SaaStr 062: John Barrows: Sales Trainer To Salesforce, Twilio, Marketo...

Segmentation creates laziness & marketing is eating sales

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Lucas Walker@walkerlucas · Treat Officer @ Treats Happen
I've chatted with John MANY times. He is incredibly knowledgeable when it comes to sales. Look forward to listening to this podcast.
Harry StebbingsMaker@harrystebbings · Podcast Host @ The Twenty Minute VC
@walkerlucas Thanks so much for this Lucas and cannot wait to hear what you think! Please do let me know!
Harry StebbingsMaker@harrystebbings · Podcast Host @ The Twenty Minute VC
@JohnmBarrows 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 optimise the sales process. Huge thanks to @mgcardamone for the intro to John today! In Today’s Episode You Will Learn: How did John make his way into the world of SaaS and more specifically sales optimisation? How has John seen the sales landscape evolve? What has been the effect of the segmentation of roles pioneered by Salesforce? What will be the catalyst that causes teams to shift from current sales methods and teams to AI replacing the sales team? What does this depend on? How does John view the integration of sales and marketing? How does the rise of ABM change this? 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?