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  • Ralph Barsi: If You're in Sales Development, You Must Represent!

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    Ralph Barsi shares advice for sales development professionals. He emphasizes that sales reps must represent the company and see sales reps and SDRs as future alumni. Leaders should serve their team by listening to calls, hosting meetings, and conducting 1:1s to assess results, purpose, and action. Sales reps should embrace improving their skills daily and growing their professional network over their personal network. He provides continued education recommendations on leadership, sales prospecting, and the importance of sales development.

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    Ralph Barsi shares advice for sales development professionals. He emphasizes that sales reps must represent the company and see sales reps and SDRs as future alumni. Leaders should serve their team by listening to calls, hosting meetings, and conducting 1:1s to assess results, purpose, and action. Sales reps should embrace improving their skills daily and growing their professional network over their personal network. He provides continued education recommendations on leadership, sales prospecting, and the importance of sales development.

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    © All Rights Reserved
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    21 views8 pages

    Ralph Barsi: If You're in Sales Development, You Must Represent!

    Uploaded by

    Broding456
    Ralph Barsi shares advice for sales development professionals. He emphasizes that sales reps must represent the company and see sales reps and SDRs as future alumni. Leaders should serve their team by listening to calls, hosting meetings, and conducting 1:1s to assess results, purpose, and action. Sales reps should embrace improving their skills daily and growing their professional network over their personal network. He provides continued education recommendations on leadership, sales prospecting, and the importance of sales development.

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    RALPH BARSI If You’re in Sales Development,

    You Must REPRESENT!

    @rbarsi
    in/ralphbarsi
    RALPH BARSI PROFESSIONAL
    Sr. Director, Sales Development
    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

    PERSONAL
    Born and raised in the Bay Area
    Degree from St. Mary’s College
    Married 18 years, father of 3 boys @rbarsi
    Drummer for 40 years
    in/ralphbarsi
    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*)

    *Results, Purpose, Massive Action @rbarsi


    SALES LEADERS Leaders are servants

    SDR’s

    Account Executives

    Leaders pull teams forward Leaders continuously improve


    Sales
    Leaders influence & inspire Leaders Leaders seek first to understand

    Leaders add value & attract success Leaders commit & communicate

    @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 book Make professional connections


    Wooden on Leadership Little Black Book of Connections
    By Coach John Wooden By Jeffrey Gitomer
    http://bit.ly/WoodenBook http://bit.ly/BookofConnections

    Hear the wisdom in this talk Watch how Salesforce does it


    Candor in the Workplace Sales Prospecting Secrets
    Jack Welch at Stanford GSB Andy Scollan & Wallace Holland
    http://bit.ly/WelchCandor http://bit.ly/FilltheFunnel

    Learn how to lead in these videos Read Why Sales Dev Matters
    Team Life Missions A Proven Framework
    US Navy SEAL, David Rutherford Craig Rosenberg
    http://bit.ly/SEAL-TeamLife http://bit.ly/SalesDevFramework
    @rbarsi
    THANK YOU! Remember, you GOTTA REPRESENT!

    @rbarsi
    in/ralphbarsi

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