Podcasts about global inside sales

Mit über 10.000 Sales-Meetings und 1.000 abgeschlossenen Hashtag#Deals gilt Gerald Zankl als ausgesprochener Hashtag#Sales-Experte. Vor der Gründung seines Wiener Startups Kickscale war der gebürtige Kärntner "Director of Global Inside Sales" bei Bitmovin und sammelte so mehrere Jahre Erfahrung im Hashtag#Vertrieb eines der erfolgreichsten Scaleups aus Österreichs. Mit Hashtag#Kickscale entwickelte er nun einen KI-Coach, der Verkaufsgespräche analysiert und entsprechend Feedback gibt. Erst unlängst veröffentlichte Zankl sein neues Buch "The Sales Skills Book". Das Buch vermittelt grundlegende Hashtag#Verkaufsprinzipien und gibt Einblick in bewährte Fragen, Skripte, Vorlagen und Techniken. Neben praktischen Übungen regt es auch zur Reflexion an. Im brutkasten-Tallk werfen wir mit dem Autor gemeinsam einen Blick ins Hashtag#Buch und diskutieren über die wichtigsten Skills für den Vertrieb. Zudem gibt er einen ersten Einblick zur neuen Plattform Kickscale 2.0.

In this episode of Peak Performance Selling Podcast, we dive deep to a conversion from our previous guest, Ralph Barsi, who was at the time a VP of Global Inside Sales at Tray IO in San Francisco. We delve into strategies, resources, and mentoring initiatives aimed at supporting team members' mental health, particularly in the sales environment. Ralph shares actionable insights on how leaders can create a supportive culture, specifically addressing women in sales and ways to enhance their career paths. The discussion also covers effective teaching methods, defining success, and valuable takeaways for personal and professional growth.PEAK PERFORMANCE HIGHLIGHTS QUOTES"You shouldn't try to pursue opportunities. Switch gears in your head and work to attract opportunities.""Your attitude, disposition, approach, your happiness, your energy level is going to influence a lot of different people.""Success is having a positive impact on others, making them feel better about themselves and life after being in your presence."You can connect with Ralph Barsi through the link below.LinkedIn: https://www.linkedin.com/in/ralphbarsi/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, we dive deep to a conversion from our previous guest, Ralph Barsi, who was at the time a VP of Global Inside Sales at Tray IO in San Francisco. We unravel essential tips, mental strategies, and routines that breed sustainable peak performance. From discussing vulnerability to structuring one's day and fostering resilience, we explore how leaders and reps can thrive in the competitive sales landscape.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Hey, I'm not perfect. I know that. And like, here's how we can kind of open up and crack that ice.""When you're a BDR, you have to go through the motions and you've got to fall on your face over and over again. But my Lord, when you come out of it, you are unstoppable.""Help them get there and be mindful of the pace that they're running with."You can connect with Ralph Barsi through the link below.LinkedIn: https://www.linkedin.com/in/ralphbarsi/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, we dive deep to a conversion from our previous guest, Ralph Barsi, who was at the time a VP of Global Inside Sales at Tray IO in San Francisco. Ralph shares invaluable insights on the significance of being present and purpose-driven in sales careers, offering wisdom on building authentic success and a purposeful mindset.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Today is what's real; tomorrow's an idea.""Focus on the inputs more than the outcomes.""Every system is perfectly designed to get the results it gets.""The more you share about your purpose, the more I might be able to help.""Be with us here and now, and give us everything you got right now, and it'll pay off in spades."You can connect with Ralph Barsi through the link below.LinkedIn: https://www.linkedin.com/in/ralphbarsi/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case? Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers.  HIGHLIGHT QUOTES The notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing." Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors. Because I'm responsible now for every single head versus cohort so now I'm going to be skip-leveling all the time, which is very healthy in many respects. But, there's a lot of leaders out there who'll press on and get in your way and it's not always healthy." Connect with Ralph in the links below: LinkedIn: https://www.linkedin.com/in/ralphbarsi/ Website: https://www.ralphbarsi.com/ Give their band a listen: https://www.ralphbarsi.com/segue/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Ralph Barsi is a VP of Global Inside Sales at Tray.io. In this episode, Ralph talks about life lessons, ownership and being a leader, and how to run efficient meetings. Connect with Ralph on LinkedIn and Tray.io here. Resources mentioned in the episode: Show Notes Page  Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 10-15 minutes or less? Look no further. Outbound Squad. A program for reps who crave accountability, structure, and results over theory. If you hate hitting plateaus in your sales career, check it out. Accelerator. Give your team hands-on training and coaching to overcome call reluctance, build meaningful relationships with prospects, and land more meetings through their cold outreach.

