157: Jeff Hoffman On The Art Of Sales

110: The Changing Role of SDRs in Sales With Amir Reiter: Amir Reiter, CEO of CloudTask joins us this week to talk about SDRs, AEs and sales in general. We dig into where SDRs are going wrong, how the path to AE needs changing and much more in this episode. Highlights include: How Amir dreamed of running a... by Make It Happen Mondays - B2B Sales Talk with John Barrows

54 min listen

109: Building A Winning Sales Mentality & Growing With Sean Sheppard: My long-time friend, Sean Sheppard joins me to talk about: Being a 5-time Founder having successful exits The routes of a salesperson and their education How the sales profession has changed over the years The power of showing your true character How... by Make It Happen Mondays - B2B Sales Talk with John Barrows

53 min listen

106: Sam Jacobs - Founder of Revenue Collective: Sam Jacobs is the founder of Revenue Collective and host of the Sales Hacker Podcast. We chat about being a sales leader in 2019. Topics covered in this episode include Shrinking tenures of sales leaders The dangers of common equity vs preferred... by Make It Happen Mondays - B2B Sales Talk with John Barrows

49 min listen

108: James 'Say What Sales' Buckley: My friend and previous podcast guest, James 'Say What Sales' Buckley joins me to talk about: What happened after he opened up about previous struggles on the podcast Benefits and the power of building a personal brand Salesforce data quality Hosting... by Make It Happen Mondays - B2B Sales Talk with John Barrows

59 min listen

112: Transparency in Sales with Todd Caponi: Author of "The Transparency Sale," Todd Caponi joins us this week to explore transparency in sales. Todd shares an amazing story of how he flipped an entire sales team's approach to selling in B2B by using complete transparency. Highlights include:... by Make It Happen Mondays - B2B Sales Talk with John Barrows

58 min listen

116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea: Former Yankees' Strength and Conditioning Coach Dana Cavalea joins us on the podcast this week to review where the similarities between elite athletes and business men and women exist. Highlights include: Building a successful mindset Staying on top... by Make It Happen Mondays - B2B Sales Talk with John Barrows

48 min listen

119: The Beginning of a Sales Career With Lauren Bailey: You may have heard of GirlsClub, set up by Lauren Bailey to help coach and celebrate women in sales and their success’. This week Lauren is our guest on the podcast. Women in sales being one, getting a good start in your sales career and a look into... by Make It Happen Mondays - B2B Sales Talk with John Barrows

41 min listen

107: Katy Tynan - Talent and Engagement Consultant: Katy and John go all the way back to Thrive Networks. While they could have easily talked all-day, but we focused on keeping your teams happy and engaged. Some items discussed: Working with sales engineers Generational differences The amount of time... by Make It Happen Mondays - B2B Sales Talk with John Barrows

50 min listen

126: Bridging The Sales & Marketing Divide with Dialpad: This week we're bringing you a 2 for 1. Dan O'Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that's been an issue for decades in... by Make It Happen Mondays - B2B Sales Talk with John Barrows

43 min listen

133: Barriers To Successful Prospecting With Matt Green: This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market. Matt... by Make It Happen Mondays - B2B Sales Talk with John Barrows

53 min listen

134: New Technology Powering Prospecting Teams With Shruti Kapoor: We're pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now. This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning... by Make It Happen Mondays - B2B Sales Talk with John Barrows

53 min listen

111: Supporting Women In Sales with Natalie Severino: Natalie Severino, VP Marketing at Chorus.ai joins us this week to talk about women in sales. It's a super hot topic right now and with good reason. Natalie shares her personal story of development, gaining leadership experience and laying the... by Make It Happen Mondays - B2B Sales Talk with John Barrows

46 min listen

115: Under The Skin of Successful Salespeople With Mary Grothe: This week we have , CEO of Sales BQ on the podcast. Mary is a sales trainer and keynote speaker who has an incredible drive to succeed in sales. In this podcast Mary talks about how she got into sales and used her own drive to blow her quota up and... by Make It Happen Mondays - B2B Sales Talk with John Barrows

44 min listen

120: Future Proofing Your Sales Career With Anita Nielsen: This week we have Anita Nielsen on the podcast. The Author of "Beat The Bots" has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities... by Make It Happen Mondays - B2B Sales Talk with John Barrows

44 min listen

113: The Inside View at High Growth Companies: We have 2 guests this week who have lived and breathed through every effort Looker have made to grow in the last 5 years. Talal Assir and Rafael Jara-Simkin link the Looker sales team with the sales engineering team and have scaled these teams... by Make It Happen Mondays - B2B Sales Talk with John Barrows

