This was presented for The Sales Development Conference hosted by Tenbound. It was held at the Ritz-Carlton in San Francisco on August 30, 2018.

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