Make It Happen Mondays with John Barrows

96: Sales Coaching with Rob Jeppsen CEO/Cofounder at Xvoyant

Apr 29, 2019

Rob Jeppsen is just as passionate as I am when it comes to sales coaching.

In this episode, we cover:

The problem with coaching in most sales organizations

How to improve coaching in your sales team

1:1s vs Pipeline review - 1:1 should be all about how they can improve

Weaknesses are weaknesses for a reason - learn to...

95: Account Based Marketing and Sales Marketing Alignment with Latane Conant CMO at 6sense

Apr 22, 2019

94: Scott Crawford - Coaching and Scaling

Apr 15, 2019

From selling old and dusty mainframes to the latest PaSS and SaSS, Scott has sold just about everything in tech before getting into consulting.

East coast vs west coast mentality

Getting better coaching from your managers

GAS - Give a shit quotient

Split test anything and everything that’s ethical

Building a...

93: Sandler Sales Training CEO Dave Mattson

Apr 8, 2019

Dave Mattson, CEO and President of Sandler Sales Training joins me to talk about training, working collaboratively, and how to be successful in sales.

Some takeaways from this episode

Working 3x Harder Doesn’t make you 3X More Succesful

How to work together with “the competition"

Your prospect may have left the...

93: Josh Guttman - Prospecting to a new VP

Apr 1, 2019

Josh Guttman went through my training over 10 years ago as an SDR. Now as a VP, he's getting prospected using the same tactics he learned over a decade ago.

We talk about:

Bringing authenticity to every contact

The importance of aligning values

How core values change and adapt over time

When NOT to use someone’s name...