Hunters and Closers

Ralph Barsi is the Senior Director of Global Sales Development at ServiceNow. Forbes Magazine has published that ServiceNow is the Most Innovative Company in the World with over $1.93 Billion Dollars in Revenue. Ralph’s team builds the sales pipeline that supports that incredible effort.

Topics Discussed:

* What do Hunters and Closers look like at ServiceNow?

* Ways that ServiceNow's ADR team generates 4,000 qualified leads per quarter, leading to roughly $500 Million Dollars in revenue pipeline.

* At ServiceNow, what does the relationship between an SDR and an AE look like?

* How to leverage voicemail in your sales prospecting efforts.

* Utilize all the communication channels available to you.

* What skills make an SDR / ADR successful?

* How to grow into the sales role you want to be in. "Own your career."

* SDRs need to be a Contributor of Value. (The First 90 Days by Michael Watkins.

* Remember the humanness to your sales career.

* What would Ralph do differently if he could go back to the beginning of his sales career?

* The SDR Chronicles

* What is the sales tool that has been most beneficial to ServiceNow's prospecting efforts?

* LinkedIn's Sales Navigator

* Forbes Magazine named ServiceNow as the most Innovative Company of 2018

Henry Ford once said, "Whether you think you can or you think you can't, you're right."

Too often we create glass ceilings above ourselves that we think are impossible to break through. Forever, the World believed that it was impossible to break the 4-minute mile. The next closest record, set by Swedish runner Gundar Haegg had held for 9 years at 4:01.4. But Roger Bannister was determined to break that record...and he did. In 1954 Roger Bannister broke that record, and it continues to be broken even to this day.

Today, Hickam El Guerrouj holds the mile record at 3:43.13.

What personal record are you trying to break?

Mark Smith is the Vice President of Sales at Womply one of the fastest growing software companies in the country, serving more than 100,000 small businesses across 400+ business verticals in every corner of America. They are a fanatically values-based company with $50 million raised to accelerate their growth.

Topics Discussed:

* Benefit of LinkedIn in Mark's professional, sales, and personal life

* Importance of enjoying what you do as a living (especially in sales)

* Sales Leadership

* Style

* Decision making

* Team selection criteria

* Steps Mark has taken in his life to separate work from his home / personal life

* How Womply encourages sales employees to take PTO and disconnect from the office

Learning to listen with the intent to understand is one of the most important skills that a sales professional can acquire in his or her career. True Hunters and Closers understand the strength behind listening to a prospect's request, concern, and ultimately their needs. Following up with open ended questions will help everyone determine what is truly a "want" and what is a "necessity" in the agreement.

Sales Hunting requires planning, effort, strategy, and skill. If you are going to warm up your "cold" prospects (outbound), you need to do your research and leverage icebreakers in your outreaches. In this episode, I discuss different icebreakers available to you on LinkedIn, and various Google searches. Don't ever find yourself sending SPAM again. Do what is required of you to connect with decision makers, and begin your sales process.

Need some help with icebreakers? Check out my LinkedIn Hunting Mind Map.

Recently I sent out a survey to sales professionals. In it, I asked what was the number one skill they needed to improve upon. Hands down, the number one answer was hunting...prospecting...finding new business. So, in this episode, I share the importance of hunting, where to hunt, and give some tips, tricks, and secrets to hunting. By far, LinkedIn is the number one place to look for new business. It has over 560 Million business professionals in its database. Each of these professionals personally manages their profile, keywords, likes, interests, and connections. It's a fabulous place to find, and connect with, new business prospects.

You are competing against thousands of "professionals" trying to grasp a decision maker's attention. What are you doing to stand out? How do you resonate with the recipient in such a fashion that they will respond and agree to your call to action?

In this episode, I share with you some of the strategies that I implement with my clients. This includes the "5 More a Day" regimen. Too often we have the great results that we want to accomplish, but we don't work towards them correctly. We try to do too much, too quickly, and we actually get burned out because we don't see the results we envision quick enough. However, if we increase steadily each day at a rate that is manageable, we will, over time, achieve the results that we desire.

Everyone has challenges. Everyone will be faced with trials. These will occur in our personal lives, careers, family, and community. However, the one thing that sets us apart, is not everyone will become discouraged by these struggles. In this podcast, I share with you some of my darkest days, and my relentless struggle to win. You too can achieve success!!

I had to. I couldn't walk into another office and see the salespeople sitting on their rears trying t make a deal happen. It's one of the easiest fixes on a sales floor, and it makes a huge difference. Prospects can tell the difference in your energy, on the phone, when you are sitting and standing. I know Tony Robbins talks a lot about this too in his training, but more so on a personal level. If you are depressed, stressed, worried, or worn out, change your physical attributes first. Then your mental game will follow.