This is an inspirational conversation with the legendary Ralph Barsi. Ralph has led global sales development teams at companies like Tray.io and ServiceNow. And it was then back, in 2015, that I first started following him and taking note of his talks.

Currently he is the VP of Sales at Kahua and as a first time VP of Sales we get to unpack what his first year has been like. We also get into several other topics like the importance of operationalizing practice in sales orgs, the importance of loving your haters as you grow in your career, and we even get into advice on how to structure payment terms in consulting engagements (which Ralph provides an interesting twist on with family trusts).

Ralph personifies servant leadership and what it means to be an authentic sales leader so I make sure to have a well rounded conversation with him to understand what truly underpins his success. With 30 years of experience in sales, sales leadership and consulting Ralph drops a ton of advice that you’re not going to want to miss.

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Time Stamps:

[2:22] - 75-Hard mental toughness program created by, Andy Frisella (https://andyfrisella.com).

[6:55] - Balancing everything as a father, a sales leader, thought leader, musician and more. 

[11:00] - The transferable sales skills and disciplines that come from music (not just sports). 

[18:26] - Operationalizing more practice in sales teams.

[20:50] - From leading Sales Development teams to being hired as a first time VP of Sales.

[27:00] - Advice to new managers. 

[29:00] - His opinion on how the number of haters will grow as you grow in your career.

[34:30] - How he got into consulting, his experience, and his consulting ambitions for the future.

[39:15] - Structuring consulting compensation and hassigning equity to a family trust.

[44:00] - Who helped him the most become who he is and why.

Connect with Ralph:

Ralph’s LinkedIn page: https://www.linkedin.com/in/ralphbarsi/

Ralph’s website: https://www.ralphbarsi.com

Connect with Derrick:

https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw