Make It Happen Mondays - B2B Sales Talk with John Barrows

Most startups obsess over growth. Very few actually understand when scaling makes sense—and when it doesn’t.In this episode, John talks with Mark Roberge about the real science behind building and scaling a company. They unpack the myths around product-market fit, the ethical decision point every salesperson faces, and why revenue alone can be a dangerously misleading signal for founders.If you're building, selling, or leading a team, this conversation will challenge how you think about growth, customer value, and the future of sales in an AI-driven world.Ready to sharpen your sales skills and stay relevant in a rapidly changing market? Head over to www.jbarrows.com and keep learning how to Make It Happen.What You’ll LearnWhy revenue isn’t product-market fitThe ethical decision point in salesWhy retention beats new revenueThe role of a customer success matrixHow AI may reshape sales careersMark Roberge is the founding CRO of HubSpot, where he scaled revenue from zero to over $100M and helped take the company public. After leaving HubSpot, he joined the faculty at Harvard Business School and co-founded Stage 2 Capital, the first VC firm run and backed by go-to-market leaders. He’s also the author of The Science of Scaling, which introduces a data-driven framework to help founders decide when to scale, how fast to grow, and whether scaling makes sense at all.Connect with Mark Roberge:LinkedIn: https://www.linkedin.com/in/markrobergeInstagram: https://www.instagram.com/roberge_markX: https://x.com/markrobergeMark's Bestselling Books Amazon: https://www.amazon.com/stores/author/B00NSKE4WYJohn Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today’s AI-driven sales environment.Connect with John Barrows:LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/TikTok: https://www.tiktok.com/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

AI is changing sales. But trust still wins deals.In this episode of Make It Happen Mondays, John Barrows sits down with negotiation expert Tim Castle to break down what it actually takes to negotiate and close deals in today’s AI-driven sales environment.They dive into the real difference between influence and manipulation, why belief in what you sell matters more than ever, and how preparation, emotional awareness, and cultural nuance shape successful negotiations. Tim also explains how AI can help sales professionals prepare faster while reminding us that human connection and trust are still the ultimate advantage.If you're serious about improving how you sell, negotiate, and build trust with buyers in the AI era, this episode delivers practical insights you can apply right away.Want to sharpen your sales skills and stay ahead of the curve? Head over to www.jbarrows.com and start building the systems that help you close more deals.What You’ll LearnWhy belief in your product mattersInfluence vs manipulation in negotiationsHow top negotiators prepareUsing AI for better sales prepWhy trust still wins in salesTim Castle is a globally recognized negotiation expert ranked among the Top 30 Negotiation Professionals in the World (2025) by Global Gurus. He is an award-winning author of multiple bestsellers, including The Art of Negotiation and The Momentum Sales Model, and the founder of the Negotiation Edge Training Academy. Tim works with ambitious organizations that want to win negotiations with integrity, build influence, and create stronger buyer relationships in an increasingly AI-driven world.Connect with Tim Castle:Website: https://www.timjscastle.com/Facebook: https://www.facebook.com/TimJSCastleLinkedIn: https://www.linkedin.com/in/timcastle3/Instagram: https://www.instagram.com/timjscastle/X: https://x.com/TimJSCastleTikTok: tiktok.com/@timjscastleTim's Bestselling Books Amazon: https://www.amazon.com/stores/Tim-Castle/author/B07G6LF77C?John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today’s AI-driven sales environment.Connect with John Barrows:LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/TikTok: https://www.tiktok.com/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Artificial Intelligence is transforming sales faster than any technology shift we’ve seen before. In this episode of Make It Happen Mondays, John Barrows sits down with Peter Grant, CRO of You.com and a four-time unicorn operator who helped scale companies like Salesforce and Siebel.Peter shares his journey from the British military to enterprise software leadership, and how that experience shaped his approach to leadership, hiring, and sales discipline. The conversation dives deep into how AI is changing enterprise sales, go-to-market strategies, and the future of work.They explore why AI literacy is becoming a mandatory skill, how sales organizations are evolving, and why the gap between top performers and average sellers is about to grow dramatically.If you work in sales, leadership, or technology, this episode will challenge the way you think about productivity, hiring, and the role of AI in modern business.What You’ll Learn in This Episode• How Peter Grant went from the military to leading revenue at multiple unicorn companies• Why AI is the biggest disruption to sales since the internet• The evolving role of sales professionals in an AI-driven world• Why top performers are becoming even more effective with AI tools• The risks of relying too heavily on AI without critical thinking• How enterprise companies are adopting AI and measuring ROI• The importance of AI literacy for professionals in every industry• Why the future of work will reward curiosity, adaptability, and continuous learningAbout the GuestPeter Grant is the Chief Revenue Officer at You.com, an AI platform helping enterprises deploy generative AI solutions with measurable ROI. He has helped scale several high growth technology companies, including Salesforce and Siebel, and is known for building high-performing revenue teams in emerging technology markets. MIHM Peter GrantKey TakeawaysAI is accelerating the performance gap.Top performers who embrace AI will become dramatically more productive, while those who rely on outdated processes risk falling behind.AI literacy is becoming essential.Understanding how to effectively use AI tools will soon be a core skill across nearly every profession.Sales roles are evolving.The traditional sales process is changing as buyers gain access to more information and automation tools.Curiosity and adaptability matter more than ever.Professionals who continuously learn and experiment with AI will have a significant advantage.Resources MentionedYou.com – https://you.com/businessJohn Barrows Training – https://jbarrows.com

Stefan Feuerstein isn’t just an expert in delegation—he’s a humanitarian leader with a track record of real-world impact. In this powerful episode, Stefan joins John to unpack the simple but transformational delegation model from his book ABC Delegation.But this conversation goes far deeper than business. Stefan’s approach—Autonomy, Briefing, and Consent—was born not in a boardroom, but in the field. From leading 250 people in Honduras (the murder capital of the world) to supporting migrant children at the U.S. border, Stefan’s leadership method was forged under pressure in some of the world’s most difficult environments.Together, they break down the mindset shift needed to delegate effectively (especially for control-prone entrepreneurs), the practical framework for implementing ABC, and real examples of how it’s driving results for teams worldwide—from humanitarian missions to Fortune 500 companies.If you’ve ever said “I’ll just do it myself,” this episode will challenge you—and give you the tools to lead and let go.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-feuerstein-0b35a7117/Check out Stefan's Website: https://abcdelegation.com/

This episode is different.Devin Reed returns to the podcast—but this time, it’s not about content strategy, marketing tactics, or growth frameworks. It’s about something far more personal and far more relevant.After posting a powerful message about how “business as usual” feels disconnected from reality right now, Devin made a conscious decision to stop staying quiet. That post sparked this conversation.Together, John and Devin unpack what it means to:Speak up without becoming divisiveUse your platform responsiblyNavigate uncertainty without pretending everything is fineFind your voice when you’re not sure what to sayLead with integrity in emotionally charged timesThis is a raw, thoughtful discussion about privilege, responsibility, fear of backlash, and the tension between staying silent and standing for something. It’s not about politics. It’s about humanity. It’s about leadership.If you’ve been feeling the disconnect…If you’ve been unsure how to show up…If you’ve been wrestling with whether to speak or stay quiet…This conversation might help you find clarity—and maybe even a little courage.Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Devin on LinkedIn: https://www.linkedin.com/in/devinreed/Check out Devin's Website: https://www.thereeder.co/