Welcome back to another episode of the Humans of FinTech. This week, Nadia is joined by Andrew Christodoulou, Global Inside Sales Rep at Worldline.Andrew is part of the digital commerce division at Worldline– specialising in gaming and entertainment partners– and is passionate about opening access to the financial technology community and building better gender equality in the space. After graduating in Psychology and European Politics, Andrew took a deep dive into the world of payments and FinTech and was immediately hooked. However, his personal– yet not uncommon– experience of a "rocky start" into the industry encouraged him always to strive to help and coach others whenever he has the chance; be it advice on getting a job, or picking up a new skill. Andrew is truly walking the talk for others in a fast-paced, dynamic industry and this episode is a great example of how you can do the same. 

Ralph Barsi is the VP for Global Inside Sales at Tray.io and he joins today's show to discuss Andy's latest book Sell Without Selling Out. The book shows sellers the journey through the buyer's perspective and how to change some salesy behaviors that buyers hate. Andy refers to the value of intentionality in getting buyers closer to a decision and encourages sales leaders to promote creativity and autonomy in their organizations. Andy also discusses the 4 pillars or human skills you need to succeed in sales: connection, curiosity, understanding, and generosity. HIGHLIGHTS Sell Without Selling Out: Be in your buyer's shoes Being intentional increases your odds of success Sales leaders must encourage autonomy and initiative 4 Pillars: Connection, Curiosity, Understanding, and Generosity The difference between good and bad sellers is very small QUOTES Andy: "It requires intentionality to do it well. You have to be intentional about self-assessing. You have to be pragmatic about it. You have to be intentional about every interaction you have with a buyer about what is the value I'm going to provide to them in this interaction is going to help them move closer to making a decision." Andy: "More sales leaders should step up to allow their people this autonomy. In fact, the science is pretty clear that when you give humans more agency over the choices they make, they're going to be more creative and productive and innovative in how they get the job done." Andy: "Two things. One, that works both for you as a seller, right? If you're trying to understand what you're doing as a seller, try to change it. Same applies to your buyers. If you're truly trying to understand what's most important to your buyer and help your buyer understand what's most important to them, try to change what they're doing." Andy: "I really don't think that there's good sellers and bad sellers. I think there are people that think and who are thoughtful about things and those who don't. The differences are really small between what you might consider a good seller and a bad seller. And so, everybody has this capability of making that transition. It's small things that make a difference." Find out more about Ralph in the link below: LinkedIn: https://www.linkedin.com/in/ralphbarsi/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

This episode of  Sales Career Podcast with Kevin Hopp features Ralph Barsi, VP for Global Inside Sales at Tray.io. Ralph shares his journey in sales and some lessons he learned that aren't apparent on the surface.He talks about door-to-door selling and the role of a good reputation in driving your sales career. In terms of quitting jobs and moving on, Ralph talks about the lessons he learned from leaders as far back as 20 years ago.And as far as motivation goes, Ralph stresses the difference between being money-motivated and purpose-motivation and how money is not the end goal as money simply helps you achieve your bigger purposes in life. HIGHLIGHTSDoor-to-door selling and hustling to have a reputation that precedes youInvest in network: A rising number of haters is a good signAdversity: Get over the shock of being put on a plan and quitting jobsAdvice for young Ralph: Everything will work out in the endMoney-motivated vs purpose-motivatedQUOTESRalph: "Over time, you'll build that credibility and rapport and that proven track record that would get you a point where you've hustled so much you no longer have to introduce yourself. Your reputation precedes you in a good way. When you're doing work like that and you're contributing back to everybody, trying to add value into their lives and into their careers, people find out about you."Ralph: "I'll invest the time and the attention into the individuals of my network starting with thoughts of them first versus me. I'm not necessarily trying to get anything out of it. I want to see if I can have an impact on their lives in some way, shape, or form, whether that's brokering an introduction for them or taking a look at their offering, etc."Ralph: "Stop stressing out. Stop moving too fast or even moving too slow. Just find a rhythm, find a groove, and start thinking about others more than you think about yourself and stop overengineering situations thinking that it's rainclouds when it actually isn't. It's a lesson. It's going to work out, dude."Ralph: "You should be purpose-motivated over everything else. So the money helps you achieve the purpose. People are taking care of their ailing parents, people are trying to get married, people want to buy a house, people want to make investments into things, and the money will help you achieve and accomplish all those."Find out more about Ralph in the links below:LinkedIn: https://www.linkedin.com/in/ralphbarsi/Website: https://www.ralphbarsi.com/Twitter: https://twitter.com/rbarsiYou can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/

