E158 - What’s Old Is New Again: Sales Fundamentals Are Weak featuring John Barrows

In this episode of Tech Sales Insights, Randy Seidl is joined by John Barrows, CEO of JB Sales, as they explore the timeless principles of sales. They delve into the transformation of sales fundamentals over the years and how staying authentic in the ever-evolving sales landscape is crucial. From sharing personal experiences to discussing the impact of AI on sales coaching, this episode is a treasure trove for both seasoned professionals and those starting in sales.

KEY TAKEAWAYS

The importance of authenticity in sales and staying true to oneself.

Navigating the shift in sales fundamentals and learning from both old and new practices.

Lessons from John's journey in sales, from DeWalt power tools to leading JB Sales.

The value of immediate and objective AI-driven feedback in coaching and improving sales performance.

Overcoming challenges in the corporate world and finding success by staying true to one's values.

QUOTES

"Lying is hard. It's easier to be authentic and genuine in sales."

"Coaching is the number one thing a manager should do, but it's often not what they do."

"If you're surprised that your manager is an asshole during a performance review, you haven't been paying attention."

"The endorphin component of immediate feedback is crucial for reps' growth."

"AI coaching tools can provide objective insights, eliminating subjectivity in feedback."

Find out more about John Barrows through the links below:
LinkedIn: https://www.linkedin.com/in/johnbarrows/

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.
https://www.alexandergroup.com/