A talk crafted exclusively for Team Canada - Snowflake. Delivered at Snowflake Canada's SKO on February 6, 2023.

1. NUGGETS
FOR YOUR NOTES
RALPH BARSI
A talk crafted exclusively for Team Canada
February 6, 2023

2. DISCUSSION TOPICS
1. BACKGROUND
2. MINDSET
3. STRATEGY
4. SYSTEMS
5. LAWS
6. COMMUNICATION
7. STANDARDS
8. GRATITUDE
RALPH BARSI

3. RALPH BARSI
VP, GLOBAL INSIDE SALES
Tray.io
GTM ADVISOR
Aircover
Scale Venture Partners
TopHap
Emitwise
INVESTOR
GTMfund
Latchkey Brewing
ALUMNUS
ServiceNow - Sr. Director, Global Sales Development
Loopio, Hubilo - GTM Advisor
Achievers - VP, Field Operations
InsideView - Manager, Sales Development
ralphbarsi.com

4. MINDSET
RALPH BARSI
“Get serious about your career.
Decide today to be a big success in everything you do.” - Brian Tracy
󰗓 Raise your standards. Whatever your role, strive to become an expert.
Your reputation precedes you, whether you like it or not. Set a high-caliber example.
󰗓 Know your why.
Consider Simon Sinek’s Golden Circle.

5. STRATEGY
RALPH BARSI
The Strategy Slide
● What is the answer? What do you really want?
● In 2023, what must we deliver to support this, in priority order?
● What 1-2 measures best capture what you’re trying to do?
● What must change? What incremental budget or headcount is needed?
The Plan on a Page (PoP)
● List your top 3-4 priorities / initiatives.
● List 3-5 specific business outcomes.
● List 3-4 specific activity goals.
The 6-Page Memo (6-pager)
● Introduction
● Goals
● Tenets / Principles
● State of your business (within the business)
● Lessons Learned
● Priorities

6. Top row: What is the answer? In one sentence, what is the end state you’re aiming for?
Be specific. What do you really want, and in what order?
2nd row: What will you need to deliver to support this, in priority order?
3rd row: What 2-3 measures best capture what you are trying to do?
4th row: What incremental budget or headcount will you need?
The strategy slide looks like an org chart.
It is inspired by The Pyramid Principle:
● A book by Barbara Minto 󰗄
● An article by Ameet Ranadive
☀
THE STRATEGY SLIDE
RALPH BARSI

7. THE STRATEGY SLIDE (Template)
RALPH BARSI

8. THE STRATEGY SLIDE (Sample)
RALPH BARSI

9. The Plan on a Page (PoP) is inspired by OKRs (Objectives and Key Results):
● A book by John Doerr (Measure What Matters)
● A book by Andy Grove (High Output Management)
Column 1: Priority. The most critical components for heading north.
No more than 5 priorities.
Column 2: SMART Goal (Specific, Measurable, Attainable, Relevant, Time-Bound).
No more than 5 goals per priority.
Column 3: Owner. One owner, unless you employ the OARP model:
Owner, Approver, Reviewer, Participant.
Column 4: Status. Clear indicators: Red, Yellow, or Green.
THE PLAN ON A PAGE
RALPH BARSI

10. 3-5 critical priorities
for going north
3-5 SMART goals
per priority
(Think “x to y by when”)
1 owner
Simple colors:
red, yellow, green
THE PLAN ON A PAGE (Sample)
RALPH BARSI

11. The 6-Page Memo, or 6-pager, is just that: a 6-page document.
From 2004 to this day, it replaces all slide presentations at Amazon.
At the start of the meeting, owners distribute a 6-pager (hard copy) to each attendee.
The first 20 minutes are silent, so attendees can read the 6-pager ahead of discussion.
Inspired by The Cognitive Style of PowerPoint: Pitching Out Corrupts Within:
● A book by Edward Tufte 󰗄
● A book by Colin Bryar and Bill Carr (Working Backwards)
● An article by Jesse Freeman (The Anatomy of an Amazon 6-pager)
“The narrative structure of a good memo forces better thought and a better understanding...” - Jeff Bezos
RALPH BARSI
THE 6-PAGE MEMO

