Make It Happen Mondays - B2B Sales Talk with John Barrows

Buyers have more information than ever, but that does not mean they have more confidence.
In this episode, John sits down with Zachary Gropper, Founder and CEO of Insight Revenue, to talk about Challenger, platform sales, AI research, buyer validation, and why old sales motions are breaking under modern buying pressure. Zachary brings a practical lens from his years around CEB, Gartner, Challenger, Pavilion, and the teams now trying to sell more complex platform solutions in a market full of stalled deals.
If you are in sales, leadership, enablement, or go-to-market strategy, this conversation gives you a clearer way to think about insight, trust, buyer confidence, change management, and what sales reps still need to do when buyers already show up with AI-generated research.
Want to build a stronger sales motion before buyers get even harder to move? Visit Visit www.jbarrows.com and learn how you can Make It Happen.
What You’ll Learn
Why simply sending methodology books does not change sales behavior
How AI can make reps sound smart while weakening real credibility
Why buyers now need validation and trust before they commit
How platform sales require change management, not just product positioning
Why sellers need to build a bridge from customer strategy to the outcome
Why asking why matters when buyers come to the call with AI research

Zachary Gropper is Founder and Chief Executive Officer of Insight Revenue. With more than twenty years studying the art and science of B2B sales and marketing best practice at CEB, Gartner, Challenger, and Pavilion, he helps commercial teams bring repeatable practices, processes, and go-to-market strategies into companies of any size or industry.
Connect with Zachary Gropper:
Facebook: https://www.facebook.com/zgropper/
LinkedIn: https://www.linkedin.com/in/zgropper/
Learn more About Insight Revenue:
Website: https://www.insightrevenue.com/
LinkedIn: https://www.linkedin.com/company/insightrevenue/
Youtube: https://www.youtube.com/channel/UCutptmXap5pi5PuPZcU1fDQ
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/@johnmbarrows
Check out John's Membership: https://go.jbarrows.com/
Join John's Newsletter: https://www.jbarrows.com/newsletter

AI role-play is not another tool to dump on your sales team.
In this episode, John sits down with Neha Gupta, Founder and CEO of Breakthrough AI, to talk about why traditional role-play fails, why managers are often asked to coach without the tools or time to do it, and how AI can help reps practice hard conversations before the pressure hits. Neha breaks down what makes AI role-play feel realistic, why audio can be more effective than distracting avatars, and why adoption depends on structure, leadership energy, and deliberate practice.
If you are in sales, leadership, enablement, RevOps, or any role responsible for improving rep performance, this conversation gives you a practical way to think about AI coaching, realistic role-play, feedback loops, remote sales teams, and the communication skills that still separate good reps from average ones.
Want to help your team practice before the pressure hits? Visit www.jbarrows.com and learn how you can Make It Happen.
What You’ll Learn
Why traditional role-play feels awkward, subjective, and hard to scale
How AI role-play can help reps build realistic muscle memory before live conversations
Why sales managers are often expected to coach without enough tools, time, or training
How leadership energy and structure can make AI training adoption actually work
Why remote teams lost some of the bullpen learning that used to happen naturally
Why communication skills need deliberate practice before the pressure moment hits

Neha Gupta is the Founder and CEO of Breakthrough AI, a practice-first AI coaching platform helping teams master the high-stakes conversations that shape performance, client relationships, and career growth. With more than twenty years of experience across client management, strategic marketing and sales, growth strategy, brand marketing, product marketing, and business development, Neha is focused on helping teams spot communication blind spots, strengthen feedback processes, and build stronger practice loops.
Visit https://joinbreakthrough.ai/ to see Breakthrough AI in action, including a demo comparing weak versus strong responses to price objections.
Connect with Neha Gupta:
LinkedIn: https://www.linkedin.com/in/nehagupta/
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/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast
Join John's Newsletter: https://www.jbarrows.com/newsletter

Charisma is not just something you either have or do not have. It is a skill buyers can feel before the pitch even starts.
In this episode, John sits down with Olivia Fox Cabane, bestselling author of The Charisma Myth, to talk about the science of charisma, presence, body language, curiosity, manipulation, and why real connection still matters in sales.
If you are in sales, leadership, or any role where trust matters, this conversation gives you a practical way to think about how you show up in front of buyers. You will learn why preparation makes curiosity stronger, why presence can change the quality of a conversation, and why trying to impress people often gets in the way of real connection.
Want to build stronger sales conversations before the market gets even more transactional? Visit www.jbarrows.com and learn how you can Make It Happen.
What You’ll Learn
Why charisma is a behavior that can be learned
How presence, power, and warmth shape trust
Why preparation can make salespeople more curious
Why trying to impress people often backfires
How body language starts with mindset
Why sales should help people solve problems, not convince them into decisions

