Make It Happen Mondays - B2B Sales Talk with John Barrows

Sales is about solving problems. It’s about helping people achieve their goals—and that’s exactly what innovation is at its core.
In this episode, John sits down with Jason Wild, author of Genius at Scale: How Great Leaders Drive Innovation, to talk about his journey from Chicago to becoming a high-level entrepreneur. Drawing from his experience working with companies like IBM and Salesforce, he breaks down the ABC structure that helps business owners think differently and drive meaningful innovation.
If you’re ready to elevate how you approach growth, this conversation will challenge your perspective on leadership, strategy, and the results you’re capable of creating. Visit www.jbarrows.com and learn how you can Make It Happen.
What You’ll Learn
What it’s like to work with IBM and Salesforce
The ABC structure for innovation
Laying out the framework for innovation
Aligning People In One Vision
Approaching innovation in the era of AI

From a child actor in Hollywood to tech executive in Silicon Valley, Jason Wild has collaborated with some of the most talented and creative people in the world. He is an adviser and author on growth, innovation, strategy, and leadership, having led projects in 40 countries from Disney and AT&T to NATO and the City of Paris. He is the co-founder of Wild Innovation Consulting and helps leaders and organizations unlock their genius at scale, with significant experience in AI, business, and operating models, and digital transformation. He worked for over 20 years in executive roles at Microsoft, IBM, and Salesforce. He is dedicated to ensuring that AI and emerging tech benefit all of humanity.
Connect with Jason Wild:
Website: https://geniusatscale.com/
LinkedIn: https://www.linkedin.com/in/jasonwild/
Get a copy of “Genius at Scale: How Great Leaders Drive Innovation” on Amazon: https://www.amazon.com/Genius-Scale-Great-Leaders-Innovation/dp/1647827507
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

Start by asking yourself: What am I good at? What do I love doing? And ultimately, what will I get paid for?
In this episode, John is joined by Roderick Jefferson to have a real conversation about ambition, ego, and the true cost of success across our lives, relationships, and leadership. Together, they unpack the importance of slowing down, why constant hustle can come at a price, and the powerful lessons Roderick learned after experiencing a stroke.
If you’re at the stage where you’re focused on building a legacy and discovering your deeper “why,” this episode will challenge and expand your perspective on what it really means to be successful.
Want to equip yourself for success before it’s too late? Visit www.jbarrows.com and learn how you can Make It Happen.
What You’ll Learn
Why work-life balance is a lie
The impact of taking a break
How to use AI to your advantage
Understanding ambition vs ego
Building your own legacy

Roderick Jefferson is an internationally recognized speaker, author, and thought leader who lives and breathes enablement. With more than 25 years of experience, he has held senior executive positions at companies such as Siebel, NetApp, Salesforce, Oracle, and others. He had delivered keynotes, guest lectures, webinars, and podcasts in fourteen countries at prominent events and conferences, sharing his vibrant and engaging insights with a worldwide audience. Roderick is an acknowledged thought leader in the enablement space and the author of Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence™, an Amazon #1 New Release and best-selling book, and the Sales Enablement 3.0 Companion Workbook™, which guides organizations aiming to enhance their sales strategies through effective enablement practices.
Connect with Roderick Jefferson:
Website: https://www.roderickjefferson.com/
LinkedIn: https://www.linkedin.com/in/roderickjefferson/
Facebook: https://www.facebook.com/ThevoiceofRod/
Instagram: https://www.instagram.com/roderick_j_associates/?hl=en
YouTube: https://www.youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ
X: https://x.com/thevoiceofrod?lang=en
Grab a copy of “Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence” on Amazon: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190903
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

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 Learn
Why revenue isn’t product-market fit
The ethical decision point in sales
Why retention beats new revenue
The role of a customer success matrix
How AI may reshape sales careers

Mark 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/markroberge
Instagram: https://www.instagram.com/roberge_mark
X: https://x.com/markroberge
Mark's Bestselling Books Amazon: https://www.amazon.com/stores/author/B00NSKE4WY
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 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 Learn
Why belief in your product matters
Influence vs manipulation in negotiations
How top negotiators prepare
Using AI for better sales prep
Why trust still wins in sales

Tim 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/TimJSCastle
LinkedIn: https://www.linkedin.com/in/timcastle3/
Instagram: https://www.instagram.com/timjscastle/
X: https://x.com/TimJSCastle
TikTok: tiktok.com/@timjscastle
Tim'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/@johnmbarrows
Check 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 learning
About the Guest
Peter 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 Grant
Key Takeaways
AI 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 Mentioned
You.com – https://you.com/business
John Barrows Training – https://jbarrows.com