5 Barriers that Block Salespeople from Hitting QuotaRalph Barsi
The majority of salespeople continue to miss quota; and blame often falls on everything and everyone...but the salespeople themselves. One or all of these five barriers are usually the problem.
5 Barriers that Block Salespeople from Hitting QuotaRalph Barsi
If you're missing quota, it's your own fault. It's not the fault of your company, industry, prospects, or your comp plan - it's you.
This presentation gives clues for fundamental changes required to hit your number, over and over again.
Lecture three skills to thrive in new economy slidesharePaul Barsch
Want to know three critical skills that could significantly differentiate you from the rest of the competition? This presentation was given to students at California University, San Marcos, CA in April 2013.
Webinar slides with Paul Niven & Ben Lamorte “OKRs: Best Practices from the F...Atiim, Inc.
Learn OKRs from the world’s top OKR experts:
- Best practices from the “real world”
- Learn new tips and practical ideas
- And much more!
Video of webinar is here:
https://youtu.be/QxLTRk8bZ1s
Webinar on Atiim:
https://www.atiim.com/okrs-best-practices-from-the-field/
5 Barriers that Block Salespeople from Hitting QuotaRalph Barsi
The majority of salespeople continue to miss quota; and blame often falls on everything and everyone...but the salespeople themselves. One or all of these five barriers are usually the problem.
5 Barriers that Block Salespeople from Hitting QuotaRalph Barsi
If you're missing quota, it's your own fault. It's not the fault of your company, industry, prospects, or your comp plan - it's you.
This presentation gives clues for fundamental changes required to hit your number, over and over again.
Lecture three skills to thrive in new economy slidesharePaul Barsch
Want to know three critical skills that could significantly differentiate you from the rest of the competition? This presentation was given to students at California University, San Marcos, CA in April 2013.
Webinar slides with Paul Niven & Ben Lamorte “OKRs: Best Practices from the F...Atiim, Inc.
Learn OKRs from the world’s top OKR experts:
- Best practices from the “real world”
- Learn new tips and practical ideas
- And much more!
Video of webinar is here:
https://youtu.be/QxLTRk8bZ1s
Webinar on Atiim:
https://www.atiim.com/okrs-best-practices-from-the-field/
Create Pipeline Through Use of a Sales Playbook (AA-ISP Chicago 2012)Ralph Barsi
Organizations whose salespeople use a playbook separate themselves from the rest of the pack. Not only do those organizations create pipeline essential to achieving revenue goals, but their salespeople master a skill that is lost on most sales teams.
Digital Marketing (DMK201 at www.OnlinePIU.com) - Lecture 3: Planning for Dig...Ryan Busch
Lecture 3: Planning for Digital Marketing
Learning Objectives:
•Assess the relationships among a digital marketing plan, traditional marketing plan, and business plan.
•Explain the importance of situational analysis within marketing planning.
•Create SMART objectives for a digital marketing plan.
This presentation from the Smart Insights Webcast series explains how to structure a marketing plan using the SOSTAC(R) planning framework created by PR Smith (see www.prsmith.org for more).
Career Advancement and Transition, Cardea Women's ForumJobnob
Presentation by Julie Greenberg, Bobbie LaPorte and Karen Colligan at the Cardea Women's Center Women's Forum on September 26, 2009. The Career Advancement and Transition session.
I was honored to have been asked to present at the American Marketing Association chapter leadership summit in Chicago. Mostly, I wanted to inspire and thank this group of marketing professionals. It was a fun experience,
5 Keys for Continuous Professional ImprovementDavid Chase
Slides from 2017 Intermountain CFO Summit. Topics covered include Identify where to Focus, Take Time - Make Time, Build a CFO Network, Webinars, & Other Online Resources.
• “Aligning your messages” - key messages, how to answer certain questions. Pulling in the same direction, whether sales, marketing, etc.
• Easier with small company. But all in all, must go through a similar process on a different scale.
• Always requires managerial commitment from the top.
Как начать стартап: руководство для начинающих предпринимателей от CupoNationCupoNation Russia
2 февраля 2017 года международный стартап CupoNation организовал вебинар "Начни сегодня", спикером которого стал соучредитель компании Андреас Фрус. Мы публикуем материалы спикера с руководством для начинающих предпринимателей.
