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  • Ep. 197: Tim Clarke On Loss, Grief, And Moving Forward

    Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t always about tactics and dollars. Sometimes success is about carrying on even though our world seems t...

  • Ep. 196: Sean Sheppard On Adopting A Growth Mindset

    Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with John what we should be teaching young sellers today, how the risk dynamic has changed, and the antiquated thinking we need to get rid of.

  • Ep. 195: The JB Sales Team On Email Effectiveness

    On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email because of the way they’re using it to deliver their message. There’s also a lot of people who have beco...

  • Ep. 194: Jeff Hoffman On Career Inflection Points

    Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a family, and their thoughts on retirement. They also talk about how they have navigated each decade of t...

  • Ep 193: Melanie Fellay On Making Funding Decisions And Building A Team

    Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached. Melanie joins John to discuss building a ...

  • Ep. 191: Kristina Finseth On A Quality Over Quantity Approach In Sales

    Our guest this week is Kristina Finseth, Growth Marketing Manager at Interseller. Kristina is a strong leader with incredible insight due to her diverse marketing and sales background, and her Outbound FIRE Framework has been spreading rapidly through the sales community and making an impact. She...

  • Ep. 190: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers

    We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success. They discuss their experiences navigating a successful sales career, the strong opinions that shaped...

  • Ep. 189: David Cancel On Conversational Marketing And Sales

    Our guest this week is David Cancel, CEO and Founder of Drift. David has spent a lifetime as an avid learner and found a way to understand not just sales, but human decision making and why things work. John and David are going to go deep into the ebbs and flows of being in sales today, the short-...

  • Ep. 188: Kevin Ellis On Mentorship And Commitment

    Our guest this week is Kevin Ellis, VP of Sales at Thrive. Kevin and John share their story about meeting over 15 years ago and how John’s training and mentorship has impacted Kevin’s career. Kevin also tells us how he feels about underdogs and their hustle, learning in the moment, startup mental...

  • Ep. 187: Joe Caprio On The Future Of Sales Demos

    Our guest this week is Joe Caprio, Co-founder of Reprise. John is consistently talking about how bad most demos are for prospects and Joe's research proves that the frustration we experience as demo attendees is often shared by the people that are actually doing the demos. Joe and Reprise are pre...

  • Ep.186: Michael Phelan On Booking New Meetings In A Programmatic Wa‪y

    Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions. Michael and John are going to dive into the importance of driving meetings, the ever evolving concept of ...

  • Ep. 185: Lindsey Boggs On Mental Health Skills For Sales Leadershi‪p‬

    Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of her team helps provide a healthy environment that is conducive to growth. Lindsey and guest host James Buckley discuss the tools she’s using t...

  • Ep. 184: Chris Voss On Negotiations And Tactical Empathy (Replay‪)‬

    This week we’re replaying one of our most impactful episodes that we've ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our t...

  • Ep. 183: Galem Girmay On Building Relationships In Online Communities

    Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius. Galem is a valuable resource and joins us to discuss the meaning and value of community, and what it means to be truly engaging and ...

  • Ep. 182: Nick Cegelski On Deal Mechanics

    Our guest this week is Nick Cegelski of SurePoint Technologies. Nick's an experienced enterprise account executive with a ton of useful insights. The way that we speak to our prospects matters and Nick and John are going to dive deep into those little awkward moments that we experience with our p...

  • Ep. 181: Victor Antonio's Thoughts On 2020 And Predictions For 2021

    Our guest this week is Victor Antonio of Sellinger Group. Victor and John talk about reaching levels of experience that make sales easier, recognizing our sources of anxiety, selling in other countries, and more! As a sales keynote speaker and trainer, Victor helps us see the bigger picture so we...

  • Ep. 180: Larry Long Jr. On Team Development And Motivation

    Our guest this week is Larry Long Jr. Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivatio...

  • Ep. 179: Looking Back On 2020 And Ahead To 2021

    Morgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we learn, and what will be different this year? We’ve accomplished a lot in the face of adversity and we wouldn’t have been able to help as many pe...

  • Ep. 178: Darryl Praill & Shawn Finder On The State Of Sales In 2021

    Our guests this week are Darryl Praill, CRO at VanillaSoft and Shawn Finder, Founder of Autoklose. They’re talking with John about everything from sales culture, diversity, hiring and firing reps for many reasons, to finding the right fit for acquisition. This episode is full of incredible wisdom...

  • Ep. 177: Vrahram Kadkhodaian On The Importance Of Agility In Selling

    Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ul...

  • Ep. 176: Becc Holland On Personalization at Scale

    Our guest this week is Becc Holland, CEO and Founder of Flip the Script. We’re all impressed with the content and seemingly magical ways that Becc’s tactics and approaches improve sales rep’s messaging, cadences, workflows, and the results. She talks with John about the science behind sales messa...

  • Ep. 175: Sam Dunning On Selling Like A Marketer

  • Ep. 174: Ryan Leavitt On The Entrepreneurship Path

    Our guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John about risk, building a team with the right people, and how Pillar Booth is designed to fix the modern day open office.

  • Ep. 173: David Nihill On Using Humor In The Sales Process

    Our guest this week is David Nihill, bestselling author of Do You Talk Funny and Founder and Creative Director of FunnyBizz. David and John discuss a few topics that we’ve seen as important in the sales and public speaking space. David talks about managing fears instead of trying to overcome them...