Revenue Summit 2018 San Francisco How to Prospect Using the Basics Speakers: Ralph Barsi - Senior Director of Global Sales Development, ServiceNow Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.

1. Ralph Barsi – Senior Director, Global Sales Development – ServiceNow
HOW TO PROSPECT
USING THE BASICS

2. Revenue Summit 2018
Salespeople still struggle with
prospecting and qualifying
Source: State of Inbound, 2017 - HubSpot

3. Revenue Summit 2018
Getting prospects to respond has
become more difficult over the last 2-3 years
Source: State of Inbound, 2017 - HubSpot

4. Revenue Summit 2018
Despite all the tools and
technology out there…
Source: MarTec 5000, 2017 – chiefmartec.com

5. Revenue Summit 2018
Salespeople must master
and apply the basics to win

6. Revenue Summit 2018
ADJUST YOUR ATTITUDE
GET KNOWN FOR ADDING VALUE
DO THE WORK

7. Revenue Summit 2018
ADJUST YOUR ATTITUDE
Seek and you shall find
What you seek is seeking you
Decide to win
It starts in your mind
Write it down
Try the Ink+Volt Planner

8. Revenue Summit 2018
GET KNOWN FOR ADDING VALUE
Build your brand
Watch Morgan J. Ingram do it
Leverage your network
Metcalfe’s Law, all day long
Make it personal
But make it about them, not you

9. Revenue Summit 2018
DO THE WORK
Get super specific
Pin your target logos on your mirror
Focus on priorities, projects, & people
Think impact vs. productivity
Stop thinking, start doing
The universe rewards action

10. Revenue Summit 2018
Source: State of Inbound, 2017 - HubSpot
Turning away too many gigs
Making Club every single year
Counting all your money
As salespeople master and apply the basics,
their struggles will change
Managing too big a pipeline

11. Let’s recap, so you’ll apply the basics today
ADJUST YOUR ATTITUDE
Decide to win
Seek and you shall find
Write it down
GET KNOWN FOR ADDING VALUE
Build your brand
Make it personal
Leverage your network
DO THE WORK
Focus on priorities, projects, & people
Stop thinking, start doing
Get super specific
bit.ly/17state-of-inbound
bit.ly/martech5k
morganjingram.com
bit.ly/1-page-planner
bit.ly/metcalfeslaw
bit.ly/SDRaction
bit.ly/SDRfocus
Helpful links to get you started

12. Revenue Summit 2018
KEYNOTE SESSION
Senior Director, Global Sales Development
ServiceNow
@rbarsi
in/ralphbarsi
ralphbarsi.com
RALPH BARSI
KS

13. Revenue Summit 2018
THANKYOU SALES HACKER
REVENUE SUMMIT 2018.
Senior Director, Global Sales Development -
ServiceNow
@rbarsi – in/ralphbarsi – ralphbarsi.com
RALPH BARSI