Make It Happen Mondays - B2b Sales Talk With John Barrows

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’

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/Conne

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:Why buyer enablement is the new sales enablementHow mutual action plans build real trust and alignmentWhat sellers are still getting wrong about personalizationThe massive opp

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

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.jba

In this mind-expanding episode, John sits down with MichaelAaron Flicker—entrepreneur, behavioral science strategist, and CEO of XenoPsi Ventures, where he oversees a portfolio of nine companies. He’s also the co-author of Hacking the Human Mind: The Behavioral Science Secrets Behind 17 of the World’s Best Brands, a must-read for anyone serious about sales, branding, or influence.They explore how behavioral science drives real-world buying behavior, why most sales tactics miss the mark, and how we can ethically use psychological principles to build trust, guide decisions, and grow businesses. From Five Guys’ focused menu strategy to the Sunken Cost Fallacy of Amazon Prime, this episode is packed with real-life behavioral insights sellers can use right now.If you’re ready to move beyond outdated tactics and understand how emotion, perception, and decision-making truly work, this one’s for you.Are you interested in leveling up your sales skills and staying relevant i

In this episode of Make It Happen Mondays, John Barrows sits down with branding icon David Brier—a man known as The Brandfather, whose work has generated over $9 billion in brand value across four decades. With 320+ international awards, a Presidential Ambassador for Global Entrepreneurship medallion, and praise from the likes of Daymond John, Grant Cardone, and Oren Klaff, David brings both gravitas and grit to this deeply insightful conversation.From his Brooklyn roots and obsession with typography to the powerful strategy behind Brand Intervention and his newest book, Rich Brand, Poor Brand, David shares how great branding isn’t just about looking good—it’s about thinking differently, taking risks, and telling stories that stick.You’ll hear why personal brand is one of the few things AI can’t replicate, why playing the long game is a winning move, and how authenticity is still the most underused superpower in mod

In this episode of Make It Happen Mondays, John Barrows sits down with Kevin Davis, the co-founder and CEO of Boogie Board—a company rethinking sales territory planning through the lens of data, transparency, and AI.Kevin’s journey started far from Silicon Valley, in a small Wisconsin town where he learned grit the hard way—from shoveling snow and driving plows to climbing the ranks in sales and ops. Despite saying he never should’ve been in sales, Kevin’s experience on both sides of the revenue engine gives him a rare perspective that’s now shaping how companies think about go-to-market strategy.They dive into Kevin’s “surfer, not hunter” sales philosophy, why current territory models are broken, and how we can rebuild them to create trust between reps and RevOps. Kevin also opens up about early tactical missteps, the importance of clarity in selling, and how Boogie Board is helping teams get smarter about where and how they sell.If you’re in sales leadership, RevOps, or just tired of guessing your way throu

Stephanie Chung grew up on an Air Force base with a Master Sergeant father—so structure, discipline, and high standards were her foundation long before she ever stepped into a boardroom. Today, she’s a #1 international best-selling author, executive coach, and the first African American to lead a major private aviation company.In this powerful episode, we dive into Stephanie’s remarkable career—from checking bags at an airline to completely transforming a private jet company’s brand and sales culture. Her new book, Ally: How to Lead People Who Are Not Like You, gives leaders real-world frameworks to lead with empathy, use privilege as a lever for good, and embrace curiosity over certainty.We explore what it really means to be a transformational leader in today’s world—especially as business becomes more diverse and emotionally intelligent. Stephanie shares why business acumen is still the most underrated sales skill, how Mary Kay helped shape her as a seller, and what she learned from growing up in a mil

Udi Ledergor is back on the pod—and this time, he’s bringing the fire behind Courageous Marketing, his new book that challenges everything safe, stale, and same-same in today’s crowded GTM world.As the former CMO of Gong during its hypergrowth years (multi-billion-dollar valuation, anyone?), and now Chief Evangelist, Udi knows firsthand how to build brands people actually love. In this episode, he and John dig deep into what separates average from iconic in today’s AI-drenched world of “best practices.”You’ll hear:Why courageous marketing requires risk, not just reachThe 10-20% “crazy idea” budget every brand needsHow sales and marketing can truly work togetherThe real difference between vanity metrics and valuable growthHow to craft a brand people feel, not just seeWhether you’re a marketer looking to break the mold or a seller tired of lead-gen lip service—this episode is for you.Are you interested in leveling up your sales skills and staying relevant i

