Tenbound Virtual Summit August 17, 2020

1. Success Principles
for Today’s SaaS Leader
Tenbound Virtual Sales Development Conference
August 17, 2020
Ralph Barsi
VP, Global Inside Sales
Tray.io

2. Begin With the End in Mind (Covey’s 2nd Habit)
* It’s not “what am I doing?” it’s “who am I becoming?” (Rohn)
* Self-assess (Donahoe, Charan, Bossidy)
Connect the Dots (Comstock)
* Companies are comprised of business units; it’s all connected
* Delight prospects from the outset (Four Seasons); set the standard
Be Resourceful
* Find two solutions to problems before escalating them to others
* Creative Thinking (Thinkertoys) vs. Critical Thinking (Pyramid Principle)
Play the Long Game but “Make Your World Small” (Stumpf, Itzler)
* Work in chunks (10-30-60 minutes); confine yourself to the present (Aurelius, Seneca)
* Life charts (WaitButWhy)
Seek and you’ll find principles everywhere

3. How good are you?
Communicate Like a Boss
* Write, speak, and listen well (Zinsser, et al.)
* How you do anything is how you do everything
Be a Contributor of Value
* Reach the Breakeven Point (Watkins) and the Sales Learning Curve (Leslie)
* Why Bother Having a Resume? (Godin)
Success is Sequential
* M = p x v
* The Domino Effect (Keller)
* 20-Mile March (Collins)
Have an Attitude of Gratitude
* World Wealth Calculator
* Master Your Craft (Jiro)
* Sacrifice (Rogers)

4. Ralph Barsi
VP, Global Inside Sales at Tray.io
Former leader at ServiceNow, Achievers, and InsideView
Advisor at Loopio
Mentor at Women in Sales Awards and GrowthX Academy
ralph@tray.io
ralphbarsi.com/show-your-work
slideshare.net/rbarsi/presentations
in/ralphbarsi
@rbarsi
Connect and engage (I’ll actually write back)

5. Thank You
Ralph Barsi
VP, Global Inside Sales
Tray.io