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

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THE 5 BARRIERS*

OBSCURITYLACK of FOCUS

INACTIVITYNO FLOW

FAILURE to IMPROVE *They’re all self-imposed.

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HOW MANY REPS MISS QUOTA?

Source: The Bridge Group, Matt Bertuzzi

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WHY ARE THEY MISSING QUOTA?

Source: Inside Sales Experts (LinkedIn Group)

#1. OBSCURITYThe state of being unknown, inconspicuous, or unimportant.

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HELP PROSPECTS LEARN ABOUT YOU

Hint: It’s not just about HAVING a LinkedIn or Twitterprofile

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The goal is not to achieve socialmedia greatness, but rather to

achieve your goals by being greatat social media.

#KloutTip

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YOU’RE ALWAYS SETTING AN EXAMPLE

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YOU’RE ALWAYS SETTING AN EXAMPLE

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CELEBRATE COMPANY, TEAM, & SELF

@rbarsiWant the best employees? Raise your standards. Strive to BE the best.

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#2. LACK of FOCUSIf you chase two rabbits, they will both escape.

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TAKE OWNERSHIP of YOUR DAY

Source: brendonburchard.com

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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

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#3. INACTIVITYDon’t just stand there, do nothing!

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You can’t take a fishing boat out and just EXPECT fish to jump in the boat.

Photo: Anton Sulsky

#prospecting

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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

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#4. NO FLOWWith one breath, with one flow, you will know…

synchronicity. - The Police

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CONCISE SUBJECT LINES THAT POP

Source: Salesforce/ExactTarget, Chad White http://slidesha.re/1liQsgF

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SEND BRIEF EMAILS

Source: three.sentenc.es

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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...

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HAVE THE SAME CONVERSATIONTo establish flow

By Title

By Industry

By Location

By Source

By Company

By Offering

By Connection

By Event

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#5. FAILURE to IMPROVE Think training is hard? Try losing.

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MASTER YOUR CRAFT?!

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MASTER YOUR CRAFT!!!

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GET INVOLVED

THANK YOU!

RALPH BARSI

@rbarsi

Orange County Chapter

May 8, 2014

in/ralphbarsi