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.