Ralph Barsi, VP of Global Inside Sales at http://tray.io/ (Tray.io) breaks down accountability and how to hold yourself and others accountable along with removing obstacles as a leader and what your role is in that. Finally we look forward to five years into the future to see how we will feel about ourselves and our actions today.

Ralph Barsi is the Vice President of Global Inside Sales at Tray.io. I'm always excited when Ralph comes on the show but no more so than in this episode. Because today we flip the script. Ralph grabs hold of the microphone and asks me the tough questions. In this case, he asks me questions about my new book, Sell Without Selling Out; A Guide to Success on Your Own Terms, which is officially being released today February 22. If you want a true seller's perspective on my book, and the value you'll receive from reading it, then tune-in. More on Andy: Connect on LinkedIn Pre-Order Andy's book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Howard Brown (Founder and CEO at Revenue.io) and Ralph Barsi (Vice President of Global Inside Sales at Tray.io). Together and separately these two are some of my favorite guests. On today's episode we ponder the question, how important are sellers in today's sales environment? It's tempting to underestimate the importance of the credibility and trust that sellers develop with buyers. And how decisive that is in the buyer's decision making. Plus, we talk about win rates as a key metric in sales. Some sales bosses don't believe win rate is an important metric. Others think that's crazy. We get into it why. Connect with Andy: LinkedIn Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io BombBomb | Build better business relationships with video messaging | BombBomb.com Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

