Podcast

SaaStr Podcast #088: John Barrows, Godfather of Sales, Shares How To React When a Lead Goes Dark

Harry Stebbings

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Welcome to Episode 88! John Barrows is essentially the Godfather of Sales. We often have VPs of Sales from tech titans on the show but who trains those VPs and sales reps to be the best in the world at sales? That is where John Barrows comes in. With clients including Dropbox, Box, Marketo, Twilio, and many more, John has amassed a wealth of knowledge and experience allowing him to provide the most proactive sales tips and strategies to optimize the sales process. If you have not checked out his blog, that really is a must and can be found here.

john_barrowsIn Today’s Episode You Will Learn:
How did John make his way into the world of SaaS and more specifically sales optimization?
What are the key points all reps must cover in their first calls with new leads? Why is setting expectations so crucial?
Why does John believe the best client to rep relationships are those that are equal? How can reps continue to provide value with every interaction?
In the case of leads going dark, how can sales reps engage with the lead to ensure conversion? What words must be avoided and how should this conversation be structured?
How can sales reps perfect the balance of being direct and being rude? How important is a summary email? What is the optimal structure and how should sales reps follow up on summary emails?

60 Second SaaStr:
The most common question asked to John by VPs of Sales?
What are the benefits of Top Down prospecting?
Do execs need structure?

Listen on iTunes.

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Jason Lemkin
Harry Stebbings
SaaStr
John Barrows

Published on January 13, 2017
  • Great podcast. I think I may have shed a tear when John mentioned the summary email.

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