Make It Happen Mondays - B2B Sales Talk with John Barrows

Artificial Intelligence is transforming sales faster than any technology shift we’ve seen before. In this episode of Make It Happen Mondays, John Barrows sits down with Peter Grant, CRO of You.com and a four-time unicorn operator who helped scale companies like Salesforce and Siebel. Peter shares his journey from the British military to enterprise software leadership, and how that experience shaped his approach to leadership, hiring, and sales discipline. The conversation dives deep into how AI is changing enterprise sales, go-to-market strategies, and the future of work. They explore why AI literacy is becoming a mandatory skill, how sales organizations are evolving, and why the gap between top performers and average sellers is about to grow dramatically. If you work in sales, leadership, or technology, this episode will challenge the way you think about productivity, hiring, and the role of AI in modern business. What You’ll Learn in This Episode • How Peter Grant went from the military to leading revenue at multiple unicorn companies • Why AI is the biggest disruption to sales since the internet • The evolving role of sales professionals in an AI-driven world • Why top performers are becoming even more effective with AI tools • The risks of relying too heavily on AI without critical thinking • How enterprise companies are adopting AI and measuring ROI • The importance of AI literacy for professionals in every industry • Why the future of work will reward curiosity, adaptability, and continuous learning About the Guest Peter Grant is the Chief Revenue Officer at You.com, an AI platform helping enterprises deploy generative AI solutions with measurable ROI. He has helped scale several high growth technology companies, including Salesforce and Siebel, and is known for building high-performing revenue teams in emerging technology markets. MIHM Peter Grant Key Takeaways AI is accelerating the performance gap. Top performers who embrace AI will become dramatically more productive, while those who rely on outdated processes risk falling behind. AI literacy is becoming essential. Understanding how to effectively use AI tools will soon be a core skill across nearly every profession. Sales roles are evolving. The traditional sales process is changing as buyers gain access to more information and automation tools. Curiosity and adaptability matter more than ever. Professionals who continuously learn and experiment with AI will have a significant advantage. Resources Mentioned You.com – https://you.com/business John Barrows Training – https://jbarrows.com

Stefan Feuerstein isn’t just an expert in delegation—he’s a humanitarian leader with a track record of real-world impact. In this powerful episode, Stefan joins John to unpack the simple but transformational delegation model from his book ABC Delegation. But this conversation goes far deeper than business. Stefan’s approach—Autonomy, Briefing, and Consent—was born not in a boardroom, but in the field. From leading 250 people in Honduras (the murder capital of the world) to supporting migrant children at the U.S. border, Stefan’s leadership method was forged under pressure in some of the world’s most difficult environments. Together, they break down the mindset shift needed to delegate effectively (especially for control-prone entrepreneurs), the practical framework for implementing ABC, and real examples of how it’s driving results for teams worldwide—from humanitarian missions to Fortune 500 companies. If you’ve ever said “I’ll just do it myself,” this episode will challenge you—and give you the tools to lead and let go. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-feuerstein-0b35a7117/ Check out Stefan's Website: https://abcdelegation.com/

This episode is different. Devin Reed returns to the podcast—but this time, it’s not about content strategy, marketing tactics, or growth frameworks. It’s about something far more personal and far more relevant. After posting a powerful message about how “business as usual” feels disconnected from reality right now, Devin made a conscious decision to stop staying quiet. That post sparked this conversation. Together, John and Devin unpack what it means to: This is a raw, thoughtful discussion about privilege, responsibility, fear of backlash, and the tension between staying silent and standing for something. It’s not about politics. It’s about humanity. It’s about leadership. If you’ve been feeling the disconnect… If you’ve been unsure how to show up… If you’ve been wrestling with whether to speak or stay quiet… This conversation might help you find clarity—and maybe even a little courage. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Devin on LinkedIn: https://www.linkedin.com/in/devinreed/ Check out Devin's Website: https://www.thereeder.co/