The digitization of the world's economy has accelerated in recent years. The changes brought about by the information age have revolutionized marketing and advertising. A crucial aspect of the sophisticated pipeline structures used by modern businesses is sales development. Pipelines are instrumental to a company's growth, and my guest today has a record of building SDR teams that maximize pipeline potential. With over 25 years of sales and operations experience in the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. Currently, he is VP of Global Sales Development at Snowflake and CEO of Sales Source, a premier consulting firm specializing in industry-leading best practices and advisory for optimizing sales teams.  Before his time at Snowflake, Lars was VP of Global Inside Sales at Cloudera. Together with his team, they developed the sales methodology known as Account-Based Sales Development (ABSD). It has transformed how many businesses approach their high-value targets. Lars has also worked in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology, and Portal Software. Listen to today's show, where I spoke with Lars about his successful building sales development teams. Sales Development Versus Business Development Sales and business development sometimes seem like they can mean the same thing. I asked Lars whether he distinguishes the two. He told me that some companies would choose to have hybrid teams, but more mature teams will segment them.  “If you're just starting, the odds are your SDR is doing both inbound and outbound,” he said. Lars pointed to Salesforce.com as an example of a company that has segmented business development and sales development. Their sales development team are newer hires and handle inbound leads from internal channels. They can later graduate into business development. There, they take outbound cold prospecting. As a minor operation, our reps get market development by mixing in some closing experience as part of their daily routine. When sales development reps have two roles to fill, they can naturally lean toward one or the other and need to be managed more closely. Lars mentioned that he thinks sales development positions should have a clear progression path into carrying a quota.  Listen to our entire episode to hear all of his thoughts on balancing the two functions. Optimizing Density Coverage Sales development's role is to find opportunities for their quota-carrying counterparts. They want meetings with the right people at the right time.  But how do you find the correct ratio of SDRs to AEs? Lars recalled his time working with Portal Software. His manager, Bernie Scomra, realized that his reps would need to prospect and close to support the pipeline they had started. He asked Lars to design a team so that his salespeople would not have to prospect. That was in 1997, and at the time, the ratio was one sales development rep to every five account executives. “Imagine one SDR managing the personalities and the schedules of five AEs. You don't get the efficiency,” he said. There are now 20 years of data and studies on different companies' SDR. Lars says one SDR per three AEs is a good standard for mid-market enterprises. A one-to-one ratio is generous, but the payoff is more pipeline than you would ever imagine at one-to-three. Procore is an example of a company that turned its pipeline growth around by going even further. For a time, they had two sales development representatives for every one account executive. Tune in to the podcast to hear more about our experiences fine-tuning SDR to AE density within our teams. The Role of SDR Managers What kind of coaching and training should the frontline manager focus on? The onboarding programs that sales development reps have to absorb at the entry-level are denser than in the past. SDR managers often bear responsibility for supporting the process.  Lars said there needs to be support networks outside of the SDR manager for efficient frontline operations. “In my opinion, you need a lot more dedicated ops for SDRs than you do for account execs.” The frontline SDR manager shouldn't need to serve as much of a training and onboarding function. More room for them to work together on the line with new hires is more efficient. They need time to lean in and give some over-the-shoulder coaching.  SDR teams supported by reliable operations are what Lars calls the most lethal pipeline generators. Hear what Lars had to say about what he looks for as the best predictor for future success in a new hire by listening to the whole discussion. SDR Marketing Integration I was surprised to learn that at Snowflake, Lars' SDR team also works closely on the company's marketing model. The company uses what is called Account Based Marketing. That means that they focus and segment their salesforce into groups that target specific accounts as a company. A dedicated function works to develop innovative campaigns that reach out to targeted personas and companies globally.  By tying sales and marketing together more closely, their campaigns are more efficient and avoid common mistakes that are simply the result of sales and marketing teams adopting principles independently of one another. “I think that's probably one of the bigger disconnects. When I look back at my career at all the dysfunction that happened... teams didn't spend a lot of time together,” he said. I asked Lars if the new approach had led to any change in compensation design at Snowflake. He said there were no compensation changes for the sales development team but that the marketing organization had pipeline generation goals.  Check out the complete audio and hear more about how Snowflake uses a shared CRO to tie its sales and market teams together. Performance Targets for SDR Teams In April of this year, my company did a study asking our reps what the most challenging part of selling was and 69% answered prospecting. We've been evaluating who we assign the prospecting role to and are closely watching how our compensation plan ties our MDMs' performance to a revenue number for their region. Lars and I spoke about what model Snowflake uses to set performance targets. They primarily look at the number of meetings and how many wind up as qualified opportunities in the pipeline.  While their metrics are weighted toward the number of meetings, it's better to base them on meeting alone supplemented by spiffs for opportunities and closed deals.  “Tying comp and reaching quota to something that you have very little control over or no control over is a pain point,” he said.  “It's still at the end of the day up to the account executives whether or not they're going to put it into their pipeline.”  I asked him what the compensation is per meeting at Snowflake. He estimates that their plan yields sales development reps approximately $150 to $200 and is based on a monthly quota with a range between 12 and 22 meetings. Play the entire episode to hear everything Lars says about Snowflake's growth strategy and what strategies he's employing to grow his global sales development team.

1UP Formula's guest this week is Ralph Barsi, VP Global Inside Sales at Tray.io and a close mentor to Morgan. This fast-paced conversation was filled with simple ways to show gratitude in every day life, how to impress the "you of 5 years from now", and leaving a legacy. Ralph talks about what he does immediately after someone gives him advice or shares their time with him, and how to take better care of his network. There are nuggets of wisdom in this episode you'll want to write down! Tune in and 1UP!SPONSORSLessonlyLessonly is a powerful yet simple readiness and training software for high growth sales teams. It's never been more crucial to enable busy and remote teams to get on the same page, stay ahead of change, and deliver amazing experiences to customers and prospects. In short, Lessonly helps teams “do better work.” Check them out at lessonly.com.JB Sales OnDemand MembershipJB Sales OnDemand Membership is the go-to online platform for proven sales training used by leading companies like Slack, Google, MindBody, LinkedIn and more. The membership includes courses, webinars, live office hours, special workshops, resources, and new content added each month. Members of JB Sales OnDemand are crushing quotas, closing more deals and getting more jobs. If you are in sales or need to up your sales game for your job or side hustle, check out the JB Sales OnDemand Membership over at ondemand.jbarrows.com.