Андреас поделился личным опытом в предпринимательстве, рассказал об особенностях онлайн-рынка и специфике международных стартапов. Из презентации вы узнаете:
- Историю компаний CupoNation и Global Savings Group
- Как запустить собственный проект: с чего начать, как собрать команду, и выбрать бизнес-модель новой компании
- Практические рекомендации по построению международных стартапов
- Что можно и что нельзя делать начинающему предпринимателю
Запись вебинара доступна по ссылке:
www.cuponation.ru/tag/start-up-webinar
Если у вас остались вопросы, пишите нам на почту:
alina.kamalova@cuponation.ru
One of our most advanced training programs with >270 videos, is where we help a major Latin American Bank determine if they should enter the highly competitive US retail banking sector.
We asked the partner leading this study, Michael, to document each day of the study as he thought through the issues, managed the client and led the engagement team on this complex assignment.
The subsequent live-blog was one of the most popular programs we ever released. The posts were prepared at the end of each day of the study so you can see how the thinking on the study evolved. We have since re-edited the live blog.
At 600 pages long, the re-edited live blog is probably the most detailed guide anywhere demonstrating how a partner thinks on a study. You will see that it is not a linear process. It is not a function of simply finding and plugging in a framework. Though there is a clear logic to the thought process.
On StrategyJournal.com we are publishing the entire re-edited live-blog.
On the Strategy Skills podcast channel, we will publish an accompanying free podcast series.
Insiders, our most loyal clients, who want to see how we conducted the analyses, the actual engagement slides and follow the training to replicate this type of partner-level thinking can view all ~270 detailed videos at StrategyTraining.com and Premium members can view the videos on StrategyTV.com.
Multiply the power of your content by aligning messages across the organization. Ways to "hack" your messaging relatively quickly, whether you are a multi-national or a startup. This was presented at Content Israel, October 2017.
Most management methods in use today have been around for more than fifty years. During that time, the work has changed dramatically and so have the types of workers. The new ways of working that have emerged do not align well with the old ways of managing. In the 21st century, management must change to accommodate these new realities. Radical management involves changing the focus from stakeholders to customers, from controlling to enabling, from coordination to linking, from efficiency to improvement, and from telling to communicating. Radical management changes the culture of an organization by focusing on what truly drives long-term bottom line success. Bob Hartman shares an in-depth look at both the problems and solutions. Learn how to change from traditional management to radical management and develop a culture ready for business at the speed of the 21st century.
4 Competencies of a Successful Sales TeamAggregage
As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.
Fast-paced session covering 12 communication models designed to propel strategic communicators to the highest level. Many were used by President Obama in his re-election campaign. First 36 minutes cover models. Final 24 – time’s yours. “The Dozen”: Obama; MAC Triad; Shannon Weaver; Cracked Egg; Electronic Releases; Hyper Targeting; Conflict Analysis; Audience Fragmentation; Crisis Communication; Media Relations; Key Communicators; Summary (GOST, PRpie; RACE)
Create Pipeline Through Use of a Sales Playbook (AA-ISP Chicago 2012)Ralph Barsi
Organizations whose salespeople use a playbook separate themselves from the rest of the pack. Not only do those organizations create pipeline essential to achieving revenue goals, but their salespeople master a skill that is lost on most sales teams.
Digital Marketing (DMK201 at www.OnlinePIU.com) - Lecture 3: Planning for Dig...Ryan Busch
Lecture 3: Planning for Digital Marketing
Learning Objectives:
•Assess the relationships among a digital marketing plan, traditional marketing plan, and business plan.
•Explain the importance of situational analysis within marketing planning.
•Create SMART objectives for a digital marketing plan.
This presentation from the Smart Insights Webcast series explains how to structure a marketing plan using the SOSTAC(R) planning framework created by PR Smith (see www.prsmith.org for more).
Career Advancement and Transition, Cardea Women's ForumJobnob
Presentation by Julie Greenberg, Bobbie LaPorte and Karen Colligan at the Cardea Women's Center Women's Forum on September 26, 2009. The Career Advancement and Transition session.