Olivia Fox Cabane is a leading authority on the science of charisma and the bestselling author of The Charisma Myth and The Net and the Butterfly, which have been translated into more than thirty languages. She previously served as Director of Innovative Leadership for Stanford's StartX accelerator and has taught on charisma, leadership, and innovation at Harvard and MIT. Her work has been featured in The New York Times, Bloomberg Businessweek, and The Wall Street Journal, and she is a cofounder of the KindEarth.Tech Foundation.
Visit charismamyth.com for free sample chapters, videos, and downloadable exercises.
Connect with Olivia Fox Cabane:
Website: https://charismamyth.com/
Instagram: https://www.instagram.com/oliviafoxcabane/
LinkedIn: https://www.linkedin.com/in/ofc/
Youtube: https://www.youtube.com/@oliviafoxcabaneofficial
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/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast
Join John's Newsletter: https://www.jbarrows.com/newsletter

Sales reps who cannot speak the language of business are going to get exposed fast.
In this episode, John sits down with Kevin Cope, founder of Acumen Learning and co-author of Business Acumen for Sales Success and See the Big Picture, to talk about why business acumen is now one of the most important skills in sales. Kevin shares lessons from his time at the Covey Leadership Center, the start of Acumen Learning, and 25 years helping companies close the gap between functional expertise and real business understanding.
If you are in sales, leadership, RevOps, enablement, or any role where you need to speak with executives, this conversation gives you a practical way to think about cash, profit, assets, growth, people, discounting, cashflow, AI, and how to connect your solution to the business results buyers actually care about.
Want to build stronger business acumen and sell with more executive relevance? Visit www.jbarrows.com and learn how you can Make It Happen.
What You'll Learn
Why business acumen is one of the first skills sales reps need to build
Why round-number discounts can signal weak negotiation and weak business understanding
How a small discount can create a much larger hit to profitability
Why cash, profit, assets, growth, and people give reps a clearer business lens
How salespeople affect cashflow before and after a deal closes
Why AI research only matters if reps can translate it into business relevance
How curiosity helps reps use AI as a learning tool instead of a shortcut

Kevin Cope is the founder of Acumen Learning and co-author of Business Acumen for Sales Success and the bestselling See the Big Picture. He built his career at the Covey Leadership Center, joining just before the release of The 7 Habits of Highly Effective People, and later served as president of international for the combined organization following its 1997 merger with Franklin Quest to form Franklin Covey. Through Acumen Learning, Kevin helps organizations close the business acumen gap and connect everyday decisions to cash, profit, assets, growth, and people.
Connect with Kevin Cope on LinkedIn (https://www.linkedin.com/in/kevinrcope/) and grab his book, Seeing the Big Picture: Business Acumen to Build Your Credibility, Career, and Company, at https://www.amazon.com/Seeing-Big-Picture-Business-Credibility-ebook/dp/B07DPWFK7T?ref_=ast_author_mpb, to build the business acumen that earns you a seat at the table.
Learn more about Acumen:
Website: https://www.acumenlearning.com/
Instagram: https://www.instagram.com/acumenlearning/
Youtube: https://www.youtube.com/user/AcumenLearning
Facebook: https://www.facebook.com/AcumenLearning/
LinkedIn: https://www.linkedin.com/company/acumen-learning/?viewAsMember=true
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/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast
Join John's Newsletter: https://www.jbarrows.com/newsletter

AI can speed up the work, but it still cannot replace the human connection that moves trust forward.
In this episode, John sits down with Katrin Gurvich, a GTM Strategy & Operations leader at Navan, to talk about networking, referrals, AI, hiring, and what modern sales teams need to protect as the go-to-market world gets more automated. Katrin shares how she built connection as a skill, why referrals have lost meaning when they become a checkmark, and why AI-assisted work still requires real ownership from the person using it.
If you are in sales, RevOps, enablement, leadership, or any GTM role where AI is changing the way work gets done, this conversation gives you a practical way to think about human touch, buyer trust, personal brand, and how reps should use the time AI gives back.
Want to build a team AI can support but never replace? Visit www.jbarrows.com and learn how you can Make It Happen.
What You'll Learn
Why networking is a skill you can build through repetition
Why referrals only matter when real trust sits behind them
How AI use reveals ownership, curiosity, and judgment
Why human connection still matters in modern GTM execution
How onsites, events, and personal touches can change sales conversations
Why reps need to use AI-given time to get sharper, not just faster

Katrin Gurvich is a GTM Strategy & Operations leader at Navan, where she partners across sales and revenue teams to translate high-level strategy into day-to-day execution. Her work spans diagnosing business health, improving pipeline visibility, and helping revenue leaders separate real signal from vanity metrics like quota attainment.
Before Navan, Katrin held roles in sales planning and analytics at Dropbox, management consulting at HealthScape Advisors, and corporate and institutional banking at PNC, giving her a cross-functional view of how strategy, data, and operations intersect. She holds degrees from the University of Michigan and Case Western Reserve University, where she studied economics, psychology, and world literature.
Visit and learn more about Navan:
Website: https://navan.com/
LinkedIn: https://www.linkedin.com/company/navan/?viewAsMember=true
Facebook: https://www.facebook.com/GetNavan
Instagram: https://www.instagram.com/getnavan/
Tiktok: https://www.tiktok.com/@navan?is_from_webapp=1&sender_device=pc
Youtube: https://www.youtube.com/@GetNavan
Connect with Katrin Gurvich:
LinkedIn: https://www.linkedin.com/in/katrin-gurvich-559142130/
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/@johnmbarrows
Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast
Join John's Newsletter: https://www.jbarrows.com/newsletter