if you're in sales development, you must represent!

RALPH BARSI

@rbarsi

in/ralphbarsi

If You’re in Sales Development,You Must REPRESENT!

@rbarsi

in/ralphbarsi

PROFESSIONAL

Sales career began in 1994 Built first Sales Development team in 2000

VP, AA-ISP Silicon Valley since 2011 Top 25 Inside Sales Professionals in 2014

RALPH BARSISr. Director, Sales Development

PERSONAL

Born and raised in the Bay Area Degree from St. Mary’s CollegeMarried 18 years, father of 3 boysDrummer for 40 years

SDR Team

@rbarsi

SALES LEADERS “Raise your standards!”

Manage revenue pipeline, as well as people pipeline

• Sales reps are just that…reps -- they represent• Sales reps will one day become part of your alumni• Invest time with SDR’s (listen to calls, host power

hours)• Host bi-monthly 1:1’s (must include personal stuff)• Host weekly team meetings (always assess RPM*)

@rbarsi*Results, Purpose, Massive Action

SALES LEADERS

@rbarsi

Account Executives

SDR’s

Leaders

Leaders pull teams forward

Leaders influence & inspire

Leaders add value & attract success

Leaders continuously improve

Leaders seek first to understand

Leaders commit & communicate

Leaders are servants

Sales

@rbarsi

SALES REPS “Live in the present!”

Embrace the grind

• Resolve to improve your game 1% a day• Personal network plateaus, professional network

grows• Master the role you are in right now; you’ll need these

skills• Study your craft (Hint: TV won’t teach you)• Learn as if you need to teach someone else• Hustle until you no longer have to introduce yourself

@rbarsi

CONTINUED EDUCATION

Absorb the lessons in this bookWooden on LeadershipBy Coach John Woodenhttp://bit.ly/WoodenBook

Hear the wisdom in this talkCandor in the WorkplaceJack Welch at Stanford GSBhttp://bit.ly/WelchCandor

Learn how to lead in these videosTeam Life MissionsUS Navy SEAL, David Rutherfordhttp://bit.ly/SEAL-TeamLife

Make professional connectionsLittle Black Book of Connections

By Jeffrey Gitomerhttp://bit.ly/BookofConnections

Watch how Salesforce does itSales Prospecting Secrets

Andy Scollan & Wallace Hollandhttp://bit.ly/FilltheFunnel

Read Why Sales Dev MattersA Proven Framework

Craig Rosenberghttp://bit.ly/SalesDevFramework

THANK YOU!

@rbarsi

in/ralphbarsi

Remember, you GOTTA REPRESENT!