John Barrows is a world-class sales trainer and owner of JBarrows LLC, where he’s providing customized sales training and consulting services for clients like Salesforce.com, Box, LinkedIn, and many others. John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, HBR & Fortune.

John is driving results with proven techniques and reinforcement tools that impact adoption and behavior change. He represents the MJHoffman & Associated (aka Basho) training techniques while layering on additional training, tools and resources as client’s needs evolve, working with a new online portal with video training.

JBarrows Sales Training offers individual and group online training, as well as in-person and remote training for corporate clients. JBarrows Sales Training was founded by John Barrows as a response to the incredibly limited amount of formal academic sales training that exists for this number one global profession. Through years of experience, he created his own sales training programs called ‘Filling the Funnel and Driving to Close’. The company offers sales trainings in-person and online and his website features a regularly updated blog where you can stay current on sales techniques and trends.

Here are some of the topics covered in this episode:

• Top Questions You Should Ask Prospects

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: John has experience with Black & Decker, Xerox, Thrive Network, Basho Technologies, The Jack Welch Management Institute, Kensei Partners, and now JBarrows. With experience in all of these different fields, he has the knowledge of a world-class trainer. John believes that although sales is the #1 profession in the world, there is not adequate teaching available. His ‘12 Guiding Principles to Sales Success’ outline exactly how to thrive in a sales career and can be a resource for anyone wishing to become more educated in sales.

John’s extensive knowledge has been formed from holding every position in sales including inside, outside/field, channel, executive management and ownership. He helps sales professionals in companies like Google, Salesforce, Okta, Box, and LinkedIn learn new tips and tricks to become more successful in their sales positions. He is still active in sales and has learned what works and doesn’t work when closing.

John’s main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work. He encourages engagement with the customer to boost revenue and show the customer that you care. In his opinion, success comes from those who are able to transfer their enthusiasm to their customer.

Website: https://jbarrows.com/

Linkedin: https://www.linkedin.com/company/jbarrows-sales-training

Snapchat: johnmbarrows

Twitter: @JohnMBarrows

YouTube: https://www.youtube.com/jbarrowssalestraining

Facebook: https://www.facebook.com/JBarrows/

FB Group ’Make It Happen’: https://www.facebook.com/groups/jbarrows/

Listen to other episodes of 'Outside Sales Talk' here!

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn.

Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association.

Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.

Here are some of the topics covered in this episode:

• Biggest trends in B2B Sales and how to adapt successfully

About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.

Website: www.RSVPselling.com

Speaker Website: www.TonyHughes.com.au

Twitter: @TonyHughesAU and @RSVPselling

Linkedin: www.linkedin.com/in/hughestony

Carson Heady is a top performing outside sales leader, speaker and management consultant. He’s the author of the ‘Birth of a Salesman’ series, which details the art of sales - from interviewing through preparation, pitching, closing and advancing your career in sales.

During his career, he has served at multiple levels of leadership at Microsoft, AT&T, Verizon and T-Mobile. In his role he’s overseeing partner relationships and leading strategic sales planning to grow revenue. He has a strong social media following of over 330K followers, has hosted the Smart Biz Show on EG Radio, and has been interviewed by a number of sales gurus including Jeffrey Gitomer and Jeb Blount.

Here are some of the topics covered in this episode:

• Key skills you need to develop a successful career in Field Sales

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Carson entered the sales arena at age 22 and has found success at every level, from top-flight sales representative to a division leader over 200+ people. His devotion to the sales game occupied much of his time, but his desire to write never left his mind. Once Carson realized his great aptitude in the game of sales, he decided to write his first novel – “Birth of a Salesman” – which told the story of a young man who came into prominence in the sales arena and doubled as a self-help sales advice manual to guide anyone to the level of success he achieved. 

He is a profound public speaker, superior corporate leader and, in addition to having letters featured in prominent magazines and local newspapers, he wrote his own bi-weekly column for his department. Carson lives in St. Louis, MO, with his 2-year old daughter.

Linkedin: https://www.linkedin.com/in/carsonvheady/

Blog & Books: https://carsonvheady.wordpress.com/

YouTube: http://www.youtube.com/user/cvheady007

Twitter: @cvheady007

Facebook: www.facebook.com/CARSONVHEADY.BIRTHOFASALESMAN

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals!

Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.

Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.

Here are some of the topics covered in this episode: 

• How to buy time, evaluate real objections and determine the best way to move forward

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness.

Prior to founding People First, Deb was a corporate training director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales and sales management positions.

Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.

LinkedIn: https://www.linkedin.com/in/debcalvertpeoplefirst/

Book: www.stopsellingstartleading.com

Sales Experts Channel: http://www.thesalesexpertschannel.com/

Twitter: @PeopleFirstPS

Facebook: https://www.facebook.com/PeopleFirstPS/

Matt Heinz focuses on delivering measurable results for his clients in the way of greater sales, revenue growth, product success and customer loyalty. He held various sales positions at companies like Microsoft and Boeing before starting his own business ‘Heinz Marketing’ to help clients scale revenue and customer growth.

Matt is an expert in Social Selling and shares hands-on advice on how Field Salespeople can use and leverage Social Media to nurture and grow their network, and build long-term relationships with prospects.

Here are some of the topics covered in this episode:

• How you can use Social Media in Field Sales

Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!

About the Guest: Prolific author and nationally recognized, award-winning blogger, Matt is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.

He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation and many others create predictable, repeatable sales & marketing engines to fuel growth.

Matt is a repeat winner of Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers.  He is living through the renovation of a 105 year old historic farmhouse in Kirkland, Washington with his wife, Beth, three young children, dog, two rabbits, and seven chickens.

Blog: https://www.heinzmarketing.com/blog/

Linkedin: https://www.linkedin.com/in/mattheinz/

Books: https://www.heinzmarketing.com/resources/#books

Twitter: @HeinzMarketing