach and former sales leader joins Make It Happen Mondays to unpack what actually builds trust with buyers, how leaders create confidence on their teams, and why business acumen beats scripted sales tactics.", "mins": 80, "guest": "J. Ryan Williams", "url": "https://jbarrows.com/podcast/j-ryan-williams-insights-on-honest-conversations-and-effective-leadership" }, { "title": "Ted McKenna: JOLT Effect and addressing the Challenge of Indecision", "date": "2024-08-05", "slug": "ted-mckenna-jolt-effect-and-addressing-the-challenge-of-indecision", "has_page": true, "image": "https://i.ytimg.com/vi/c5xBpQmgupw/maxresdefault.jpg", "excerpt": "A conversation with the JOLT Effect co-author on why buyer indecision, omission bias and fear of messing up derail sales deals, and what reps can do differently to close more business.", "mins": 59, "guest": "Ted McKenna", "url": "https://jbarrows.com/podcast/ted-mckenna-jolt-effect-and-addressing-the-challenge-of-indecision" }, { "title": "Todd Caponi: Lessons from Sales History to Predict the Future of Sales Success", "date": "2024-07-29", "slug": "todd-caponi-lessons-from-sales-history-to-predict-the-future-of-sales-success", "has_page": true, "image": "https://i.ytimg.com/vi/4VLnHpkIXIA/maxresdefault.jpg", "excerpt": "A look back at over a century of sales history reveals why service oriented, transparent selling has always won and what that means for how AI will change sales.", "mins": 60, "guest": "Todd Caponi", "url": "https://jbarrows.com/podcast/todd-caponi-lessons-from-sales-history-to-predict-the-future-of-sales-success" }, { "title": "Alex Lieberman: The Morning Brew, Challenges, Successes, and Personal Growth", "date": "2024-07-22", "slug": "alex-lieberman-the-morning-brew-challenges-successes-and-personal-growth", "has_page": true, "image": "https://i.ytimg.com/vi/PdR2J0UXfx8/maxresdefault.jpg", "excerpt": "A candid conversation about building and selling a media company, coping with a father's death, and rethinking sales, marketing and college choices along the way.", "mins": 80, "guest": "Alex Lieberman", "url": "https://jbarrows.com/podcast/alex-lieberman-the-morning-brew-challenges-successes-and-personal-growth" }, { "title": "Patrick “Pops” Garrett: Whiskey Wisdom, Virtual Tastings, and Human Connections", "date": "2024-07-15", "slug": "patrick-pops-garrett-whiskey-wisdom-virtual-tastings-and-human-connections", "has_page": true, "image": "https://i.ytimg.com/vi/ubG0loayVM4/maxresdefault.jpg", "excerpt": "A whiskey expert and founder of a tasting events company joins Make It Happen Mondays for a live guided tasting and a conversation about career reinvention, palate training, and how shared experiences rebuild human connection in sales.", "mins": 66, "guest": "Patrick “Pops” Garrett", "url": "https://jbarrows.com/podcast/patrick-pops-garrett-whiskey-wisdom-virtual-tastings-and-human-connections" }, { "title": "Guy Kawasaki: Discussing Passion, Grit, and Success in the Modern Technological World", "date": "2024-07-05", "slug": "guy-kawasaki-discussing-passion-grit-and-success-in-the-modern-technological-wor", "has_page": true, "image": "https://i.ytimg.com/vi/jvLH4ldw1Bo/maxresdefault.jpg", "excerpt": "A former Apple executive and bestselling author joins Make It Happen Mondays to unpack lessons on passion, grit, and difficult leadership, plus how he uses a personal AI model to help write his books.", "mins": 49, "guest": "Guy Kawasaki", "url": "https://jbarrows.com/podcast/guy-kawasaki-discussing-passion-grit-and-success-in-the-modern-technological-wor" }, { "title": "Eric Hamilton: Funding Your Passion through Sales", "date": "2024-07-01", "slug": "eric-hamilton-funding-your-passion-through-sales", "has_page": true, "image": "https://i.ytimg.com/vi/A7K0klLjdpI/maxresdefault.jpg", "excerpt": "An accomplished sales leader and author joins Make It Happen Mondays to unpack work ethic, preparation, forecasting accuracy, and how sales can fund a bigger life outside the job.", "mins": 50, "guest": "Eric Hamilton", "url": "https://jbarrows.com/podcast/eric-hamilton-funding-your-passion-through-sales" }, { "title": "Nina Sossamon-Pogue: TIPS for Turning Setbacks Into Success", "date": "2024-06-24", "slug": "nina-sossamon-pogue-tips-for-turning-setbacks-into-success", "has_page": true, "image": "https://i.ytimg.com/vi/pDOaTuYlYuM/maxresdefault.jpg", "excerpt": "A former gymnast, news anchor and tech exec turned author breaks down her TIPS framework, timeline, isolate, people, story, for getting through life's hardest chapters without being defined by them.", "mins": 63, "guest": "Nina Sossamon-Pogue", "url": "https://jbarrows.com/podcast/nina-sossamon-pogue-tips-for-turning-setbacks-into-success" }, { "title": "KEYNOTE | John Barrows - Age of the Agile Org", "date": "2024-06-17", "slug": "keynote-john-barrows---age-of-the-agile-org", "has_page": true, "image": "https://i.ytimg.com/vi/bwGG55d-6VI/maxresdefault.jpg", "excerpt": "A keynote episode of Make It Happen Mondays exploring why the old grow-at-all-costs sales model is broken, how AI is forcing sales teams to change, and a practical framework built on split testing, context, and account tiering.", "mins": 71, "guest": null, "url": "https://jbarrows.com/podcast/keynote-john-barrows---age-of-the-agile-org" }, { "title": "Adam Robinson: Bootstrapping Retention.com to $22 Million ARR", "date": "2024-06-10", "slug": "adam-robinson-bootstrapping-retentioncom-to-22-million-arr", "has_page": true, "image": "https://i.ytimg.com/vi/EbMswsfkrdw/maxresdefault.jpg", "excerpt": "A founder who bootstrapped retention.com and RB2B to $22 million ARR explains his organic LinkedIn strategy, freemium pricing lessons, and why cold outbound is losing effectiveness.", "mins": 51, "guest": "Adam Robinson", "url": "https://jbarrows.com/podcast/adam-robinson-bootstrapping-retentioncom-to-22-million-arr" }, { "title": "Cynthia Barnes: Owning Your Awesome - Bold Women and Challenging Corporate Norms", "date": "2024-06-03", "slug": "cynthia-barnes-owning-your-awesome---bold-women-and-challenging-corporate-norms", "has_page": true, "image": "https://i.ytimg.com/vi/b1PBwYodH9k/maxresdefault.jpg", "excerpt": "A candid conversation about corporate diversity setbacks, the difference between ignorance and intentional exclusion, and a simple phrase that helps women own compliments and build confidence.", "mins": 55, "guest": "Cynthia Barnes", "url": "https://jbarrows.com/podcast/cynthia-barnes-owning-your-awesome---bold-women-and-challenging-corporate-norms" }, { "title": "Andres Lares: Navigating High-Stakes Negotiations", "date": "2024-05-27", "slug": "andres-lares-navigating-high-stakes-negotiations", "has_page": true, "image": "https://i.ytimg.com/vi/xCZ_gQeGkns/maxresdefault.jpg", "excerpt": "A negotiation expert and author breaks down a four-step framework for high-stakes deals, covering credibility, gives and gets, procurement, and walkaway lines.", "mins": 58, "guest": "Andres Lares", "url": "https://jbarrows.com/podcast/andres-lares-navigating-high-stakes-negotiations" }, { "title": "Amanda Bagley: The Journey from Teaching Abroad to Sales to Owning Your Brand", "date": "2024-05-20", "slug": "amanda-bagley-the-journey-from-teaching-abroad-to-sales-to-owning-your-brand", "has_page": true, "image": "https://i.ytimg.com/vi/lPPb7VQW_Uo/maxresdefault.jpg", "excerpt": "A conversation about an unconventional path through teaching abroad, founding sales roles at startups, and building a personal brand through owned media instead of relying on social algorithms.", "mins": 73, "guest": "Amanda Bagley", "url": "https://jbarrows.com/podcast/amanda-bagley-the-journey-from-teaching-abroad-to-sales-to-owning-your-brand" }, { "title": "Jen Allen-Knuth: The Challenge with Challenger Sale and What's Next", "date": "2024-05-13", "slug": "jen-allen-knuth-the-challenge-with-challenger-sale-and-whats-next", "has_page": true, "image": "https://i.ytimg.com/vi/KtE3KrSVls4/maxresdefault.jpg", "excerpt": "A former Corporate Executive Board sales trainer joins Make It Happen Mondays to unpack what still works in Challenger Sale, how Jolt Effect explains buyer indecision, and how to de-risk decisions for skeptical buyers.", "mins": 61, "guest": "Jen Allen-Knuth", "url": "https://jbarrows.com/podcast/jen-allen-knuth-the-challenge-with-challenger-sale-and-whats-next" }, { "title": "Michael Manzi: Navigating Changes in Sales Through Leadership", "date": "2024-05-06", "slug": "michael-manzi-navigating-changes-in-sales-through-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/5vnlIelWbs8/maxresdefault.jpg", "excerpt": "A breakdown of the Make It Happen Mondays episode featuring a fractional VP of sales, covering rep burnout, AI's impact on prospecting, personalization at scale, business acumen and why PIPs often fail.", "mins": 57, "guest": "Michael Manzi", "url": "https://jbarrows.com/podcast/michael-manzi-navigating-changes-in-sales-through-leadership" }, { "title": "Daniel Disney: Mastering LinkedIn for Sales Success", "date": "2024-04-29", "slug": "daniel-disney-mastering-linkedin-for-sales-success", "has_page": true, "image": "https://i.ytimg.com/vi/tGB25zwKEU8/maxresdefault.jpg", "excerpt": "A conversation about using LinkedIn for authentic personal branding and social selling, the realities of building a solo consulting business, and how AI is changing sales content and outreach.", "mins": 57, "guest": "Daniel Disney", "url": "https://jbarrows.com/podcast/daniel-disney-mastering-linkedin-for-sales-success" }, { "title": "Alex McNaughten: Unpacking the World of AI in Sales Coaching", "date": "2024-04-22", "slug": "alex-mcnaughten-unpacking-the-world-of-ai-in-sales-coaching", "has_page": true, "image": "https://i.ytimg.com/vi/4L8Q1w1W_DE/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode exploring why sales coaching is broken, how reps struggle to accept feedback, and how AI is reshaping frontline sales management.", "mins": 47, "guest": "Alex McNaughten", "url": "https://jbarrows.com/podcast/alex-mcnaughten-unpacking-the-world-of-ai-in-sales-coaching" }, { "title": "Kristie Jones: Identifying and Leveraging Your Unique Sales Superpowers", "date": "2024-04-15", "slug": "kristie-jones-identifying-and-leveraging-your-unique-sales-superpowers", "has_page": true, "image": "https://i.ytimg.com/vi/shiXhANg0mc/maxresdefault.jpg", "excerpt": "A conversation about identifying your sales superpower, why impact conversations beat ROI calculators, and how to tell real objections from disqualifiers.", "mins": 52, "guest": "Kristie Jones", "url": "https://jbarrows.com/podcast/kristie-jones-identifying-and-leveraging-your-unique-sales-superpowers" }, { "title": "Nathan Andres: Authentic resilience — a tool to overcome adversity", "date": "2024-04-08", "slug": "nathan-andres-authentic-resilience-a-tool-to-overcome-adversity", "has_page": true, "image": "https://i.ytimg.com/vi/Z7PzCtigMM0/maxresdefault.jpg", "excerpt": "An HR executive with decades of international experience surviving 9/11, earthquakes and tsunamis shares a practical model for building authentic resilience, managing energy, and cutting through toxic positivity.", "mins": 55, "guest": "Nathan Andres", "url": "https://jbarrows.com/podcast/nathan-andres-authentic-resilience-a-tool-to-overcome-adversity" }, { "title": "Gina Trimarco: Elevating Your Sales Skills Through Improv", "date": "2024-04-01", "slug": "gina-trimarco-elevating-your-sales-skills-through-improv", "has_page": true, "image": "https://i.ytimg.com/vi/JOjL3Mhrly8/maxresdefault.jpg", "excerpt": "A sales improv trainer explains how improv principles like yes and, active listening and making others look good can sharpen objection handling, empathy and confidence in sales conversations.", "mins": 63, "guest": "Gina Trimarco", "url": "https://jbarrows.com/podcast/gina-trimarco-elevating-your-sales-skills-through-improv" }, { "title": "Paul M. Caffrey: Unpacking Elite Sales Habits for Superior Performance", "date": "2024-03-25", "slug": "paul-m-caffrey-unpacking-elite-sales-habits-for-superior-performance", "has_page": true, "image": "https://i.ytimg.com/vi/L0byB4UnzUU/maxresdefault.jpg", "excerpt": "A summary of this Make It Happen Mondays episode on the hidden habits behind elite sales performance, covering preparation, pipeline discipline, objection handling and avoiding burnout.", "mins": 50, "guest": "Paul M. Caffrey", "url": "https://jbarrows.com/podcast/paul-m-caffrey-unpacking-elite-sales-habits-for-superior-performance" }, { "title": "Philip Squire: Design Thinking and Third Box Strategies in Modern Selling", "date": "2024-03-18", "slug": "philip-squire-design-thinking-and-third-box-strategies-in-modern-selling", "has_page": true, "image": "https://i.ytimg.com/vi/mGmZJmURQHc/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring the history of sales, why sales lacks academic credibility, and how third box thinking and core values drive client-centric selling.", "mins": 65, "guest": "Philip Squire", "url": "https://jbarrows.com/podcast/philip-squire-design-thinking-and-third-box-strategies-in-modern-selling" }, { "title": "Erik Kostelnik: Driving Growth in the Face of Market Consolidation", "date": "2024-03-11", "slug": "erik-kostelnik-driving-growth-in-the-face-of-market-consolidation", "has_page": true, "image": "https://i.ytimg.com/vi/ICV7PO2ZWk8/maxresdefault.jpg", "excerpt": "A martech CEO joins Make It Happen Mondays to unpack sales tech consolidation, how reps can spot a company in trouble, and where AI actually changes the game.", "mins": 67, "guest": "Erik Kostelnik", "url": "https://jbarrows.com/podcast/erik-kostelnik-driving-growth-in-the-face-of-market-consolidation" }, { "title": "Doug Howarth: Transforming Sales Strategies Through Hypernomics", "date": "2024-03-04", "slug": "doug-howarth-transforming-sales-strategies-through-hypernomics", "has_page": true, "image": "https://i.ytimg.com/vi/1ffmOW1OXhs/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays unpacks hypernomics, a four-dimensional model for understanding how buyers value, price and choose products, with lessons for sales and product strategy.", "mins": 54, "guest": "Doug Howarth", "url": "https://jbarrows.com/podcast/doug-howarth-transforming-sales-strategies-through-hypernomics" }, { "title": "Richard Harris: Reviving Salesmanship and Personal Connection in Sales", "date": "2024-02-26", "slug": "richard-harris-reviving-salesmanship-and-personal-connection-in-sales", "has_page": true, "image": "https://i.ytimg.com/vi/92z0PMPLkRs/maxresdefault.jpg", "excerpt": "A conversation about bringing humanity back into sales, the thinking behind the NEAT selling book, why reps resist changing their own habits, and practical tactics for pricing, discounts, and negotiating with procurement.", "mins": 50, "guest": "Richard Harris", "url": "https://jbarrows.com/podcast/richard-harris-reviving-salesmanship-and-personal-connection-in-sales" }, { "title": "Devin Reed: Influencer Marketing Trends in B2B Sales", "date": "2024-02-19", "slug": "devin-reed-influencer-marketing-trends-in-b2b-sales", "has_page": true, "image": "https://i.ytimg.com/vi/L0sMVRjIRaM/hqdefault.jpg", "excerpt": "A conversation on how influencer marketing is reshaping B2B sales, what buyers of influencers actually look for, and why personal brand and authenticity now matter more than follower counts.", "mins": 56, "guest": "Devin Reed", "url": "https://jbarrows.com/podcast/devin-reed-influencer-marketing-trends-in-b2b-sales" }, { "title": "Becc Holland: Discovering the Difference Between Pain, Problem and Impact", "date": "2024-02-12", "slug": "becc-holland-discovering-the-difference-between-pain-problem-and-impact", "has_page": true, "image": "https://i.ytimg.com/vi/KOvK5lTfYvo/maxresdefault.jpg", "excerpt": "A sales trainer explains how to diagnose buyer problems like a doctor, why most discovery calls miss the real issue, and how understanding the difference between pain, problem, and impact leads to bigger, more trusted deals.", "mins": 51, "guest": "Becc Holland", "url": "https://jbarrows.com/podcast/becc-holland-discovering-the-difference-between-pain-problem-and-impact" }, { "title": "Charles Lu: The Legal-Sales Partnership - A Pathway to Streamlined Negotiations", "date": "2024-02-05", "slug": "charles-lu-the-legal-sales-partnership---a-pathway-to-streamlined-negotiations", "has_page": true, "image": "https://i.ytimg.com/vi/MdavKNqRYEI/maxresdefault.jpg", "excerpt": "A former M&A attorney turned sales operations leader explains why sales and legal clash, what annoys lawyers most, and how a shared playbook can speed up contract negotiations.", "mins": 55, "guest": "Charles Lu", "url": "https://jbarrows.com/podcast/charles-lu-the-legal-sales-partnership---a-pathway-to-streamlined-negotiations" }, { "title": "Bob Marsh: Embracing Simplicity to Stand Out in Sales", "date": "2024-01-29", "slug": "bob-marsh-embracing-simplicity-to-stand-out-in-sales", "has_page": true, "image": "https://i.ytimg.com/vi/LZxCibNDSwI/maxresdefault.jpg", "excerpt": "A sales keynote speaker and active CRO joins Make It Happen Mondays to unpack Selling with Simplicity: building authentic connections, carrying confidence without ego, guiding buyers through decisions, and using AI without losing the human touch.", "mins": 43, "guest": "Bob Marsh", "url": "https://jbarrows.com/podcast/bob-marsh-embracing-simplicity-to-stand-out-in-sales" }, { "title": "Jason Tan: Charting Ethical Paths in an AI-Enhanced Sales Landscape", "date": "2024-01-22", "slug": "jason-tan-charting-ethical-paths-in-an-ai-enhanced-sales-landscape", "has_page": true, "image": "https://i.ytimg.com/vi/k3S2AbgShNI/maxresdefault.jpg", "excerpt": "An Engage AI founder joins Make It Happen Mondays to discuss building AI tools that help salespeople remember contacts, stay authentic online, and navigate the ethics of AI-driven personalization.", "mins": 51, "guest": "Jason Tan", "url": "https://jbarrows.com/podcast/jason-tan-charting-ethical-paths-in-an-ai-enhanced-sales-landscape" }, { "title": "Tony Dicks: How Outsourcing and AI are Redefining the Sales Landscape", "date": "2024-01-15", "slug": "tony-dicks-how-outsourcing-and-ai-are-redefining-the-sales-landscape", "has_page": true, "image": "https://i.ytimg.com/vi/-oy4s867bPc/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring why outsourcing the SDR function, once dismissed as low quality, now makes sense thanks to AI tools, offshore talent, and sharper focus on ideal customer profiles.", "mins": 53, "guest": "Tony Dicks", "url": "https://jbarrows.com/podcast/tony-dicks-how-outsourcing-and-ai-are-redefining-the-sales-landscape" }, { "title": "Brian Will: Mastering the Art of Persuasion for Sales and Negotiations", "date": "2024-01-08", "slug": "brian-will-mastering-the-art-of-persuasion-for-sales-and-negotiations", "has_page": true, "image": "https://i.ytimg.com/vi/OJOy9aZsde8/maxresdefault.jpg", "excerpt": "A sales podcast episode breaking down how to build trust before pitching, handle price objections, and negotiate with procurement, featuring a veteran entrepreneur and negotiation trainer.", "mins": 48, "guest": "Brian Will", "url": "https://jbarrows.com/podcast/brian-will-mastering-the-art-of-persuasion-for-sales-and-negotiations" }, { "title": "Gabe Lullo: Integrating Technology and Personal Touch in the Evolution of SDR Roles", "date": "2023-12-18", "slug": "gabe-lullo-integrating-technology-and-personal-touch-in-the-evolution-of-sdr-rol", "has_page": true, "image": "https://i.ytimg.com/vi/7bbu_T1ho3A/maxresdefault.jpg", "excerpt": "A sales development agency CEO joins Make It Happen Mondays to explain why the SDR model is broken, how full cycle SDRs and AI can coexist, and what it takes to onboard and retain reps who add real value.", "mins": 52, "guest": "Gabe Lullo", "url": "https://jbarrows.com/podcast/gabe-lullo-integrating-technology-and-personal-touch-in-the-evolution-of-sdr-rol" }, { "title": "Jeffrey Gitomer: Old School Sales is New Again", "date": "2023-12-11", "slug": "jeffrey-gitomer-old-school-sales-is-new-again", "has_page": true, "image": "https://i.ytimg.com/vi/Ty31HaIMFrY/maxresdefault.jpg", "excerpt": "A veteran sales author joins Make It Happen Mondays to explain why targeted cold calling, genuine belief and constant self-education still beat automation and generic outreach.", "mins": 52, "guest": "Jeffrey Gitomer", "url": "https://jbarrows.com/podcast/jeffrey-gitomer-old-school-sales-is-new-again" }, { "title": "Mike Weinberg: First Time Sales Manager", "date": "2023-12-04", "slug": "mike-weinberg-first-time-sales-manager", "has_page": true, "image": "https://i.ytimg.com/vi/Kx0iNwjXoq4/maxresdefault.jpg", "excerpt": "A conversation about the leap from top sales rep to first time sales manager, covering accountability, coaching, hiring for grit, and why so many new managers struggle without support.", "mins": 55, "guest": "Mike Weinberg", "url": "https://jbarrows.com/podcast/mike-weinberg-first-time-sales-manager" }, { "title": "Ryan Barretto: The Future of Sales and Product Led Growth", "date": "2023-11-27", "slug": "ryan-barretto-the-future-of-sales-and-product-led-growth", "has_page": true, "image": "https://i.ytimg.com/vi/DSvmeKEvI84/maxresdefault.jpg", "excerpt": "A conversation about the shift toward product led growth, how sales roles are changing, and how to use AI for research and insight instead of automation, drawn from lessons learned inside Salesforce and