Episode 130

130 John Barrows - Revenue Magic: Turning Sales Conversations into Gold

Set yourself up for a transformative learning experience that will redefine your perspective on SaaS leadership and sales as Jeff Mains talks with John Barrows – CEO of JB Sales, on creating an empowering sales environment and developing a personalized sales methodology.

John discusses the shifting dynamics of sales, the role of sales reps in this digital era, and the importance of providing value rather than persuading clients. With the multitude of sales methods available, he debated the efficacy of singular methodologies and stressed the necessity of creating a personalized methodology to meet specific sales needs.

Navigate through John’s unique sales training approach, his journey in the industry, and his view on the evolving landscape of sales, ensuring a comprehensive understanding of the SaaS sales ecosystem. Tune in and get ready to transform your sales game.

Key Takeaways

[00:02:37] - Embrace diversity and foster unity.

[00:05:30] - Sales expert shares valuable insights.

[00:12:28] - Sales professionals need empathy and business acumen.

[00:15:05] - Embrace curiosity in sales.

[00:19:00] - Sales profession and education system.

[00:28:10] - Build your own sales methodology.

[00:34:49] - Sales reps need to add value.

[00:38:59] - The "last mile" of personalization and human connection.

[00:42:59] - Sales is a transfer of enthusiasm.

[00:46:10] - Structure and values drive success.

[00:54:47] - Listen and be customer-focused.

[00:55:32] - Asking questions is key in objection handling.

[01:00:03] - B2B SaaS marketing in 2024.

Tweetable Quotes

"And now that things are hard, we've skipped the fundamentals for an entire generation of sales professionals." - 00:11:31 John Barrows

"Once you fit the mold of somebody I think that we can do it, I actually start asking you all the questions why you shouldn't do business with me, because you're going to figure that out eventually." - 00:15:30 John Barrows

“In my opinion, it's archaic at this point when it comes to like if you're gonna subscribe to a singular methodology. I think you're doing yourself in your business of the service because there's not a singular methodology out there that is agile enough right now to address what's happening." - 00:30:12 John Barrows

"The danger that I'm seeing right now is that these AI tools are adding more value to me than a sales rep because they're asking better questions." - 00:35:44 John Barrows

"That's what you need to be like, because if you don't believe in what you do, then go find something else to do because you're giving us a bad name." - 00:43:11 John Barrows

"When I learned the most, well, let's say funny, this is when I got kicked in the teeth." - 00:51:05 John Barrows

“Because if price is your number one factor for making this decision, we can make this conversation really short." - 00:57:57 John Barrows

SaaS Leadership Lessons

Embrace Diversity: Just like a Thanksgiving meal, a team is vibrant when it's diverse. Recognize and celebrate the different backgrounds, skills, and perspectives that each team member brings. Embracing diversity creates a stronger and more innovative team.
Foster Open Communication: Encourage open, respectful dialogue where ideas are debated, not the people behind them. Create an environment where everyone feels heard and valued. This fosters collaboration and allows for the sharing of different perspectives.
Cultivate Empathy: Empathy is a crucial skill for sales professionals. It allows them to understand and connect with their clients on a deeper level. Cultivate empathy within their teams, encouraging them to genuinely care about the needs and challenges of their clients.
Develop Business Acumen: Sales professionals should strive to become better business people. This means continuously learning and staying updated on industry trends, market changes, and the overall business landscape.
Adaptability and Agility: In today's rapidly evolving market, sales professionals need to be adaptable and agile. They should be open to change, willing to learn new skills and adjust their strategies based on market trends and customer needs. This flexibility allows for continued growth and success in the sales profession.

Guest Resources

John Barrows (Website): https://www.jbarrows.com/

John Barrows (Linkedin): https://www.linkedin.com/in/johnbarrows/

John Barrows (Instagram):https://www.instagram.com/johnmbarrows/

Make it Happen Podcast: https://podcasts.apple.com/us/podcast/make-it-happen-mondays-b2b-sales-talk-with-john-barrows/id1265697819

Resources Mentioned

DeWalt: https://www.dewalt.com/

Xerox: https://www.xerox.com/en-us

Sandler: https://www.sandler.com/

Miller Heiman: https://www.kornferry.com/

Thrive Up: https://thriveup.com/

Staples: https://www.staples.com/

Salesforce: https://login.salesforce.com/

LinkedIn: https://www.linkedin.com/

Box: https://www.box.com/

Dropbox: https://www.dropbox.com/

Octa: https://www.octasales.com/

Amazon: https://www.amazon.com/

Google: https://www.google.com/

Gartner: https://www.gartner.com/en

Zoom: https://zoom.us/

Jim Keenan/Gap Selling: https://www.linkedin.com/in/jimkeenan/

Gary Vaynerchuk: https://garyvaynerchuk.com/

The Founder's Dilemma (blog): https://hbr.org/2008/02/the-founders-dilemma

Gong: https://www.gong.io/

Episode Sponsor

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