What happens when 25 years of corporate procurement experience meets elite business school teaching? You get Giuseppe Conti—a world-class negotiation expert with a gift for turning complex tactics into everyday skills.In this episode, Giuseppe shares his journey from growing up in a family of teachers in Southern Italy to teaching negotiation and influence at institutions like Oxford and Cambridge. His new book, Negotiation + Influence = Success, distills a career’s worth of hard-earned wisdom into actionable strategies—and we break several of them down in this conversation.We cover tactical topics like:Who should make the first offer in a negotiation?How to handle procurement teams obsessed with price.How to influence internal stakeholders when you don’t have authority.Giuseppe blends humility, academic insight, and battle-tested experience in one of the most practical negotiation discussions we’ve had on the podcast. Whether you’re negotiating with a client, a boss, or your own team—this episode w

Eugene “Blue” Bowen joins John Barrows to unpack one of the most important AI sales reports of the year—straight from G2’s research desk. As a Research Principal focused on sales, tech, and AI, Blue co-authored G2’s latest study exploring how sales teams are actually using (or not using) AI in their day-to-day.Together, they dig into:Why most pipeline numbers are a lieThe myth of “fully automated” sales cyclesHow AI’s most powerful use case might be coaching—not prospectingThe real reason RevOps should be at the table (not in the backroom)What reps need to learn now before AI makes them irrelevantThey also explore the future of the SDR role, the strategic rise of RevOps, and why data quality is still the biggest thing holding teams back. If you’re trying to separate AI hype from real-world impact, this episode is your guide.Whether you’re in sales, RevOps, or leadership, don’t miss this insight-packed episode—and make sure to check out G2’s full report for even more data-driven takeaways.Are you interested in

Lori Richardson is a powerhouse in the sales world—and one of John’s favorite humans, period.In this deeply personal and insightful episode, Lori opens up about her incredible journey: escaping an abusive relationship at 19, raising a child on her own, and diving headfirst into a 100% commission sales role with no safety net. Her story isn’t just inspiring—it’s a masterclass in resilience, grit, and self-belief.Today, Lori is the founder of Score More Sales, a sales strategy and training company that starts with data—not guesswork—to help companies build truly effective sales teams. She’s also the host of the Conversations with Women in Sales podcast and one of the most impactful advocates for women in the profession.In this conversation, John and Lori discuss:What it takes to bet on yourself when the odds are stacked against youWhy sales fundamentals still matter more than everThe real role of data in driving sales performanceHow far we’ve come

Marcus Chan is a walking masterclass in disciplined growth. As CEO of Venli Consulting, he’s helped sales teams uncover $2M–$10M+ in hidden revenue through what he calls a Revenue Operating System—a system that’s generated $950M+ in results (and counting).In this episode, John Barrows reconnects with Marcus Chan to explore the grit, strategy, and mindset behind high-performing sales orgs. From his early days working in his family’s Chinese restaurant to turning underperforming teams into market leaders at Cintas, Marcus shares the frameworks that built his legacy—and are helping companies win big today.They dive into:How to diagnose revenue leaks and plug them fastWhy most sales teams are leaving millions on the tableThe power of direct feedback in a world that avoids itSwitching gears between B2B and B2C modelsWhy “not being in sales” is often the biggest sales lieIf you’re ready to challenge soft habits, sharpen your process, and uncover

Vince Beese knows how to close. As a fractional CRO and author of Red Zone Selling, Vince helps early-stage startups and fast-growing sales teams stop spinning their wheels and start running the plays that actually move deals across the finish line.In this conversation, John and Vince ditch the fluff and dive straight into what separates elite sellers from the rest. From his days in enterprise sales to building scalable GTM systems, Vince shares hard-earned insights on:Why sales has swung too far into science—and what it takes to bring the art backHow top reps lean into friction instead of avoiding itWhy false confidence from a bloated pipeline is killing your forecastThe power of disqualifying early and oftenWhat sales leaders should focus on instead of just top-of-funnel metricsThey also unpack Vince’s Red Zone Selling framework, breaking down how to qualify faster, sell smarter, and finish stronger—no matter your deal size or sales cycle

