Harness Value Creation to Improve Your Sales Performance with John Barrows
In this episode, Jeff speaks with John Barrows, the CEO of Sell Better by JB Sales, which is focused on training, content, and events for sales teams. He is also the author of I Want to Be in Sales When I Grow Up! The two discuss that many companies are stuck in an old model of segmentation rolls for their sales team which leads to broken hand-offs between each stage. This lack of communication creates a disjointed customer experience that often results in low adoption rates and renewal issues.
John believes that the definition of value has changed drastically and that it is important to figure out what value means to the customer. To add value, sales reps should focus on building relationships and understanding what is important to their customer. They highlight the significance of quality over quantity in sales, the necessity for salespeople to be more curious and care about their clients, and aligning sales and marketing goals with a focus on revenue targets.
Listen to hear John share his insights on how to be successful in sales with the mentality of “we are in this together.” Discover how AI is changing the sales game by helping with things such as email personalization and giving demonstrations. Gary Vaynerchuk advised John not to fight the technology, but to learn how to leverage it instead.
Episode Highlights
20:40 – I call it catching your sales groove. There’s a moment in everybody’s career, in every sales rep’s career, where they wake up one day, and it’s just a little bit easier than it was the day before. You don’t really know when it was or what happened, but it’s the day you stop pitching your solutions, and you start having conversations about your solutions.
25:31 – That’s why I believe sales reps do not have to be the industry experts in anything actually. They just need to know enough to be able to get the conversation going, and then dig and dig and dig and dig and layer and layer and layer those questions to be curious. Because when somebody can tell that you care and when somebody can tell that you’re genuinely curious about whatever their challenges are or whatever it is, you’d be amazed at what people open up to. But it’s that care factor that some reps get to faster than others.
42:30 – The reps can actually ask the people who are living that role what a day in the life looks like. I read your job description but really, what do you do? Help me understand what this looks like and some of the challenges that you face and things you’re being held accountable for.
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John Barrows