In this episode of Make It Happen Mondays, John sits down with Saif Khan, Regional VP of EMEA and APAC at Semrush, one of the top SaaS platforms helping digital marketers drive visibility, traffic, and growth. But this episode isn’t just about tools or tactics—it’s about the real human side of sales leadership. From growing up in a council estate in West London to building elite sales teams across two continents, Saif shares how a single ride-along with his uncle sparked his lifelong passion for sales. He breaks down how five years in retail taught him more about buyer psychology than any formal sales training ever could—and why emotional intelligence, not just methodology, is the real differentiator in today’s market. The conversation dives into: • How burnout creeps in even during “success” • Why Saif hit pause on his career for a solo journey through Southeast Asia • The coaching crisis in frontline management • The line between AI augmentation and AI dependency—and what it means for the future of leadership. Whether you’re an SDR, a VP, or somewhere in between, this episode is packed with real stories, fresh takes, and valuable lessons for anyone navigating the evolving world of modern sales. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Saif on LinkedIn: https://www.linkedin.com/in/saif-khan-cism/ Check out Saif's Website Semrush: https://www.semrush.com/ Check out these additional links for Semrush Employment Opportunities: https://careers.semrush.com/jobs/ Apple Podcast: https://podcasts.apple.com/es/podcast/technically-her/id1871241654?l=en-GB Spotify: https://open.spotify.com/show/7nBfeFVia9d7ClK7CVOBcV?si=9ef5467e40644435 Instagram: https://www.instagram.com/semrush_life/# Youtube: https://www.youtube.com/@SemrushLife LinkedIn:

In this episode, John sits down with Ashley Herd, a former General Counsel and HR executive turned founder of Manager Method — a movement and book that gives managers the real-world tools no one else teaches. She’s also a LinkedIn Learning instructor, podcast host, and a powerful advocate for human-first leadership. Ashley brings a sharp legal and HR background from brands like KFC and McKinsey, and shares how those experiences opened her eyes to a problem most companies ignore: we don’t train our managers. This conversation dives into: set up to failPause. Consider. Act.Tight Jeans, Sweatpants, and Cozy Joggersgrief, loss, and hard times If you’re a frontline manager, a senior leader, or someone trying to improve your org’s leadership culture, this episode is packed with honest insight, practical frameworks, and real empathy for the people doing the hardest job in business: managing other people. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Ashley on LinkedIn: https://www.linkedin.com/in/ashleyherd/ Check out Ashley's Website: https://www.managermethod.com/ Get Ashley's Book "The Manager Method" Here: https://www.amazon.com/Manager-Method-Practical-Framework-Support/dp/B0F88XQ919/ref=sr_1_1?crid=3OXJB8FFOLV4P&dib=eyJ2IjoiMSJ9.gCPkw0XjqseVzVOGs73g3eB07oBsCIPccO7Bg_F6_pJUk_7hYRf_o4C7UEKTRNAKfZZubHS4muiYeQwrCl2bTruXHFHdVzSIcOgY2Ro0vyR55Lg6emhKDYAInm1NlGQq4aRtfUIBaphOf1El-r00xw.zVw99DEqK3s5Fks8X-BIFrh6_YByNw6CA-exZYjmUhw&dib_tag=se&keywords=ashley+herd&qid=1770643943&sprefix=Ashley+Herd%2Caps%2C142&sr=8-1

Amy Leneker is a recovering workaholic turned joy strategist—and her message couldn’t be more timely. In this episode, Amy joins John to share insights from her upcoming book Cheers to Monday, a science-backed guide to breaking the cycle of burnout and embracing joy as a leadership strategy. A former C-suite executive and advisor to Fortune 100 companies, Amy opens up about hitting rock bottom—not once, but twice—and what it taught her about stress, success, and what really matters. She introduces her “Un-Stressing Method”: See, Sort, Solve, Celebrate—a practical and empowering framework that helps leaders manage their own stress while reducing the stress they place on others. They also dive into concepts like the Stockdale Paradox, the difference between happiness and joy, and why emotional honesty is the new leadership superpower. This episode is packed with actionable tools, honest reflection, and a refreshing take on what it really means to thrive in today’s high-pressure world. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyleneker Check out Amy's Website: https://www.amyleneker.com/ Connect with Amy on IG: https://www.instagram.com/amy.leneker/ Get Amy's Book "Cheers to Monday" Here: https://www.amazon.com/Cheers-Monday-Surprisingly-Simple-Method/dp/1394388802 Check out Amy's Podcast "Less Stress, More Joy" Here: https://podcasts.apple.com/us/podcast/less-stress-more-joy-with-amy-leneker/id1864772376