beyond.", "mins": 56, "guest": "Ryan Barretto", "url": "https://jbarrows.com/podcast/ryan-barretto-the-future-of-sales-and-product-led-growth" }, { "title": "Collin Mitchell: AI vs. Human Touch - The Role of Technology in Sales and Communication", "date": "2023-11-20", "slug": "collin-mitchell-ai-vs-human-touch---the-role-of-technology-in-sales-and-communic", "has_page": true, "image": "https://i.ytimg.com/vi/rwDmw7OJvVA/maxresdefault.jpg", "excerpt": "A sales leader and podcast host joins Make It Happen Mondays to unpack how AI is reshaping cold outreach, LinkedIn, and the SDR role, plus why personal brand and phone strategy still win deals.", "mins": 51, "guest": "Collin Mitchell", "url": "https://jbarrows.com/podcast/collin-mitchell-ai-vs-human-touch---the-role-of-technology-in-sales-and-communic" }, { "title": "Carole Mahoney: The Neuroscience of Trust and Asking the Right Questions", "date": "2023-11-13", "slug": "carole-mahoney-the-neuroscience-of-trust-and-asking-the-right-questions", "has_page": true, "image": "https://i.ytimg.com/vi/-3kjKtOXgKs/maxresdefault.jpg", "excerpt": "A conversation exploring why sales has a trust problem, what neuroscience research reveals about the impact of good questions, and how salespeople can build genuine curiosity in an AI-driven world.", "mins": 58, "guest": "Carole Mahoney", "url": "https://jbarrows.com/podcast/carole-mahoney-the-neuroscience-of-trust-and-asking-the-right-questions" }, { "title": "Dre Baldwin: Unpacking the Differences Between Motivation, Inspiration, and Discipline", "date": "2023-11-06", "slug": "dre-baldwin-unpacking-the-differences-between-motivation-inspiration-and-discipl", "has_page": true, "image": "https://i.ytimg.com/vi/yjcBR-fhOFM/maxresdefault.jpg", "excerpt": "A former pro basketball player and entrepreneur joins Make It Happen Mondays to break down the real differences between motivation, inspiration and discipline, plus his mindset, strategy, systems and accountability framework.", "mins": 55, "guest": "Dre Baldwin", "url": "https://jbarrows.com/podcast/dre-baldwin-unpacking-the-differences-between-motivation-inspiration-and-discipl" }, { "title": "Matt Buchalski: The Four Essential Skills Sales Reps Need in the AI Era", "date": "2023-10-30", "slug": "matt-buchalski-the-four-essential-skills-sales-reps-need-in-the-ai-era", "has_page": true, "image": "https://i.ytimg.com/vi/Cqjw24FQNNA/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode exploring why critical thinking, business acumen, curiosity, and genuine care are becoming the skills that separate sales reps from AI, plus how to coach for them.", "mins": 54, "guest": "Matt Buchalski", "url": "https://jbarrows.com/podcast/matt-buchalski-the-four-essential-skills-sales-reps-need-in-the-ai-era" }, { "title": "Daniel Borodyansky: From Zero Sales Experience to Top Performer in 2 years using AI", "date": "2023-10-23", "slug": "daniel-borodyansky-from-zero-sales-experience-to-top-performer-in-2-years-using-", "has_page": true, "image": "https://i.ytimg.com/vi/4zV3Qm1OUs4/maxresdefault.jpg", "excerpt": "A Microsoft strategic sales executive explains how he went from zero sales experience to a senior role in two years, and the specific AI prompts and workflows he uses for account planning, meeting prep and outreach.", "mins": 49, "guest": "Daniel Borodyansky", "url": "https://jbarrows.com/podcast/daniel-borodyansky-from-zero-sales-experience-to-top-performer-in-2-years-using-" }, { "title": "Mark Raffan: The Sad Reality of Discount Selling in Sales", "date": "2023-10-16", "slug": "mark-raffan-the-sad-reality-of-discount-selling-in-sales", "has_page": true, "image": "https://i.ytimg.com/vi/n-U2FnCNOCk/maxresdefault.jpg", "excerpt": "A negotiation expert with a procurement background explains why discounting early kills credibility, how procurement teams really make decisions, and how to negotiate value instead of price on Make It Happen Mondays.", "mins": 52, "guest": "Mark Raffan", "url": "https://jbarrows.com/podcast/mark-raffan-the-sad-reality-of-discount-selling-in-sales" }, { "title": "Eduardo Briceño: The Performance Paradox - Maximizing Results through the Learning Zone", "date": "2023-10-09", "slug": "eduardo-briceño-the-performance-paradox---maximizing-results-through-the-learnin", "has_page": true, "image": "https://i.ytimg.com/vi/8FcICU9b0gA/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring the performance paradox, why chronic focus on results stalls growth, and how the learning zone, structure and curiosity drive higher performance in sales and life.", "mins": 51, "guest": "Eduardo Briceño", "url": "https://jbarrows.com/podcast/eduardo-briceño-the-performance-paradox---maximizing-results-through-the-learnin" }, { "title": "Ryan Staley: Harnessing the Potential of AI to Drive Sales Success and Growth", "date": "2023-10-02", "slug": "ryan-staley-harnessing-the-potential-of-ai-to-drive-sales-success-and-growth", "has_page": true, "image": "https://i.ytimg.com/vi/Pv1vOiePfcI/hqdefault.jpg", "excerpt": "A practical breakdown of how sales teams can start using AI tools like ChatGPT and Claude, build an internal AI lab, and prepare for how sales roles will change in the next five years.", "mins": 48, "guest": "Ryan Staley", "url": "https://jbarrows.com/podcast/ryan-staley-harnessing-the-potential-of-ai-to-drive-sales-success-and-growth" }, { "title": "Joel Bein: Hugging the Cactus - The Path to Self-Acceptance and Growth", "date": "2023-09-25", "slug": "joel-bein-hugging-the-cactus---the-path-to-self-acceptance-and-growth", "has_page": true, "image": "https://i.ytimg.com/vi/XKWrUNXRuK4/maxresdefault.jpg", "excerpt": "A Make It Happen Mondays episode exploring limiting beliefs, imposter syndrome, and self-acceptance through the idea of hugging the cactus, including a live belief-clearing demonstration.", "mins": 72, "guest": "Joel Bein", "url": "https://jbarrows.com/podcast/joel-bein-hugging-the-cactus---the-path-to-self-acceptance-and-growth" }, { "title": "Lloyed Lobo: From Refugee to Entrepreneur Inspiring a Journey of Community-Led Growth", "date": "2023-09-18", "slug": "lloyed-lobo-from-refugee-to-entrepreneur-inspiring-a-journey-of-community-led-gr", "has_page": true, "image": "https://i.ytimg.com/vi/3fIKfLN_8kU/maxresdefault.jpg", "excerpt": "An entrepreneur and community builder discusses surviving the Gulf War as a refugee, bootstrapping a startup through community events, and the framework behind building iconic brands through community-led growth.", "mins": 53, "guest": "Lloyed Lobo", "url": "https://jbarrows.com/podcast/lloyed-lobo-from-refugee-to-entrepreneur-inspiring-a-journey-of-community-led-gr" }, { "title": "Thomas Curran: Unpacking the Rise of Perfectionism in Modern Society", "date": "2023-09-11", "slug": "thomas-curran-unpacking-the-rise-of-perfectionism-in-modern-society", "has_page": true, "image": "https://i.ytimg.com/vi/dl-cJNNHatI/maxresdefault.jpg", "excerpt": "A psychology professor and author unpacks the roots of perfectionism, how it differs from narcissism, why social media is fueling it, and how parents and professionals can address it.", "mins": 52, "guest": "Thomas Curran", "url": "https://jbarrows.com/podcast/thomas-curran-unpacking-the-rise-of-perfectionism-in-modern-society" }, { "title": "Joaquim Lecha: AI's Role in Personalized Customer Engagement", "date": "2023-09-08", "slug": "joaquim-lecha-ais-role-in-personalized-customer-engagement", "has_page": true, "image": null, "excerpt": "A HubSpot takeover episode of Make It Happen Mondays features Typeform's CEO discussing zero-party data, AI adoption, product-led growth and how sales and marketing teams should evolve together.", "mins": 64, "guest": "Joaquim Lecha", "url": "https://jbarrows.com/podcast/joaquim-lecha-ais-role-in-personalized-customer-engagement" }, { "title": "Alina Vandenberghe: Finding your strengths and excelling in your career", "date": "2023-09-07", "slug": "alina-vandenberghe-finding-your-strengths-and-excelling-in-your-career", "has_page": true, "image": null, "excerpt": "A HubSpot inbound takeover episode of Make It Happen Mondays explores how a tech CEO turned childhood rejection into curiosity, why BDR career paths are expanding beyond sales leadership, and how AI and partnerships are reshaping go to market strategy.", "mins": 42, "guest": "Alina Vandenberghe", "url": "https://jbarrows.com/podcast/alina-vandenberghe-finding-your-strengths-and-excelling-in-your-career" }, { "title": "Jason Zintak: Leveraging Data and AI to Engage Prospects at the Right Time", "date": "2023-09-06", "slug": "jason-zintak-leveraging-data-and-ai-to-engage-prospects-at-the-right-time", "has_page": true, "image": null, "excerpt": "A HubSpot podcast takeover episode of Make It Happen Mondays looks at how 6sense's CEO uses buyer intent data and AI to help sales teams engage prospects at the right moment, plus lessons on freemium growth and partnerships.", "mins": 41, "guest": "Jason Zintak", "url": "https://jbarrows.com/podcast/jason-zintak-leveraging-data-and-ai-to-engage-prospects-at-the-right-time" }, { "title": "Godard Abel: Unlocking Success for Software Buyers and Sellers in the G2 Marketplace", "date": "2023-09-05", "slug": "godard-abel-unlocking-success-for-software-buyers-and-sellers-in-the-g2-marketpl", "has_page": true, "image": null, "excerpt": "A HubSpot takeover episode of Make It Happen Mondays featuring G2's CEO on the company's growth, its new AI assistant Monty, sales playbooks, and partnership strategy.", "mins": 45, "guest": "Godard Abel", "url": "https://jbarrows.com/podcast/godard-abel-unlocking-success-for-software-buyers-and-sellers-in-the-g2-marketpl" }, { "title": "Doug Winter: Efficient Sales & Partnerships for a Streamlined Go-to-Market Motion", "date": "2023-09-04", "slug": "doug-winter-efficient-sales-partnerships-for-a-streamlined-go-to-market-motion", "has_page": true, "image": null, "excerpt": "A HubSpot takeover episode of Make It Happen Mondays featuring Seismic's CEO on scaling sales and marketing enablement, using partnerships to drive growth, and applying AI across the sales process.", "mins": 57, "guest": "Doug Winter", "url": "https://jbarrows.com/podcast/doug-winter-efficient-sales-partnerships-for-a-streamlined-go-to-market-motion" }, { "title": "Jason Bay: Coaching, Multi-Threading and Uncomfortable Conversations.", "date": "2023-08-28", "slug": "jason-bay-coaching-multi-threading-and-uncomfortable-conversations", "has_page": true, "image": "https://i.ytimg.com/vi/-ayLxtAwSzM/maxresdefault.jpg", "excerpt": "A conversation exploring why sales fundamentals are breaking down, how to coach reps who actually want to improve, and practical tactics for multi-threading deals without upsetting your champion.", "mins": 47, "guest": "Jason Bay", "url": "https://jbarrows.com/podcast/jason-bay-coaching-multi-threading-and-uncomfortable-conversations" }, { "title": "Gil Allouche: Optimize Sales and Marketing Strategies to Break Through the Noise", "date": "2023-08-21", "slug": "gil-allouche-optimize-sales-and-marketing-strategies-to-break-through-the-noise", "has_page": true, "image": "https://i.ytimg.com/vi/yJmiyYnpK44/hqdefault.jpg", "excerpt": "A B2B marketing CEO joins Make It Happen Mondays to discuss sales-marketing alignment, ICP refinement, attribution, AI, and building personal brand inside a company.", "mins": 57, "guest": "Gil Allouche", "url": "https://jbarrows.com/podcast/gil-allouche-optimize-sales-and-marketing-strategies-to-break-through-the-noise" }, { "title": "John Vagueiro - Genuine Optimism vs. Toxic Positivity", "date": "2023-08-14", "slug": "john-vagueiro---genuine-optimism-vs-toxic-positivity", "has_page": true, "image": "https://i.ytimg.com/vi/x0jISM9FfN0/maxresdefault.jpg", "excerpt": "A digital marketing agency founder joins Make It Happen Mondays to unpack the difference between real optimism and toxic positivity, sharing his own story of anxiety, people-pleasing, and the calendar habit that helps him process hard days.", "mins": 53, "guest": "John Vagueiro", "url": "https://jbarrows.com/podcast/john-vagueiro---genuine-optimism-vs-toxic-positivity" }, { "title": "Kelley O’Keeffe - Closing the Entrepreneur Gender Gap", "date": "2023-08-07", "slug": "kelley-okeeffe---closing-the-entrepreneur-gender-gap", "has_page": true, "image": "https://i.ytimg.com/vi/X5cBRO8lIMQ/maxresdefault.jpg", "excerpt": "A former tech sales exec turned founder joins Make It Happen Mondays to unpack why women are underrepresented in sales leadership, how microaggressions shape workplace culture, and what companies can do to track diversity that actually holds up under pressure.", "mins": 58, "guest": "Kelley O’Keeffe", "url": "https://jbarrows.com/podcast/kelley-okeeffe---closing-the-entrepreneur-gender-gap" }, { "title": "Jim Fielding - Authenticity Is Your Superpower", "date": "2023-07-31", "slug": "jim-fielding---authenticity-is-your-superpower", "has_page": true, "image": "https://i.ytimg.com/vi/nRC2G0uSvIw/maxresdefault.jpg", "excerpt": "An entertainment industry executive turned author joins Make It Happen Mondays to discuss authentic leadership, coming out, handling microaggressions, and building genuinely inclusive teams.", "mins": 59, "guest": "Jim Fielding", "url": "https://jbarrows.com/podcast/jim-fielding---authenticity-is-your-superpower" }, { "title": "Rowan Tonkin: Transparency and Trust: The Key to Sales and Marketing Success", "date": "2023-07-24", "slug": "rowan-tonkin-transparency-and-trust-the-key-to-sales-and-marketing-success", "has_page": true, "image": "https://i.ytimg.com/vi/Y_BqvXwGuhs/maxresdefault.jpg", "excerpt": "A CMO joins Make It Happen Mondays to unpack why sales and marketing don't trust each other, how metrics and budgets should align, and how personal branding can amplify company growth.", "mins": 58, "guest": "Rowan Tonkin", "url": "https://jbarrows.com/podcast/rowan-tonkin-transparency-and-trust-the-key-to-sales-and-marketing-success" }, { "title": "Adam Jay - Authenticity in a Culture-First Environment", "date": "2023-07-17", "slug": "adam-jay---authenticity-in-a-culture-first-environment", "has_page": true, "image": "https://i.ytimg.com/vi/hDCW0dOGMW0/maxresdefault.jpg", "excerpt": "A sales leader and consultant joins Make It Happen Mondays to unpack leadership versus management, AI's role in coaching, expectation-setting documents, and the real line between hustle culture and mental health.", "mins": 54, "guest": "Adam Jay", "url": "https://jbarrows.com/podcast/adam-jay---authenticity-in-a-culture-first-environment" }, { "title": "Jeremy Chen - The Art of Cold Calling: Tactics for Success", "date": "2023-07-10", "slug": "jeremy-chen---the-art-of-cold-calling-tactics-for-success", "has_page": true, "image": "https://i.ytimg.com/vi/WrFqEC_0Cyg/maxresdefault.jpg", "excerpt": "A sales trainer who lives on the phone shares tactical cold calling advice, from opening lines and objection handling to connect rates and staying mentally resilient through rejection.", "mins": 41, "guest": "Jeremy Chen", "url": "https://jbarrows.com/podcast/jeremy-chen---the-art-of-cold-calling-tactics-for-success" }, { "title": "Cassie Petrey - Taking the Leap and Living Your Dreams", "date": "2023-07-03", "slug": "cassie-petrey---taking-the-leap-and-living-your-dreams", "has_page": true, "image": "https://i.ytimg.com/vi/VGiJKsKbemA/maxresdefault.jpg", "excerpt": "An artist management and digital marketing CEO explains how musicians really make money, why AI threatens originality and credit in music, and how she went from fangirl to working with major artists.", "mins": 47, "guest": "Cassie Petrey", "url": "https://jbarrows.com/podcast/cassie-petrey---taking-the-leap-and-living-your-dreams" }, { "title": "Tiffani Bova - Why the Customer Isn’t Really Always Right", "date": "2023-06-26", "slug": "tiffani-bova---why-the-customer-isnt-really-always-right", "has_page": true, "image": "https://i.ytimg.com/vi/-xeffzmbVqA/maxresdefault.jpg", "excerpt": "A summary of the Make It Happen Mondays episode exploring why employee experience must come before customer experience, covering sales silos, broken processes and practical fixes for leaders.", "mins": 53, "guest": "Tiffani Bova", "url": "https://jbarrows.com/podcast/tiffani-bova---why-the-customer-isnt-really-always-right" }, { "title": "Adam Apps: How Not to Be a Shitty Sales Leader", "date": "2023-06-19", "slug": "adam-apps-how-not-to-be-a-shitty-sales-leader", "has_page": true, "image": "https://i.ytimg.com/vi/H9IRk-NlI3U/maxresdefault.jpg", "excerpt": "A 20-year sales veteran and author joins Make It Happen Mondays to break down the real differences between leadership and management, how to handle feedback, and when leaders should be transparent versus guarded.", "mins": 54, "guest": "Adam Apps", "url": "https://jbarrows.com/podcast/adam-apps-how-not-to-be-a-shitty-sales-leader" }, { "title": "Jason Inouye - A True Story of Sales Success", "date": "2023-06-12", "slug": "jason-inouye---a-true-story-of-sales-success", "has_page": true, "image": "https://i.ytimg.com/vi/jFpVNd3u6Zk/maxresdefault.jpg", "excerpt": "A high-end video hardware seller explains how shifting from feature-based pitches to vision-driven selling helped him expand from the film industry into major corporate accounts.", "mins": 54, "guest": "Jason Inouye", "url": "https://jbarrows.com/podcast/jason-inouye---a-true-story-of-sales-success" }, { "title": "Jaime Diglio - Embracing Your Superpowers in the Age of AI", "date": "2023-06-05", "slug": "jaime-diglio---embracing-your-superpowers-in-the-age-of-ai", "has_page": true, "image": "https://i.ytimg.com/vi/1gst9uG16qk/maxresdefault.jpg", "excerpt": "A sales leadership expert joins Make It Happen Mondays to discuss building genuine confidence, finding your unique value, and leading authentically as AI reshapes the sales profession.", "mins": 58, "guest": "Jaime Diglio", "url": "https://jbarrows.com/podcast/jaime-diglio---embracing-your-superpowers-in-the-age-of-ai" }, { "title": "Pablo Dominguez: Agility: The Real Competitive Edge", "date": "2023-05-29", "slug": "pablo-dominguez-agility-the-real-competitive-edge", "has_page": true, "image": "https://i.ytimg.com/vi/np7eaoBVLu0/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays explores why agility beats rigid planning, how lean principles apply to sales and go-to-market strategy, and what AI and remote work are doing to sales fundamentals.", "mins": 49, "guest": "Pablo Dominguez", "url": "https://jbarrows.com/podcast/pablo-dominguez-agility-the-real-competitive-edge" }, { "title": "Drew Sechrist: The True Power of Your Personal Network", "date": "2023-05-22", "slug": "drew-sechrist-the-true-power-of-your-personal-network", "has_page": true, "image": "https://i.ytimg.com/vi/EjL0kj6nLIY/maxresdefault.jpg", "excerpt": "An early Salesforce employee turned founder explains why weak LinkedIn ties fail, how a sales-first culture was built under Mark Benioff, and how to use real relationship strength when asking for introductions.", "mins": 63, "guest": "Drew Sechrist", "url": "https://jbarrows.com/podcast/drew-sechrist-the-true-power-of-your-personal-network" }, { "title": "JB's Keynote - Continuous Growth Mindset", "date": "2023-05-15", "slug": "jbs-keynote---continuous-growth-mindset", "has_page": true, "image": "https://i.ytimg.com/vi/chySJkCxvfs/maxresdefault.jpg", "excerpt": "John Barrows shares a personal keynote on the three pillars, alignment, execution and gratitude, that helped him and his business grow through the hardest years of his career.", "mins": 46, "guest": null, "url": "https://jbarrows.com/podcast/jbs-keynote---continuous-growth-mindset" }, { "title": "Scott Barker: Adapting to the Changing Sales Landscape", "date": "2023-05-08", "slug": "scott-barker-adapting-to-the-changing-sales-landscape", "has_page": true, "image": "https://i.ytimg.com/vi/TeekkCKOmjc/maxresdefault.jpg", "excerpt": "A conversation about how sales careers develop, why the SaaS boom let reps skip core fundamentals, and what it takes to build lasting relationships, expertise and distribution in a tougher market.", "mins": 61, "guest": "Scott Barker", "url": "https://jbarrows.com/podcast/scott-barker-adapting-to-the-changing-sales-landscape" }, { "title": "Valerie Fridland: Like, Literally, Dude", "date": "2023-05-01", "slug": "valerie-fridland-like-literally-dude", "has_page": true, "image": "https://i.ytimg.com/vi/ZIKQUi3hJyc/maxresdefault.jpg", "excerpt": "A sociolinguist joins Make It Happen Mondays to explain why filler words and casual speech patterns help rather than hurt communication, and how accent bias quietly shapes hiring, sales and everyday business relationships.", "mins": 61, "guest": "Valerie Fridland", "url": "https://jbarrows.com/podcast/valerie-fridland-like-literally-dude" }, { "title": "Dr. Howard Dover: The Economy, Tech, and Education Triple Threat", "date": "2023-04-24", "slug": "dr-howard-dover-the-economy-tech-and-education-triple-threat", "has_page": true, "image": "https://i.ytimg.com/vi/ocTIcW584zI/maxresdefault.jpg", "excerpt": "A sales professor and center director joins Make It Happen Mondays to explain how rising interest rates, a SaaS funding collapse, and a fundamentals gap are colliding to reshape sales careers and hiring.", "mins": 54, "guest": "Dr. Howard Dover", "url": "https://jbarrows.com/podcast/dr-howard-dover-the-economy-tech-and-education-triple-threat" }, { "title": "Rhonda Petit: The