Summary:

John Barrows is the CEO of JB Sales, a sales training company focused on elevating the people and profession of Sales. He’s been in Sales his entire life and held every position from making 400 cold calls a week to being the VP of Sales at one of the fastest growing companies in Massachusetts that they eventually sold to Staples and is now the CEO of his own company where he still actively sells every day.

John came on the podcast to talk about how to stand out as a human in sales despite the world of AI that we live in. He dives deep on ways to use AI to augment your sales process over automating your sales process. While AI can write some uncanny human like emials, it still can't replace your soul. Or being the "last mile" in how you can humanize your process.

We discuss the importance of maximizing meeting efficiency, doing AI research to show someone you respect their time, the human element that will never die in sales, and the impact of AI on the sales process. John also covers common questions that sales people ask that we should remove from our vocabulary completely in the world of AI that we live in. This is a good one gang!

Key Takeaways: (using AI)

Sales has always been a human-human interaction.

AI can enhance sales processes but should not replace human connection.

People buy based on emotions and justify with facts.

The essence of sales is helping people solve problems.

Empathy and curiosity are crucial traits for sales professionals.

AI can personalize content but lacks the human touch.

Sales is not about convincing but about understanding needs.

The 'give a shit' factor is something AI cannot replicate.

Automation in sales can lead to a loss of personal connection.

Successful sales depend on how you sell, not just what you sell. Maximizing meeting efficiency is crucial for productive conversations.

Focus on the client's needs rather than your own agenda.

AI can enhance sales processes but cannot replace human empathy.

Avoid asking generic questions that waste clients' time.

Research is essential before engaging with potential clients.

Sales professionals must adapt to AI or risk becoming irrelevant.

Custom AI solutions can enhance personal and professional productivity.

Authenticity in communication builds trust with clients.

Curiosity drives engagement and effective sales conversations.

Investing in AI tools is necessary for modern sales success.

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Summary:

This conversation, I invite someone who got to intentionally know me and who I've worked a little harder for because of how he's made an impact on me. In sales, we sometimes overthink the experience we need to give to people and Sean has found ways to simplify that.

Sean met me at a company event and we've developed a great friendship. What I love about how Sean sells is he is constantly thinking about how we can "over index" on his gives. He tells a story about how a tattoed pizza owner taught him everything he needed to know about sales and networking.

You'll learn how to emphasize the importance of understanding others' needs and being thoughtful in interactions, whether in sales or your personal life. We also cover networking strategies and the value of making genuine connections, highlighting how small gestures can have a profound impact on relationships.

If you can think of a person in your life that just sells you on them as a person and people enjoy being around because of that, this is the episode for you!

Key Moments:

00:00 Introduction to Human Connection in Sales

02:46 The Importance of Genuine Relationships

06:12 Sean's Unconventional Career Path

08:59 Influential Figures in Sean's Journey

11:55 Deepening Conversations for Meaningful Connections

14:52 The Power of Networking and Introductions

18:01 Skills for Connecting on a Human Level

21:45 The Importance of Preparation in Conversations

27:29 Proactive Relationship Building

32:38 Networking with Intent

37:54 Unique Personal Connections

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Summary:

Have you ever had someone make a profound impact on your life but you can't really name them? We all have had people that made lasting impacts on us but only for a brief moment in time. We bought into their selflessness so much we even forgot to ask their names.

Maybe it's your barista. Maybe its a flight attendant. For Dan, it was the nurses and doctors who saved is life. To make a point that we're all in sales, this episode reminds us how these people don't do what they do for recognition. They do it because it's the right thing to do.

Dan Vasquenza is an entrepreneur and nonprofit advocate. He's on the board of Kulture City, a nonprofit that helps venues cater to individuals with sensory inclusive needs. He's also worked for the Atlanta Hawks in corporate partnerships and he's had a long career in sales.

We explore Dan's journey from a challenging childhood accident to a successful career in sales, emphasizing the role of empathy, listening, and personal experiences in building relationships. Dan shares insights on the traits of successful salespeople, the impact of role models, and his transition to working with Kulture City, a nonprofit focused on supporting individuals with sensory needs. In this conversation, Dan Vasquez shares his journey of self-discovery and the challenges he faced while building purpose-driven businesses. He discusses the importance of understanding the human side of sales and philanthropy, learning from mistakes, and the value of experiences over material possessions. Dan emphasizes the significance of relationships in both personal and professional settings, and how they contribute to success.

You can learn how Dan has brought his unique style of connecting into securing donations for his non-profit and how he's been able to develop close relationships with high profile people.

Key Moments:

00:00 Introduction to Human Connection in Sales

07:15 Learning from Role Models in Sales

13:25 Personal Journey and Overcoming Adversity

21:30 Transitioning to Nonprofit and New Beginnings

29:46 The Journey of Self-Discovery

36:00 The Art of Philanthropy and Sales

49:32 The Value of Experiences and Personal Connection

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