TFS#114 - John Barrows, Helping Salespeople Sell Better @ Salesforce, LinkedIn, Google w/Best-Selling Author & SellBetter By JB Sales CEO

John is the CEO of SellBetter by JB Sales, an organization focused on elevating the people and profession of sales through training, content end events. They train some of the world’s fastest-growing sales teams like Salesforce.com, Zoom, and LinkedIn while supporting a thriving community of over 50,000 individual sellers. John’s goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it’s one of the greatest professions in the world but when done wrong it’s one of the worst.  To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter. Visit https://sellbetter.xyz/ to know more! CHAPTERS: 00:00 Intro 00:50 Meet John Barrows 03:00 Basho Sales Training 04:40 Starting JB Sales 06:50 Sponsorships & Live Events 08:00 Why Email Is King 10:20 Value vs Worth 12:00 Value Ladder 13:20 Pay For Access 14:50 Direct Selling Strategy 16:00 Ideal Customer Profile 17:45 Marketing vs Advertising 20:05 The Cost Of Sales 23:00 Figuring Out Cold Traffic 24:50 The Infinite Game 26:30 Why I Joined TikTok 31:40 Targeted Marketing 34:10 The Subscription Model 35:00 Recurring Revenue vs Passive Income 39:40 Patreon Business Model 41:30 The Flywheel Effect 43:00 Strategy vs Experiment 45:00 Starting A Company Mindset 46:50 Educated Customers 48:50 Crystal Knows 49:50 The Modern Buyer 52:15 The Consumerism Of Sales 56:00 Humanizing Technologies 57:40 Disqualifying Builds Credibility 59:50 Objection Handling 01:01:40 Identifying ICP 01:02:45 Who’s Best Interest 01:04:00 Well-Defined Criteria 01:05:05 Outro