I was honored to have been asked to present at the American Marketing Association chapter leadership summit in Chicago. Mostly, I wanted to inspire and thank this group of marketing professionals. It was a fun experience,
5 Keys for Continuous Professional ImprovementDavid Chase
Slides from 2017 Intermountain CFO Summit. Topics covered include Identify where to Focus, Take Time - Make Time, Build a CFO Network, Webinars, & Other Online Resources.
• “Aligning your messages” - key messages, how to answer certain questions. Pulling in the same direction, whether sales, marketing, etc.
• Easier with small company. But all in all, must go through a similar process on a different scale.
• Always requires managerial commitment from the top.
Как начать стартап: руководство для начинающих предпринимателей от CupoNationCupoNation Russia
2 февраля 2017 года международный стартап CupoNation организовал вебинар "Начни сегодня", спикером которого стал соучредитель компании Андреас Фрус. Мы публикуем материалы спикера с руководством для начинающих предпринимателей.
Андреас поделился личным опытом в предпринимательстве, рассказал об особенностях онлайн-рынка и специфике международных стартапов. Из презентации вы узнаете:
- Историю компаний CupoNation и Global Savings Group
- Как запустить собственный проект: с чего начать, как собрать команду, и выбрать бизнес-модель новой компании
- Практические рекомендации по построению международных стартапов
- Что можно и что нельзя делать начинающему предпринимателю
Запись вебинара доступна по ссылке:
www.cuponation.ru/tag/start-up-webinar
Если у вас остались вопросы, пишите нам на почту:
alina.kamalova@cuponation.ru
One of our most advanced training programs with >270 videos, is where we help a major Latin American Bank determine if they should enter the highly competitive US retail banking sector.
We asked the partner leading this study, Michael, to document each day of the study as he thought through the issues, managed the client and led the engagement team on this complex assignment.
The subsequent live-blog was one of the most popular programs we ever released. The posts were prepared at the end of each day of the study so you can see how the thinking on the study evolved. We have since re-edited the live blog.
At 600 pages long, the re-edited live blog is probably the most detailed guide anywhere demonstrating how a partner thinks on a study. You will see that it is not a linear process. It is not a function of simply finding and plugging in a framework. Though there is a clear logic to the thought process.
On StrategyJournal.com we are publishing the entire re-edited live-blog.
On the Strategy Skills podcast channel, we will publish an accompanying free podcast series.
Insiders, our most loyal clients, who want to see how we conducted the analyses, the actual engagement slides and follow the training to replicate this type of partner-level thinking can view all ~270 detailed videos at StrategyTraining.com and Premium members can view the videos on StrategyTV.com.
Multiply the power of your content by aligning messages across the organization. Ways to "hack" your messaging relatively quickly, whether you are a multi-national or a startup. This was presented at Content Israel, October 2017.
Most management methods in use today have been around for more than fifty years. During that time, the work has changed dramatically and so have the types of workers. The new ways of working that have emerged do not align well with the old ways of managing. In the 21st century, management must change to accommodate these new realities. Radical management involves changing the focus from stakeholders to customers, from controlling to enabling, from coordination to linking, from efficiency to improvement, and from telling to communicating. Radical management changes the culture of an organization by focusing on what truly drives long-term bottom line success. Bob Hartman shares an in-depth look at both the problems and solutions. Learn how to change from traditional management to radical management and develop a culture ready for business at the speed of the 21st century.
4 Competencies of a Successful Sales TeamAggregage
As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.
Fast-paced session covering 12 communication models designed to propel strategic communicators to the highest level. Many were used by President Obama in his re-election campaign. First 36 minutes cover models. Final 24 – time’s yours. “The Dozen”: Obama; MAC Triad; Shannon Weaver; Cracked Egg; Electronic Releases; Hyper Targeting; Conflict Analysis; Audience Fragmentation; Crisis Communication; Media Relations; Key Communicators; Summary (GOST, PRpie; RACE)
Similar to Nuggets for Your Notes | Ralph Barsi (20)
Studies prove that prospecting has gotten harder over the years. Despite the evolution of technology, prospects are still tough to contact and engage. It's time to zoom out and consider three legit approaches to prospecting, centered on mindset, attraction, and execution.
Resources and Resourcefulness - Rainmaker 2019Ralph Barsi
Resources are around you and within you. How resourceful are you at leveraging them all? This deck shares tips on how to become more resourceful in five key areas.
