Make It Happen Mondays - B2B Sales Talk with John Barrows

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 LearnWhy networking is a skill you can build through repetitionWhy referrals only matter when real trust sits behind themHow AI use reveals ownership, curiosity, and judgmentWhy human connection still matters in modern GTM executionHow onsites, events, and personal touches can change sales conversationsWhy reps need to use AI-given time to get sharper, not just fasterKatrin 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=trueFacebook: https://www.facebook.com/GetNavanInstagram: https://www.instagram.com/getnavan/Tiktok: https://www.tiktok.com/@navan?is_from_webapp=1&sender_device=pcYoutube: https://www.youtube.com/@GetNavanConnect 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/@johnmbarrowsCheck out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcastJoin John's Newsletter: https://www.jbarrows.com/newsletter

In this episode, John sits down with Ashley Herd, a former General Counsel and HR executive turned founder of Manager Method — a movement and book that gives managers the real-world tools no one else teaches. She’s also a LinkedIn Learning instructor, podcast host, and a powerful advocate for human-first leadership.Ashley brings a sharp legal and HR background from brands like KFC and McKinsey, and shares how those experiences opened her eyes to a problem most companies ignore: we don’t train our managers.This conversation dives into:Why most managers are set up to failHer signature framework: Pause. Consider. Act.How to shift from micromanagement to trustThe three leadership styles: Tight Jeans, Sweatpants, and Cozy JoggersWhat KFC taught her about recognition and cultureHow to support employees during grief, loss, and hard timesIf you’re a frontline manager, a senior leader, or someone trying to improve your org’s leadership culture, this episode is packed with honest insight, practical frameworks, and real empathy for the people doing the hardest job in business: managing other people.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 Ashley on LinkedIn: https://www.linkedin.com/in/ashleyherd/Check out Ashley's Website: https://www.managermethod.com/Get Ashley's Book "The Manager Method" Here: https://www.amazon.com/Manager-Method-Practical-Framework-Support/dp/B0F88XQ919/ref=sr_1_1?crid=3OXJB8FFOLV4P&dib=eyJ2IjoiMSJ9.gCPkw0XjqseVzVOGs73g3eB07oBsCIPccO7Bg_F6_pJUk_7hYRf_o4C7UEKTRNAKfZZubHS4muiYeQwrCl2bTruXHFHdVzSIcOgY2Ro0vyR55Lg6emhKDYAInm1NlGQq4aRtfUIBaphOf1El-r00xw.zVw99DEqK3s5Fks8X-BIFrh6_YByNw6CA-exZYjmUhw&dib_tag=se&keywords=ashley+herd&qid=1770643943&sprefix=Ashley+Herd%2Caps%2C142&sr=8-1