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If you are in a Sales Development role, then you represent a rapidly growing sector of sales professionals. For God's sake, make us look good. This presentation addresses how sales leaders and representatives can both serve the greater good. Ralph Barsi presented these slides exclusively for the Betts Recruiting-Sales Hacker Conference on Sales Development, held July 29, 2014 in San Francisco.
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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!
