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Make It Happen Mondays with John Barrows

Jun 17, 2019

Brian Ludwig, SVP of Sales at CVENT joins me this week to talk careers and events.

We talk about:

Staying at CVENT for 19 years 
Why you shouldn’t be distracted chasing OTE
Maximizing your ROI at events
Live events are the second most influential channel behind a company’s website
The importance of pre-show...

May 6, 2019

Chris Voss, author of Never Split the Difference and CEO of the Black Swan Group joins me to talk about everything negotiations and using tactical empathy day to day.

Difference between hostage and business negotiation
Truly listening 
Dangers of win-win mindset
When you enter a negotiation
Your values vs company...

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...

Feb 18, 2019

Melanie Fellay, co-founder and CEO of Spekit, joins me to talk about learning sales with a trial by fire as an entrepreneur, and how she came to start Spekit

We also discuss

Being the first sales rep as a CEO
What the driver for starting a business is
Sales at an early stage company
Mistakes made early on (asking simple...

Jan 7, 2019

Here are three quick takeaways from this episode of Make It Happen Mondays to help you become a more active listener.

  • Stay focused and eliminate distractions 
  • The deeper you breathe, the deeper you listen
  • Always have a glass of water. A hydrated brain is a listening brain