12. Introduction
Goals
Tenets (Principles)
State of the Business
Lessons Learned
THE 6-PAGE MEMO (Sample)
RALPH BARSI
Strategic Priorities

13. SYSTEMS
RALPH BARSI
“Every system is perfectly designed to get the results it gets.” - W. Edwards Deming
󰗓 If you’re a coach, your goal is to win a championship.
Your system is what your team does at practice each day.
󰗓If you’re a writer, your goal is to write a book.
Your system is the writing schedule that you follow each week.
󰗓 If you’re a runner, your goal is to run a marathon.
Your system is your training schedule for the month.
󰗓 If you’re an entrepreneur, your goal is to build a million dollar business.
Your system is your sales and marketing process.
The difference between goals and systems by James Clear

14. x Closed Won deals @ $x per quarter
x opps (single + multi-threaded) /
$x in pipeline per quarter
x outbound-sourced Discovery calls
or demos per week
x referrals / x calls / x emails per week
Plans for Tier 1 Top 25 per month
Deals
Pipeline
Meetings
Calls
Plans
SALES GOALS (Sample)
RALPH BARSI

15. 15
Knowledge Management:
- Centralized repository (i.e. Notion)
- Stage criteria checklists
- Slide decks
- Recorded calls (i.e. Gong, Chorus)
- SFDC templates (for meeting notes)
Time Management:
- Mornings, late mornings
- Afternoons, late afternoons
- Evenings, weekends
- Account planning
- Invite templates (PAO)
- Meeting templates (pre / post questions)
Communication Management:
- Internal update templates
- Disco call follow-up templates
- Forecast worksheet
- Outbound emails, videos, and audio notes
- Networking emails and calls
Brand Management:
- Social profiles
- Social posts
- Social comments (to others’ posts)
- Posts about Snowflake
- Internal branding efforts
TYPES OF EVERYDAY SYSTEMS
RALPH BARSI

16. LAWS
RALPH BARSI
“I fought the law and the law won.” - Sonny Curtis
Law of Forced Efficiency
There isn't enough time to do everything,
but there’s always enough time to do
the most important things.
Law of Attraction
Like attracts like.
If you will change, everything will change for you.
Boyle’s Law
As volume increases, pressure decreases, and vice versa.
Lots of jobs available, less pressure to differentiate.
Dude’s Law
Value = Why ÷ How
If there’s no good reason for the project,
it doesn’t matter how well it’s done.
Humphrey’s Law
You'll know what you want
once the system is in production.
Systems trump goals.
Law of Propinquity
The closer people are to you, physically,
the better the chance of knowing them.
There's power in proximity.
Metcalfe’s Law
As your network scales,
it is worth more, squared.
Your network is your net worth, if cultivated.
The Universal Law of Need
The more you need something,
the less likely you will get it.
Focus on the consequences of losing and you will lose.
The Law of Rhythm
Everything is cyclical, and change is around the corner.
Go with the flow, yo.

17. COMMUNICATION
RALPH BARSI
“The biggest problem in communication is the illusion that it has taken place.” - George Bernard Shaw

18. STANDARDS
RALPH BARSI
“You can’t win if you don’t keep score.”
- The Standards of Excellence are a multipurpose approach
to becoming world class.
- Managing and monitoring everyone against these
standards are, right now, the most effective way to quantify
growth and development.
- Where focus goes, energy flows, so we want SDRs and
ADRs focused on four key areas in building their skills and
competencies.
- Also, to drive a viable talent pipeline, we must qualify and
quantify “what great looks like,” so that internal hiring
managers make better promotion decisions.
#1 Performance
● SQO Quota
● Emails
● Phone Calls
#2 Proficiency
● Product Knowledge
● Communication Skills
● Organization and Productivity
#3 Process
● SFDC Maintenance
● Meeting Hygiene
● Touch Patterns
#4 Professionalism
● Leadership
● Coachability
● Teamwork

19. GRATITUDE
RALPH BARSI
“Think of the people who helped you become who you are - those who have cared about you and
wanted what was best for you in life - and how pleased they would be to know the difference
you feel they've made.” - Fred Rogers

20. THANK
YOU
RALPH BARSI
in/ralphbarsi
@rbarsi