John Barrows is a leading B2B sales trainer and founder of J Barrows. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable tips to close more business.

Kevin Dorsey from ServiceTitan comes by for an extended episode of the podcast to talk about humanizing sales.

We talk about why sales is the best career to have, and some major nuggets including when to discuss price, and the types of questions you should be asking.

Kevin also shares his thoughts on when it's ok to skip parts of the deal.

In this episode of Make It Happen Mondays, Morgan and John talk about the amount of preparation it has taken to get to the point of Morgan being able to deliver the JBarrows training on his own.

Other topics we hit on include

The power of the summary email
Dealing with meetings where the client tells you what you've researched
Things we've conditioned prospects and customers to do, and how to interrupt the patterns
How do you tackle email
Building rapport

In this episode of the podcast, Chris Orlob from Gong.io joins me as we talk about cold calling, the future of AI and voice, and some of their research including why cold calling isn't dead, the best cold calling intros, and why closing techniques don't work.

No new episode of Make It Happen Mondays today, but what we did instead was a mashup of some of the best questions and topics from the Friday Happy Hour.

Topics we cover that made it to the podcast include:
Pushback on ROI calculation
Taking over a territory from a bad rep (when the prospects are fatigued of your company)
What happens when a prospect fails to show up to a meeting
Choosing between job offers
The right amount of persistence
Tips for leaving voicemail
Dealing with "You're too expensive"