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How to Prospect Using the Basics

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Revenue Summit 2018 San Francisco

How to Prospect Using the Basics

Speakers:
Ralph Barsi - Senior Director of Global Sales Development, ServiceNow

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Published in: Sales
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How to Prospect Using the Basics

  1. 1. Ralph Barsi – Senior Director, Global Sales Development – ServiceNow HOW TO PROSPECT USING THE BASICS
  2. 2. Revenue Summit 2018 Salespeople still struggle with prospecting and qualifying Source: State of Inbound, 2017 - HubSpot
  3. 3. Revenue Summit 2018 Getting prospects to respond has become more difficult over the last 2-3 years Source: State of Inbound, 2017 - HubSpot
  4. 4. Revenue Summit 2018 Despite all the tools and technology out there… Source: MarTec 5000, 2017 – chiefmartec.com
  5. 5. Revenue Summit 2018 Salespeople must master and apply the basics to win
  6. 6. Revenue Summit 2018 ADJUST YOUR ATTITUDE GET KNOWN FOR ADDING VALUE DO THE WORK
  7. 7. Revenue Summit 2018 ADJUST YOUR ATTITUDE Seek and you shall find What you seek is seeking you Decide to win It starts in your mind Write it down Try the Ink+Volt Planner
  8. 8. Revenue Summit 2018 GET KNOWN FOR ADDING VALUE Build your brand Watch Morgan J. Ingram do it Leverage your network Metcalfe’s Law, all day long Make it personal But make it about them, not you
  9. 9. Revenue Summit 2018 DO THE WORK Get super specific Pin your target logos on your mirror Focus on priorities, projects, & people Think impact vs. productivity Stop thinking, start doing The universe rewards action
  10. 10. Revenue Summit 2018 Source: State of Inbound, 2017 - HubSpot Turning away too many gigs Making Club every single year Counting all your money As salespeople master and apply the basics, their struggles will change Managing too big a pipeline
  11. 11. Let’s recap, so you’ll apply the basics today ADJUST YOUR ATTITUDE Decide to win Seek and you shall find Write it down GET KNOWN FOR ADDING VALUE Build your brand Make it personal Leverage your network DO THE WORK Focus on priorities, projects, & people Stop thinking, start doing Get super specific bit.ly/17state-of-inbound bit.ly/martech5k morganjingram.com bit.ly/1-page-planner bit.ly/metcalfeslaw bit.ly/SDRaction bit.ly/SDRfocus Helpful links to get you started
  12. 12. Revenue Summit 2018 KEYNOTE SESSION Senior Director, Global Sales Development ServiceNow @rbarsi in/ralphbarsi ralphbarsi.com RALPH BARSI KS
  13. 13. Revenue Summit 2018 THANKYOU SALES HACKER REVENUE SUMMIT 2018. Senior Director, Global Sales Development - ServiceNow @rbarsi – in/ralphbarsi – ralphbarsi.com RALPH BARSI

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