In this episode of Make It Happen Mondays, John Barrows sits down with Jake Stahl, a former top-tier sales trainer turned psychological strategist and the creator of NeuroStrategy™—a groundbreaking approach that merges psychology, instructional design, and neuroscience to transform how companies train, sell, and scale. As the founder and CEO of Orchestraight, Jake has reimagined the sales enablement process through a psychological lens, revealing what really drives human decision-making. In this conversation, he and John explore how sales reps can better connect, communicate, and build trust by understanding the subconscious factors that influence every deal. They dive into topics like neuro-linguistic programming, instructional design, and the science behind engagement, unpacking how these tools can elevate your entire sales process—from first touch to closed won.If you’re tired of generic tactics and want to understand the deeper why behind successful selling, this episode delivers insight, science, and practical frameworks to sharpen your edge. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakestahl/ Check out Jake's Website: https://orchestraight.com/ Connect with Jake on IG: https://www.instagram.com/jakethemindmechanic/ Get Jake's Book "Own the Room" Here: https://www.amazon.com/Own-Room-Communicate-Heard-Respected/dp/1968318259/ Check out the Own the Room Podcast with Jake Stahl Here: https://podcasts.apple.com/us/podcast/own-the-room/id1800525151

Todd Caponi, bestselling author of The Transparency Sale and now The Transparent Negotiation, joins to talk about what sellers and leaders are still getting wrong about closing deals. He breaks down the four key levers every negotiation hinges on, and why transparency, when used right, is your strongest closing strategy. From reframing discounts as a payment for revenue predictability to exposing how fake deadlines and end-of-month pressure tactics actually kill pipeline momentum, Todd shares how to negotiate with integrity, speed, and trust. Plus, there are some hilarious history lessons along the way involving sweaters, cheeseburgers, and sales tactics from the 1800s that still (shockingly) show up in boardrooms today. Whether you’re a frontline seller tired of price-pushing or a CRO trying to build a high-trust revenue engine, this episode will give you modern, actionable negotiation strategies that actually work. Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi/ Check out Todd's Website: https://toddcaponi.com/ Get Todd's Book "Four Levers Negotiating" Here: https://www.simonandschuster.com/books/Four-Levers-Negotiating/Todd-Caponi/9781637748404 Visit the "Four Levers Negotiating" Website Here: https://toddcaponi.com/four-levers-negotiating/ Check out Todd's Podcast "The Sales History Podcast" Here: https://saleshistory.buzzsprout.com/

In this episode of Make It Happen Mondays, John welcomes Michael King, founder of King Recruiting and one of the sharpest minds when it comes to hiring, recruiting, and building exceptional teams. Michael has worked with high-growth companies for years and knows exactly where the hiring process breaks down — and more importantly, how to fix it. John and Michael talk about why traditional recruiting is broken, how founders and sales leaders need to sell the opportunity (not just list requirements), and the mistake most companies make by not aligning hiring to their go-to-market motion. Michael breaks down why recruiting should be treated like a pipeline — with leads, qualification, and conversion — and how to attract top-tier talent in a hyper-competitive market. If you’re a founder, sales leader, or anyone responsible for building teams in today’s market, this episode is packed with perspective-shifting insights and tactical frameworks you can use immediately. Whether you’re hiring your first AE or scaling a GTM org, Michael’s approach will help you get it right. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Michael on LinkedIn: https://www.linkedin.com/in/michaelking/ Check out Michael's Website: https://kingrecruiting.net/ Get Michael's Book "Be There When I Return" here: https://www.michaeltking.com/

This episode takes a meaningful turn from the usual sales conversations. John sits down with Kim Nicholas, Executive Director of Genesys Works Chicago, to talk about creating real opportunity for underserved youth and how businesses benefit in the process. From her own upbringing in Chicago’s public school system to launching one of the first charter schools in the area, Kim has been on a lifelong mission to bridge the gap between potential and access. Now through Genesys Works, she’s helping high school students step directly into paid internships with major companies—developing job skills, confidence, and careers. Kim shares the “Discipline Life” framework she created—rooted in self-perception, respect for others, and productive persistence—and explains how this mindset is transforming lives and communities. If you’re looking for a story about belief, purpose, and the real ROI of doing good, this conversation is for you. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Kim on LinkedIn: https://www.linkedin.com/in/kim-nicholas-day/ Check out Kim's Website: https://genesysworks.org/locations/chicago/

This conversation is one that hits close to home. Jonathan Domsky isn’t just a business and life coach for entrepreneurs — he was my coach during one of the most difficult periods of my life. After losing my dad and watching my business wobble, I felt like I was stuck in neutral. Outwardly things looked fine, but internally, I was spinning. Jonathan helped me reconnect with my core values, rediscover my “why,” and realign the direction of both my business and life. In this episode, we dig into what it really means to grow — not just your company, but yourself. We talk about the hidden tension between external achievement and internal fulfillment, how most people misunderstand their values, and why your next level of success starts inside. Jonathan’s approach doesn’t stop at goal-setting and accountability. He helps leaders untangle the inner knots that are quietly holding them back. If you’re a high-performer who’s hit a wall, or just feeling like something’s off, this episode might be the reset you didn’t know you needed. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/business-personal-growth-coach/ Check out Jonathan's Website: https://untangled-coaching.com/ Check out Jonathan's Youtube channel: https://www.youtube.com/@untangledcoaching3354/videos