Link Between Authenticity and Success", "date": "2023-04-17", "slug": "rhonda-petit-the-link-between-authenticity-and-success", "has_page": true, "image": "https://i.ytimg.com/vi/JnjItXHeqlQ/maxresdefault.jpg", "excerpt": "A sales and performance coach explains how self-image, curiosity and authenticity shape sales success, plus the three emotional composites behind every buying decision.", "mins": 52, "guest": "Rhonda Petit", "url": "https://jbarrows.com/podcast/rhonda-petit-the-link-between-authenticity-and-success" }, { "title": "Ulf Arnetz: Implementing Executive Strategies that Work", "date": "2023-04-10", "slug": "ulf-arnetz-implementing-executive-strategies-that-work", "has_page": true, "image": "https://i.ytimg.com/vi/eKbho_nL41c/maxresdefault.jpg", "excerpt": "A founder of a strategy execution platform joins Make It Happen Mondays to unpack why most company strategies never get implemented, how to align vision with frontline action, and why timing matters in entrepreneurship.", "mins": 50, "guest": "Ulf Arnetz", "url": "https://jbarrows.com/podcast/ulf-arnetz-implementing-executive-strategies-that-work" }, { "title": "David Weiss: Discovery - How MEDDIC Changed his life", "date": "2023-04-03", "slug": "david-weiss-discovery---how-meddic-changed-his-life", "has_page": true, "image": "https://i.ytimg.com/vi/Jz8cjwjYx4A/maxresdefault.jpg", "excerpt": "A sales leader and DealDoc founder joins Make It Happen Mondays to break down how MEDDIC reshaped his career, why discovery never truly ends, and how to spot a real champion versus a false one.", "mins": 49, "guest": "David Weiss", "url": "https://jbarrows.com/podcast/david-weiss-discovery---how-meddic-changed-his-life" }, { "title": "Téa Angelos: Applying “Smart Moves” in Every Aspect of Life", "date": "2023-03-27", "slug": "téa-angelos-applying-smart-moves-in-every-aspect-of-life", "has_page": true, "image": "https://i.ytimg.com/vi/DX42KFr3uRQ/maxresdefault.jpg", "excerpt": "An online education founder joins Make It Happen Mondays to discuss turning a side hustle into a business, building financial security, negotiating with confidence, and overcoming career stagnation and imposter syndrome.", "mins": 45, "guest": "Téa Angelos", "url": "https://jbarrows.com/podcast/téa-angelos-applying-smart-moves-in-every-aspect-of-life" }, { "title": "Greg Kihlstrom: How Customer-Centric Experiences Drive Sales", "date": "2023-03-20", "slug": "greg-kihlstrom-how-customer-centric-experiences-drive-sales", "has_page": true, "image": "https://i.ytimg.com/vi/4ydCk2ovf9s/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring how a customer-first, employee-driven approach aligns sales and marketing, reduces friction in the buying process, and uses agile thinking to turn failed experiments into growth.", "mins": 51, "guest": "Greg Kihlstrom", "url": "https://jbarrows.com/podcast/greg-kihlstrom-how-customer-centric-experiences-drive-sales" }, { "title": "Jarron Vosburg: Why Everything Should be an Experiment", "date": "2023-03-13", "slug": "jarron-vosburg-why-everything-should-be-an-experiment", "has_page": true, "image": "https://i.ytimg.com/vi/87StYbpaEaQ/maxresdefault.jpg", "excerpt": "A sales VP breaks down how his team ditched generic templates for tested, relevant outreach, including custom video prospecting, real personalization, and a culture built around experimentation and coachable failure.", "mins": 53, "guest": "Jarron Vosburg", "url": "https://jbarrows.com/podcast/jarron-vosburg-why-everything-should-be-an-experiment" }, { "title": "Rishi Dave: How to Make the Day1 List", "date": "2023-03-06", "slug": "rishi-dave-how-to-make-the-day1-list", "has_page": true, "image": "https://i.ytimg.com/vi/81UPkWG_NbY/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring the day one list concept, why most B2B buyers decide early, and how sales and marketing teams can work together to earn a spot on that shortlist.", "mins": 58, "guest": "Rishi Dave", "url": "https://jbarrows.com/podcast/rishi-dave-how-to-make-the-day1-list" }, { "title": "Carol Kauffman & David Noble: Real-Time Leadership", "date": "2023-02-27", "slug": "carol-kauffman-david-noble-real-time-leadership", "has_page": true, "image": "https://i.ytimg.com/vi/xd7NWe4g9qA/maxresdefault.jpg", "excerpt": "Two veteran executive coaches join Make It Happen Mondays to unpack real-time leadership: the MOVE framework, why optimism can be a blind spot, and how leaders can stay grounded during disruption.", "mins": 65, "guest": "Carol Kauffman, David Noble", "url": "https://jbarrows.com/podcast/carol-kauffman-david-noble-real-time-leadership" }, { "title": "Elizabeth Andrew: Overcoming the Generational Divide in Your Career", "date": "2023-02-20", "slug": "elizabeth-andrew-overcoming-the-generational-divide-in-your-career", "has_page": true, "image": "https://i.ytimg.com/vi/x0gdApBHFR8/maxresdefault.jpg", "excerpt": "A conversation on Make It Happen Mondays about reinventing a career after a long break, overcoming age and gender bias in tech, and building the mental resilience to survive job loss and market downturns.", "mins": 53, "guest": "Elizabeth Andrew", "url": "https://jbarrows.com/podcast/elizabeth-andrew-overcoming-the-generational-divide-in-your-career" }, { "title": "Eric Nowoslawski & Varun Anand: How scared should sales reps be of tools like ChatGPT replacing them?", "date": "2023-02-13", "slug": "eric-nowoslawski-varun-anand-how-scared-should-sales-reps-be-of-tools-like-chatg", "has_page": true, "image": "https://i.ytimg.com/vi/B_RnlHm0NEY/maxresdefault.jpg", "excerpt": "Two Clay team members join John Barrows to discuss whether AI tools like ChatGPT and Clay threaten SDR jobs, how the predictable revenue model is breaking down, and what skills sales reps need to stay relevant.", "mins": 72, "guest": "Eric Nowoslawski, Varun Anand", "url": "https://jbarrows.com/podcast/eric-nowoslawski-varun-anand-how-scared-should-sales-reps-be-of-tools-like-chatg" }, { "title": "Soren Kaplan: Experiential Intelligence: Finding Strength in Your Past", "date": "2023-02-06", "slug": "soren-kaplan-experiential-intelligence-finding-strength-in-your-past", "has_page": true, "image": "https://i.ytimg.com/vi/Kd2I4ogGEkI/maxresdefault.jpg", "excerpt": "A conversation about experiential intelligence, how childhood experience shapes success, why education needs to change, and how leaders can close the gap between technology and human readiness.", "mins": 61, "guest": "Soren Kaplan", "url": "https://jbarrows.com/podcast/soren-kaplan-experiential-intelligence-finding-strength-in-your-past" }, { "title": "Graham Cochrane: The Scarcity vs. Abundance Mindset", "date": "2023-01-30", "slug": "graham-cochrane-the-scarcity-vs-abundance-mindset", "has_page": true, "image": "https://i.ytimg.com/vi/ZyKih3EoC48/maxresdefault.jpg", "excerpt": "An entrepreneur who went from food stamps to running education businesses breaks down scarcity versus abundance thinking, why giving away knowledge builds trust, and how asking better questions unlocks opportunity.", "mins": 55, "guest": "Graham Cochrane", "url": "https://jbarrows.com/podcast/graham-cochrane-the-scarcity-vs-abundance-mindset" }, { "title": "Anthony Nava: Reframing Your Professional Future", "date": "2023-01-23", "slug": "anthony-nava-reframing-your-professional-future", "has_page": true, "image": "https://i.ytimg.com/vi/Y22PGFu7qFI/maxresdefault.jpg", "excerpt": "A Crunchbase sales leader shares how switching from molecular biology to tech sales and surviving a pandemic layoff shaped his approach to choosing the right company and career path.", "mins": 55, "guest": "Anthony Nava", "url": "https://jbarrows.com/podcast/anthony-nava-reframing-your-professional-future" }, { "title": "Dr. Cindy McGovern: Sales is not just a career, it's a mindset", "date": "2023-01-16", "slug": "dr-cindy-mcgovern-sales-is-not-just-a-career-its-a-mindset", "has_page": true, "image": "https://i.ytimg.com/vi/aN3-FsQqIdk/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays exploring why sales is a mindset, how to overcome the stigma around selling, the art versus science debate, and why personal brand matters more than ever.", "mins": 51, "guest": "Dr. Cindy McGovern", "url": "https://jbarrows.com/podcast/dr-cindy-mcgovern-sales-is-not-just-a-career-its-a-mindset" }, { "title": "Jenna Rogers: Elevating the conversation around diversity at work", "date": "2023-01-09", "slug": "jenna-rogers-elevating-the-conversation-around-diversity-at-work", "has_page": true, "image": "https://i.ytimg.com/vi/GCpsKZW_XrI/maxresdefault.jpg", "excerpt": "A candid discussion on diversity, accountability versus cancel culture, male advocacy and practical steps for addressing bias in the workplace, on Make It Happen Mondays.", "mins": 58, "guest": "Jenna Rogers", "url": "https://jbarrows.com/podcast/jenna-rogers-elevating-the-conversation-around-diversity-at-work" }, { "title": "Russell Bradley-Cook: HubSpot Partnerships, the ultimate sales multiplier when done right", "date": "2023-01-02", "slug": "russell-bradley-cook-hubspot-partnerships-the-ultimate-sales-multiplier-when-don", "has_page": true, "image": "https://i.ytimg.com/vi/BPPYfYgM3MQ/maxresdefault.jpg", "excerpt": "A conversation with HubSpot's EMEA partner program leader on what makes partnerships effective, how to read the tech ecosystem around your customers, and how reps can build partner relationships that drive real sales results.", "mins": 60, "guest": "Russell Bradley-Cook", "url": "https://jbarrows.com/podcast/russell-bradley-cook-hubspot-partnerships-the-ultimate-sales-multiplier-when-don" }, { "title": "Chris Voss: Interview with a Master Negotiator", "date": "2022-12-26", "slug": "chris-voss-interview-with-a-master-negotiator", "has_page": true, "image": "https://i.ytimg.com/vi/ouNudMCG1GA/maxresdefault.jpg", "excerpt": "A replay of one of the most downloaded episodes ever, featuring a hostage negotiation expert breaking down loss aversion, the power of no, and why win-win thinking can hurt sales negotiations.", "mins": 76, "guest": "Chris Voss", "url": "https://jbarrows.com/podcast/chris-voss-interview-with-a-master-negotiator" }, { "title": "Angela Kristen Taylor: The Emotional Productivity Connection", "date": "2022-12-19", "slug": "angela-kristen-taylor-the-emotional-productivity-connection", "has_page": true, "image": "https://i.ytimg.com/vi/q8QAl4utHLs/maxresdefault.jpg", "excerpt": "A conversation on how childhood stories shape adult productivity, why one size fits all sales training fails, and how purpose driven salespeople actually get motivated.", "mins": 55, "guest": "Angela Kristen Taylor", "url": "https://jbarrows.com/podcast/angela-kristen-taylor-the-emotional-productivity-connection" }, { "title": "Ian Koniak: From Skirting Death to Finding Meaning In Life", "date": "2022-12-05", "slug": "ian-koniak-from-skirting-death-to-finding-meaning-in-life", "has_page": true, "image": "https://i.ytimg.com/vi/6RnpzMGM5Hc/maxresdefault.jpg", "excerpt": "A returning guest opens up about a near-death scare on a roller coaster, his struggle with addiction, and how he rebuilt his mindset, habits and priorities around family and long-term fulfillment instead of short-term dopamine hits.", "mins": 59, "guest": "Ian Koniak", "url": "https://jbarrows.com/podcast/ian-koniak-from-skirting-death-to-finding-meaning-in-life" }, { "title": "Paul Magnone: Good Decisions Require Data AND Instinct", "date": "2022-11-28", "slug": "paul-magnone-good-decisions-require-data-and-instinct", "has_page": true, "image": "https://i.ytimg.com/vi/S-dsF_k4ldM/maxresdefault.jpg", "excerpt": "A Columbia Business School professor and author breaks down frameworks for blending intuition with data, including precision questioning and the time-risk-trust matrix, on Make It Happen Mondays.", "mins": 48, "guest": "Paul Magnone", "url": "https://jbarrows.com/podcast/paul-magnone-good-decisions-require-data-and-instinct" }, { "title": "Niraj Kapur: Reinventing yourself through the pandemic", "date": "2022-11-21", "slug": "niraj-kapur-reinventing-yourself-through-the-pandemic", "has_page": true, "image": "https://i.ytimg.com/vi/0RfbvESOUak/maxresdefault.jpg", "excerpt": "A sales trainer and LinkedIn coach shares how childhood adversity, corporate burnout, divorce and a pandemic business collapse led him to reinvent himself through personal branding and a shift from selling to serving.", "mins": 60, "guest": "Niraj Kapur", "url": "https://jbarrows.com/podcast/niraj-kapur-reinventing-yourself-through-the-pandemic" }, { "title": "Daphne E. Jones: Tactical Frameworks to Take You from Secretary to Fortune 500 CIO", "date": "2022-11-14", "slug": "daphne-e-jones-tactical-frameworks-to-take-you-from-secretary-to-fortune-500-cio", "has_page": true, "image": "https://i.ytimg.com/vi/mQuc9_0wUKk/maxresdefault.jpg", "excerpt": "A former Fortune 500 CIO shares the mindset shifts and practical frameworks that took her from being told to become a secretary to leading at IBM, Johnson & Johnson and GE.", "mins": 56, "guest": "Daphne E. Jones", "url": "https://jbarrows.com/podcast/daphne-e-jones-tactical-frameworks-to-take-you-from-secretary-to-fortune-500-cio" }, { "title": "Udi Ledergor: The CMO of Gong talks B2B Marketing and ‘Creating a Show’", "date": "2022-11-07", "slug": "udi-ledergor-the-cmo-of-gong-talks-b2b-marketing-and-creating-a-show", "has_page": true, "image": "https://i.ytimg.com/vi/pnhtC6-oSfE/maxresdefault.jpg", "excerpt": "An inside look at how Gong's CMO approaches B2B marketing as performance, builds company values on purpose, and uses employee personal brands to grow the business.", "mins": 60, "guest": "Udi Ledergor", "url": "https://jbarrows.com/podcast/udi-ledergor-the-cmo-of-gong-talks-b2b-marketing-and-creating-a-show" }, { "title": "Mark Siciliano: How Old School Sales Principles Apply to Today's New School Sellers", "date": "2022-10-31", "slug": "mark-siciliano-how-old-school-sales-principles-apply-to-todays-new-school-seller", "has_page": true, "image": "https://i.ytimg.com/vi/7_JdPBU4tGo/maxresdefault.jpg", "excerpt": "A veteran sales enablement and productivity leader shares lessons from Oracle, Marketo, Demandbase, Drift and a leading enterprise software company on business acumen, values-driven leadership and the future of sales enablement.", "mins": 49, "guest": "Mark Siciliano", "url": "https://jbarrows.com/podcast/mark-siciliano-how-old-school-sales-principles-apply-to-todays-new-school-seller" }, { "title": "Jay Godfrey and Richard Meloff: The Business of Psychedelics", "date": "2022-10-24", "slug": "jay-godfrey-and-richard-meloff-the-business-of-psychedelics", "has_page": true, "image": "https://i.ytimg.com/vi/GSrpCZ3ldcw/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays explores the founders' journey into ketamine-assisted psychedelic therapy, the roots of drug stigma, and the business opportunities in mental health treatment.", "mins": 59, "guest": "Jay Godfrey, Richard Meloff", "url": "https://jbarrows.com/podcast/jay-godfrey-and-richard-meloff-the-business-of-psychedelics" }, { "title": "Stacey Hall: Selling from Your Comfort Zone", "date": "2022-10-17", "slug": "stacey-hall-selling-from-your-comfort-zone", "has_page": true, "image": "https://i.ytimg.com/vi/tn-OV6ui0XQ/maxresdefault.jpg", "excerpt": "A conversation exploring why staying in and expanding your comfort zone, rather than escaping it, along with aligning your values, company and audience, leads to more authentic and sustainable sales success.", "mins": 53, "guest": "Stacey Hall", "url": "https://jbarrows.com/podcast/stacey-hall-selling-from-your-comfort-zone" }, { "title": "Jonathan Mahan and Jordana Zeldin: How to really “Practice” Sales", "date": "2022-10-10", "slug": "jonathan-mahan-and-jordana-zeldin-how-to-really-practice-sales", "has_page": true, "image": "https://i.ytimg.com/vi/P9AmBj64gJs/maxresdefault.jpg", "excerpt": "A conversation about the founders of a sales practice company exploring why sales reps rarely practice what they learn, how scripts and role play should actually be used, and how to build real curiosity and feedback habits that stick.", "mins": 53, "guest": "Jonathan Mahan, Jordana Zeldin", "url": "https://jbarrows.com/podcast/jonathan-mahan-and-jordana-zeldin-how-to-really-practice-sales" }, { "title": "Nikki Ivey's Journey From Section 8 to the C Suite", "date": "2022-10-03", "slug": "nikki-iveys-journey-from-section-8-to-the-c-suite", "has_page": true, "image": "https://i.ytimg.com/vi/tN15hxREH2k/maxresdefault.jpg", "excerpt": "An in-depth episode summary of Make It Happen Mondays covering one sales leader's path from a Dayton, Ohio housing project to CRO, including teen motherhood, car sales lessons, and a new training role built on elevating the profession.", "mins": 63, "guest": "Nikki Ivey", "url": "https://jbarrows.com/podcast/nikki-iveys-journey-from-section-8-to-the-c-suite" }, { "title": "John Costigan: From cold calling on stage to fighting throat cancer", "date": "2022-09-26", "slug": "john-costigan-from-cold-calling-on-stage-to-fighting-throat-cancer", "has_page": true, "image": "https://i.ytimg.com/vi/alOJAvpoDOw/maxresdefault.jpg", "excerpt": "A veteran sales trainer known for live cold calling on stage joins Make It Happen Mondays to discuss what has changed in prospecting, the line between tactics and tricks, and the personal lessons learned from fighting throat cancer.", "mins": 72, "guest": "John Costigan", "url": "https://jbarrows.com/podcast/john-costigan-from-cold-calling-on-stage-to-fighting-throat-cancer" }, { "title": "Valerie Fischer: What is NLP and how it can help you sell", "date": "2022-09-19", "slug": "valerie-fischer-what-is-nlp-and-how-it-can-help-you-sell", "has_page": true, "image": "https://i.ytimg.com/vi/xyxW6t4Z8Lo/maxresdefault.jpg", "excerpt": "An NLP practitioner breaks down neuro-linguistic programming for salespeople, covering communication styles, mirroring, objection handling and copywriting tactics that build genuine rapport.", "mins": 51, "guest": "Valerie Fischer", "url": "https://jbarrows.com/podcast/valerie-fischer-what-is-nlp-and-how-it-can-help-you-sell" }, { "title": "John Talty: Nick Saban’s Leadership Secrets", "date": "2022-09-12", "slug": "john-talty-nick-sabans-leadership-secrets", "has_page": true, "image": "https://i.ytimg.com/vi/C_14QlsxVeY/maxresdefault.jpg", "excerpt": "A sports journalist who wrote a book on Nick Saban joins Make It Happen Mondays to unpack the leadership process behind Alabama's dominance and how it applies to sales and business.", "mins": 53, "guest": "John Talty", "url": "https://jbarrows.com/podcast/john-talty-nick-sabans-leadership-secrets" }, { "title": "Donald C. Kelly : Just Two Sales Guys Talking", "date": "2022-09-05", "slug": "donald-c-kelly-just-two-sales-guys-talking", "has_page": true, "image": "https://i.ytimg.com/vi/5Ky1HM_W1aM/maxresdefault.jpg", "excerpt": "An episode of Make It Happen Mondays featuring a veteran sales trainer and evangelist discussing ethical selling, curiosity, sales education and the risks of over automating the sales process.", "mins": 55, "guest": "Donald C. Kelly", "url": "https://jbarrows.com/podcast/donald-c-kelly-just-two-sales-guys-talking" }, { "title": "Mark Raffan: Negotiating Lessons from Procurement", "date": "2022-08-29", "slug": "mark-raffan-negotiating-lessons-from-procurement", "has_page": true, "image": "https://i.ytimg.com/vi/tJIyguZva4A/maxresdefault.jpg", "excerpt": "A negotiation trainer and former procurement professional breaks down why win-win is misleading, how to use walkaway lines, and how time affects deals on Make It Happen Mondays.", "mins": 58, "guest": "Mark Raffan", "url": "https://jbarrows.com/podcast/mark-raffan-negotiating-lessons-from-procurement" }, { "title": "Chris Mirabile: How I Slowed Down Aging", "date": "2022-08-22", "slug": "chris-mirabile-how-i-slowed-down-aging", "has_page": true, "image": "https://i.ytimg.com/vi/EuC27trPzc8/maxresdefault.jpg", "excerpt": "A longevity entrepreneur and brain tumor survivor explains how he rebuilt after major loss and how epigenetic testing, diet timing and simple daily habits can slow biological aging.", "mins": 62, "guest": "Chris Mirabile", "url": "https://jbarrows.com/podcast/chris-mirabile-how-i-slowed-down-aging" }, { "title": "Lisa Catto: The Queen of Automation", "date": "2022-08-15", "slug": "lisa-catto-the-queen-of-automation", "has_page": true, "image": "https://i.ytimg.com/vi/yWkaHF7Cv-Q/maxresdefault.jpg", "excerpt": "An automation specialist joins Make It Happen Mondays to break down where automation strengthens the sales process, where it turns reps into robots, and how branding and values tie it together.", "mins": 62, "guest": "Lisa Catto", "url": "https://jbarrows.com/podcast/lisa-catto-the-queen-of-automation" }, { "title": "Shelton Banks: Diversity Means Profits", "date": "2022-08-08", "slug": "shelton-banks-diversity-means-profits", "has_page": true, "image": "https://i.ytimg.com/vi/HJ2305foD5w/maxresdefault.jpg", "excerpt": "A nonprofit founder who went from high school dropout to tech sales leader explains why diverse hiring should be pitched as a revenue strategy, how limiting mindsets hold people back, and what real psychological safety looks like at work.", "mins": 57, "guest": "Shelton Banks", "url": "https://jbarrows.com/podcast/shelton-banks-diversity-means-profits" }, { "title": "Christie Hunter Arscott: Redefining Risk and