Hunters And Closers

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? Ways that ServiceNow's ADR team generates 4,000 qualified leads per quarter, leading to roughly $500 Million Dollars in revenue pipeline. At ServiceNow, what does the relationship between an SDR and an AE look like? How to leverage voicemail in your sales prospecting efforts. Utilize all the communication channels available to you. What skills make an SDR / ADR successful? How to grow into the sales role you want to be in. "Own your career." SDRs need to be a Contributor of Value. (The First 90 Days by Michael Watkins. Remember the humanness to your sales career. What would Ralph do differently if he could go back to the beginning