This week’s episode of Make It Happen Mondays hits deeper than most—with someone who’s more than just a guest: Roderick Jefferson is family. A globally respected sales enablement leader, keynote speaker, and author of The Stroke of Success, Roderick shares the story of how a relentless hustle nearly cost him everything—after suffering a stroke that left him with just a 2% chance of survival. We unpack what really matters when life slams the brakes on your career, your health, and your identity. From the early warning signs he ignored, to the mental, emotional, and physical battles of recovery, Roderick opens up about the shift from burnout to balance—and how vulnerability, connection, and purpose have taken center stage in his leadership and life. This is not just a conversation about sales or business—this is about perspective, resilience, and redefining success. If you’re feeling the weight of burnout, or just need a moment of clarity in the chaos, don’t miss this one. And if you’re looking for a keynote speaker who speaks with power, purpose, and lived experience—book Roderick. You won’t regret it. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Roderick on LinkedIn: https://www.linkedin.com/in/roderickjefferson/ Check out Roderick's Website: https://www.roderickjefferson.com/ Get Roderick's Book "Stroke of Success": https://www.roderickjefferson.com/stroke-of-success

In this high-energy episode, John sits down with one of today’s most influential voices in sales, Leslie Venetz—author of the USA Today bestselling book Profit-Generating Pipeline, featured in the Wall Street Journal, and the creator behind 100+ million views of sales content online. Leslie brings a no-BS, battle-tested framework for building a healthy, sustainable pipeline—and the conversation hits hard on key topics like territory planning, ideal customer profiles, and owning your patch like a CEO. From her Montana roots to global stages, Leslie shares how her ability to relate across cultures and industries has shaped her sales philosophy. John and Leslie dive deep into tactical tips, strategic alignment, and the shared frustration of overlooked fundamentals in sales. Whether you’re an AE, manager, or just trying to generate more qualified pipeline, this one’s a masterclass in doing the work—smartly. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Leslie on LinkedIn: https://www.linkedin.com/in/leslievenetz/ Check out Leslie's Website: https://salesledgtm.com/

Rex Galbraith has worn almost every sales hat over his 20+ year SaaS career, and for the last decade, he’s helped build Consensus into the category leader for interactive demo automation. In this episode, John and Rex dive deep into why traditional product demos are failing today’s buyers—and what to do instead. You’ll hear how Rex and his team use unideal customer profiles (UCPs) to actively disqualify bad-fit prospects, how automating parts of the demo process frees reps to sell smarter, not harder, and why focusing on retention over acquisition is the mindset shift modern sales orgs need. Rex also opens up about leading through tough moments—rebrands, layoffs, even running the company out of a grocery store—and the values that kept him grounded through it all. If you care about sales efficiency, buyer enablement, or becoming the kind of AE who thrives in the AI era, this one’s for you. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Rex on LinkedIn: https://www.linkedin.com/in/rexgalbraith Check out the Consensus Website: https://goconsensus.com/

Dave Govan is the Founder and CEO of G2 Strategic Advisory Services, with a career that spans $100M+ as a rep and $2.3B+ as a CRO. From early-stage startups to global tech titans, Dave has operated across nearly every stage of company growth — and he’s seen it all. In this episode, we dive into what’s broken in today’s go-to-market (GTM) strategy and how AI is exposing the cracks — especially among lazy leadership and outdated sales execution. Dave breaks down why business acumen, not tactics, is the key differentiator for today’s reps, and how founders often derail their own growth by scaling the wrong way. Whether you’re a CRO, founder, or seller trying to thrive in today’s shifting landscape, this conversation is packed with honest insights and actionable advice from one of the most experienced operators in the field. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Dave on LinkedIn: https://www.linkedin.com/in/davegovan/ Check out Dave's Website: https://g2strategicadvisoryservices.com/