Failure", "date": "2022-08-01", "slug": "christie-hunter-arscott-redefining-risk-and-failure", "has_page": true, "image": null, "excerpt": "An advisor and author on risk, imposter syndrome and workplace bias joins Make It Happen Mondays to unpack how to rebuild a healthier relationship with failure, spot micro inequities at work, and trade work-life balance for smarter time and energy management.", "mins": 65, "guest": "Christie Hunter Arscott", "url": "https://jbarrows.com/podcast/christie-hunter-arscott-redefining-risk-and-failure" }, { "title": "Jeffrey Gitomer: The King of Sales", "date": "2022-07-25", "slug": "jeffrey-gitomer-the-king-of-sales", "has_page": true, "image": null, "excerpt": "A veteran sales author debates John Barrows on cold calling, personal branding, video prospecting, onboarding and the gap between ideal sales advice and everyday reality.", "mins": 65, "guest": "Jeffrey Gitomer", "url": "https://jbarrows.com/podcast/jeffrey-gitomer-the-king-of-sales" }, { "title": "Brandon Bornancin: Fighting the Negative Perception of Sales", "date": "2022-07-18", "slug": "brandon-bornancin-fighting-the-negative-perception-of-sales", "has_page": true, "image": null, "excerpt": "A candid conversation on why sales has a bad reputation, what separates ethical high performers from industry bad actors, and how strong core values, smart hiring and servant leadership can change the perception of the profession.", "mins": 72, "guest": "Brandon Bornancin", "url": "https://jbarrows.com/podcast/brandon-bornancin-fighting-the-negative-perception-of-sales" }, { "title": "Sean Castrina: The Entrepreneur Mindset", "date": "2022-07-11", "slug": "sean-castrina-the-entrepreneur-mindset", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring the entrepreneur mindset, why startups fail, and how to hire the right people, featuring a founder and author who went from bankruptcy to business success.", "mins": 51, "guest": "Sean Castrina", "url": "https://jbarrows.com/podcast/sean-castrina-the-entrepreneur-mindset" }, { "title": "Chris Schembra: Gratitude Puts Challenges In Perspective", "date": "2022-07-04", "slug": "chris-schembra-gratitude-puts-challenges-in-perspective", "has_page": true, "image": null, "excerpt": "A gratitude expert and author joins Make It Happen Mondays to unpack the science of gratitude, the hidden cost of loneliness, and how a personal crisis led to a new way of finding perspective through hard times.", "mins": 65, "guest": "Chris Schembra", "url": "https://jbarrows.com/podcast/chris-schembra-gratitude-puts-challenges-in-perspective" }, { "title": "Dale Dupree: Reject the ‘Transactional Mindset of Sales’", "date": "2022-06-27", "slug": "dale-dupree-reject-the-transactional-mindset-of-sales", "has_page": true, "image": null, "excerpt": "A sales trainer and podcast host joins Make It Happen Mondays to unpack lessons from copier sales, why smart goals can limit ambition, and how skipping steps toward success can create problems later in life.", "mins": 60, "guest": "Dale Dupree", "url": "https://jbarrows.com/podcast/dale-dupree-reject-the-transactional-mindset-of-sales" }, { "title": "Jamie Shanks: ‘Social Sales’ Can Lead to Real Connections Online", "date": "2022-06-20", "slug": "jamie-shanks-social-sales-can-lead-to-real-connections-online", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how social selling grew out of old-school networking, why relationship signals matter more than job-change alerts alone, and what it takes to build an authentic, values-driven sales career.", "mins": 61, "guest": "Jamie Shanks", "url": "https://jbarrows.com/podcast/jamie-shanks-social-sales-can-lead-to-real-connections-online" }, { "title": "Laura Palmer: Sales Pays You What You’re Worth", "date": "2022-06-13", "slug": "laura-palmer-sales-pays-you-what-youre-worth", "has_page": true, "image": null, "excerpt": "A Unity sales leader joins Make It Happen Mondays to discuss her journey into tech sales, what shaped her leadership style, and how the metaverse is already changing business use cases across industries.", "mins": 53, "guest": "Laura Palmer", "url": "https://jbarrows.com/podcast/laura-palmer-sales-pays-you-what-youre-worth" }, { "title": "Scott MacGregor: Gratitude Attracts ‘Amazing People’", "date": "2022-06-06", "slug": "scott-macgregor-gratitude-attracts-amazing-people", "has_page": true, "image": null, "excerpt": "A recruiting firm CEO joins Make It Happen Mondays to discuss gratitude, bootstrapped giving back, long-term relationship building and hiring for values over pedigree.", "mins": 60, "guest": "Scott MacGregor", "url": "https://jbarrows.com/podcast/scott-macgregor-gratitude-attracts-amazing-people" }, { "title": "Richard Banfield: ‘A product is a non human salesperson’", "date": "2022-05-30", "slug": "richard-banfield-a-product-is-a-non-human-salesperson", "has_page": true, "image": null, "excerpt": "A product design expert joins Make It Happen Mondays to explain why great products sell themselves, how sales and product teams should collaborate, and a decision-making framework for navigating uncertainty in business and life.", "mins": 76, "guest": "Richard Banfield", "url": "https://jbarrows.com/podcast/richard-banfield-a-product-is-a-non-human-salesperson" }, { "title": "Amber Deibert: The Only One You're Fooling Is You", "date": "2022-05-23", "slug": "amber-deibert-the-only-one-youre-fooling-is-you", "has_page": true, "image": null, "excerpt": "A performance coach joins Make It Happen Mondays to unpack imposter syndrome: what actually causes it, why success makes it worse, and how to work with the inner critic instead of fighting it.", "mins": 66, "guest": "Amber Deibert", "url": "https://jbarrows.com/podcast/amber-deibert-the-only-one-youre-fooling-is-you" }, { "title": "​​Kasey Jones: When One Trauma Just Isn’t Enough", "date": "2022-05-16", "slug": "kasey-jones-when-one-trauma-just-isnt-enough", "has_page": true, "image": "https://i.ytimg.com/vi/Z04EA75Mu9g/maxresdefault.jpg", "excerpt": "An entrepreneur and revenue coach joins Make It Happen Mondays to unpack post-traumatic growth, everyday trauma, energy management and why competing with yourself beats chasing rivals.", "mins": 65, "guest": "Kasey Jones", "url": "https://jbarrows.com/podcast/kasey-jones-when-one-trauma-just-isnt-enough" }, { "title": "A Journey of Survival with Roderick Jefferson", "date": "2022-05-09", "slug": "a-journey-of-survival-with-roderick-jefferson", "has_page": true, "image": null, "excerpt": "A candid Make It Happen Mondays conversation about surviving a sleeping stroke, the 2% survival odds, and the lessons on priorities, self-advocacy and asking for help that followed.", "mins": 56, "guest": "Roderick Jefferson", "url": "https://jbarrows.com/podcast/a-journey-of-survival-with-roderick-jefferson" }, { "title": "Are sales reps becoming marketers? Dave Gerhardt on Sales and Marketing Alignment.", "date": "2022-05-02", "slug": "are-sales-reps-becoming-marketers-dave-gerhardt-on-sales-and-marketing-alignment", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring why sales reps are turning into marketers, how founder brand building works, and why company podcasts and LinkedIn content matter for sales and marketing alignment.", "mins": 57, "guest": "Dave Gerhardt", "url": "https://jbarrows.com/podcast/are-sales-reps-becoming-marketers-dave-gerhardt-on-sales-and-marketing-alignment" }, { "title": "Melanie Fellay, Forbes 30, under 30 CEO on Leadership, Vision and Personal Values", "date": "2022-04-25", "slug": "melanie-fellay-forbes-30-under-30-ceo-on-leadership-vision-and-personal-values", "has_page": true, "image": null, "excerpt": "A Forbes 30 Under 30 CEO joins Make It Happen Mondays to discuss scaling a company after major funding, redefining her leadership style, and setting personal values apart from company vision.", "mins": 64, "guest": null, "url": "https://jbarrows.com/podcast/melanie-fellay-forbes-30-under-30-ceo-on-leadership-vision-and-personal-values" }, { "title": "Todd Caponi on Transparency Leadership", "date": "2022-04-18", "slug": "todd-caponi-on-transparency-leadership", "has_page": true, "image": null, "excerpt": "A conversation exploring what a century of sales history reveals about today's hiring pressures, buyer trust and rep turnover, plus a preview of a five-part framework for transparent sales leadership.", "mins": 59, "guest": "Todd Caponi", "url": "https://jbarrows.com/podcast/todd-caponi-on-transparency-leadership" }, { "title": "Amy Volas on How to Live a Proactive Life VS a Reactive Life", "date": "2022-04-11", "slug": "amy-volas-on-how-to-live-a-proactive-life-vs-a-reactive-life", "has_page": true, "image": null, "excerpt": "A talent partnership founder explains how a turning point at 40 pushed her to trade reactive decision making for a deliberate, values based approach using journaling and energy management.", "mins": 61, "guest": "Amy Volas", "url": "https://jbarrows.com/podcast/amy-volas-on-how-to-live-a-proactive-life-vs-a-reactive-life" }, { "title": "Kyle Porter on How to Stay Consistent as a CEO from Startup to Acquisition", "date": "2022-04-04", "slug": "kyle-porter-on-how-to-stay-consistent-as-a-ceo-from-startup-to-acquisition", "has_page": true, "image": null, "excerpt": "A conversation about how one CEO led his company from founding through a multi-billion dollar acquisition, staying true to core values while evolving his leadership style and views on the future of sales technology.", "mins": 55, "guest": "Kyle Porter", "url": "https://jbarrows.com/podcast/kyle-porter-on-how-to-stay-consistent-as-a-ceo-from-startup-to-acquisition" }, { "title": "Larry Long Jr. on Understanding Your Why and Core Values", "date": "2022-03-28", "slug": "larry-long-jr-on-understanding-your-why-and-core-values", "has_page": true, "image": null, "excerpt": "A motivational speaker and coach joins Make It Happen Mondays to discuss uncovering your why, defining core values, setting meaningful goals and staying positive through hard times.", "mins": 53, "guest": "Larry Long Jr.", "url": "https://jbarrows.com/podcast/larry-long-jr-on-understanding-your-why-and-core-values" }, { "title": "Ralph Barsi on How to Hold Yourself and Others Accountable", "date": "2022-03-21", "slug": "ralph-barsi-on-how-to-hold-yourself-and-others-accountable", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring accountability, reputation and leadership through the lens of genuinely caring about yourself, your team and your customers.", "mins": 58, "guest": "Ralph Barsi", "url": "https://jbarrows.com/podcast/ralph-barsi-on-how-to-hold-yourself-and-others-accountable" }, { "title": "Doug Landis on How to Attract and Retain Talent in Sales", "date": "2022-03-14", "slug": "doug-landis-on-how-to-attract-and-retain-talent-in-sales", "has_page": true, "image": null, "excerpt": "A conversation about core values, the truth behind the Great Resignation, remote work culture and how emerging tech like the metaverse and NFTs is reshaping how sales teams attract and keep talent.", "mins": 57, "guest": "Doug Landis", "url": "https://jbarrows.com/podcast/doug-landis-on-how-to-attract-and-retain-talent-in-sales" }, { "title": "247: The JB Sales Executive Team on Why We're Looking Forward to 2022", "date": "2021-12-06", "slug": "247-the-jb-sales-executive-team-on-why-were-looking-forward-to-2022", "has_page": true, "image": null, "excerpt": "An inside look at a JB Sales leadership conversation covering 2021 lessons, scaling a training team, rebuilding the media business, and plans for 2022.", "mins": 59, "guest": null, "url": "https://jbarrows.com/podcast/247-the-jb-sales-executive-team-on-why-were-looking-forward-to-2022" }, { "title": "246: Sterling Frandsen on His JB Sales Membership Journey: From College Grad to Sales Pro", "date": "2021-11-29", "slug": "246-sterling-frandsen-on-his-jb-sales-membership-journey-from-college-grad-to-sa", "has_page": true, "image": null, "excerpt": "A JB Sales member shares his path from a rough first quarter as a BDR at Adobe to finding his voice and results at a startup, and the habits that got him there.", "mins": 33, "guest": "Sterling Frandsen", "url": "https://jbarrows.com/podcast/246-sterling-frandsen-on-his-jb-sales-membership-journey-from-college-grad-to-sa" }, { "title": "245: Nick Cegelski on Creating and Keeping Momentum in Sales", "date": "2021-11-22", "slug": "245-nick-cegelski-on-creating-and-keeping-momentum-in-sales", "has_page": true, "image": null, "excerpt": "A tactical breakdown of how to create momentum instead of urgency, map buying processes for any type of buyer, run better group demos, and use video to handle objections and win back stalled deals.", "mins": 51, "guest": "Nick Cegelski", "url": "https://jbarrows.com/podcast/245-nick-cegelski-on-creating-and-keeping-momentum-in-sales" }, { "title": "244: Alice Shaff on Leveraging SDR Skills to Land a Leadership Role", "date": "2021-11-15", "slug": "244-alice-shaff-on-leveraging-sdr-skills-to-land-a-leadership-role", "has_page": true, "image": null, "excerpt": "A cybersecurity sales leader explains how mastering SDR fundamentals, choosing the right company culture and disqualifying weak leads early helped her move from entry level outbound work into a leadership role.", "mins": 49, "guest": "Alice Shaff", "url": "https://jbarrows.com/podcast/244-alice-shaff-on-leveraging-sdr-skills-to-land-a-leadership-role" }, { "title": "243: Suneera Madhani on Leaving Your Legacy and Not Being a Typical CEO", "date": "2021-11-08", "slug": "243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo", "has_page": true, "image": null, "excerpt": "A payments company founder and CEO joins Make It Happen Mondays to discuss scaling to billions in payment volume, building a platform for women entrepreneurs, and rethinking work-life balance through energy management and shared family goals.", "mins": 60, "guest": "Suneera Madhani", "url": "https://jbarrows.com/podcast/243-suneera-madhani-on-leaving-your-legacy-and-not-being-a-typical-ceo" }, { "title": "242: Negotiations and Tactical Empathy with Chris Voss (Replay)", "date": "2021-11-01", "slug": "242-negotiations-and-tactical-empathy-with-chris-voss-replay", "has_page": true, "image": null, "excerpt": "A replay of one of the most downloaded Make It Happen Mondays episodes, exploring tactical empathy, negotiation tactics, loss aversion and how sales teams can create real urgency.", "mins": 75, "guest": "Chris Voss", "url": "https://jbarrows.com/podcast/242-negotiations-and-tactical-empathy-with-chris-voss-replay" }, { "title": "241: The Art of Closing a Deal with Danny Read (Replay)", "date": "2021-10-25", "slug": "241-the-art-of-closing-a-deal-with-danny-read-replay", "has_page": true, "image": null, "excerpt": "A replay episode breaking down a real, award winning complex deal from first contact to close, covering re-engagement, buyer psychology, teamwork and holding the line at negotiation.", "mins": null, "guest": "Danny Read", "url": "https://jbarrows.com/podcast/241-the-art-of-closing-a-deal-with-danny-read-replay" }, { "title": "240: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay)", "date": "2021-10-18", "slug": "240-building-a-winning-sales-mentality-growing-with-sean-sheppard-replay", "has_page": true, "image": null, "excerpt": "A replay conversation on building a sales career with intention, covering growth mindset, honest customer conversations, career funnels and why sales deserves more respect as a profession.", "mins": null, "guest": "Sean Sheppard", "url": "https://jbarrows.com/podcast/240-building-a-winning-sales-mentality-growing-with-sean-sheppard-replay" }, { "title": "239: Trademarks of Top Sales Reps With Tom Williams (Replay)", "date": "2021-10-11", "slug": "239-trademarks-of-top-sales-reps-with-tom-williams-replay", "has_page": true, "image": null, "excerpt": "A replay episode of Make It Happen Mondays digs into building transparency into every sales call, sharpening your ideal customer profile from real accounts, and using mutual action plans to align expectations and qualify deals faster.", "mins": null, "guest": "Tom Williams", "url": "https://jbarrows.com/podcast/239-trademarks-of-top-sales-reps-with-tom-williams-replay" }, { "title": "238: How SDRs Can Hit 225% of Quota With Armand Farrokh (Replay)", "date": "2021-10-04", "slug": "238-how-sdrs-can-hit-225-of-quota-with-armand-farrokh-replay", "has_page": true, "image": null, "excerpt": "A replay episode on how a sales leader who hit 225% of quota built time management systems, hiring filters and a repeatable cold call framework to scale an SDR team.", "mins": null, "guest": "Armand Farrokh", "url": "https://jbarrows.com/podcast/238-how-sdrs-can-hit-225-of-quota-with-armand-farrokh-replay" }, { "title": "237: Heather Monahan on Building Confidence Throughout Your Sales Career", "date": "2021-09-27", "slug": "237-heather-monahan-on-building-confidence-throughout-your-sales-career", "has_page": true, "image": null, "excerpt": "A bestselling author and keynote speaker joins Make It Happen Mondays to discuss building sales confidence, recovering from career setbacks, and learning to trust your own instincts over outside opinions.", "mins": null, "guest": "Heather Monahan", "url": "https://jbarrows.com/podcast/237-heather-monahan-on-building-confidence-throughout-your-sales-career" }, { "title": "236: Jules Kun on Crafting Your Personal Brand", "date": "2021-09-20", "slug": "236-jules-kun-on-crafting-your-personal-brand", "has_page": true, "image": null, "excerpt": "A social media strategist joins John Barrows to break down how personal brands are actually built, from early Twitter hustling to Shark Tank scale growth, while Barrows works through his own brand identity questions live on air.", "mins": null, "guest": "Jules Kun", "url": "https://jbarrows.com/podcast/236-jules-kun-on-crafting-your-personal-brand" }, { "title": "235: Ashleigh Early and James Buckley on Leaving Effective Voicemails", "date": "2021-09-13", "slug": "235-ashleigh-early-and-james-buckley-on-leaving-effective-voicemails", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays debates whether voicemail still works in sales prospecting, covering voicemail length, cold calling cell phones, handling ghosted deals, and how buyer behavior factors into the decision.", "mins": null, "guest": "Ashleigh Early, James Buckley", "url": "https://jbarrows.com/podcast/235-ashleigh-early-and-james-buckley-on-leaving-effective-voicemails" }, { "title": "234: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life", "date": "2021-09-06", "slug": "234-shelly-gupta-correa-on-a-journey-of-career-change-at-30-and-flexibility-in-l", "has_page": true, "image": null, "excerpt": "An immigrant family's entrepreneurial values, a leap into tech sales at 30, and a new philosophy on risk: this episode unpacks a career change story and what it teaches about happiness, support systems and taking chances.", "mins": null, "guest": "Shelly Gupta Correa", "url": "https://jbarrows.com/podcast/234-shelly-gupta-correa-on-a-journey-of-career-change-at-30-and-flexibility-in-l" }, { "title": "233: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model", "date": "2021-08-30", "slug": "233-tim-oneil-on-growing-organizations-to-break-the-predictable-growth-model", "has_page": true, "image": null, "excerpt": "A CRO explains a career path model that moves SDRs into account management and customer success before AE roles, changing how companies think about growth, renewals and retention.", "mins": null, "guest": "Tim O’Neil", "url": "https://jbarrows.com/podcast/233-tim-oneil-on-growing-organizations-to-break-the-predictable-growth-model" }, { "title": "232: Kris Rudeegraap on The New Path of the SDR", "date": "2021-08-23", "slug": "232-kris-rudeegraap-on-the-new-path-of-the-sdr", "has_page": true, "image": null, "excerpt": "A Sendoso co-founder joins Make It Happen Mondays to unpack product-led growth, a new SDR to account management career path, pricing lessons and how to build culture in a remote sales team.", "mins": null, "guest": "Kris Rudeegraap", "url": "https://jbarrows.com/podcast/232-kris-rudeegraap-on-the-new-path-of-the-sdr" }, { "title": "231: Doug Landis on How Product-Led Growth is Shifting the Marketplace", "date": "2021-08-16", "slug": "231-doug-landis-on-how-product-led-growth-is-shifting-the-marketplace", "has_page": true, "image": null, "excerpt": "An investor at Emergence Capital joins John Barrows to unpack how product-led growth is reshaping sales models, SDR career paths and what reps should look for in their next role.", "mins": null, "guest": "Doug Landis", "url": "https://jbarrows.com/podcast/231-doug-landis-on-how-product-led-growth-is-shifting-the-marketplace" }, { "title": "230: Todd Caponi on Radical Transparency to Build Trust in Sales", "date": "2021-08-09", "slug": "230-todd-caponi-on-radical-transparency-to-build-trust-in-sales", "has_page": true, "image": null, "excerpt": "A conversation on using radical transparency and behavioral science to build trust, speed up sales cycles, negotiate without discounting, and retain sales talent.", "mins": null, "guest": "Todd Caponi", "url": "https://jbarrows.com/podcast/230-todd-caponi-on-radical-transparency-to-build-trust-in-sales" }, { "title": "229: Alexine Mudawar and Gabrielle Blackwell on Empowering Women in Sales", "date": "2021-08-02", "slug": "229-alexine-mudawar-and-gabrielle-blackwell-on-empowering-women-in-sales", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring