5 BARRIERS that BLOCK SALES REPSfrom HITTING QUOTA
RALPH BARSI
@rbarsi
Orange County Chapter
May 8, 2014
in/ralphbarsi
@rbarsi
RALPH
Sales career began in 1994; Built 1st Inside Sales team in 2000; ~50 direct reports sinceIndividual contributor at UPS, Citysearch.com, Compliance 360Leader at Vertical Networks, Elsevier, InsideView, AchieversToday, overseeing 11 reps at Achievers in San Francisco; scaling in US & Europe
VP, AA-ISP Silicon Valley since 2011, Top 25 Inside Sales Professionals (2014)Specialties: #motivation #playbooks #sla #saas #prospecting #branding #millennials #b2b
PROFESSIONAL
PERSONALBorn and raised in the Bay Area (Niners! Giants! Warriors!)Communication degree from St. Mary’s College of CaliforniaMarried 18 yearsFather of 3 boysDrummer for 40 years (founded Segue 20 years ago)Inconsistent Blogger (ralphbarsi.com)
Board Member, Gable Heart Beats Foundation
ALLOW MYSELF TO INTRODUCE…MYSELF
@rbarsi
THE 5 BARRIERS*
OBSCURITYLACK of FOCUS
INACTIVITYNO FLOW
FAILURE to IMPROVE *They’re all self-imposed.
@rbarsi
HOW MANY REPS MISS QUOTA?
Source: The Bridge Group, Matt Bertuzzi
@rbarsi
WHY ARE THEY MISSING QUOTA?
Source: Inside Sales Experts (LinkedIn Group)
#1. OBSCURITYThe state of being unknown, inconspicuous, or unimportant.
@rbarsi
@rbarsi
HELP PROSPECTS LEARN ABOUT YOU
Hint: It’s not just about HAVING a LinkedIn or Twitterprofile
@rbarsi
The goal is not to achieve socialmedia greatness, but rather to
achieve your goals by being greatat social media.
#KloutTip
@rbarsi
YOU’RE ALWAYS SETTING AN EXAMPLE
@rbarsi
YOU’RE ALWAYS SETTING AN EXAMPLE
@rbarsi
CELEBRATE COMPANY, TEAM, & SELF
@rbarsiWant the best employees? Raise your standards. Strive to BE the best.
@rbarsi
@rbarsi
#2. LACK of FOCUSIf you chase two rabbits, they will both escape.
@rbarsi
@rbarsi
TAKE OWNERSHIP of YOUR DAY
Source: brendonburchard.com
@rbarsi
TAKE OWNERSHIP of YOUR DAY
Source: brendonburchard.com
List Your Top 3 PROJECTS5 big things I must do to move this project forward
PEOPLE I need to reach out to todayNo matter what
PEOPLE I’m waiting onPeople you need something from, to move forward
PRIORITIESDO these before getting trapped in your inbox
MEASURE PROGRESSYou can’t win if you don’t keep score.
Measure daily, weekly, and quarterly progress: as an individual & as a team
@rbarsiNIMS = New Initial Meetings, OPPS = Sales Opportunities
@rbarsi
#3. INACTIVITYDon’t just stand there, do nothing!
@rbarsi
You can’t take a fishing boat out and just EXPECT fish to jump in the boat.
Photo: Anton Sulsky
#prospecting
@rbarsi
PUT TARGETED PROSPECTS IN DRAWERS
Target AccountsTier 1 = The Top 25 prospective accounts;
the cream of the crop (Top drawer)
Tier 2 = The 75-100 next best prospective accounts (2nd, 3rd drawer)
Ideal Customer ProfileTier 1 & 2 accounts must match
the ideal customer profile
Tier 1 & 2 accounts require 3-5 key contacts each
CALENDAR YOUR PROSPECTINGConsider a “bookends” approach to each week;
• Mondays & Fridays are admin days• Tuesdays-Wednesdays-Thursdays are blocked for sacred prospecting
@rbarsiContributing Source: VorsightBP
Sources: Speak2Leads, Velocify @rbarsi
ESTABLISH A FOLLOW-UP CADENCE
HIT THE PHONES!
@rbarsiSource: The Bridge Group, Matt Bertuzzi
@rbarsiSource: @grantcardone
@rbarsi
#4. NO FLOWWith one breath, with one flow, you will know…
synchronicity. - The Police
@rbarsi
CONCISE SUBJECT LINES THAT POP
Source: Salesforce/ExactTarget, Chad White http://slidesha.re/1liQsgF
@rbarsi
SEND BRIEF EMAILS
Source: three.sentenc.es
@rbarsi
OPEN-ENDED, CONVERSATIONAL QUESTIONSStop Asking Yes / No Questions!
Source: Barry Rhein, Selling Through Curiosity
How does this / that compare to what you’re ideally looking for? How does this / that compare to your ideal situation?
Tell me about...What do you mean...How so...Why is that...What does that mean to you...How would you…Elaborate…
Give me some examples...I don’t understand...What other things...What else...What additional items...What are some other reasons...In what other ways...
@rbarsi
HAVE THE SAME CONVERSATIONTo establish flow
By Title
By Industry
By Location
By Source
By Company
By Offering
By Connection
By Event
@rbarsi
#5. FAILURE to IMPROVE Think training is hard? Try losing.
@rbarsi
MASTER YOUR CRAFT?!
@rbarsi
MASTER YOUR CRAFT!!!
@rbarsi
GET INVOLVED
THANK YOU!
RALPH BARSI
@rbarsi
Orange County Chapter
May 8, 2014
in/ralphbarsi