In a recent LinkedIn post, sales trainer John Barrows delves into the often-misunderstood mechanics of engagement on the platform, arguing that genuine connection and direct communication are far more valuable than chasing algorithmic hacks. Barrows contrasts the superficiality of “viral” content and engagement tactics with the profound impact of authentic outreach.
He highlights a common dilemma faced by new professionals in the sales industry, who are often bombarded with advice focused on optimizing and automating every aspect of their work. This, Barrows suggests, can lead to a disconnect with the core values of hard work, process, and authenticity.
“This person spent 9 years studying their craft. They entered the workforce and immediately got hit with the ‘go viral, hack the algorithm, find the silver bullet’ noise that dominates this industry right now. And it was in direct contradiction to everything they believed in: hard work, trusting the process, care, and being authentic to self.”
The Tension Between Authenticity and Optimization
John Barrows observes that many emerging professionals feel a significant tension between the prevailing advice to “optimize and automate everything” and their innate desire to excel through diligent effort and genuine interaction. This internal conflict, as Barrows points out, can create doubt about their approach.
“That is the tension almost every new seller is feeling right now,” Barrows writes. “The loudest voices are telling them to optimize and automate everything. And the people who actually care about getting good at their craft are starting to wonder if they are doing it wrong.”
However, Barrows offers a clear rebuttal to this self-doubt, asserting that the core principles of hard work and authenticity are not misguided. He emphasizes that these foundational elements are what truly resonate and lead to meaningful results.
The Power of Direct, Authentic Messages
The crux of Barrows’ argument rests on the value of direct, personal communication. He advocates for sending direct messages (DMs) to individuals whose content has genuinely provided value, rather than resorting to generic comments.
According to Barrows, a thoughtfully crafted message explaining the impact of someone’s work is far more significant than a high number of impressions or likes. He shared an anecdote from a recent webinar he conducted, where he received a direct message from an attendee that underscored this point.
“This one message is worth more to me than a hundred thousand impressions. It is proof that the work lands when you lead with authenticity and care instead of hacks and shortcuts.”
Barrows elaborates on this, stating that such messages are the true indicators of impact. He posits that the “real algorithm” on platforms like LinkedIn is not about gaming the system but about fostering genuine connections.
Defining the ‘Real Algorithm’
In Barrows’ view, the pursuit of likes and shares often distracts from the actual goal: building meaningful relationships and creating tangible impact. He contrasts this with the effectiveness of personal outreach.
“If someone’s content helped you, tell them. Not in the comments. In a DM. Because that is the real algorithm. Real connection. Real impact. Everything else is noise.”
This perspective challenges the prevailing narrative that success on social media hinges on viral strategies and algorithmic manipulation. Instead, John Barrows champions a return to fundamental principles of human interaction: sincerity, thoughtfulness, and direct engagement. His insights suggest that by prioritizing authentic connection, professionals can achieve more profound and lasting results than through any shortcut or hack.
📝 About This Content
This article is based on insights shared by John Barrows on LinkedIn.
📅 Originally posted on May 15, 2026 | View original post on LinkedIn →