In this special episode of Make It Happen Mondays, John sits down with Ryan Garland, an Account Executive at Coefficient, to dive into what happens when a rep actually cares about getting better. This isn’t a generic sales success story—this is the real, raw impact of putting in the work, embracing coaching, and taking ownership of your sales career. Ryan shares what drew him to John’s 1:1 coaching program, how he went from solid to standout by applying proven frameworks, and why most reps are leaving massive money on the table by being lazy and reactive. The conversation touches on the current sales landscape, AI’s impact, startup chaos, negotiation tactics that actually work, and what it means to take responsibility not just for results—but for your own personal growth. This is the kind of episode that reminds us why sales is still one of the most rewarding careers—if you show up for it. Ryan did. Now he’s winning because of it. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Ryan on LinkedIn: https://www.linkedin.com/in/rjgarlan/

Dr. Lorenzo Bizzi is a professor of strategic management at Cal State Fullerton, globally published researcher, and author of Myths vs. Science of Selling — a book that challenges some of the most popular (but unproven) sales advice circulating in the industry today. In this episode, we dig into the difference between what sounds good in sales and what actually works. Dr. Bizzi shares research-backed insights that turn conventional wisdom on its head — including why being liked by customers doesn’t necessarily lead to more wins, how emotional empathy can actually hurt performance, and why active listening isn’t enough unless it leads to problem clarity for the buyer. If you’re tired of fluffy sales advice and want to get sharper about what really moves the needle, this episode is for you. Expect a refreshingly honest, practical conversation bridging the gap between research and real-world selling. Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Lorenzo on LinkedIn: https://www.linkedin.com/in/lorenzo-bizzi-0b0a4711/ Check out Lorenzo's Website: https://www.lorenzobizzi.com/ Get Lorenzo's Book Myths vs. Science of Selling here

This week on Make It Happen Mondays, John sits down with Rory Sadler, Co-founder and CEO of trumpet, the leading digital sales room platform helping companies like Gong, HubSpot, and Personio increase sales velocity by transforming the buying experience. Before founding trumpet, Rory spent years on the front lines of SaaS sales—first as an individual contributor, then leading global teams at Hotjar. Along the way, he saw firsthand just how painful and chaotic buying software had become—and made it his mission to fix it. In this episode, Rory shares the aha moment that led to building trumpet, his early entrepreneurial grit (selling sweets and DJing as a teen), and why entrepreneurship is way different than just working at a startup. We also dive into: buyer enablementmutual action plans If you’re in sales, RevOps, or just care about delivering a smoother, faster, and more human buying experience, this episode will hit home. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Rory on LinkedIn: https://www.linkedin.com/in/rory-sadler-trumpet/ Connect with Trumpet on LinkedIn: https://www.linkedin.com/company/sendtrumpet/ Check out Rory's Website: https://www.sendtrumpet.com/

In this episode of Make It Happen Mondays, John Barrows sits down with Guy Rubin, CEO of Ebsta, the revenue intelligence platform that guarantees increased quota attainment—and was recently acquired. Guy shares the origin story of building Ebsta as a bootstrapped venture, the lessons learned through scaling without VC pressure, and how staying aligned with his values made the acquisition feel like a natural next step. But the real power of this episode lies in the data. We dive into insights from Ebsta’s 2025 Sales Qualification Report, which shows jaw-dropping stats—like how just 17% of reps are responsible for over 80% of revenue. It’s Pareto Principle in real-time, and it forces us to ask: What happens to the other 80% in an AI-first world? John and Guy dig into how the best reps qualify, the resurgence of full-cycle sales, and why the future belongs to reps who can ditch the features and start leading business conversations. This one’s a wake-up call and a roadmap for anyone in B2B sales looking to stay ahead in a fast-changing game. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Guy Rubin on LinkedIn: https://www.linkedin.com/in/rubinguy/ Check out Guy's Website: https://www.ebsta.com/

In this episode, John sits down with Dr. Yaniv Zaid—a global authority on persuasion, communication, and ethical influence. With a career spanning 22+ years, 2,500+ keynotes, and 11 bestselling books (including his latest, The New Bible of Sales: The Ten Commandments), Dr. Zaid brings razor-sharp insight into what makes people say “yes.” Together, they dive into the psychology of trust, how identity and narrative matter more than features, and the universal persuasion process that top sellers unknowingly follow. Yaniv also breaks down the fine line between manipulation and persuasion, shares why failure is one of the fastest paths to credibility, and challenges John on whether people really have to like you to buy from you. If you’re in sales, leadership, or just want to understand how to ethically influence others, this episode is packed with actionable strategies that blend science with story. Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together! Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/ Connect with John on IG: https://www.instagram.com/johnmbarrows/ Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletter Connect with Dr. Yaniv Zaid on LinkedIn: https://www.linkedin.com/in/yanivzaid/ Check out Dr. Yaniv Zaid Website: https://www.persuasion.co.il/en/