the state of gender and racial equity in sales, the impact of everyday microaggressions, and practical ways men and leaders can support women in the profession.", "mins": null, "guest": "Alexine Mudawar, Gabrielle Blackwell", "url": "https://jbarrows.com/podcast/229-alexine-mudawar-and-gabrielle-blackwell-on-empowering-women-in-sales" }, { "title": "228: Debra Roberts on Effective Communication and Conflict Resolution in Sales", "date": "2021-07-26", "slug": "228-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring practical tools for handling conflict, building trust quickly, and communicating more effectively in sales and beyond.", "mins": null, "guest": "Debra Roberts", "url": "https://jbarrows.com/podcast/228-debra-roberts-on-effective-communication-and-conflict-resolution-in-sales" }, { "title": "227: Brian Trautschold on How Gamification is Taking Over the Sales World", "date": "2021-07-19", "slug": "227-brian-trautschold-on-how-gamification-is-taking-over-the-sales-world", "has_page": true, "image": null, "excerpt": "A conversation about how sales gamification has evolved past simple leaderboards into data driven coaching, why remote work changed sales motivation, and how reps can gamify their own performance.", "mins": null, "guest": "Brian Trautschold", "url": "https://jbarrows.com/podcast/227-brian-trautschold-on-how-gamification-is-taking-over-the-sales-world" }, { "title": "226: Hang Black on Diversity and Intentionality in Sales", "date": "2021-07-12", "slug": "226-hang-black-on-diversity-and-intentionality-in-sales", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how intentional research, personalization, and diversity in hiring reshape sales outreach and career growth.", "mins": null, "guest": "Hang Black", "url": "https://jbarrows.com/podcast/226-hang-black-on-diversity-and-intentionality-in-sales" }, { "title": "225: Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility", "date": "2021-07-06", "slug": "225-brian-burkhart-on-elevating-others-through-core-values-growth-mindset-flexib", "has_page": true, "image": null, "excerpt": "A conversation about defining true core values, using forcing functions for personal growth, and staying flexible through disruption, featured on episode 225 of Make It Happen Mondays.", "mins": null, "guest": "Brian Burkhart", "url": "https://jbarrows.com/podcast/225-brian-burkhart-on-elevating-others-through-core-values-growth-mindset-flexib" }, { "title": "224: Scott Gillum on Personality-Based Marketing as The Next Level of ABM", "date": "2021-06-28", "slug": "224-scott-gillum-on-personality-based-marketing-as-the-next-level-of-abm", "has_page": true, "image": null, "excerpt": "A conversation exploring how personality-based marketing improves on traditional ABM, why director-level buyers move deals forward, and how sales teams can better read buyer motivation.", "mins": null, "guest": "Scott Gillum", "url": "https://jbarrows.com/podcast/224-scott-gillum-on-personality-based-marketing-as-the-next-level-of-abm" }, { "title": "223: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer", "date": "2021-06-21", "slug": "223-robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer", "has_page": true, "image": null, "excerpt": "A former trial lawyer and founder of a speaking coaching company joins Make It Happen Mondays to explain how courtroom persuasion tactics, storytelling structure and disqualifying prospects can sharpen sales conversations and presentations.", "mins": null, "guest": "Robbie Crabtree", "url": "https://jbarrows.com/podcast/223-robbie-crabtree-on-persuasive-speaking-in-sales-from-a-trial-lawyer" }, { "title": "222: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”", "date": "2021-06-14", "slug": "222-beth-waterfall-on-advancing-the-cannabis-industry-and-the-future-of-the-gree", "has_page": true, "image": null, "excerpt": "A cannabis industry advocate joins John Barrows to unpack the racist history of marijuana prohibition, debunk the gateway drug myth, and reveal the career opportunities opening up in the legal cannabis market.", "mins": null, "guest": "Beth Waterfall", "url": "https://jbarrows.com/podcast/222-beth-waterfall-on-advancing-the-cannabis-industry-and-the-future-of-the-gree" }, { "title": "221: Simon Mulcahy and Karen Semone On The Art, Science, and Magic of Selling", "date": "2021-06-07", "slug": "221-simon-mulcahy-and-karen-semone-on-the-art-science-and-magic-of-selling", "has_page": true, "image": null, "excerpt": "Two Salesforce innovation leaders join Make It Happen Mondays to break down a framework for modern selling built on data driven science, human centered art, and outcome focused magic.", "mins": null, "guest": "Simon Mulcahy, Karen Semone", "url": "https://jbarrows.com/podcast/221-simon-mulcahy-and-karen-semone-on-the-art-science-and-magic-of-selling" }, { "title": "220: Mark Roberge on Looking Ahead and Adapting to The Future of Sales", "date": "2021-05-31", "slug": "220-mark-roberge-on-looking-ahead-and-adapting-to-the-future-of-sales", "has_page": true, "image": null, "excerpt": "A conversation on why copy paste sales models fail, when product led growth actually works, how top companies structure growth teams, and what reps should focus on to future proof their careers.", "mins": null, "guest": "Mark Roberge", "url": "https://jbarrows.com/podcast/220-mark-roberge-on-looking-ahead-and-adapting-to-the-future-of-sales" }, { "title": "219: Galit Ventura-Rozen On The Psychology Of Sales", "date": "2021-05-24", "slug": "219-galit-ventura-rozen-on-the-psychology-of-sales", "has_page": true, "image": null, "excerpt": "A commercial real estate broker and mindset coach joins Make It Happen Mondays to unpack the fear, confidence gaps and mental blocks that hold salespeople and entrepreneurs back from taking the leap.", "mins": null, "guest": "Galit Ventura-Rozen", "url": "https://jbarrows.com/podcast/219-galit-ventura-rozen-on-the-psychology-of-sales" }, { "title": "218: Will Frattini On Sales Engagement Strategies To Accelerate Your Pipeline", "date": "2021-05-17", "slug": "218-will-frattini-on-sales-engagement-strategies-to-accelerate-your-pipeline", "has_page": true, "image": null, "excerpt": "A ZoomInfo sales leader joins Make It Happen Mondays to share how he grew with the company, how he qualifies opportunities, and how sales teams can escape the commodity trap and build trust-driven pipelines.", "mins": null, "guest": "Will Frattini", "url": "https://jbarrows.com/podcast/218-will-frattini-on-sales-engagement-strategies-to-accelerate-your-pipeline" }, { "title": "217: Tim Clarke On Loss, Grief, And Moving Forward", "date": "2021-05-10", "slug": "217-tim-clarke-on-loss-grief-and-moving-forward", "has_page": true, "image": null, "excerpt": "An honest conversation about losing a parent, coping with grief while working in sales, and why talking openly about mental health matters. Takeaways, topics and FAQs from episode 217 of Make It Happen Mondays.", "mins": null, "guest": "Tim Clarke", "url": "https://jbarrows.com/podcast/217-tim-clarke-on-loss-grief-and-moving-forward" }, { "title": "216: Sean Sheppard On Adopting A Growth Mindset", "date": "2021-05-03", "slug": "216-sean-sheppard-on-adopting-a-growth-mindset", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how top sales professionals assess and address buyer risk, why growth mindset matters more than rigid methodology, and how the pandemic reshaped what companies fear most.", "mins": null, "guest": "Sean Sheppard", "url": "https://jbarrows.com/podcast/216-sean-sheppard-on-adopting-a-growth-mindset" }, { "title": "215: The JB Sales Team On Email Effectiveness", "date": "2021-04-26", "slug": "215-the-jb-sales-team-on-email-effectiveness", "has_page": true, "image": null, "excerpt": "The JB Sales team debates whether email still works for sales outreach, covering deliverability, data quality, copied tactics and the channels reps should pair with email to get better results.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/215-the-jb-sales-team-on-email-effectiveness" }, { "title": "214: Jeff Hoffman On Career Inflection Points", "date": "2021-04-19", "slug": "214-jeff-hoffman-on-career-inflection-points", "has_page": true, "image": null, "excerpt": "An honest conversation about career transitions, redefining retirement, and identifying personal strengths during moments of professional uncertainty.", "mins": null, "guest": "Jeff Hoffman", "url": "https://jbarrows.com/podcast/214-jeff-hoffman-on-career-inflection-points" }, { "title": "213: Melanie Fellay On Making Funding Decisions And Building A Team", "date": "2021-04-12", "slug": "213-melanie-fellay-on-making-funding-decisions-and-building-a-team", "has_page": true, "image": null, "excerpt": "A Speckit co-founder and CEO joins Make It Happen Mondays to unpack the Series A fundraising process, early hiring decisions, and why stepping away from the business helped her make clearer calls.", "mins": null, "guest": "Melanie Fellay", "url": "https://jbarrows.com/podcast/213-melanie-fellay-on-making-funding-decisions-and-building-a-team" }, { "title": "212: Brian Gil On Spinning Up A Start-Up Within An Established Successful Company", "date": "2021-04-05", "slug": "212-brian-gil-on-spinning-up-a-start-up-within-an-established-successful-company", "has_page": true, "image": null, "excerpt": "An Articulate operations leader joins John Barrows to unpack how the company launched Rise.com as an independent startup, separating sales motion, brand and data strategy from its core business while scaling internationally.", "mins": null, "guest": "Brian Gil", "url": "https://jbarrows.com/podcast/212-brian-gil-on-spinning-up-a-start-up-within-an-established-successful-company" }, { "title": "211: Kristina Finseth On A Quality Over Quantity Approach In Sales", "date": "2021-03-29", "slug": "211-kristina-finseth-on-a-quality-over-quantity-approach-in-sales", "has_page": true, "image": null, "excerpt": "A growth marketing leader joins Make It Happen Mondays to break down a personalization framework that favors small, researched outreach over mass email blasts, plus thoughts on SDR structure and onboarding.", "mins": null, "guest": "Kristina Finseth", "url": "https://jbarrows.com/podcast/211-kristina-finseth-on-a-quality-over-quantity-approach-in-sales" }, { "title": "210: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers", "date": "2021-03-22", "slug": "210-leslie-douglas-meg-holsinger-on-navigating-their-sales-careers", "has_page": true, "image": null, "excerpt": "A hosted panel conversation on Make It Happen Mondays where two JB Sales trainers share how they got into sales, what makes prospecting and closing effective, and what they look for in sales management.", "mins": null, "guest": "Leslie Douglas, Meg Holsinger", "url": "https://jbarrows.com/podcast/210-leslie-douglas-meg-holsinger-on-navigating-their-sales-careers" }, { "title": "209: David Cancel On Conversational Marketing And Sales", "date": "2021-03-15", "slug": "209-david-cancel-on-conversational-marketing-and-sales", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring conversational marketing, buyer psychology and how sales roles are shifting as automation and recurring revenue models reshape the buying journey.", "mins": null, "guest": "David Cancel", "url": "https://jbarrows.com/podcast/209-david-cancel-on-conversational-marketing-and-sales" }, { "title": "208: Kevin Ellis On Mentorship And Commitment", "date": "2021-03-08", "slug": "208-kevin-ellis-on-mentorship-and-commitment", "has_page": true, "image": null, "excerpt": "A longtime sales leader who started as one of John Barrows' first hires shares lessons on mentorship, grinding through early setbacks, and staying committed through multiple company acquisitions.", "mins": null, "guest": "Kevin Ellis", "url": "https://jbarrows.com/podcast/208-kevin-ellis-on-mentorship-and-commitment" }, { "title": "207: Joe Caprio On The Future Of Sales Demos", "date": "2021-03-01", "slug": "207-joe-caprio-on-the-future-of-sales-demos", "has_page": true, "image": null, "excerpt": "John Barrows talks with a demo software co-founder about why the discovery-before-demo model fails buyers and sellers, and how sales teams should rethink demos, champion enablement, and the sales engineer's role.", "mins": null, "guest": "Joe Caprio", "url": "https://jbarrows.com/podcast/207-joe-caprio-on-the-future-of-sales-demos" }, { "title": "206: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way", "date": "2021-02-22", "slug": "206-michael-phelan-on-best-practices-for-booking-new-meetings-in-a-programmatic-", "has_page": true, "image": null, "excerpt": "A go-to-market strategist joins Make It Happen Mondays to explain why sales teams rarely have a real process for booking new meetings, and shares give-to-get tactics, competitive insight selling, and personalization methods that actually convert.", "mins": null, "guest": "Michael Phelan", "url": "https://jbarrows.com/podcast/206-michael-phelan-on-best-practices-for-booking-new-meetings-in-a-programmatic-" }, { "title": "185: Lindsey Boggs On Mental Health Skills For Sales Leadership", "date": "2021-02-15", "slug": "185-lindsey-boggs-on-mental-health-skills-for-sales-leadership", "has_page": true, "image": null, "excerpt": "A Citrix sales leader joins Make It Happen Mondays to discuss mental health, one-on-one structure, time management, and building trust with a sales team.", "mins": null, "guest": "Lindsey Boggs", "url": "https://jbarrows.com/podcast/185-lindsey-boggs-on-mental-health-skills-for-sales-leadership" }, { "title": "184: Chris Voss On Negotiations And Tactical Empathy (Replay)", "date": "2021-02-08", "slug": "184-chris-voss-on-negotiations-and-tactical-empathy-replay", "has_page": true, "image": null, "excerpt": "A replay conversation with a former FBI hostage negotiator on tactical empathy, loss aversion, and why sales negotiations start before price ever comes up.", "mins": null, "guest": "Chris Voss", "url": "https://jbarrows.com/podcast/184-chris-voss-on-negotiations-and-tactical-empathy-replay" }, { "title": "183: Galem Girmay On Building Relationships In Online Communities", "date": "2021-02-01", "slug": "183-galem-girmay-on-building-relationships-in-online-communities", "has_page": true, "image": null, "excerpt": "A sales podcast episode exploring how a fast-growing online community for revenue professionals was built, and what it really takes to engage, network and add value inside communities without coming off as salesy.", "mins": null, "guest": "Galem Girmay", "url": "https://jbarrows.com/podcast/183-galem-girmay-on-building-relationships-in-online-communities" }, { "title": "182: Nick Cegelski On Deal Mechanics", "date": "2021-01-25", "slug": "182-nick-cegelski-on-deal-mechanics", "has_page": true, "image": null, "excerpt": "An enterprise AE and sales podcast host joins Make It Happen Mondays to break down how to clean up a sales pipeline, surface objections early, and use direct conversation over email to move deals faster.", "mins": null, "guest": "Nick Cegelski", "url": "https://jbarrows.com/podcast/182-nick-cegelski-on-deal-mechanics" }, { "title": "181: Victor Antonio's Thoughts On 2020 And Predictions For 2021", "date": "2021-01-18", "slug": "181-victor-antonios-thoughts-on-2020-and-predictions-for-2021", "has_page": true, "image": null, "excerpt": "A veteran sales trainer joins John Barrows to unpack why 2020 was a strong year despite the chaos, and what mindset shifts, content strategies and patience-driven selling habits matter most heading into 2021.", "mins": null, "guest": "Victor Antonio's Thoughts", "url": "https://jbarrows.com/podcast/181-victor-antonios-thoughts-on-2020-and-predictions-for-2021" }, { "title": "180: Larry Long Jr. On Team Development And Motivation", "date": "2021-01-11", "slug": "180-larry-long-jr-on-team-development-and-motivation", "has_page": true, "image": null, "excerpt": "A summary of the Make It Happen Mondays episode exploring the difference between leadership and management, individual rep motivation, hiring for resilience and building a personal brand on LinkedIn.", "mins": null, "guest": "Larry Long Jr.", "url": "https://jbarrows.com/podcast/180-larry-long-jr-on-team-development-and-motivation" }, { "title": "179: Looking Back On 2020 And Ahead To 2021", "date": "2021-01-04", "slug": "179-looking-back-on-2020-and-ahead-to-2021", "has_page": true, "image": null, "excerpt": "John Barrows and Morgan J. Ingram look back on the personal and professional lessons of 2020, from prioritizing relationships to rethinking prospecting, and share what they're focused on for 2021.", "mins": null, "guest": "Looking Back", "url": "https://jbarrows.com/podcast/179-looking-back-on-2020-and-ahead-to-2021" }, { "title": "178: Darryl Praill & Shawn Finder On The State Of Sales In 2021", "date": "2020-12-21", "slug": "178-darryl-praill-shawn-finder-on-the-state-of-sales-in-2021", "has_page": true, "image": null, "excerpt": "A conversation exploring a sales tech acquisition, the shift toward full cycle selling, why curiosity and initiative beat tool stacks, and how culture and transparency drive sales performance in 2021.", "mins": null, "guest": "Darryl Praill, Shawn Finder", "url": "https://jbarrows.com/podcast/178-darryl-praill-shawn-finder-on-the-state-of-sales-in-2021" }, { "title": "177: Vrahram Kadkhodaian On The Importance Of Agility In Selling", "date": "2020-12-14", "slug": "177-vrahram-kadkhodaian-on-the-importance-of-agility-in-selling", "has_page": true, "image": null, "excerpt": "A sales enablement leader joins Make It Happen Mondays to break down five factors of agility, trust, empathy, adaptive planning, training, and collaboration, that help sales teams adapt to constant change.", "mins": null, "guest": "Vrahram Kadkhodaian", "url": "https://jbarrows.com/podcast/177-vrahram-kadkhodaian-on-the-importance-of-agility-in-selling" }, { "title": "176: Becc Holland On Personalization At Scale", "date": "2020-12-07", "slug": "176-becc-holland-on-personalization-at-scale", "has_page": true, "image": null, "excerpt": "A sales trainer joins John Barrows to unpack the real difference between relevance and personalization, how to structure outreach at volume, and where the SDR role is headed.", "mins": null, "guest": "Becc Holland", "url": "https://jbarrows.com/podcast/176-becc-holland-on-personalization-at-scale" }, { "title": "175: Sam Dunning On Selling Like A Marketer", "date": "2020-11-30", "slug": "175-sam-dunning-on-selling-like-a-marketer", "has_page": true, "image": null, "excerpt": "A WebChoice sales director joins John Barrows to explain why sales reps should think like marketers, building personal brand through content, podcasts and LinkedIn engagement instead of waiting on marketing leads.", "mins": null, "guest": "Sam Dunning", "url": "https://jbarrows.com/podcast/175-sam-dunning-on-selling-like-a-marketer" }, { "title": "174: Ryan Leavitt On The Entrepreneurship Path", "date": "2020-11-23", "slug": "174-ryan-leavitt-on-the-entrepreneurship-path", "has_page": true, "image": null, "excerpt": "A sales tech founder turned physical product entrepreneur joins Make It Happen Mondays to unpack risk taking, hiring, transparency and networking for anyone considering the leap into entrepreneurship.", "mins": null, "guest": "Ryan Leavitt", "url": "https://jbarrows.com/podcast/174-ryan-leavitt-on-the-entrepreneurship-path" }, { "title": "172: Dr. Diane Hamilton On The Importance Of Curiosity", "date": "2020-11-09", "slug": "172-dr-diane-hamilton-on-the-importance-of-curiosity", "has_page": true, "image": null, "excerpt": "A behavioral expert and curiosity researcher joins Make It Happen Mondays to unpack emotional intelligence, empathy, self-awareness, and the four hidden blockers that kill curiosity at work.", "mins": null, "guest": "Dr. Diane Hamilton", "url": "https://jbarrows.com/podcast/172-dr-diane-hamilton-on-the-importance-of-curiosity" }, { "title": "171: Scott Yorke On Positive Impact", "date": "2020-11-02", "slug": "171-scott-yorke-on-positive-impact", "has_page": true, "image": null, "excerpt": "A Proposify sales rep discusses staying positive through a tough quarter, using humor to build client trust, and connecting sales feedback to product teams on Make It Happen Mondays.", "mins": null, "guest": "Scott Yorke", "url": "https://jbarrows.com/podcast/171-scott-yorke-on-positive-impact" }, { "title": "170: Charlie Locke On Building SDR Nation", "date": "2020-10-26", "slug": "170-charlie-locke-on-building-sdr-nation", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how the SDR role has changed in 2020, the isolation of remote prospecting, and how a new coaching community aims to help SDRs build real sales careers.", "mins": null, "guest": "Charlie Locke", "url": "https://jbarrows.com/podcast/170-charlie-locke-on-building-sdr-nation" }, { "title": "169: Dr. Howard Dover On Sales Education Programs", "date": "2020-10-19", "slug": "169-dr-howard-dover-on-sales-education-programs", "has_page": true, "image": null, "excerpt": "A university sales program director joins Make It Happen Mondays to explain why sales lacks academic respect, how modern sales curricula are built, and what separates top performing sales graduates from the rest.", "mins": null, "guest": "Dr. Howard