Podcasts

  • Ep. 165: David Bloom On World Class Sales Enablement

    David Bloom, CEO of LevelJump joins us on the podcast this week to discuss how world class sales enablement really works. There are tons of buzzwords in the sales enablement world right now, David sheds light on how to break through the noise and to focus on activities that impact your bottom line.

  • Ep. 164: Jason Bay On Cold Calling Strategy

    Jason Bay is one of the first guests on the podcast to come back for a second episode... and this time he and John are covering how you can overcome cold call reluctance. One of the biggest factors that determine your success on cold calls is the mentality and confidence you begin the call with. ...

  • Ep. 163: Daniel Frohnen On Account Based Marketing

    This week on the podcast, we talk to one of the very best in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain what "ABM" is, how it works and where people go wrong with it. This was a great episode...

  • Ep. 162: Ashley Welch On Design Thinking

    Our friend Ashley Welch joins us on the podcast this week to take a deep dive into how design thinking could and should be applied to your sales process. Ashley takes us behind the scenes on what design thinking really is and how you can apply it, even if it's difficult at first.

  • Ep. 161: Colin Nanka On Resilience In Sales

    This week, Colin Nanka from Salesforce joins us on the podcast. Colin has lived an amazing life and had some incredible experiences that have taught him the power of mental resilience. He's taken lessons from these experiences and has applied them to his sales career. Here's how you can too...

  • Ep. 160: Frank Dale on Deal Management

    Deal management. How important is it to you? If you ask Frank Dale, it's more important now than ever. Join is joined by a good friend, Frank Dale on the podcast this week to discuss his journey in sales tech and why deal management is his focus right now.

  • Ep. 159: James Buckley Takes Over

    The podcast we're sharing this week is a little different to normal. Our very own James Buckley is taking over for a surprise episode, totally different to the usual format.

    We're not going to give too much more than this away, you'll have to listen to find out more...

  • Ep. 158: Tim Harsch On Timing & Relevance In Prospecting

    Tim Harsch, CEO of Owler joins us on the podcast this week. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do n...

  • Ep. 157: Jeff Hoffman On The Art Of Sales

    John's long-term mentor joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It's time to get back to wo...

  • Ep. 156: Morgan Ingram On Building A Sales Career

    Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he's turned weaknesses into strengths along the way. We're living in strange times and things are changing quickly, it's a good time to take stock of what you're...

  • Ep. 155: Meg Holsinger On Nailing Customer Success

    Today's podcast guest joined our team a few months before recording this episode, and she's crushing it working with our customers and clients. Megan Holsinger joins us to talk about her perspective on Customer Success, where it goes wrong and how most sales teams can conduct a better handover to...

  • Ep. 154: Daryll Praill On Becoming A Master Of Follow-Up

    What does great follow-up look like? Darryl Praill, CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them. He shares the exact formula his reps use along with ...

  • Ep. 153: Greg Segall - Prospecting Personalization

    This week, a friend of the JB Sales team joins us on the podcast. Greg Segall, CEO of Alyce joins John to talk about what real personalization looks like in sales. It's not about name dropping the college your prospect went to in your outreach! Here's what's working right now...

  • Ep. 152: Trish Bertuzzi - On The Future Of SDR Teams

    This week, John turns to his good friend Trish Bertuzzi to look at what the future of SDR teams is going to look like. Trish has unearthed tons of amazing data about how SDR teams are performing and being tracked right now, and has formed her opinion on where the SDR role is headed in the future ...

  • Ep. 151: Kyle Porter - Open & Honest Insights On The Last 90 Days As A CEO

    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 growth software company. Kyle and his team have had ...

  • Ep. 150: Tyler Lessard - The Anatomy Of A Great Prospecting Video

    Our team is seeing a huge rise in results from video prospecting. After reviewing results from meetings booked over the past few months, video was the biggest source by a long way. Following his webinar with Morgan on how to use video in your sales process, Tyler Lessard joins us on the podcast t...

  • Ep. 149: Justin Welsh - Building An Industry Leading Personal Brand

    Justin Welsh is our guest on this episode of the podcast. If you haven't seen Justin's content on LinkedIn, you've probably been hiding under a rock. Justin shares exactly how he has built and continues to build his personal brand. There's a few great stories in this episode too, including a firs...

  • Ep. 148: Devin Reed - When Prospects Say "I Need To Think"

    Have you ever heard a prospect say "I need to think"? Chances are, you've heard this a lot. Devin Reed is the man behind all of the content and data experiments you see coming from Gong.io, and he's with us on this episode of the podcast to expose the latest surprising data he's uncovered. Hearin...

  • Ep. 147: Amy Volas - Addressing Layoffs in Sales

    Layoffs are hitting sales teams hard. People everywhere are losing jobs, laying off their team and looking for their next move. Now is the perfect time to think about which roles and which companies will suit your strengths best. To help you do that, we're welcoming Amy Volas back onto the podcas...

  • Ep. 145: Melanie Fellay - Learning & Continuous Development For Sales Reps

    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 gets you as close as possible to that, which is why Spekit CEO Melanie Fellay joins us on the podcast. She shares grea...

  • Ep. 142: JB Sales Executive Team - What's Changed?

    We've moved away from the usual format for this episode of the podcast and pulled in the JB Sales leadership team to discuss what's going on right now. We don't have the silver bullet to dealing with everything that's going on, but we've taken proactive steps and they're helping. In this episode,...

  • Ep. 131: Drew D'Agostino - Using Personality Types In Sales

    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 make sure we put our best foot forward, with eac...

  • Ep. 124: Scott Leese - Motivation, Goals & Ambition

    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 replicate his process. Stay tuned for:

    Mastering M...

  • Ep. 114: Sydney Sloan - Taking Charge Of Your Sales Career

    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. Highlights include:

    Leveraging networks you didn't kn...