The 17% Rule: Why Most Reps Miss Quota with Guy Rubin
In this episode of Make It Happen Mondays, John Barrows sits down with Guy Rubin, CEO of Ebsta, the revenue intelligence platform that guarantees increased quota attainment—and was recently acquired.Guy shares the origin story of building Ebsta as a bootstrapped venture, the lessons learned through scaling without VC pressure, and how staying aligned with his values made the acquisition feel like a natural next step. But the real power of this episode lies in the data.We dive into insights from Ebsta’s 2025 Sales Qualification Report, which shows jaw-dropping stats—like how just 17% of reps are responsible for over 80% of revenue. It’s Pareto Principle in real-time, and it forces us to ask: What happens to the other 80% in an AI-first world?John and Guy dig into how the best reps qualify, the resurgence of full-cycle sales, and why the future belongs to reps who can ditch the features and start leading business conversations.This one’s a wake-up call and a roadmap for anyone in B2B sales looking to stay ahead in a fast-changing game.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=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Guy Rubin on LinkedIn: https://www.linkedin.com/in/rubinguy/ Check out Guy's Website: https://www.ebsta.com/
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The Ten Commandments of Selling with Dr. Yaniv Zaid
In this episode, John sits down with Dr. Yaniv Zaid—a global authority on persuasion, communication, and ethical influence. With a career spanning 22+ years, 2,500+ keynotes, and 11 bestselling books (including his latest, The New Bible of Sales: The Ten Commandments), Dr. Zaid brings razor-sharp insight into what makes people say “yes.”Together, they dive into the psychology of trust, how identity and narrative matter more than features, and the universal persuasion process that top sellers unknowingly follow. Yaniv also breaks down the fine line between manipulation and persuasion, shares why failure is one of the fastest paths to credibility, and challenges John on whether people really have to like you to buy from you.If you’re in sales, leadership, or just want to understand how to ethically influence others, this episode is packed with actionable strategies that blend science with story.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=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Dr. Yaniv Zaid on LinkedIn: https://www.linkedin.com/in/yanivzaid/Check out Dr. Yaniv Zaid Website: https://www.persuasion.co.il/en/
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Hacking Human Psychology with MichaelAaron Flicker
In this mind-expanding episode, John sits down with MichaelAaron Flicker—entrepreneur, behavioral science strategist, and CEO of XenoPsi Ventures, where he oversees a portfolio of nine companies. He’s also the co-author of Hacking the Human Mind: The Behavioral Science Secrets Behind 17 of the World’s Best Brands, a must-read for anyone serious about sales, branding, or influence.They explore how behavioral science drives real-world buying behavior, why most sales tactics miss the mark, and how we can ethically use psychological principles to build trust, guide decisions, and grow businesses. From Five Guys’ focused menu strategy to the Sunken Cost Fallacy of Amazon Prime, this episode is packed with real-life behavioral insights sellers can use right now.If you’re ready to move beyond outdated tactics and understand how emotion, perception, and decision-making truly work, this one’s for you.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=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with MichaelAaron on LinkedIn: https://www.linkedin.com/in/michaelaaron-flicker/Check out MichaelAaron's Website: https://xenopsi.com/ Also Check Out These Links:https://hackingthehumanmind.com/https://www.xenopsi.com/michaelaaronflicker.phphttps://theconsumerbehaviorlab.com/podcast-overview.php https://theconsumerbehaviorlab.com/masterclass.php
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Build Brands People Feel with David Brier
In this episode of Make It Happen Mondays, John Barrows sits down with branding icon David Brier—a man known as The Brandfather, whose work has generated over $9 billion in brand value across four decades. With 320+ international awards, a Presidential Ambassador for Global Entrepreneurship medallion, and praise from the likes of Daymond John, Grant Cardone, and Oren Klaff, David brings both gravitas and grit to this deeply insightful conversation.From his Brooklyn roots and obsession with typography to the powerful strategy behind Brand Intervention and his newest book, Rich Brand, Poor Brand, David shares how great branding isn’t just about looking good—it’s about thinking differently, taking risks, and telling stories that stick.You’ll hear why personal brand is one of the few things AI can’t replicate, why playing the long game is a winning move, and how authenticity is still the most underused superpower in modern business.If you care about standing out, earning trust, or building a brand that actually means something—this one is a must-listen.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=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with David Brier on LinkedIn: https://www.linkedin.com/in/davidbrierCheck out David Brier's Website: https://www.risingabovethenoise.comConnect with David Brier on IG: https://www.instagram.com/risingabovethenoise/Get David's new book "Brand Intervention": https://bit.ly/BrandInterventionHardcoverApply for David's 9-week Masterclass: https://www.risingabovethenoise.com/say-less-sell-more/Schedule a Zoom call to work with David 1-on-1: https://davidbriercalendar.as.me/schedule/5231d133/appointment/9282937/calendar/1250409?appointmentTypeIds[]=9282937
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Kevin Davis: The Surfer’s Guide to Smarter Sales Territory Planning
In this episode of Make It Happen Mondays, John Barrows sits down with Kevin Davis, the co-founder and CEO of Boogie Board—a company rethinking sales territory planning through the lens of data, transparency, and AI.Kevin’s journey started far from Silicon Valley, in a small Wisconsin town where he learned grit the hard way—from shoveling snow and driving plows to climbing the ranks in sales and ops. Despite saying he never should’ve been in sales, Kevin’s experience on both sides of the revenue engine gives him a rare perspective that’s now shaping how companies think about go-to-market strategy.They dive into Kevin’s “surfer, not hunter” sales philosophy, why current territory models are broken, and how we can rebuild them to create trust between reps and RevOps. Kevin also opens up about early tactical missteps, the importance of clarity in selling, and how Boogie Board is helping teams get smarter about where and how they sell.If you’re in sales leadership, RevOps, or just tired of guessing your way through territory planning—this conversation is a must-listen.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=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Kevin on LinkedIn: https://www.linkedin.com/in/kevinboogie/Check out Kevin's Website: https://boogieboard.ai/
About Make It Happen Mondays - B2B Sales Talk with John Barrows
John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.
Listen to Make It Happen Mondays - B2B Sales Talk with John Barrows, The Diary Of A CEO with Steven Bartlett and many other podcasts from around the world with the radio.net app
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