Find out more on this session at salesforce.com/sales-summit. In the age of readily available information, sales techniques carry an extremely short shelf life as they're quickly rendered ineffective as soon as they become widely known and implemented. In his time training sales teams at Salesforce, John Barrows noticed just how quickly these techniques would become overused and shifted his training to focus on the structure instead. The key takeaway: A solid foundational structure for prospecting is far more effective than any specific technique. John Barrows from j.barrows LLC has trained more than 5,000 Salesforce reps on prospecting over the past six years. In this 45 minute session, he will share the structures that have helped drive the massive growth engine at Salesforce. This session is presented in partnership with InsideSales.com.