Inside Sales Motivation
My longtime friend, Ralph Barsi, spoke with our team on inside sales motivation. Though you missed out on an incredible talk, I asked Ralph if I could share his subsequent email as a public blog. He agreed.
The rest speaks for itself. Every single young sales professional needs to read the below and follow Ralph. Enjoy. Hello Vorsight, We covered a lot in an hour, didn’t we? Thank you for graciously hosting me yesterday. Let’s make sure to connect on LinkedIn.
I loved meeting you and look forward to returning. It’s important for me to come back and assess how well you applied what you learned.
Annotated recaps help reinforce what we talked about, so bookmark this email for reference.
You can also subscribe to my blog for more content and goodies.
Ralph
Steve Richard and I go way back. For example, early in 2013, he and I hosted this webinar with our friend Jamie Shanks:
A year or so later, I refined my part of the discussion, adding a few more nuggets:
The point is, we shared our work. That’s why, four years later, you’re able to access slides from the webinar.
The more value you add to the marketplace, the more valuable you become. Straight up.
Create a trail of breadcrumbs so others can learn from your experiences - use SlideShare, YouTube, podcasts, a blog, a book, etc. - just like the Grateful Dead. :)
Remember we talked about the five barriers?
Back in 2015, I published an extensive article on the first barrier: obscurity. In the article, I challenged BDAs (SDRs) to build their brand and get known.
I suggested someone start a YouTube channel specifically for SDRs.
Well, Morgan J. Ingram rose to the occasion. He sent me this tweet and went on to create The SDR Chronicles.
Today, Morgan’s no longer an SDR - instead, he’s leading the SDR team. He’s now also a regular speaker at sales conferences.
Net-net: By adding value to the marketplace, he has become more valuable (and his brand continues to build). This will happen for you, too, once you decide to be a big success in everything you do.
You see, it’s not just about making call after call; it’s about getting better on each call. Go from A to B, not A to Z. Book an awesome meeting, then another, and so on.
Before you know it, you’re indispensable. The company needs you more than you need it. Opportunities begin to multiply, and soon (ahem, after years of consistent, disciplined, rigorous work) you don’t need a resume.
Look, we can go for days on this stuff, but I’ll spare you. Two final reminders:
1) Leaders are readers. Get studying because you’re going to need it if you want to play with the players. Go to ralphbarsi.com/reads.
2) Develop your attitude of gratitude. Visit the World Wealth Calculator, the Global Rich List. Enter the amount you’re earning right now (base, commission, total comp - it doesn’t matter what you enter).
You are blessed. Do not take that for granted. Get after it and make a difference.
