💡Show Your Work (Podcasts)
With John Barrows at Sales Hacker's Sales Stack Conference - San Francisco, CA, 2015

💡Show Your Work (Podcasts)

“Ship it.” – Seth Godin

👇🏼 Scroll down to hear podcasts and read articles I’ve done over the years.
They represent some of my contributions to the marketplace.

PODCASTS

2022

Dude, Where's My Pipeline? with Emily Hill and Wendy Perilli
This discussion focused on the much-needed interlock between demand generation and sales development teams. It was hosted by Emily Hill and Wendy Perilli of PeerSpot.

The Sales Career Podcast with Kevin Hopp
My friend Kevin Hopp asked me all kinds of random questions. I'm hoping our conversation is helpful to others.

Sales Samurai Podcast with Sam Capra
The "Five Barriers" topic is one of the most popular topics I'm asked about. It was a pleasure talking with my friend, Sam Capra, about how salespeople can overcome the barriers.

Make It Happen Mondays with John Barrows
John Barrows and I talked about how to hold yourself and others accountable. I've enjoyed all my conversations with John over the years. In fact, John's the one I'm talking to in the photo at the top of this page. Sales teams all over the globe benefit from JB Sales programs.

Peak Performance Selling with Jordan Benjamin
I met Jordan Benjamin through an AA-ISP panel discussion on mental health in the workplace.In this podcast episode, we took the opportunity to talk about the good stuff: purpose, goal setting, attitude, coaching, and bouncing back from rejection.

2021

The Sales Enablement Podcast with Andy Paul (#999)
Hosted by Revenue.io and Andy Paul, this episode also featured Howard Brown. The conversation addressed how important sellers are in today's sales environment.

1UP Formula Podcast with Morgan J. Ingram
Hosted by THE Morgan J. Ingram, this episode was a conversation about how to fill your life with gratitude and consistency. It's what Morgan does well.

Live Better, Sell Better with Kevin “KD” Dorsey
Hosted by Kevin “KD” Dorsey, this episode focused on building world class sales development reps and sales development organizations. Kevin continues to positively impact so many with his work.


The Merchant-Matrix Podcast
Hosted by MatrixPlace, along with Nick Sember and Preston Hurd, this episode centered on Five Philosophies that apply to your work. Preston and I worked together at InsideView.

The Sales Enablement Podcast with Andy Paul
Hosted by Revenue.io and Andy Paul, this episode covered how Team Tuesdays positively impact sales development teams.

2020

The Engine of Matt Todd
I always welcome an invitation to speak with Matt Todd. In this episode, we talk about the direct impact politicians have on me. I'm not a fan of talking politics with people, so I took the high road.

The Sales Enablement Podcast with Andy Paul
Hosted by Revenue.io and Andy Paul, this episode covered how the best sales development teams have Standards of Excellence.

Surf and Sales Podcast
Hosted by Richard Harris and Scott Leese, this episode ran the gamut. It was an honor to join them for their 150th episode. Richard and Scott are two well-known, impactful leaders in our space.

Millennial Sales
Hosted by Tom Alaimo, this episode covered working on yourself harder than you work on your job. Tom is a bright light and brings valuable content to salespeople.

The Sales Enablement Podcast with Andy Paul
Hosted by Revenue.io and Andy Paul, this episode covers how great books impact our profession.

The Engine of Matt Todd
Hosted by Matt Todd of Matt Todd University. We talked about business and family. Matt is a wonderful teacher, coach, and friend to so many of us.

Hey Salespeople
Hosted by Jeremey Donovan from SalesLoft, this episode reviews the top five barriers keeping salespeople from hitting quota. Jeremey is whip smart and always down for a deep conversation.

Social Centered Selling
Hosted by Barb Giamanco, this episode centers on “Leading with Heart, Empathy and Being Human in Selling.” May Barb rest in peace. She was a special lady.

Make It Happen Mondays
Hosted by John Barrows, this episode addresses “Leading with Empathy in Times of Uncertainty.” John's got a big heart.

The Engine of Matt Todd
An in-depth conversation with Matt Todd, the founder of Matt Todd University, who’s also a family man and a black belt in Brazilian Jiu-Jitsu. Read the transcript here.

