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John Barrows
John Barrows has held every position in Sales including inside, field, channel, executive management and ownership. He continues to sell every day using the techniques he trains to some of the world’s leading tech companies including Linkedin, Marketo, HP and most notably Salesforce.com. He has worked with Salesforce.com for over 5 years and trained over 3000 SRs, EBRs and AEs on techniques that have driven millions of dollars into the pipeline.
One of the biggest learning lessons I’ve had in my business career came after I was fired for the first time in my life. At 23 years old I was the 5th person to join a start-up that a few friends of mine from high school started. We were self- funded and had no idea what we were doing but were more...
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I was asked this recently and had to think about it for a bit. There are plenty of things I wish I knew then based on what I know now, but I think the one that would have had the greatest impact and accelerated my growth the most would be A/B split testing. When I was 22 years old the only thing I...
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I’ve been a huge fan of the company/service Uber since it came out. The taxi industry is a miserable industry and has been for a long time. It’s completely demand-based and there is no recourse for bad service. If they don’t want to pick you up they don’t have to, and if they give you crappy...
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This may seem obvious, but it's not: many of the issues we face in life can be addressed by setting realistic expectations and meeting them.
Sound too simple to be true? Here are a few daily examples where expectation-setting makes a huge difference: The weather forecaster is wrong and...
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Most of you who follow me know that salesforce.com is my largest client, and the majority of my clients are in the SaaS industry. With that, Dreamforce is obviously the biggest event of the year for me and where I can connect with a ton of my prospects and clients face-to-face.
This year is...
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It’s about that time again. Time to start preparing for Dreamforce, one of the biggest tech conferences in the world. This year, in addition to preparing myself for who I’m going to meet and how I can get the most out of the event, I’m also preparing to be accosted by the booth reps who seemingly...
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I admit it: if I had to think about prospecting, I probably wouldn’t do it. I can find any excuse not to prospect, kind of like I can find any excuse not to work out or eat healthy. However, if I don’t prospect consistently, I end up with no pipeline—which makse every other aspect of the sales...
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There are plenty of sales questions
we need to ask throughout the buying/selling process to help uncover need,
create urgency and gain commitment.
Here are some I think are important and the reasons why:
1. What are the details
of the decision making process and who is involved? Or,...
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A ton of people ask me on a regular basis whether or not
they should even leave voicemails any more since they almost never get a call
back. My response is yes – as long as they are good ones. If you’re leaving
‘touching base’ and ‘checking in’ voicemails then don’t waste your time or...
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