Accelerate Podcast with Andy Paul
March 15, 2017

Hurdle the Barriers to Your Sales Success. With Ralph Barsi. #406

Ralph Barsi, Senior Director, Global Demand Center for ServiceNow.

KEY TAKEAWAYS

[:53] Ralph oversees the worldwide sales development at ServiceNow. His teams work to feed the top of the funnel.

[3:20] Ralph explains how he engages gatekeepers.

[4:57] ServiceNow started in San Diego, streamlining IT service workflow. They have expanded their offering, worldwide, to all business units within the enterprise.

[7:41] Gartner claims that in 2015, 70% of IT decisions were made outside of IT. How does this influence the sales process?

[8:40] What are the five major barriers to a sale?

[9:17] Ralph discusses how to help reps overcome obscurity. How do you maintain your LinkedIn profile? Ralph credits Jamie Shanks and his company for branding help.

[13:44] Ralph suggests looking at your market carefully, and setting up profiles with pertinent stories and metrics.

[16:04] Technology enables connection, but it distracts in the moment. What behavioral example should leaders set for smartphone use?

[21:00] What does Ralph ask his organization to do each week on LinkedIn, and social media? How can the smartphone help, and how can it hinder?

[22:14] What did Ralph learn about action, from Tony Robbins’ RPM model? How do Ralph’s team leaders incentivize behaviors and outcomes? What flexibilities do they have?

[29:34] Ralph talks about Steve Richards and Call Camp. How is conversation flow a problem with reps? What about scripts and being present in conversation? How does small talk apply?

[35:55] When is the right time to sharpen your craft, and better your game? What do you choose to do with leisure time? Take charge of your career path.

November 8, 2016

How to Grow by Going for NO to Get to YES. With Andrea Waltz. #300

Joining me on this episode of Accelerate! is Andrea Waltz, Founder of Courage Crafters, keynote speaker, and co-author of the book, Go for NO! YES Is the Destination, NO Is How You Get There. In this episode, Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales by getting to ‘yes’ after a long day of ‘no’.

December 18, 2015

On Accelerate! Now: Episode 54 Front Line Friday with Bridget Gleason. Five Common Reasons Buyers Say No And How To Get To Yes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it’s essential to take the steps to quickly build trust with prospects and how critical the buyer’s first perceptions of you are in that process. Trust is one of the most important factors in the speed of your sales process. You can’t afford to miss this episode.