Ralph Barsi: Mindset For Success as an SDR
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Ralph Barsi; Senior Director, Global Sales Development, ServiceNow, speaking at The 2018 Sales Development Conference at the Ritz-Carlton San Francisco.
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Ralph Barsi: Mindset For Success as an SDR
- 1. MINDSET FOR SUCCESS AS AN SDR RALPH BARSI • Senior Director, Global Sales Development • ServiceNow ralphbarsi.com • @rbarsi • in/ralphbarsi THE SALES DEVELOPMENT CONFERENCE August 30, 2018 • San Francisco
- 2. MASTER YOUR CRAFT SUCCESS IS SEQUENTIAL PLAY THE LONG GAME BECOME A CONTRIBUTOR OF VALUE DEVELOP AN ATTITUDE OF GRATITUDE
- 3. Once you decide on your occupation you must immerse yourself in your work. You have to fall in love with your work. Never complain about your job. You must dedicate your life to mastering your skill. That's the secret of success and is the key to being regarded honorably. Jiro Ono ジロウ MASTER YOUR CRAFT magpictures.com/jirodreamsofsushi
- 4. seths.blog
- 5. SUCCESS IS SEQUENTIAL The Domino Effect (The ONE Thing) by Gary Keller
- 6. #FirstSevenJobs 1. Babysitter 2. Cashier 3. Lab assistant 4. Newspaper carrier 5. Teacher 6. Camp counselor 7. Retail 8. Dishwasher 9. Receptionist 10. Manager 11. Waiter/Waitress 12. Host/Hostess 13. Intern 14. McDonald’s 15. Student 16. Barista 17. Store clerk 18. Pizza delivery 19. Lifeguard 20. Research assistant Monster.com, Facebook, Twitter
- 7. Most SDR Careers PLAY THE LONG GAME “Your Life in Weeks” - Wait But Why
- 8. BECOME A CONTRIBUTOR OF VALUE The First 90 Days by Michael D. Watkins
- 9. These companies seek contributors Tenbound
- 10. Potential employers tell you exactly what they want QUALIFICATIONS RESPONSIBILITIES 2-5 years of sales/relevant experience Hit quota, drive net new revenue A proven track record of winning Lead the entire sales cycle Effective time management/organizational skills Create new revenue opportunities (prospect) Proficiency with using CRM Forecast accurately; maintain a viable pipeline Excellent, C-Level presentation skills Build & execute account/territory/contact plans Demonstrate exceptional verbal, written skills Demonstrate exceptional verbal, written skills In AE job descriptions from aforementioned logos
- 11. DEVELOP AN ATTITUDE OF GRATITUDE Think of the people who have helped you become who you are. Those who have cared about you and wanted what was best for you in life. Whomever you’ve been thinking about, how pleased they must be to know the difference you feel they’ve made. Fred Rogers
- 12. THANK YOU RALPH BARSI • Senior Director, Global Sales Development • ServiceNow ralphbarsi.com • @rbarsi • in/ralphbarsi THE SALES DEVELOPMENT CONFERENCE August 30, 2018 • San Francisco
Editor's Notes
- Do not read the quote. Introduce Jiro and the documentary about him, but then talk about SDRs
- Consider THE DOMINO EFFECT from Gary Keller’s book, The ONE Thing. A domino is the size of a matchbox but has the force to knock over another domino 1.5x it’s size. Imagine a long string of dominos lined up one after the other, with each one progressively 1.5x larger than the last. If you were to knock down the first 2” domino, you would set off a chain reaction that would, by the 57th iteration, produce enough force to knock over a domino stretching the distance between the earth and the moon. SUCCESS IS SEQUENTIAL. The journey of a thousand miles begins with the first step. Make the next, right call, and then the next. Book the next high-quality meeting, and then book the next. https://www.the1thing.com/the-one-thing/use-the-domino-effect-to-crush-your-biggest-goal/ Break your problems or goals into small pieces. Tackle one at a time with total focus and brute force. Go from A to B, not A to Z.
- You’ll find a similar track looking at Mark Leslie and Charles Holloway’s “Sales Learning Curve.” They published it in the Harvard Business Review in 2006.
- All of us have special ones who have loved us into being. Think of the people who have helped you become who you are. Whomever you’ve been thinking about, how pleased they must be to know the difference you feel they’ve made.