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week. Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Introducing the God Father of Sales Development, Ralph Barsi, VP of Global Inside Sales at Tray.io Tray.io helps large enterprises integrate their entire stack with the leading general automation platform so they may do more, faster with clicks-or-code. Ralph Barsi is no stranger to danger when it comes to sales.  He got his true taste of sales when he was a kid delivering newspapers to people's doorsteps.  Thanks to his Grand Father (also named Ralph Barsi), a teamster in San Franciso who drove trucks to deliver goods to businesses.  His grandfather, RB would often pick up Ralph during lunchtime and introduce him to the merchants.  Ralph picked up the back end fundamental of conversation flow, building rapport, and how he would make people laugh at first sight at a very young age which helped him got to where he is today. R.I.P. Ralph Barsi (Grandfather) Come join us as Ralph shares his insights and strategy of what it takes to Line Check your System and work strategically when it comes to approaching scored leads. -Source of Lead:  Is it a High or Low Probability? -Score of Lead:  What's the score? -Status of Lead:  What's the status? More of Ralph Barsi's work:  https://ralphbarsi.com/ Connect with Ralph:  https://www.linkedin.com/in/ralphbarsi/ Want more content?  Go over to www.salesdevunite.com

Here's a little insight from today's guest. Mindset matters. If you're having trouble being successful in your personal life or career, it means that you have not decided yet to be successful. Once that switch goes on in your mind, things start to move out of your way on your behalf. And as long as you stay in motion, opportunities will favor you. Meet Ralph Barsi, VP of Global Inside Sales at Tray.io. Ralph has over 20 years of experience as a sales leader. In this episode, he shares some of the knowledge and wisdom as to what it takes to become a sales leader and some advice on how to improve your leadership skills and impact the people that you are responsible for. Should we rely on automation when doing sales? Where sales technology is going in the near future? What qualities make the best sales leaders and top sales performers? Why does mindset matter in sales and how to train it? This, and many other bits of wisdom in the interview. Enjoy! ------------------------------------------------------------------------------------------------------------------------------- ► Find Ralph Barsi on LinkedIn https://www.linkedin.com/in/ralphbarsi/ ► Visit Tray.io at https://tray.io/ ------------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Follow OneIMS online: Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ If you enjoyed this video, please share it. To make sure you never miss an episode of Coffee with Closers, please subscribe. ►Subscribe to our channel here: https://www.youtube.com/user/oneims ►Listen to our podcast https://open.spotify.com/show/0rq9sO5hIdnMlsY3M7jqYf?si=fLmIEu88QMi6QFU8p6h_Gw ►Visit our website here: https://www.oneims.com/ ►Find the equipment we used below Sony A7iii: https://amzn.to/30jcsBcSony a6600: https://amzn.to/2DtUIKpGoPro Hero7: https://amzn.to/39KnouYSony 24-240: https://amzn.to/2PfLqobSony 90: https://amzn.to/2XimcdcSony 24-70: https://amzn.to/2Ptb4GhSony 10-18: https://amzn.to/2EHrNDvShure SM7B: https://amzn.to/3glRgAmSennheiser G4: https://amzn.to/3feColWZoom H6: https://amzn.to/3fmrx9qManfrotto 290: https://amzn.to/3glRjfwGodox SL-60W: https://amzn.to/30jdBbY

In this episode, we discussed inside sales with Ralph Barsi, the VP of Global Inside Sales at Tray.io. Ralph provided us with some valuable insights including tips on how to overcome the 5 major barriers to making a sale, and also 5 philosophies to help every inside sales rep succeed.

Ralph Barsi is the the VP of Global Inside Sales at Tray.io and one of my favorite people in this sales universe. In this episode we talk about Ralph’s music career. As in rock and roll. His band has been together for 30 years. They toured in the past, still play gigs, and are getting ready to record a new album. I watched some videos online and they rock! No conversation with Ralph ever takes place without talking about books. Ralph reads as much as I do. And he always has interesting book recommendations. I share a few of my own as well. We then segue into talking about sales. Ralph shares some of his management processes. We talk about Team Tuesdays and prospecting day. A day during which most business units contribute to the pipeline. Company wide prospecting. Very cool. Ralph shares his process for effective communications; Using his weekly updates to manage up and down the chain with clear, consistent communications Learn more about your ad choices. Visit megaphone.fm/adchoices

