Ralph Barsi is the Senior Director of Global Sales Development at ServiceNow. Forbes Magazine has published that ServiceNow is the Most Innovative Company in the World with over $1.93 Billion Dollars in Revenue. Ralph’s team builds the sales pipeline that supports that incredible effort. Topics Discussed: What do Hunters and Closers look like at ServiceNow?…
It was time for my weekly meeting with our EVP of Sales. Our VP of Sales had been recently let go, and it was time for me to report directly on the progress of my sales team. I’ll never forget the curve-ball he threw at me towards the end of our meeting. He said, “Dainon…I…
Henry Ford once said, “Whether you think you can or you think you can’t, you’re right.” Too often we create glass ceilings above ourselves that we think are impossible to break through. Forever, the World believed that it was impossible to break the 4-minute mile. The next closest record, set by Swedish runner Gundar Haegg…
Mark Smith is the Vice President of Sales at Womply one of the fastest growing software companies in the country, serving more than 100,000 small businesses across 400+ business verticals in every corner of America. They are a fanatically values-based company with $50 million raised to accelerate their growth. Topics Discussed: Benefit of LinkedIn in…
Learning to listen with the intent to understand is one of the most important skills that a sales professional can acquire in his or her career. True Hunters and Closers understand the strength behind listening to a prospect’s request, concern, and ultimately their needs. Following up with open ended questions will help everyone determine what…
Sales Hunting requires planning, effort, strategy, and skill. If you are going to warm up your “cold” prospects (outbound), you need to do your research and leverage icebreakers in your outreaches. In this episode, I discuss different icebreakers available to you on LinkedIn, and various Google searches. Don’t ever find yourself sending SPAM again. Do…
Recently I sent out a survey to sales professionals. In it, I asked what was the number one skill they needed to improve upon. Hands down, the number one answer was hunting…prospecting…finding new business. So, in this episode, I share the importance of hunting, where to hunt, and give some tips, tricks, and secrets to…
You are competing against thousands of “professionals” trying to grasp a decision maker’s attention. What are you doing to stand out? How do you resonate with the recipient in such a fashion that they will respond and agree to your call to action?
In this episode, I share with you some of the strategies that I implement with my clients. This includes the “5 More a Day” regimen. Too often we have the great results that we want to accomplish, but we don’t work towards them correctly. We try to do too much, too quickly, and we actually…
Everyone has challenges. Everyone will be faced with trials. These will occur in our personal lives, careers, family, and community. However, the one thing that sets us apart, is not everyone will become discouraged by these struggles. In this podcast, I share with you some of my darkest days, and my relentless struggle to win….