Dover", "url": "https://jbarrows.com/podcast/169-dr-howard-dover-on-sales-education-programs" }, { "title": "168: Kyle Racki On World-Class Proposals", "date": "2020-10-12", "slug": "168-kyle-racki-on-world-class-proposals", "has_page": true, "image": null, "excerpt": "The Proposify CEO joins Make It Happen Mondays to share data-backed insights on proposal design, pricing strategy, video, e-signatures, and RFPs that influence whether a deal closes.", "mins": null, "guest": "Kyle Racki", "url": "https://jbarrows.com/podcast/168-kyle-racki-on-world-class-proposals" }, { "title": "167: Logan Lyles On Podcast Prospecting", "date": "2020-10-05", "slug": "167-logan-lyles-on-podcast-prospecting", "has_page": true, "image": null, "excerpt": "A conversation on using podcast-style interviews as a prospecting strategy, covering higher reply rates, follow-up etiquette and building a personal brand through content.", "mins": null, "guest": "Logan Lyles", "url": "https://jbarrows.com/podcast/167-logan-lyles-on-podcast-prospecting" }, { "title": "166: Sarah Brazier On The SDR To AE Transition", "date": "2020-09-28", "slug": "166-sarah-brazier-on-the-sdr-to-ae-transition", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring one rep's path from acting and speech coaching to SDR and then account executive at Gong, with lessons on leadership, self-coaching and bridging discovery calls into effective demos.", "mins": null, "guest": "Sarah Brazier", "url": "https://jbarrows.com/podcast/166-sarah-brazier-on-the-sdr-to-ae-transition" }, { "title": "165: David Bloom On World Class Sales Enablement", "date": "2020-09-21", "slug": "165-david-bloom-on-world-class-sales-enablement", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays explores how sales enablement can be tied to measurable revenue outcomes, why manager buy-in matters, and how reps can take ownership of their own skill development.", "mins": null, "guest": "David Bloom", "url": "https://jbarrows.com/podcast/165-david-bloom-on-world-class-sales-enablement" }, { "title": "164: Jason Bay On Cold Calling Strategy", "date": "2020-09-14", "slug": "164-jason-bay-on-cold-calling-strategy", "has_page": true, "image": null, "excerpt": "A breakdown of Make It Happen Mondays episode 164, covering why cold calling still works, how to combine channels effectively, overcoming call reluctance, working with assistants, and structuring a permission-based opener.", "mins": null, "guest": "Jason Bay", "url": "https://jbarrows.com/podcast/164-jason-bay-on-cold-calling-strategy" }, { "title": "163: Daniel Frohnen On Account Based Marketing", "date": "2020-09-07", "slug": "163-daniel-frohnen-on-account-based-marketing", "has_page": true, "image": null, "excerpt": "A Sendoso CMO joins John Barrows to unpack real account-based marketing, why sales and marketing need shared goals, how direct mail fits in, and where SDRs add value now.", "mins": null, "guest": "Daniel Frohnen", "url": "https://jbarrows.com/podcast/163-daniel-frohnen-on-account-based-marketing" }, { "title": "162: Ashley Welch On Design Thinking", "date": "2020-08-31", "slug": "162-ashley-welch-on-design-thinking", "has_page": true, "image": null, "excerpt": "Somersault Innovation's co-founder joins Make It Happen Mondays to explain how design thinking sharpens sales discovery, why genuine curiosity beats scripted pitching, and how reps can research prospects to open better conversations.", "mins": null, "guest": "Ashley Welch", "url": "https://jbarrows.com/podcast/162-ashley-welch-on-design-thinking" }, { "title": "161: Colin Nanka On Resilience In Sales", "date": "2020-08-24", "slug": "161-colin-nanka-on-resilience-in-sales", "has_page": true, "image": null, "excerpt": "A Salesforce sales enablement leader joins Make It Happen Mondays to discuss resilience, daily mindset routines, gratitude practices and mentorship lessons drawn from ultramarathon running and a career setback in 2008.", "mins": null, "guest": "Colin Nanka", "url": "https://jbarrows.com/podcast/161-colin-nanka-on-resilience-in-sales" }, { "title": "160: Frank Dale On Deal Management", "date": "2020-08-17", "slug": "160-frank-dale-on-deal-management", "has_page": true, "image": null, "excerpt": "A SalesLoft VP of Product joins Make It Happen Mondays to discuss deal management, the founder journey behind a company acquired by SalesLoft, and how selling has shifted since COVID.", "mins": null, "guest": "Frank Dale", "url": "https://jbarrows.com/podcast/160-frank-dale-on-deal-management" }, { "title": "159: James Buckley Takes Over!", "date": "2020-08-10", "slug": "159-james-buckley-takes-over", "has_page": true, "image": null, "excerpt": "A guest-hosted episode of Make It Happen Mondays featuring two frontline sales reps sharing how video messaging, certification and mindset shifts helped them stand out in 2020.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/159-james-buckley-takes-over" }, { "title": "158: Tim Harsch On Timing & Relevance In Prospecting", "date": "2020-08-03", "slug": "158-tim-harsch-on-timing-relevance-in-prospecting", "has_page": true, "image": null, "excerpt": "A sales tech CEO joins John Barrows to unpack why timing and relevance beat generic personalization in prospecting, how to build business acumen faster, and how to use triggers to stand out.", "mins": null, "guest": "Tim Harsch", "url": "https://jbarrows.com/podcast/158-tim-harsch-on-timing-relevance-in-prospecting" }, { "title": "157: Jeff Hoffman On The Art Of Sales", "date": "2020-07-27", "slug": "157-jeff-hoffman-on-the-art-of-sales", "has_page": true, "image": null, "excerpt": "A repackaged webinar conversation explores the origin of the 'Why You, Why Now' sales technique, why authenticity beats scripted outreach, and how reps can build real curiosity and social value into prospecting.", "mins": null, "guest": "Jeff Hoffman", "url": "https://jbarrows.com/podcast/157-jeff-hoffman-on-the-art-of-sales" }, { "title": "156: Morgan J Ingram On Building A Sales Career", "date": "2020-07-20", "slug": "156-morgan-j-ingram-on-building-a-sales-career", "has_page": true, "image": null, "excerpt": "A Make It Happen Mondays episode on the lessons learned moving from SDR to SDR manager to full cycle sales trainer, covering empathy, direct communication, pricing confidence, and leading with integrity.", "mins": null, "guest": "Morgan J Ingram", "url": "https://jbarrows.com/podcast/156-morgan-j-ingram-on-building-a-sales-career" }, { "title": "155: Megan Holsinger On Nailing Customer Success", "date": "2020-07-13", "slug": "155-megan-holsinger-on-nailing-customer-success", "has_page": true, "image": null, "excerpt": "A customer success director joins Make It Happen Mondays to unpack why CS teams are being asked to sell, how to fix the sales-to-CS handoff, and how to run renewals and expansion conversations without the awkwardness.", "mins": null, "guest": "Megan Holsinger", "url": "https://jbarrows.com/podcast/155-megan-holsinger-on-nailing-customer-success" }, { "title": "154: Darryl Praill On Becoming A Master Of Follow-Up", "date": "2020-06-29", "slug": "154-darryl-praill-on-becoming-a-master-of-follow-up", "has_page": true, "image": null, "excerpt": "A breakdown of the Make It Happen Mondays conversation on sales cadences, lead scoring versus grading, personalization versus relevance, and how sales and marketing can actually work together.", "mins": null, "guest": "Darryl Praill", "url": "https://jbarrows.com/podcast/154-darryl-praill-on-becoming-a-master-of-follow-up" }, { "title": "153: Greg Segall On Prospecting Personalization", "date": "2020-06-22", "slug": "153-greg-segall-on-prospecting-personalization", "has_page": true, "image": null, "excerpt": "An episode summary of Make It Happen Mondays 153, covering how sales teams can replace fake personalization with genuine personal experience to build trust and close more deals.", "mins": null, "guest": "Greg Segall", "url": "https://jbarrows.com/podcast/153-greg-segall-on-prospecting-personalization" }, { "title": "152: Trish Bertuzzi On The Future Of SDR Teams", "date": "2020-06-15", "slug": "152-trish-bertuzzi-on-the-future-of-sdr-teams", "has_page": true, "image": null, "excerpt": "A conversation about why SDR teams were being cut, how to measure their real value, and what both leaders and reps should do to adapt sales development for a changed market.", "mins": null, "guest": "Trish Bertuzzi", "url": "https://jbarrows.com/podcast/152-trish-bertuzzi-on-the-future-of-sdr-teams" }, { "title": "151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter", "date": "2020-06-08", "slug": "151-open-honest-insights-on-the-last-90-days-as-a-ceo-of-a-high-growth-software-", "has_page": true, "image": null, "excerpt": "An open conversation about how the CEO of Sales Loft navigated the first 90 days of COVID-19 and nationwide protests, covering financial planning, transparent communication, and supporting employees through uncertainty.", "mins": null, "guest": "Kyle Porter", "url": "https://jbarrows.com/podcast/151-open-honest-insights-on-the-last-90-days-as-a-ceo-of-a-high-growth-software-" }, { "title": "150: The Anatomy Of A Great Prospecting Video With Tyler Lessard", "date": "2020-06-01", "slug": "150-the-anatomy-of-a-great-prospecting-video-with-tyler-lessard", "has_page": true, "image": null, "excerpt": "A Vidyard marketing leader joins Make It Happen Mondays to break down why video outperforms cold calls and email in prospecting, how to structure a short sales video, and where it fits in a sales cadence.", "mins": null, "guest": "Tyler Lessard", "url": "https://jbarrows.com/podcast/150-the-anatomy-of-a-great-prospecting-video-with-tyler-lessard" }, { "title": "149: Building An Industry Leading Personal Brand With Justin Welsh", "date": "2020-05-25", "slug": "149-building-an-industry-leading-personal-brand-with-justin-welsh", "has_page": true, "image": null, "excerpt": "A sales podcast episode exploring how to build an authentic personal brand, why documenting your journey beats corporate messaging, and how to decide what content to give away versus sell.", "mins": null, "guest": "Justin Welsh", "url": "https://jbarrows.com/podcast/149-building-an-industry-leading-personal-brand-with-justin-welsh" }, { "title": "148: When Prospects Say \"I Need To Think\" With Devin Reed", "date": "2020-05-18", "slug": "148-when-prospects-say-i-need-to-think-with-devin-reed", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays unpacks call recording data on the phrase 'I need to think about it,' covering win rates, sales cycle length, the upfront contract and how buying decisions are shifting.", "mins": null, "guest": "Devin Reed", "url": "https://jbarrows.com/podcast/148-when-prospects-say-i-need-to-think-with-devin-reed" }, { "title": "147: Addressing Layoffs In Sales With Amy Volas", "date": "2020-05-11", "slug": "147-addressing-layoffs-in-sales-with-amy-volas", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring the psychology of sales layoffs, how to reassess your values and strengths, and how to approach a job search and interview process like a sales cycle.", "mins": null, "guest": "Amy Volas", "url": "https://jbarrows.com/podcast/147-addressing-layoffs-in-sales-with-amy-volas" }, { "title": "146: Behind The Scenes of Searching For My Next Job With Ashleigh Early", "date": "2020-05-04", "slug": "146-behind-the-scenes-of-searching-for-my-next-job-with-ashleigh-early", "has_page": true, "image": null, "excerpt": "An inside sales leader recounts being laid off in December 2019 and building a consulting business within weeks, covering networking, values based career decisions, and managing the risks of self-employment.", "mins": null, "guest": "Ashleigh Early", "url": "https://jbarrows.com/podcast/146-behind-the-scenes-of-searching-for-my-next-job-with-ashleigh-early" }, { "title": "145: Learning & Continuous Development For Sales Reps With Melanie Fellay", "date": "2020-04-27", "slug": "145-learning-continuous-development-for-sales-reps-with-melanie-fellay", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how sales leaders can rebuild training and messaging during rapid change, and how reps can stay motivated and keep developing themselves.", "mins": null, "guest": "Melanie Fellay", "url": "https://jbarrows.com/podcast/145-learning-continuous-development-for-sales-reps-with-melanie-fellay" }, { "title": "144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley", "date": "2020-04-20", "slug": "144-how-covid-19-is-impacting-sales-reps-everyday-with-morgan-j-ingram-james-buc", "has_page": true, "image": null, "excerpt": "A candid look at how the early weeks of COVID-19 reshaped prospecting, forecasting, remote work and leadership communication for sales teams, with practical adjustments reps and leaders were making in real time.", "mins": null, "guest": "Morgan J Ingram, James Buckley", "url": "https://jbarrows.com/podcast/144-how-covid-19-is-impacting-sales-reps-everyday-with-morgan-j-ingram-james-buc" }, { "title": "143: Leading With Empathy During Times of Uncertainty With Ralph Barsi", "date": "2020-04-13", "slug": "143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi", "has_page": true, "image": null, "excerpt": "A sales leadership guest joins Make It Happen Mondays to discuss leading with empathy, adjusting prospecting during disruption, and keeping teams motivated and transparent through uncertain times.", "mins": null, "guest": "Ralph Barsi", "url": "https://jbarrows.com/podcast/143-leading-with-empathy-during-times-of-uncertainty-with-ralph-barsi" }, { "title": "142: What's Changed? With The JB Sales Executive Team", "date": "2020-04-06", "slug": "142-whats-changed-with-the-jb-sales-executive-team", "has_page": true, "image": null, "excerpt": "The JB Sales executive team joins Make It Happen Mondays to unpack how they rebuilt their business model, cash flow plan, and go to market approach during the early weeks of COVID-19 disruption.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/142-whats-changed-with-the-jb-sales-executive-team" }, { "title": "141: Getting Through This With Michael Sadeghpour", "date": "2020-03-30", "slug": "141-getting-through-this-with-michael-sadeghpour", "has_page": true, "image": null, "excerpt": "An unfiltered conversation about managing fear, uncertainty and lost business during a crisis, featuring practical techniques for controlling negative thinking, building routine and staying connected.", "mins": null, "guest": "Michael Sadeghpour", "url": "https://jbarrows.com/podcast/141-getting-through-this-with-michael-sadeghpour" }, { "title": "140: True Enterprise Selling With Ian Koniak", "date": "2020-03-23", "slug": "140-true-enterprise-selling-with-ian-koniak", "has_page": true, "image": null, "excerpt": "An enterprise sales leader with major closed deals shares how a shift from high volume selling to deep account research, trust building and finding real change agents transformed their results.", "mins": null, "guest": "Ian Koniak", "url": "https://jbarrows.com/podcast/140-true-enterprise-selling-with-ian-koniak" }, { "title": "139: What Great Prospecting Outreach Looks Like With Doug Landis", "date": "2020-03-16", "slug": "139-what-great-prospecting-outreach-looks-like-with-doug-landis", "has_page": true, "image": null, "excerpt": "John Barrows and a longtime sales enablement expert break down why personalization is overrated, how to research accounts for real relevance, and what it takes to build genuine business acumen in prospecting.", "mins": null, "guest": "Doug Landis", "url": "https://jbarrows.com/podcast/139-what-great-prospecting-outreach-looks-like-with-doug-landis" }, { "title": "138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi", "date": "2020-03-09", "slug": "138-how-sdrs-crush-quota-using-marketing-tactics-with-gaetano-di-nardi", "has_page": true, "image": null, "excerpt": "A demand generation leader joins Make It Happen Mondays to unpack how SDRs can borrow copywriting, branding, and content tactics from marketing to stand out, build trust, and win more meetings.", "mins": null, "guest": "Gaetano Di Nardi", "url": "https://jbarrows.com/podcast/138-how-sdrs-crush-quota-using-marketing-tactics-with-gaetano-di-nardi" }, { "title": "137: Making Prospecting A Math Game With Ryan Reisert", "date": "2020-03-02", "slug": "137-making-prospecting-a-math-game-with-ryan-reisert", "has_page": true, "image": null, "excerpt": "A sales leader with a background in ad tech and sales development joins John Barrows to unpack why prospecting works like a math equation, why cold call connect rates have dropped, and how business acumen and real conversation skill still decide who wins.", "mins": null, "guest": "Ryan Reisert", "url": "https://jbarrows.com/podcast/137-making-prospecting-a-math-game-with-ryan-reisert" }, { "title": "136: How SDRs Can Hit 225% of Quota With Armand Farrokh", "date": "2020-02-24", "slug": "136-how-sdrs-can-hit-225-of-quota-with-armand-farrokh", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how disciplined time management, batched prospecting and sharper cold call structure helped one sales leader dramatically boost SDR performance.", "mins": null, "guest": "Armand Farrokh", "url": "https://jbarrows.com/podcast/136-how-sdrs-can-hit-225-of-quota-with-armand-farrokh" }, { "title": "135: The Broken Prospecting & Sales Process With Jake Dunlap", "date": "2020-02-17", "slug": "135-the-broken-prospecting-sales-process-with-jake-dunlap", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring why traditional prospecting, sales metrics and rigid methodologies are breaking down, and how personal branding, quality conversations and buyer-centric selling are reshaping modern sales.", "mins": null, "guest": "Jake Dunlap", "url": "https://jbarrows.com/podcast/135-the-broken-prospecting-sales-process-with-jake-dunlap" }, { "title": "134: New Technology Powering Prospecting Teams With Shruti Kapoor", "date": "2020-02-10", "slug": "134-new-technology-powering-prospecting-teams-with-shruti-kapoor", "has_page": true, "image": null, "excerpt": "A conversation intelligence platform CEO joins Make It Happen Mondays to discuss just-in-time coaching, real-time sales call feedback, and where AI-assisted selling is headed next.", "mins": null, "guest": "Shruti Kapoor", "url": "https://jbarrows.com/podcast/134-new-technology-powering-prospecting-teams-with-shruti-kapoor" }, { "title": "133: Barriers To Successful Prospecting With Matt Green", "date": "2020-02-03", "slug": "133-barriers-to-successful-prospecting-with-matt-green", "has_page": true, "image": null, "excerpt": "An editorial breakdown of Make It Happen Mondays episode 133, covering why sales communities fail, how to add real value when prospecting, and where automation helps or hurts outreach.", "mins": null, "guest": "Matt Green", "url": "https://jbarrows.com/podcast/133-barriers-to-successful-prospecting-with-matt-green" }, { "title": "132: The Art of Closing A Deal With Danny Read", "date": "2020-01-27", "slug": "132-the-art-of-closing-a-deal-with-danny-read", "has_page": true, "image": null, "excerpt": "A G2 account executive walks through the award-winning deal that revived a lost opportunity, covering re-engagement, sophisticated buyers, teamwork and closing without last minute concessions.", "mins": null, "guest": "Danny Read", "url": "https://jbarrows.com/podcast/132-the-art-of-closing-a-deal-with-danny-read" }, { "title": "131: Using Personality Types In Sales With Drew D'Agostino", "date": "2020-01-20", "slug": "131-using-personality-types-in-sales-with-drew-dagostino", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays explores how sales reps can use personality data and the DISC framework to read prospects, adapt communication styles, and run more effective meetings with mixed personality types in the room.", "mins": null, "guest": "Drew D'Agostino", "url": "https://jbarrows.com/podcast/131-using-personality-types-in-sales-with-drew-dagostino" }, { "title": "130: What World Class Sales Coaching Looks Like With Dave Kennett", "date": "2020-01-13", "slug": "130-what-world-class-sales-coaching-looks-like-with-dave-kennett", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring what great sales coaching actually looks like, with practical fixes for discovery calls, demos, and presentations.", "mins": null, "guest": "Dave Kennett", "url": "https://jbarrows.com/podcast/130-what-world-class-sales-coaching-looks-like-with-dave-kennett" }, { "title": "129: Trademarks of Top Sales Reps With Tom Williams", "date": "2020-01-06", "slug": "129-trademarks-of-top-sales-reps-with-tom-williams", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how top performing sales reps build trust, disqualify faster, align on buyer priorities, and use mutual action plans to close deals without relying on discounts.", "mins": null, "guest": "Tom Williams", "url": "https://jbarrows.com/podcast/129-trademarks-of-top-sales-reps-with-tom-williams" }, { "title": "128: Decision Makers & Champions with Geoff Surkamer", "date": "2019-12-16", "slug": "128-decision-makers-champions-with-geoff-surkamer", "has_page": true, "image": null, "excerpt": "An enterprise sales and CRO conversation on why single-threaded deals fail, how to expand stakeholder relationships, and the real difference between a champion, a coach, and a chief revenue officer.", "mins": null, "guest": "Geoff Surkamer", "url": "https://jbarrows.com/podcast/128-decision-makers-champions-with-geoff-surkamer" }, { "title": "127: Sales Careers & Values with Dave Crow", "date": "2019-12-09", "slug": "127-sales-careers-values-with-dave-crow", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how career decisions, company culture and genuine belief in a product shape long term success in sales.", "mins": null, "guest": "Dave Crow", "url": "https://jbarrows.com/podcast/127-sales-careers-values-with-dave-crow" }, { "title": "126: Bridging The Sales & Marketing Divide with Dialpad", "date": "2019-12-02", "slug": "126-bridging-the-sales-marketing-divide-with-dialpad", "has_page": true, "image": null, "excerpt": "Dialpad's Chief Strategy Officer and CMO join Make It Happen Mondays to unpack why sales and marketing teams clash and share practical steps for closing the gap, from lead qualification to messaging and ABM.", "mins": null, "guest": "Dialpad", "url": "https://jbarrows.com/podcast/126-bridging-the-sales-marketing-divide-with-dialpad" }, { "title": "125: Setting Yourself Up for Sales Success with Jordan Arogeti", "date": "2019-11-25", "slug": "125-setting-yourself-up-for-sales-success-with-jordan-arogeti", "has_page": true, "image": null, "excerpt": "A SalesLoft top performer joins Make It Happen Mondays to discuss work-life integration, aligning career choices with personal values, supportive company culture, and leading with empathy instead of snap judgments.", "mins": null, "guest": "Jordan Arogeti", "url": "https://jbarrows.com/podcast/125-setting-yourself-up-for-sales-success-with-jordan-arogeti" }, { "title": "124: Motivation, Goals & Ambition With Scott Leese", "date": "2019-11-18", "slug": "124-motivation-goals-ambition-with-scott-leese", "has_page": true, "image": null, "excerpt": "A sales leader and consultant shares how surviving a health crisis shaped his approach to goal setting, risk taking, and the decision to leave a stable role to build his own consulting business.", "mins": null, "guest": "Scott Leese", "url": "https://jbarrows.com/podcast/124-motivation-goals-ambition-with-scott-leese" }, { "title": "123: Finding Your Sweet Spot in a Sales Career with Amy Volas", "date": "2019-11-11", "slug": "123-finding-your-sweet-spot-in-a-sales-career-with-amy-volas", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how sales professionals can build self-awareness, define real values, and use a personal scorecard to find genuine fit in their careers.", "mins": null, "guest": "Amy Volas", "url": "https://jbarrows.com/podcast/123-finding-your-sweet-spot-in-a-sales-career-with-amy-volas" }, { "title": "122: The Difference Between Men & Women In Sales with Cynthia Barnes", "date": "2019-11-04", "slug": "122-the-difference-between-men-women-in-sales-with-cynthia-barnes", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how sales training, negotiation, branding and mentorship differ for men and women, plus tips on authenticity and managing stress in sales.", "mins": null, "guest": "Cynthia Barnes", "url": "https://jbarrows.com/podcast/122-the-difference-between-men-women-in-sales-with-cynthia-barnes" }, { "title": "121: Using Sales Content In Meetings With Doug Winter", "date": "2019-10-28", "slug": "121-using-sales-content-in-meetings-with-doug-winter", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how sales teams can personalize content for meetings, structure presentations for impact, and measure whether their content is actually influencing deals.", "mins": null, "guest": "Doug Winter", "url": "https://jbarrows.com/podcast/121-using-sales-content-in-meetings-with-doug-winter" }, { "title": "120: Future Proofing Your Sales Career With Anita Nielsen", "date": "2019-10-21", "slug": "120-future-proofing-your-sales-career-with-anita-nielsen", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays looks at how sales professionals can future-proof their careers by using empathy, genuine personalization, and sharper questioning to stand apart from automation and bots.", "mins": null, "guest": "Anita Nielsen", "url": "https://jbarrows.com/podcast/120-future-proofing-your-sales-career-with-anita-nielsen" }, { "title": "119: The Beginning of a Sales Career With Lauren Bailey", "date": "2019-10-14", "slug": "119-the-beginning-of-a-sales-career-with-lauren-bailey", "has_page": true, "image": null, "excerpt": "An editorial breakdown of Make It Happen Mondays episode 119, covering why sales methodologies get overrated, why women are underrepresented in sales leadership, and how new managers can build structure without formal training.", "mins": null, "guest": "Lauren Bailey", "url": "https://jbarrows.com/podcast/119-the-beginning-of-a-sales-career-with-lauren-bailey" }, { "title": "118: The Age of Product-Led Sales with Evan Lewis", "date": "2019-10-07", "slug": "118-the-age-of-product-led-sales-with-evan-lewis", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring product-led growth, the blending of sales and customer success, and how founders should sequence sales hiring as their company scales.", "mins": null, "guest": "Evan Lewis", "url": "https://jbarrows.com/podcast/118-the-age-of-product-led-sales-with-evan-lewis" }, { "title": "117: Leading A Growing Company With Suneera Madhani", "date": "2019-09-30", "slug": "117-leading-a-growing-company-with-suneera-madhani", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays covering how a payments startup CEO built a subscription-based processing company from scratch, scaled its culture, approached diversity in hiring, and balances leading a fast-growing business with being a parent.", "mins": null, "guest": "Suneera Madhani", "url": "https://jbarrows.com/podcast/117-leading-a-growing-company-with-suneera-madhani" }, { "title": "116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea", "date": "2019-09-23", "slug": "116-sales-lessons-from-coaching-the-yankees-with-coach-dana-cavalea", "has_page": true, "image": null, "excerpt": "A former Yankees strength and conditioning coach turned executive coach breaks down what separates elite performers in sports and business, from mission setting and routines to handling slumps and building confidence.", "mins": null, "guest": "Coach Dana Cavalea", "url": "https://jbarrows.com/podcast/116-sales-lessons-from-coaching-the-yankees-with-coach-dana-cavalea" }, { "title": "115: Under The Skin of Successful Salespeople With Mary Grothe", "date": "2019-09-16", "slug": "115-under-the-skin-of-successful-salespeople-with-mary-grothe", "has_page": true, "image": null, "excerpt": "A conversation on behavioral quotient, hiring for drive, and building a sales culture that fosters accountability, ownership, and performance.", "mins": null, "guest": "Mary Grothe", "url": "https://jbarrows.com/podcast/115-under-the-skin-of-successful-salespeople-with-mary-grothe" }, { "title": "114: Taking Charge of Your Sales Career With Sydney Sloan", "date": "2019-09-09", "slug": "114-taking-charge-of-your-sales-career-with-sydney-sloan", "has_page": true, "image": null, "excerpt": "A SalesLoft marketing executive joins John Barrows to break down the four stages of career growth in sales and marketing, from individual contributor to executive leadership.", "mins": null, "guest": "Sydney Sloan", "url": "https://jbarrows.com/podcast/114-taking-charge-of-your-sales-career-with-sydney-sloan" }, { "title": "113: The Inside View at High Growth Companies", "date": "2019-09-02", "slug": "113-the-inside-view-at-high-growth-companies", "has_page": true, "image": null, "excerpt": "Two Looker sales leaders share how they scaled their teams through years of rapid growth, hired for passion, aligned sales and engineering, and prepared for the Google acquisition.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/113-the-inside-view-at-high-growth-companies" }, { "title": "112: Transparency in Sales with Todd Caponi", "date": "2019-08-26", "slug": "112-transparency-in-sales-with-todd-caponi", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring why transparency and owning flaws, rather than projecting perfection, builds trust, speeds up sales cycles and improves negotiation outcomes.", "mins": null, "guest": "Todd Caponi", "url": "https://jbarrows.com/podcast/112-transparency-in-sales-with-todd-caponi" }, { "title": "111: Supporting Women In Sales with Natalie Severino", "date": "2019-08-16", "slug": "111-supporting-women-in-sales-with-natalie-severino", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring the challenges women face in sales careers, unconscious bias in sales culture, and how men and leaders can become better allies.", "mins": null, "guest": "Natalie Severino", "url": "https://jbarrows.com/podcast/111-supporting-women-in-sales-with-natalie-severino" }, { "title": "110: The Changing Role of SDRs in Sales With Amir Reiter", "date": "2019-08-09", "slug": "110-the-changing-role-of-sdrs-in-sales-with-amir-reiter", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how the SDR role is shifting, why lead handoffs break down, and how outsourcing and technology are reshaping outbound sales.", "mins": null, "guest": "Amir Reiter", "url": "https://jbarrows.com/podcast/110-the-changing-role-of-sdrs-in-sales-with-amir-reiter" }, { "title": "109: Building A Winning Sales Mentality & Growing With Sean Sheppard", "date": "2019-08-05", "slug": "109-building-a-winning-sales-mentality-growing-with-sean-sheppard", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring why sales deserves respect as a profession, how to build a growth mindset, hack your career with funnel thinking, and use empathy to defuse conflict.", "mins": null, "guest": "Sean Sheppard", "url": "https://jbarrows.com/podcast/109-building-a-winning-sales-mentality-growing-with-sean-sheppard" }, { "title": "108: James 'Say What Sales' Buckley", "date": "2019-07-29", "slug": "108-james-say-what-sales-buckley", "has_page": true, "image": null, "excerpt": "A returning guest known for his sales focused personal brand joins John Barrows to discuss recovery, mental health in sales, a simplified universal sales cycle, and how reps and companies can navigate building an individual brand inside an organization.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/108-james-say-what-sales-buckley" }, { "title": "107: Katy Tynan - Talent and Engagement Consultant", "date": "2019-07-22", "slug": "107-katy-tynan---talent-and-engagement-consultant", "has_page": true, "image": null, "excerpt": "A talent and engagement consultant joins Make It Happen Mondays to discuss career planning, self-directed learning, patience in early sales roles and how leaders build real buy-in from their teams.", "mins": null, "guest": "Katy Tynan", "url": "https://jbarrows.com/podcast/107-katy-tynan---talent-and-engagement-consultant" }, { "title": "106: Sam Jacobs - Founder of Revenue Collective", "date": "2019-07-15", "slug": "106-sam-jacobs---founder-of-revenue-collective", "has_page": true, "image": null, "excerpt": "A Make It Happen Mondays episode unpacking why startup executives churn so fast, the truth about equity payouts, and how sales reps should approach newly hired leaders.", "mins": null, "guest": "Sam Jacobs", "url": "https://jbarrows.com/podcast/106-sam-jacobs---founder-of-revenue-collective" }, { "title": "105: Shawn Finder Autoklose", "date": "2019-07-08", "slug": "105-shawn-finder-autoklose", "has_page": true, "image": null, "excerpt": "An Autoklose executive joins Make It Happen Mondays to break down how sales teams overuse automation, the right number of outreach touches, and why persona-driven messaging can rival deep personalization.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/105-shawn-finder-autoklose" }, { "title": "104: Josh Braun Founder of Sales DNA", "date": "2019-07-01", "slug": "104-josh-braun-founder-of-sales-dna", "has_page": true, "image": null, "excerpt": "A sales trainer joins John Barrows to unpack why salespeople go on autopilot, why hyped-up messaging fails, and how genuine curiosity and honesty build trust with prospects.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/104-josh-braun-founder-of-sales-dna" }, { "title": "103: Kasey Jones - Marketing and Sales", "date": "2019-06-24", "slug": "103-kasey-jones---marketing-and-sales", "has_page": true, "image": null, "excerpt": "A demand generation marketing leader with a sales background joins Make It Happen Mondays to discuss how startups should balance sales and marketing investment, build better feedback loops, and use personal branding to stand out.", "mins": null, "guest": "Kasey Jones", "url": "https://jbarrows.com/podcast/103-kasey-jones---marketing-and-sales" }, { "title": "102: Events with Brian Ludwig SVP at CVENT", "date": "2019-06-17", "slug": "102-events-with-brian-ludwig-svp-at-cvent", "has_page": true, "image": null, "excerpt": "A Cvent sales executive joins Make It Happen Mondays to break down how to prove event ROI, execute better at trade shows, speed up lead follow-up, and build long-term sales urgency and pricing strategy.", "mins": null, "guest": "Brian Ludwig SVP", "url": "https://jbarrows.com/podcast/102-events-with-brian-ludwig-svp-at-cvent" }, { "title": "101: SalesLoft's VP of Sales Enablement Shawn Fowler", "date": "2019-06-10", "slug": "101-saleslofts-vp-of-sales-enablement-shawn-fowler", "has_page": true, "image": null, "excerpt": "SalesLoft's VP of Sales Enablement joins Make It Happen Mondays to unpack why academic training methods fail in sales, how to hire for curiosity and resilience, and how intentional practice and customer belief accelerate rep success.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/101-saleslofts-vp-of-sales-enablement-shawn-fowler" }, { "title": "100: Jeff Hoffman, Friend, Mentor, Founder of Hoffman", "date": "2019-06-03", "slug": "100-jeff-hoffman-friend-mentor-founder-of-hoffman", "has_page": true, "image": null, "excerpt": "In this milestone 100th episode, John Barrows sits down with a longtime friend, former boss and sales training founder to discuss deliberate practice, coaching versus mentorship, social value and how sales roles have evolved with technology.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/100-jeff-hoffman-friend-mentor-founder-of-hoffman" }, { "title": "Encore: Cold Calling Phone and Voicemail Strategies", "date": "2019-05-27", "slug": "encore-cold-calling-phone-and-voicemail-strategies", "has_page": true, "image": null, "excerpt": "An encore Make It Happen Mondays episode breaking down why phone still matters in sales, how communication styles affect response rates, and practical tactics for cold calls and voicemails.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/encore-cold-calling-phone-and-voicemail-strategies" }, { "title": "99: Keenan - Gap Selling", "date": "2019-05-20", "slug": "99-keenan---gap-selling", "has_page": true, "image": null, "excerpt": "A breakdown of the Gap Selling approach, covering why pain isn't the problem, how to question executives without wasting their time, and how to quantify impact to build real urgency.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/99-keenan---gap-selling" }, { "title": "98 - Tim Bertrand Chief Sales Officer", "date": "2019-05-13", "slug": "98---tim-bertrand-chief-sales-officer", "has_page": true, "image": null, "excerpt": "A chief sales officer joins Make It Happen Mondays to unpack a decade of enterprise sales growth, covering team segmentation, self-generated pipeline, activity metrics and how to evaluate your next career move.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/98---tim-bertrand-chief-sales-officer" }, { "title": "97: Chris Voss - Negotiations and Tactical Empathy", "date": "2019-05-06", "slug": "97-chris-voss---negotiations-and-tactical-empathy", "has_page": true, "image": null, "excerpt": "A negotiation expert and author of Never Split the Difference joins Make It Happen Mondays to explain tactical empathy, loss aversion, calibrated questions and why win-win thinking can backfire in sales.", "mins": null, "guest": "Chris Voss", "url": "https://jbarrows.com/podcast/97-chris-voss---negotiations-and-tactical-empathy" }, { "title": "96: Sales Coaching with Rob Jeppsen CEO/Cofounder at Xvoyant", "date": "2019-04-29", "slug": "96-sales-coaching-with-rob-jeppsen-ceocofounder-at-xvoyant", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays breaking down why most sales coaching fails, how to build a structured coaching process, and how to develop reps at every performance level.", "mins": null, "guest": "Rob Jeppsen CEO", "url": "https://jbarrows.com/podcast/96-sales-coaching-with-rob-jeppsen-ceocofounder-at-xvoyant" }, { "title": "95: Account Based Marketing and Sales Marketing Alignment with Latane Conant CMO at 6sense", "date": "2019-04-22", "slug": "95-account-based-marketing-and-sales-marketing-alignment-with-latane-conant-cmo-", "has_page": true, "image": null, "excerpt": "6sense's CMO joins John Barrows to debate whether account based marketing really works, covering AI-driven buyer intent, anonymous research, and how sales and marketing can actually align.", "mins": null, "guest": "Latane Conant CMO", "url": "https://jbarrows.com/podcast/95-account-based-marketing-and-sales-marketing-alignment-with-latane-conant-cmo-" }, { "title": "94: Scott Crawford - Coaching and Scaling", "date": "2019-04-15", "slug": "94-scott-crawford---coaching-and-scaling", "has_page": true, "image": null, "excerpt": "An experienced tech sales consultant explains how to scale a sales team quickly and cheaply, why top reps rarely make good managers, and how peer led coaching and split testing build a lasting sales culture.", "mins": null, "guest": "Scott Crawford", "url": "https://jbarrows.com/podcast/94-scott-crawford---coaching-and-scaling" }, { "title": "93: Sandler Sales Training CEO Dave Mattson", "date": "2019-04-08", "slug": "93-sandler-sales-training-ceo-dave-mattson", "has_page": true, "image": null, "excerpt": "A veteran sales training CEO joins Make It Happen Mondays to unpack competing with authenticity, mastering the upfront contract, running an effective pain funnel and building sales confidence through deliberate practice.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/93-sandler-sales-training-ceo-dave-mattson" }, { "title": "93: Josh Guttman - Prospecting to a new VP", "date": "2019-04-01", "slug": "93-josh-guttman---prospecting-to-a-new-vp", "has_page": true, "image": null, "excerpt": "A former SDR turned regional VP shares how his view of prospecting changed once he became the person being prospected to, and why authenticity and values now matter more than trigger-based outreach.", "mins": null, "guest": "Josh Guttman", "url": "https://jbarrows.com/podcast/93-josh-guttman---prospecting-to-a-new-vp" }, { "title": "92: David Bloom - Level Jump", "date": "2019-03-25", "slug": "92-david-bloom---level-jump", "has_page": true, "image": null, "excerpt": "A sales enablement founder joins Make It Happen Mondays to unpack why rushing reps through onboarding backfires, how ramp time affects rep profitability, and what the best sales teams do differently in the first weeks of a new hire's job.", "mins": null, "guest": "David Bloom", "url": "https://jbarrows.com/podcast/92-david-bloom---level-jump" }, { "title": "91: Jake Dunlap CEO of Skaled - LinkedIn and Personal Branding", "date": "2019-03-18", "slug": "91-jake-dunlap-ceo-of-skaled---linkedin-and-personal-branding", "has_page": true, "image": null, "excerpt": "A conversation on Make It Happen Mondays about using LinkedIn and Instagram to build a personal brand, covering posting strategy, engagement tactics, timing, and how to fix a sales profile that reads like a resume.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/91-jake-dunlap-ceo-of-skaled---linkedin-and-personal-branding" }, { "title": "90: Buyer Intent Data - Ed Marsh", "date": "2019-03-11", "slug": "90-buyer-intent-data---ed-marsh", "has_page": true, "image": null, "excerpt": "A breakdown of how B2B sales and marketing teams can use first, second and third party buyer intent data to prioritize accounts, personalize outreach and spot buying signals without being creepy.", "mins": null, "guest": "Buyer Intent Data", "url": "https://jbarrows.com/podcast/90-buyer-intent-data---ed-marsh" }, { "title": "89: Jason Bay CoFounder and CRO Blissful Prospecting", "date": "2019-03-04", "slug": "89-jason-bay-cofounder-and-cro-blissful-prospecting", "has_page": true, "image": null, "excerpt": "A cofounder of a prospecting company joins Make It Happen Mondays to unpack how to test cold outreach, balance personalization with scale, use video effectively, and bring empathy into prospecting.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/89-jason-bay-cofounder-and-cro-blissful-prospecting" }, { "title": "88: Kyle Porter SalesLoft CEO", "date": "2019-02-25", "slug": "88-kyle-porter-salesloft-ceo", "has_page": true, "image": null, "excerpt": "A conversation with SalesLoft's CEO and co-founder about the company's origin, its values-driven culture, the future of sales engagement technology and the evolving role of the SDR.