Ralph Barsi is the Vice President of Global Inside Sales at tray.io and a great rock drummer! In this episode we discuss Ralph's four Standards of Excellence for sales (Performance, Process, Proficiency, and Professionalism). We dig into the story of how Ralph developed these standards and why they’re important. Plus, importantly, he shares how to implement and measures his sellers against these standards in his organization. Learn more about your ad choices. Visit megaphone.fm/adchoices

Ralph Barsi is the VP Global Inside Sales at Tray.io. When I think of the gold standard for Servant Leadership within the sales community, Ralph is the first person that comes to mind and I was thrilled to have him on the show. Ralph has spent nearly 3 decades in sales, including recent runs at ServiceNow, Achievers, and InsideView before landing at Tray in late 2019. We had a wide-ranging conversation, where we discussed: Why you should work harder on yourself than your job Developing an attitude of gratitude The biggest mistakes most SDRs make How to lead a team authentically Ralph's passion for drumming and much more... For more background, you can listen to my first interview with Ralph here: Episode 45. You can follow Ralph on LinkedIn, Twitter and check out his website. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today's conversation, please subscribe, leave a review and tell a friend. Sending nothing but love, Tom

Ralph Barsi is the VP Global Inside Sales at Tray.io. When I think of the gold standard for Servant Leadership within the sales community, Ralph is the first person that comes to mind and I was thrilled to have him on the show. Ralph has spent nearly 3 decades in sales, including recent runs at ServiceNow, Achievers, and InsideView before landing at Tray in late 2019. We had a wide-ranging conversation, where we discussed: Why you should work harder on yourself than your job Developing an attitude of gratitude The biggest mistakes most SDRs make How to lead a team authentically Ralph’s passion for drumming and much more... For more background, you can listen to my first interview with Ralph here: Episode 45. You can follow Ralph on LinkedIn, Twitter and check out his website. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today’s conversation, please subscribe, leave a review and tell a friend. Sending nothing but love, Tom

Throughout Ralph Barsi’s career, he’s been observing the intricacies of the companies he’s worked for and the tactics of his colleagues. He’s recognized patterns that define effective reps, and has emulated those traits to become a team leader. Now VP of Global Inside Sales at Tray.io, Barsi shares his insights on how to overcome five barriers to gain sales efficiency. Visit SalesLoft.com for show notes and insights from this episode. 

Interested in how industry leaders are maintaining forward progress in today's economy? Justin Welsh (previous SVP Sales at PatientPop) hosted a panel with Ralph Barsi - Tray.io's VP Global Inside Sales, Anna Phalen - Jellyvision's VP of Sales & Account Management, and Stephanie Jenkins - Glassdoor's VP SMB Sales to share tactical advice on what's working in their businesses and the trends they're seeing in the industry. Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Ralph Barsi, VP of Global Inside Sales of Tray.io, joins Rob and talks about how sales leaders can earn the right to be a leader who is listened to. The best sales leaders are those who have created standards of excellence and who know what brings success for their reps and makes sure they are following a well-lit path to high growth. Ralph teaches us about how having an attitude of gratitude will help us keep things in perspective and make it through the tough times that are a part of being in sales.

Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs, they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.   Karan Singh, COO, SalesSource LinkedIn: https://www.linkedin.com/in/karan-singh-29269015/ Website: https://www.salessource.com/ With over ten years of experience managing and growing Sales Operations functions at hyper-growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in Silicon Valley.  Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design.  Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy.  Lars Nilsson, CEO, SalesSource LinkedIn:  https://www.linkedin.com/in/lanilsson/ Website:  https://www.salessource.com/ With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions. Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud. Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales organizations by shortening onboarding and ramp time for sales reps.  Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). 

This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.

This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.

This Coffee & Closers event series was inspired by seeing firsthand the need for sales knowledge in the startup community – brilliant minds who could create anything but did not know how to find clients or sell their services. The goal of this event and these videos is for listeners to authentically receive process design, tools used, and tips on what works to successfully grow revenue and therefore, grow businesses. This interview style format will give you a peek into some of the top sales minds that propelled the growth of companies like When I Work, Fision, and Infor. We are so excited to have Cory Storkamp as July’s C&C guest. As an individual sales performer, Cory was a 4X President’s Club award winner, ranking him in the top 3% at tech giants Epicor & Oracle. He decided to leave individual sales behind in pursuit of leadership and went on to build one of the top performing sales empires in Minnesota. Currently, Cory is one of Microsoft’s youngest Global Inside Sales leaders. --- Support this podcast: https://anchor.fm/coffee--closers/support