These slides are from a presentation given at the Digital Growth Conference in San Francisco. The conference was hosted by Sales for Life on March 29, 2016.
TOPO Summit 2018 - Plan the Work and Work the PlanRalph Barsi
Too many salespeople think they know the company or team's mission, let alone the mission of their prospects. This is far from the truth.
This presentation from the TOPO Summit on March 21, 2018 in San Francisco highlights table stakes to consider for teams unclear on the mission.
Rainmaker 2018 - The Secret to Becoming an A-PlayerRalph Barsi
There's a philosophical dilemma behind the common question - how do I become a Sales A-player? On one hand, salespeople want to improve their game but genuinely don’t know what they need to do. On the other hand, deep down, they really do know the answer but seemingly can't apply what they know. This presentation imparts a few rules to consider if you aim to level-up.
Revenue Summit 2018 - How to Prospect Using the BasicsRalph Barsi
This is a PDF of the slide presentation Ralph Barsi delivered at Sales Hacker's Revenue Summit 2018 in San Francisco. It covers fundamental areas to draw from when prospecting, cold calling, and driving an outbound campaign into a prospective marketplace.
The presentation includes several helpful links to downloads, websites, and other useful resources.
Effective Communication at Scale - TOPO Summit 2017Ralph Barsi
These slides include a framework for a communication plan. When each component of the plan is optimized, the simple framework becomes an effective launch pad for driving change in a large organization.
This deck supported my presentation at the 2017 TOPO Summit in San Francisco.
Thinking BIG: Building and Running a Global Sales Development OrganizationRalph Barsi
One size does NOT fit all when it comes to sales development teams. There is no black and white formula. However, there are core principles and frameworks to lean on when leaders face adversity scaling and running growing organizations.
Sales Mastership: The Difference Between Good and Great Sales ProfessionalsRalph Barsi
This deck supports a talk I did in San Francisco on January 18, 2016. The audience was comprised of sales reps, sales development reps, and sales leaders.
The Best Sales Development Teams Ask These Questions Every DayRalph Barsi
The best salespeople are genuinely curious. They make progress because of their choices and decisions, which come from asking smart questions.
This session will touch on three key areas requiring excellent questions from sales and inside sales reps. How good are the questions YOU ask?
Part 2, Best Sales Development Tools to Use in 2015Ralph Barsi
At the start of 2015, ten powerful, effective sales development tools were unveiled on a webinar hosted by BrightTALK. Sean Kester from SalesLoft, Andrew McGuire from Zendesk, and David Dulany from Infer, joined me in a panel discussion on tools and technologies our teams were benefiting from.
This is the 2nd part of that presentation, which was shared via webinar midway through 2015.
Best Sales Development Tools to Use in 2015Ralph Barsi
What's in your stack of tools and technology? What is your Sales Development organization using to improve productivity, response rate, and timing of outreach?
It's a very hot topic in Sales Development - right up there with playbooks, metrics, and compensation.
These slides are part of a 40 minute webinar, where some of the top Sales Development leaders joined me to highlight the best tools in use today.
You can watch the webinar, on-demand, via this link:
http://bit.ly/BestSalesDevTools
Hiring for the Modern Sales Development RepRalph Barsi
This was presented at SalesLoft's Rainmaker 2015 in Atlanta (January 2015). It centers on key components for attracting, hiring, and retaining the best Sales Development candidates on the planet.
This template will help Sales Development Reps (also known as SDR's, BDR's, SR's, EBR's, or ISR's) prepare strong quarterly business reviews.
It includes examples of important areas to cover in a one-hour QBR presentation.
Sales Prospecting: How to Plan Your Work and Work Your PlanRalph Barsi
Regardless of where salespeople are in the quarter or the year, taking full ownership of their “business within the business” is imperative.
Sales activity without structure is as productive as children playing at recess. This presentation will cover planning the work and working the plan; and will help salespeople achieve their goals.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
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
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THE STRATEGY SLIDE
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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
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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)
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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
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THE 6-PAGE MEMO
13. SYSTEMS
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“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)
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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
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16. LAWS
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“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.
18. STANDARDS
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“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
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“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