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/88-kyle-porter-salesloft-ceo" }, { "title": "87: Perception vs Reality with Melanie Fellay CEO Spekit", "date": "2019-02-18", "slug": "87-perception-vs-reality-with-melanie-fellay-ceo-spekit", "has_page": true, "image": null, "excerpt": "A startup CEO shares how early sales mistakes, a shift toward authenticity, and deliberate study of the craft changed her approach to selling and leading a team.", "mins": null, "guest": "Melanie Fellay CEO", "url": "https://jbarrows.com/podcast/87-perception-vs-reality-with-melanie-fellay-ceo-spekit" }, { "title": "86: Henry Schuck Discover Org", "date": "2019-02-11", "slug": "86-henry-schuck-discover-org", "has_page": true, "image": null, "excerpt": "A sales intelligence company CEO explains how to time sales outreach around mergers and acquisitions, what signals predict a deal before it's announced, and how to merge company cultures with transparency after an acquisition.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/86-henry-schuck-discover-org" }, { "title": "85: Charles Muhlbauer - Discovery Calls", "date": "2019-02-04", "slug": "85-charles-muhlbauer---discovery-calls", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays on why discovery calls make or break a sale, featuring a guest who coaches reps on curiosity, qualification, urgency and disqualifying bad-fit prospects.", "mins": null, "guest": "Charles Muhlbauer", "url": "https://jbarrows.com/podcast/85-charles-muhlbauer---discovery-calls" }, { "title": "84: Switching Careers Into Sales - ChrissiBeck", "date": "2019-01-28", "slug": "84-switching-careers-into-sales---chrissibeck", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring how a former hazmat chemist and yacht chef broke into software sales, went from LDR to ISR in months, and navigated mentorship and workplace challenges along the way.", "mins": null, "guest": "Switching Careers Into Sales", "url": "https://jbarrows.com/podcast/84-switching-careers-into-sales---chrissibeck" }, { "title": "83: Steve Richard - Founder of Execvision", "date": "2019-01-21", "slug": "83-steve-richard---founder-of-execvision", "has_page": true, "image": null, "excerpt": "A conversation intelligence platform founder joins Make It Happen Mondays to explain why sales training fails to stick, how the forgetting curve works, and how to build lasting behavior change through coaching and repetition.", "mins": null, "guest": "Steve Richard", "url": "https://jbarrows.com/podcast/83-steve-richard---founder-of-execvision" }, { "title": "82: Sales Coaching - Tom Lavery", "date": "2019-01-14", "slug": "82-sales-coaching---tom-lavery", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays exploring modern sales coaching, from peer to peer feedback and self-coaching with call recordings to live coaching without breaking a rep's flow.", "mins": null, "guest": "Sales Coaching", "url": "https://jbarrows.com/podcast/82-sales-coaching---tom-lavery" }, { "title": "81: Active Listening with Oscar Trimboli", "date": "2019-01-07", "slug": "81-active-listening-with-oscar-trimboli", "has_page": true, "image": null, "excerpt": "An episode of Make It Happen Mondays on why active listening fails in sales, the gap between speaking and thinking speed, and practical techniques like high yield questions and box breathing to listen beyond the words.", "mins": null, "guest": "Oscar Trimboli", "url": "https://jbarrows.com/podcast/81-active-listening-with-oscar-trimboli" }, { "title": "Encore: Negotiations with Mark Raffan", "date": "2018-12-24", "slug": "encore-negotiations-with-mark-raffan", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Mark Raffan", "url": null }, { "title": "Encore: Sales Leadership with Rob Jeppsen", "date": "2018-12-17", "slug": "encore-sales-leadership-with-rob-jeppsen", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Rob Jeppsen", "url": null }, { "title": "Encore: Sales Development Podcast with David Dulaney", "date": "2018-12-10", "slug": "encore-sales-development-podcast-with-david", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "David Dulaney", "url": null }, { "title": "Morgan Takes Over", "date": "2018-12-03", "slug": "morgan-takes-over", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: Questioning Skills", "date": "2018-11-26", "slug": "encore-questioning-skills", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "80: Jon Ferrara Founder Nimble CRM", "date": "2018-11-19", "slug": "80-jon-ferrara-founder-nimble-crm", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "79: Secrets of the Top 1% of Sales Reps - Scott Ingram", "date": "2018-11-12", "slug": "79-secrets-of-the-top-1-of-sales-reps-scott", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "78: Mental Health and Self Care with Tim Clarke", "date": "2018-11-05", "slug": "78-mental-health-and-self-care-with-tim-clar", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Tim Clarke", "url": null }, { "title": "77: Reggie Nelson", "date": "2018-10-29", "slug": "77-reggie-nelson", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "76: Morals and Ethics in Sales, with Customers, and Business", "date": "2018-10-22", "slug": "76-morals-and-ethics-in-sales-with-customers", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "75: Sales Training with David Priemer", "date": "2018-10-15", "slug": "75-sales-training-with-david-priemer", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "David Priemer", "url": null }, { "title": "We Need To Talk - Webinar Audio", "date": "2018-10-12", "slug": "we-need-to-talk-webinar-audio", "has_page": true, "image": null, "excerpt": "A panel webinar on Make It Happen Mondays tackles bro culture in sales, gender double standards, hiring and promotion gaps, and how to speak up about uncomfortable workplace behavior.", "mins": null, "guest": "We Need To Talk", "url": "https://jbarrows.com/podcast/we-need-to-talk-webinar-audio" }, { "title": "74: If You're a Sales Person, We're the Same Person - James Buckley", "date": "2018-10-08", "slug": "74-if-you-re-a-sales-person-we-re-the-same-p", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "73: John Barrows is interviewed by Richard Harris", "date": "2018-10-01", "slug": "73-john-barrows-is-interviewed-by-richard-ha", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "72: Sales Development with Damien DeHart", "date": "2018-09-24", "slug": "72-sales-development-with-damien-dehart", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Damien DeHart", "url": null }, { "title": "71: Negotiations and Procurement with Mark Raffan the Negotiations Ninja", "date": "2018-09-17", "slug": "71-negotiations-and-procurement-with-mark-ra", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "70: Jasmine Star", "date": "2018-09-10", "slug": "70-jasmine-star", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: Always Be Closing?", "date": "2018-09-04", "slug": "encore-always-be-closing", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "69: Side Hustles with Lucas Walker", "date": "2018-08-27", "slug": "69-side-hustles-with-lucas-walker", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Lucas Walker", "url": null }, { "title": "Friday Happy Hour 8/23", "date": "2018-08-24", "slug": "friday-happy-hour-8-23", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "67: Networking and Events", "date": "2018-08-21", "slug": "67-networking-and-events", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Friday Happy Hour 8/17", "date": "2018-08-17", "slug": "friday-happy-hour-8-17", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "66: Hope is Not a Strategy and Sales Enablement with Roderick Jefferson", "date": "2018-08-13", "slug": "66-hope-is-not-a-strategy-and-sales-enableme", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Roderick Jefferson", "url": null }, { "title": "Friday Happy Hour - 8/10", "date": "2018-08-10", "slug": "friday-happy-hour-8-10", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Friday Happy Hour", "url": null }, { "title": "65: Scott Leese - Starting Your Career Later", "date": "2018-08-06", "slug": "65-scott-leese-starting-your-career-later", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Scott Leese", "url": null }, { "title": "64: Owning Your Career with Christopher Fago", "date": "2018-07-30", "slug": "64-owning-your-career-with-christopher-fago", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Christopher Fago", "url": null }, { "title": "63: Chris Orlob from Gong.io", "date": "2018-07-23", "slug": "63-chris-orlob-from-gong-io", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Friday Happy Hour Mashup", "date": "2018-07-16", "slug": "friday-happy-hour-mashup", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "62: Armen Zildjian from Drift", "date": "2018-07-09", "slug": "62-armen-zildjian-from-drift", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "61: Maximizing a Slow Week", "date": "2018-07-02", "slug": "61-maximizing-a-slow-week", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "60: Social Selling with Olivia Bodnar RingDNA", "date": "2018-06-25", "slug": "60-social-selling-with-olivia-bodnar-ringdna", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Olivia Bodnar RingDNA", "url": null }, { "title": "59: Kevin Dorsey and Humanizing Sales", "date": "2018-06-18", "slug": "59-kevin-dorsey-and-humanizing-sales", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "58: John and Morgan talk about Preparation and Execution", "date": "2018-06-11", "slug": "58-john-and-morgan-talk-about-preparation-an", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "57: Cold Calling with Chris Orlob from Gong", "date": "2018-06-04", "slug": "57-cold-calling-with-chris-orlob-from-gong", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Chris Orlob from Gong", "url": null }, { "title": "Friday Happy Hour Mashup", "date": "2018-05-28", "slug": "friday-happy-hour-mashup-3", "has_page": true, "image": null, "excerpt": "A compilation of top moments from the Make It Happen Monday Friday happy hour, covering sales persistence, follow-up after no-shows, ROI and price objections, job offer decisions, voicemail strategy and reviving a burned territory.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/friday-happy-hour-mashup-3" }, { "title": "56: Bill Hart - Discipline, Training, and Practice", "date": "2018-05-21", "slug": "56-bill-hart-discipline-training-and-practic", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Bill Hart", "url": null }, { "title": "55: Pricing with Patrick Campbell of Profitwell (Price Intelligently)", "date": "2018-05-14", "slug": "55-pricing-with-patrick-campbell-of-profitwe", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Patrick Campbell of Profitwell", "url": null }, { "title": "54: Make It Happen", "date": "2018-05-07", "slug": "54-make-it-happen", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "53: Steve Woods And Staying Top Of Mind Without Being Annoying", "date": "2018-04-30", "slug": "53-steve-woods-and-staying-top-of-mind-witho", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "52: What Happens After An Acquisition", "date": "2018-04-23", "slug": "52-what-happens-after-an-acquisition", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "51: NEAT Selling with Richard Harris", "date": "2018-04-16", "slug": "51-neat-selling-with-richard-harris", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Richard Harris", "url": null }, { "title": "50: Owning Your Career Path With Chris Pepin", "date": "2018-04-09", "slug": "50-owning-your-career-path-with-chris-pepin", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Chris Pepin", "url": null }, { "title": "49: Getting Your First 10 Clients", "date": "2018-04-02", "slug": "49-getting-your-first-10-clients", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "48: Just In Time Learning With Jake Miller From Allego", "date": "2018-03-26", "slug": "48-just-in-time-learning-with-jake-miller-fr", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Jake Miller From Allego", "url": null }, { "title": "47: Objection Handling With David Priemer", "date": "2018-03-19", "slug": "47-objection-handling-with-david-priemer", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "David Priemer", "url": null }, { "title": "Encore - Kevin Micalizzi from Quotable", "date": "2018-03-05", "slug": "encore-kevin-micalizzi-from-quotable", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "46: Sales Evolution And Execution", "date": "2018-02-26", "slug": "46-sales-evolution-and-execution", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "44: Personal Branding and Social Etiquette with Morgan", "date": "2018-02-19", "slug": "44-personal-branding-and-social-etiquette-wi", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "43: Customer Success And Sales with Emmanuelle Skala", "date": "2018-02-12", "slug": "43-customer-success-and-sales-with-emmanuell", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Emmanuelle Skala", "url": null }, { "title": "Encore: Interview with Jorge Soto of Firstcut", "date": "2018-02-09", "slug": "encore-interview-with-jorge-soto-of-firstcut", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Jorge Soto of Firstcut", "url": null }, { "title": "42: Learning from Your Losses", "date": "2018-02-05", "slug": "42-learning-from-your-losses", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "41: Doug Landis Talking about Sales Leadership", "date": "2018-01-29", "slug": "41-doug-landis-talking-about-sales-leadershi", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "40: Modern Buying With Dave Gerhardt From Drift", "date": "2018-01-22", "slug": "40-modern-buying-with-dave-gerhardt-from-dri", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Dave Gerhardt From Drift", "url": null }, { "title": "39: Feeling Overwhelmed and Getting Out of a Negative Tailspin", "date": "2018-01-15", "slug": "39-feeling-overwhelmed-and-getting-out-of-a", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "38: Trends we're following.", "date": "2018-01-08", "slug": "38-trends-we-re-following", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: Design Thinking with Ashley Welch", "date": "2018-01-02", "slug": "encore-design-thinking-with-ashley-welch", "has_page": true, "image": null, "excerpt": "An encore episode of Make It Happen Mondays looks at how design thinking principles like empathy and customer centricity can reshape the way sales reps approach accounts and conversations.", "mins": null, "guest": "Ashley Welch", "url": "https://jbarrows.com/podcast/encore-design-thinking-with-ashley-welch" }, { "title": "Encore: Interview with Intercom", "date": "2017-12-27", "slug": "encore-interview-with-intercom", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "37: Ben Sardella, Co-founder of OutboundWorks and Sales Development Thought Leader", "date": "2017-12-18", "slug": "37-ben-sardella-co-founder-of-outboundworks", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "36: Asking for Referrals + John needs your vote!", "date": "2017-12-11", "slug": "36-asking-for-referrals-john-needs-your-vote", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "35: Mindset of an SDR Hosted by Morgan", "date": "2017-12-04", "slug": "35-mindset-of-an-sdr-hosted-by-morgan", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Bonus Episode: SalesHacker AMA Session at Dreamforce", "date": "2017-12-01", "slug": "bonus-episode-saleshacker-ama-session-at-dre", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Bonus Episode", "url": null }, { "title": "34: John's Guiding Principles", "date": "2017-11-27", "slug": "34-john-s-guiding-principles", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "33: Phill Keene from Costello", "date": "2017-11-20", "slug": "33-phill-keene-from-costello", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "32: Dreamforce Recap with Morgan J Ingram", "date": "2017-11-13", "slug": "32-dreamforce-recap-with-morgan-j-ingram", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Morgan J Ingram", "url": null }, { "title": "31: Live From Dreamforce", "date": "2017-11-06", "slug": "31-live-from-dreamforce", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "30: Adapt Or Die and a Major Announcement", "date": "2017-10-30", "slug": "30-adapt-or-die-and-a-major-announcement", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: Talking to Doug Landis about AI in Sales", "date": "2017-10-23", "slug": "encore-talking-to-doug-landis-about-ai-in-sa", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "29: Just In Time Learning and Kickstarter announcement", "date": "2017-10-16", "slug": "29-just-in-time-learning-and-kickstarter-ann", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "28: AI Friend or Foe with Trish Bertuzzi", "date": "2017-10-09", "slug": "28-ai-friend-or-foe-with-trish-bertuzzi", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Trish Bertuzzi", "url": null }, { "title": "27: Questioning Skills", "date": "2017-10-03", "slug": "27-questioning-skills", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "26: Networking", "date": "2017-09-25", "slug": "26-networking", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: Rainmaker2017", "date": "2017-09-18", "slug": "encore-rainmaker2017", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "25: Content Vs Context", "date": "2017-09-11", "slug": "25-content-vs-context", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "Encore: How to Prospect Like Salesforce", "date": "2017-09-04", "slug": "encore-how-to-prospect-like-salesforce", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "24: Learning in Sales", "date": "2017-08-28", "slug": "24-learning-in-sales", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "23: Personal Branding with Koka Sexton", "date": "2017-08-15", "slug": "23-personal-branding-with-koka-sexton", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": "Koka Sexton", "url": null }, { "title": "22: Sales Channels", "date": "2017-08-08", "slug": "22-sales-channels", "has_page": true, "image": null, "excerpt": "Episode 22 of Make It Happen Mondays explores how sales reps should choose between email, phone, social, and chat apps by focusing on where prospects already spend their time and attention.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/22-sales-channels" }, { "title": "21: Work Your Ass Off!", "date": "2017-08-03", "slug": "21-work-your-ass-off", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "16: Evolve Or Die", "date": "2017-08-03", "slug": "16-evolve-or-die", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "15: John's 12 Guiding Principles", "date": "2017-08-03", "slug": "15-john-s-12-guiding-principles", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "9: Special Guest Morgan J Ingram", "date": "2017-08-03", "slug": "9-special-guest-morgan-j-ingram", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "14: Rapid Fire Actionable Sales Tips", "date": "2017-08-03", "slug": "14-rapid-fire-actionable-sales-tips", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "13: Focus on What You Can Control", "date": "2017-08-03", "slug": "13-focus-on-what-you-can-control", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "11: Everyone Needs A Vision", "date": "2017-08-03", "slug": "11-everyone-needs-a-vision", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "20: Closing", "date": "2017-08-03", "slug": "20-closing", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "19: Cold Calls and Phones", "date": "2017-08-03", "slug": "19-cold-calls-and-phones", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "18: Pros and Cons of Sales Cadence", "date": "2017-08-03", "slug": "18-pros-and-cons-of-sales-cadence", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "17: Mark Birch talking about Business Communication", "date": "2017-08-03", "slug": "17-mark-birch-talking-about-business-communi", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "10: Engaging and getting responses from new prospects", "date": "2017-08-03", "slug": "10-engaging-and-getting-responses-from-new-p", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "8: Getting Out Of a Negative Tailspin", "date": "2017-08-02", "slug": "8-getting-out-of-a-negative-tailspin", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "9: Stop Doing What You're Supposed To Be Doing", "date": "2017-08-02", "slug": "9-stop-doing-what-you-re-supposed-to-be-doin", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "5: Messaging and Trade Shows", "date": "2017-08-02", "slug": "5-messaging-and-trade-shows", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "7: Becoming a Thought Leader", "date": "2017-08-02", "slug": "7-becoming-a-thought-leader", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "6: Time Management", "date": "2017-08-02", "slug": "6-time-management", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "4: Expectation Setting", "date": "2017-08-02", "slug": "4-expectation-setting", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "3: Phone and Voicemail Strategies", "date": "2017-08-01", "slug": "3-phone-and-voicemail-strategies", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "2: Selling to Executives", "date": "2017-07-31", "slug": "2-selling-to-executives", "has_page": false, "image": null, "excerpt": null, "mins": null, "guest": null, "url": null }, { "title": "1: John Takes Your Questions", "date": "2017-07-24", "slug": "1-john-takes-your-questions", "has_page": true, "image": null, "excerpt": "In the debut episode of Make It Happen Mondays, John Barrows takes live audience questions covering split testing, breaking into new industries, qualifying deals, re-engaging silent prospects and picking the right sales metrics.", "mins": null, "guest": null, "url": "https://jbarrows.com/podcast/1-john-takes-your-questions" } ] }