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

With over twenty-five years of sales and operations experience within the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. He is currently the VP of Global Inside Sales for Cloudera, the company that has revolutionized enterprise data management by offering the first unified platform for data management and analytics. He explores his professional wins and his personal losses. Series: "Innovator Stories: Creating Something from Nothing" [Business] [Show ID: 33675]

Don has more than 25 consecutive years of quota over-achievement. Currently, he is the Vice President of Global Inside Sales for BMC Software. Don is responsible for over 200+ sales people at 6 world-wide locations including Raleigh-Durham, Tampa, Dublin, Buenos Aries, Singapore and Salt Lake City. BMC Software is an IT game-changer! Global Businesses rely on BMC Software to transform their Cloud, Mainframe, Virtual and Mobile IT services. BMC Software innovates and secures extraordinary business performance at significantly reduced risk. Topics Discussed: Sales Quotas – Accepting quotas that are attainable, while still being a stretch, and creating a plan to achieve them Filling your sales pipeline with the right sized opportunities Engaging your Executive Team on big deals The 3 Whys of Forecasting (why buy anything, why buy from me, why buy this quarter?) Applying your time on the opportunities that have the best chance of closing Standardizing the sales candidate interview worldwide (6 different offices) based on the book, “The Sales Acceleration Formula” – by Mark Roberge Qualities important to being a successful salesperson “Don’t let fear keep you from pushing forward.” Laugh about your mistakes. Create an environment where it’s OK to make mistakes Leadership Hire the right people, and get out of their way Work ethic is most important, followed by being coachable Work hard AND work smart Millennial employees Leveraging ExecVision to review inside sales phone calls (good and bad) Don’s evolution as a sales leader What can I do to help my team today? Their success is my success! Personal Achievements Climbing the 7 highest peaks…one on each continent (7 Summits) Dream big…your dreams should scare you a little Sharpening your skills Read books, listen to podcasts Take care of your mental, physical, career, family relationships Prospecting Cut through the noise in your prospecting (uses Consensus for video messages) Video messages, handwritten messages, make your message personal, get your recipient to laugh SendBloom Find your own groove Artificial Intelligence in sales #AI   Don’s Bio: 2015 – Present – Vice President Global Inside Sales, BMC Software 2009 – 2015 – Vice President Inside Sales and Account Development, Adobe 2004 – 2009 – Vice President Sales and Account Development, Omniture 2000 – 2003 – Senior Director of Mid-Market Sales, Siebel Systems and Oracle Company   Music Provided by: https://www.bensound.com Share This:

As technology continues to make massive leaps and bounds, have you considered the future of your inside sales strategy? How can your sales team stay on the cutting edge by embracing technology like video and AI? On this episode of #SellingWithSocial, you’ll hear from sales and software expert Lori Harmon. Lori is a high-tech sales executive, author of the book “42 Rules for Building a High Velocity Inside Sales Team,” and a sales acceleration expert. Currently, Lori is the Vice President of Global Inside Sales for BlackBerry’s mobile security software division. Prior to Blackberry, Lori was Vice President of Sales at Contrast Security. Prior to Contrast, Lori held a number of executive sales leadership positions at high tech companies such as VeriSign, Melbourne IT, Interwoven, Brio Software, and Network General. Make sure you listen to this episode as Lori shares her wealth of wisdom and experience to help leaders like you remain competitive in the marketplace! This podcast is being brought to you by STAR - The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada. AI and adapting to new technology. What steps are you taking right now to ensure that your company stays competitive in a rapidly changing marketplace? Have you considered adopting new technology to keep your inside sales team on at the top of their game? On this episode of #SellingWithSocial, Lori and I discuss the use of video in sales, why inside sales teams should be embracing new technology, and what the future may hold with AI and other innovations. Did you know that Harvard Business Review conducted a study that found that companies that use AI have experienced a 50% increase in sales leads? Does that sound like something your sales team would like to get in on? Make sure to listen to this episode to hear more great insights and lessons from Lori! Why you should leverage the use of video every chance you get. How has your sales team embraced digital outreach? What steps are you taking to lead the way and utilize video every chance you get? On this episode of #SellingWithSocial, Lori and I talk about how we see video swiftly becoming a key tool for sales teams. Whether it's through personalized video messages you send to clients, or through the use of video conversations to help your clients connect a face to the person they are doing business with, the use of video is becoming a vital component. So what are you waiting for? Find out how the use of video can put your team ahead of the competition. Learn more by listening to this episode featuring Lori! How AI can impact the buyer side of the sales equation. With the rise of new and exciting technology like AI, many wonder if salespeople will soon be replaced with bots. Is that something you are worried about? Will automation and artificial intelligence really eliminate the need of buying from an actual person? On this episode of #SellingWithSocial, Lori describes why she see new technologies as amazing tools that will help inside sales teams do their jobs better but won’t replace them all together. Let’s face it, automation is here and there is not putting the genie back in its bottle. Salespeople don’t need to be afraid of technologies if they learn how to leverage the skillsets that AI and other techs can’t replicate. Lori encourages sales leaders to focus on their abilities like building relationships, adapting to new trends and information, and using their creativity and problem solving to help clients with their unique needs. What else can you learn from Lori’s unique perspective? Find out on this episode! This podcast is being brought to you by STAR - The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada. What inside sales teams should stop doing if they want to succeed. As a sales leader, you want your sales teams to do everything they can to get an advantage over the competition. If you want your team to stand out, you’ve got to be brave enough to reject the unproductive industry trends that everyone is adopting. One example of these unproductive trends is the practice of sending impersonal emails, voicemails, and other communications. This goes against the “conventional wisdom” in the sales community but if you and your team take the time to make sure that the messages you send to lead and clients are personal and well researched, that will make you stand out from your competitors. Don’t miss this episode of #SellingWithSocial as Lori shares more helpful lessons from her years of experience! Outline of This Episode [1:10] I introduce my guest, Lori Harmon. [2:15] Lori give a snapshot of her background. [7:30] Lori shares three of her rules for building a high velocity inside sales team. [9:00] How do you determine if an inside sales model is the right fit for your business? [12:30] What is the role of technology and specifically, video in inside sales? [17:00] Lori talks about AI and its use in inside sales. [25:30] How can using AI help with coaching and sales leadership? [31:00] How will AI impact the buyer side of the equation? [35:00] Can AI help create a personalized experience for sales leaders? [37:30] What do inside sales teams need to stop doing in order to succeed? Resources Mentioned Lori’s book, 42 Rules for Building a High-Velocity Inside Sales Team www.twitter.com/loriharmon https://www.linkedin.com/in/lorilharmon/ OneMob SalesForce Neil Rackham Gone with the Wind Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Lars Nilsson is the VP of Global Inside Sales for Cloudera and with over twenty-five years of sales and operations experience, Lars Nilsson is a global leader in enterprise software and selling solutions. One of Lars many incredible achievements was he and his team at Cloudera built the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Prior to Cloudera, Lars founded SalesSource, a business services consulting firm specializing in CRM customization and sales process development. Lars has also served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017). As Special Advisor at True Ventures, Lars helps True portfolio companies develop sales compensation plans from the ground up, implement best-of-breed sales technologies, and rapidly scale sales teams to meet demand. In Today’s Episode You Will Learn: How did Lars make his way into the world of enterprise sales back in 1995? How has Lars seen the industry change so significantly over the last 22 years?   Why does Lars believe that SDRs are the most important role in sales? How does their role of ensuring a full pipe compare to the role of demand gen and marketing? How does Lars think about setting a quota that ensures a desired behaviour beyond pure revenue chasing? What is his framework for setting and optimising the right quota? Why does Lars believe that ales is all about activities? What activities is Lars most eager to measure and test? What is Lars’ biggest advice to someone looking to build out their SDR team from the ground up? What core characteristics should one look for in those initial SDR hires? What is and has been Lars’ biggest challenge in building out his SDR team? Why is building SDR teams in the bay so hard? How does Lars think about setting ideal customer profiles? How big a TAM is large enough to be excited, yet narrow enough  to be achievable and solve a true and inherent customer need? 60 Second SaaStr What does Lars know now that he wishes he had known at the beginning? What is Lars favourite piece of SaaS reading material? Sales rep productivity, what does Lars believe is the scale from exceptional to poor? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Lars Nilsson

Mike Leyden, the VP of Global Inside Sales at Nitro talks about their tool stack and how to deal with the champagne problem of too many leads at the top of the funnel. To learn more visit: www.stackandflow.io www.infer.com