Sales Mastership: The Difference Between Good and Great Sales Professionals
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This deck supports a talk I did in San Francisco on January 18, 2016. The audience was comprised of sales reps, sales development reps, and sales leaders.
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Sales Mastership: The Difference Between Good and Great Sales Professionals
- 1. RALPH BARSI @rbarsi in/ralphbarsi rbarsi@gmail.com ralphbarsi.com Senior Director, Global Sales Development Sales Mastership: The Difference Between Good and Great Sales Professionals
- 2. BACKGROUND Born and raised in the Bay Area Sales practitioner for 23 years Writer, speaker, coach, and teacher Co-founder of a 501 (c) (3) non-profit Drummer for 42 years Married 20+ years and have 3 sons This is not my work, it’s my vocation
- 3. Everything I’ll mention connects to: • Shaping your attitude of gratitude, • Building your brand, and • Differentiating yourself from the ordinary
- 4. worldwealthcalculator.org If you earn $40,000 a year in the US You’re in the wealthiest 3.5% of people in the world You are 52x wealthier than a billion people
- 5. The Golden Circle, Simon Sinek bit.ly/why_how_what WHY ARE YOU HERE? What is your purpose? What is your trigger? What outcome(s) are you after?
- 6. The Golden Circle, Simon Sinek bit.ly/why_how_what Work on yourself harder than you work on your job Are you really doing your best work right now? Attract opportunities, don’t pursue them This also goes for prospects and customers, jobs, income, connections, significant others, and life. Decide to win and win first in your mind Unless you decide not to tolerate mediocrity, you will remain (sigh…) mediocre. Pay attention to the detail Little things make the big things matter. Put a 10 on everyone’s forehead There’s goodness in everyone. Try to find it. HOW WILL YOU SUCCEED?
- 7. The Golden Circle, Simon Sinek bit.ly/why_how_what Write well Here are 10 hints on the craft. Model the “What’s News” column of the Wall Street Journal. Show your work Subscribe to ralphbarsi.com and I’ll share examples. Read Get started: ralphbarsi.com/reads or sivers.org/book. WHAT THE BEST DO Get to where you don’t need a resume Read Seth Godin’s “Why Bother Having a Resume?” bit.ly/why_resume. Improve your personal branding Read Neil Patel & Aaron Agius’ The Complete Guide to Building Your Personal Brand: bit.ly/patel_brand. Ask open-ended questions Use yes/no questions wisely.
- 8. Use color palettes in your graphs, charts, and presentations I used the palette you see here for this deck: bit.ly/rb-palette This deck also includes a font called Acherus Grotesque: bit.ly/ach-grot