47 min listen

124: Motivation, Goals & Ambition With Scott Leese: We're pleased to have a friend of the team on the podcast this week, Scott Leese. In this episode, Scott brings amazing insight into how he dealt with serious health issues and still climbed the ladder in his sales career, as well as how you can... by Make It Happen Mondays - B2B Sales Talk with John Barrows

51 min listen

118: The Age of Product-Led Sales with Evan Lewis: Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it failed. After realizing why it happened, he doubled-down on learning sales and is now in the VC... by Make It Happen Mondays - B2B Sales Talk with John Barrows

39 min listen

131: Using Personality Types In Sales With Drew D'Agostino: Drew D'Agostino joins us on the podcast this week to share insight into the key personality types sales reps will encounter. Everyone is different, which means they respond well to different types of information. It's our job to understand this and... by Make It Happen Mondays - B2B Sales Talk with John Barrows

54 min listen

105: Shawn Finder Autoklose: Shawn Finder, CEO & Co-Founder of Autoklose joins me to talk about: Meaningful personalizationHow sales reps can use impressions to their advantage and gain familiarity with their prospects Using endorsements to gain the attention of your... by Make It Happen Mondays - B2B Sales Talk with John Barrows

38 min listen

121: Using Sales Content In Meetings With Doug Winter: This week we're pleased to have Doug Winter on the podcast. Doug's the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share with us. A lot of Doug's work is based around helping... by Make It Happen Mondays - B2B Sales Talk with John Barrows

44 min listen

151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company With Kyle Porter: <p>Like everything in the world over the past few months, business has been tough. Leading a team and making decisions is never simple. Kyle Porter, CEO of SalesLoft joins us on the podcast to reveal what it's been like behind the scenes at a high grow... by Make It Happen Mondays - B2B Sales Talk with John Barrows

46 min listen

136: How SDRs Can Hit 225% of Quota With Armand Farrokh: Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. Before you get into this episode, you're probably thinking about some special... by Make It Happen Mondays - B2B Sales Talk with John Barrows

50 min listen

145: Learning & Continuous Development For Sales Reps With Melanie Fellay: <p>How do sales reps stay right on top of their game with every interaction with prospects and buyers? No training session or coaching can 100% guarantee that. Just-In-Time learning can get as close as it's possible to that 100% as we've seen, which is... by Make It Happen Mondays - B2B Sales Talk with John Barrows

55 min listen

114: Taking Charge of Your Sales Career With Sydney Sloan: This week we’re proud to have Sydney Sloan join us on the podcast. Sydney leads marketing at SalesLoft as their CMO. In this episode Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder.... by Make It Happen Mondays - B2B Sales Talk with John Barrows

47 min listen

122: The Difference Between Men & Women In Sales with Cynthia Barnes: This week we're pleased to have Cynthia Barnes on the podcast. Cynthia is helping women in sales reach the top 1% of their profession. But what are the differences between how men sell, and how women sell? If there are big differences, surely the... by Make It Happen Mondays - B2B Sales Talk with John Barrows

50 min listen

117: Leading A Growing Company With Suneera Madhani: This week we're proud to have Suneera Madhani on the podcast. Suneera earned her stripes as a sales person going door to door, working in a seriously difficult industry. She's now running her own company and shares with us the highs and lows of... by Make It Happen Mondays - B2B Sales Talk with John Barrows

49 min listen

129: Trademarks of Top Sales Reps With Tom Williams: We're pleased to welcome DealPoint.io's CEO Tom Williams on the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We're talking small tweaks to how... by Make It Happen Mondays - B2B Sales Talk with John Barrows

49 min listen

123: Finding Your Sweet Spot in a Sales Career with Amy Volas: This week we’ve pleased to have Amy Volas, CEO of Avenue Talent Partners on the podcast. Amy is experienced in the world of sales but has found her true calling in helping sales people and sales teams get recruitment right. In this episode, Amy and... by Make It Happen Mondays - B2B Sales Talk with John Barrows

50 min listen

125: Setting Yourself Up for Sales Success with Jordan Arogeti: This week on the podcast, we're excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She's crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced... by Make It Happen Mondays - B2B Sales Talk with John Barrows

50 min listen

143: Leading With Empathy During Times of Uncertainty With Ralph Barsi: <p><span style="font-weight: 400;">We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sa... by Make It Happen Mondays - B2B Sales Talk with John Barrows

53 min listen

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157: Jeff Hoffman On The Art Of Sales

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