Jake Mannino isn’t your average sales leader. As a Global Sales Director at Microsoft, he leads a team responsible for over $1B in annual revenue—but his true superpower lies in understanding people.In this deeply insightful episode, Jake joins John Barrows to unpack the psychology of motivation, the neuroscience of behavior change, and what it takes to build a high-performance culture in today’s AI-driven world. In 2025, Jake helped Microsoft set a Guinness World Record by coaching nearly 5,000 employees through its MCAPS Executive Coaching initiative—giving him a unique lens into what truly drives change.John and Jake dive into:The difference between motivation and inspirationWhy most managers shouldn’t be coachesThe rising importance of emotional intelligence (EQ)Why authenticity and active listening matter more than everWhether you’re leading a team or looking to lead yourself better, this conversation blends science, sto

On this week’s episode, John Barrows hits the floor at Rev Fest—a one-of-a-kind event hosted by Go Nimbly’s CEO, Jen, at the iconic House of Yes in Brooklyn. This isn’t your typical sales conference. It’s loud, unconventional, and hyper-focused on RevOps—the unsung heroes of modern GTM strategy.In a series of quick-hit, high-impact interviews with leaders from Snowflake, Clay, G2, StrongDM, and Figma, John asks each guest the same three questions:What should sales stop doing?What should sales do more of?And if you had a magic wand, what would you change about the sales & RevOps relationship?The answers? Candid, surprising, and exactly what sales pros and leaders need to hear.Whether you’re a rep trying to work better with ops, or a leader looking to scale smarter, this episode delivers direct insights from the RevOps trenches.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 H

Monica Stewart has spent 15 years helping B2B SaaS founders escape survival mode and build scalable revenue systems—generating $25M+ in revenue and influencing over $200M in valuations along the way. In this episode, John and Monica dig into what really holds founders back from scaling past the $1–10M mark.They explore why so many founders—especially technical ones—see sales as a necessary evil, and the dangerous misconceptions this creates. Monica shares why doing the right things in the wrong order derails growth, how to create processes that don’t depend on a founder’s charisma, and why she believes most traditional sales methodologies are garbage in today’s market.They also discuss how shifting your belief systems—not just tactics—can unlock long-term success, and how AI is changing the playbook for founder-led sales forever.If you’re a founder who wants to step out of the weeds and build a company that scales, this conversation is packed with straight talk and actionable insights you won’t hear anywhere

In this episode John Barrows sits down with Zoltan Vardy, B2B sales advisor, author of The Launch Code, and the go-to expert for helping tech founders turn their ideas into scalable revenue.With over $2 billion in closed sales and 30 years of C-suite and entrepreneurial experience, Zoltan breaks down why so many founders still treat sales like a necessary evil and why that mindset kills more startups than any lack of product-market fit ever will.They dive into his founder-led sales framework, unpack how to pinpoint your real problem-solution connection, and explore why trying to be everything to everyone is the fastest way to fail. Zoltan shares why passion is the only fuel that can sustain you on the brutal road of entrepreneurship and how to make the critical shift from pitching to problem-solving.If you’re a founder—or thinking about becoming one—this conversation is a masterclass in building a sales motion that actually works. No fluff. No shortcuts. Just proven strategies to

Matt Millen is the co-founder and president of Regie AI, a platform that’s transforming how sales teams scale personalized outreach without losing the human connection. Before Regie, Matt’s career spanned everything from leading sales at Tony Robbins to competitive car racing—experiences that shaped his philosophy on performance, mindset, and winning the long game.In this conversation, Matt and John dig into the evolving role of the sales professional in an AI-first world. They explore why over-automation is eroding business acumen, how to develop reps who understand the why behind every tactic, and why the future belongs to teams who blend technology and authentic selling.Matt also shares his vision of the “Ironman model” of sales—where AI and automation amplify, rather than replace, human skill—and offers practical ideas for building workflows that empower reps to stand out.If you’re struggling with how to stay sharp and relevant in the age of AI, you’ll take away a ton from this one.Connect with