2019

Next Generation Rockstars, Part II
A conversation with Amanda Hammett about mentoring and mentorships. Watch the episode here.

Next Generation Rockstars, Part I
A conversation with Amanda Hammett. In this episode, we discuss how A-player leaders and reps find one another. Watch the episode here.

The Sales Development Podcast
A conversation with David Dulany of Tenbound. We celebrated the 100th episode of the podcast with me interviewing him.

The Brutal Truth About Sales & Selling
A conversation with Brian G. Burns. We talked about ways to stay focused on your success.

2018

Hunters and Closers Podcast
A conversation with Dainon Haggard. We talked about how to take ownership of your career. Watch the episode here.

Playmaker Podcast
A conversation with Gabe Larsen. We talked about effective post-event follow-up efforts. Read the show notes here.

Millennial Momentum (Millennial Sales)
A conversation with Tom Alaimo. We discussed the US Navy SEALs, Brazilian Jiu-Jitsu, and books we love.

BC Startup Sales Podcast
A conversation with Loren Straub of Bowery Capital. We talked about five barriers that many salespeople hit and how to overcome those barriers. Read the show notes here.

2017

The Narrative
A conversation with David Hooker. We discussed the power of storytelling in sales. Audio from the episode is no longer available, but the show notes are available here.

The Brutal Truth About Sales & Selling
A conversation with Brian G. Burns. We discussed five pieces of advice for people starting their sales career.

Accelerate! (The Sales Enablement Podcast with Andy Paul)
A conversation with Andy Paul. We talked about five barriers that block salespeople from hitting quota. Read the show notes here.

The Sales Development Podcast
A conversation with David Dulany of Tenbound. We discussed the success cornerstones sales leaders work from. Read the show notes here.


ARTICLES

How the Best SDRs Take Massive Action

6 Characteristics Of Successful Sales Development Reps
If you’re a sales development rep (SDR) aspiring to hit and exceed quota, you won’t reach it by just standing there. Here’s what to do.

Use These Sales Fundamentals for Effective Post-Event Follow-Up

Use These Sales Fundamentals for Effective Post-Event Follow-Up
I Got a Call Today from Carlo It’s the start of a new quarter. QBR’s are underway, the next block of travel begins tomorrow, and I need to grab the Moleskine from my desk for the meeting that starts in three minutes.

Nuggets for Your Notes: On Motivation, Gratitude, and Doing Better Business

Nuggets for Your Notes: On Motivation, Gratitude, and Doing Better Business
If you will change, everything will change for you. Jim Rohn

5 Pieces of Advice for People Starting Their Sales Career

5 Pieces of Advice for People Starting Their Sales Career
I was recently asked by an anonymous user on Quora to answer the question “What advice would you give to a new sales development representative when they first get hired?” Here’s how I answered it: Congratulations on starting your sales career! You’re joining generations of experts whose selling eff

How to Avoid SDR Burnout: Q&A

How To Avoid SDR Burnout Q&A
Learn best practices on motivating your SDR Teams, structuring compensation to incentive high performance, and the importance of 1:1s and mentorship

The 108 Best Sales Books for Boosting Your Skills & Performance in 2022

Sales Hacker Recomments: 97 Best Sales Books for Peak Performance
What are the best sales books for improving your selling game? Here’s the ultimate list of must-reads, including door-to-door sales and cold calling books.

5 Quick Tips About SDR-AE Relationships

5 Quick Tips About Successful SDR - AE Relationships
Ralph Barsi, Senior Director of Sales Development at Achievers shares 5 Quick Tips About building Successful SDR - AE Relationships at your company.

Other Contributions

How to Build a Successful Environment for Sales Organizations (Skaled)

How to Build a Successful Environment for Sales Organizations
Learn how to stop a toxic work environment before it begins and set up your sales team for success and happiness.

How to Hire Your Sales Dream Team (Revenue.io)

Sales Development Leader Ralph Barsi On How to Hire Your Sales Dream Team [Interview]
ServiceNow’s Senior Director of Global Demand Center Ralph Barsi reveals some sales hiring secrets.

3 Things You Need to Ask Yourself to Personalize Messaging (RingDNA)

3 Questions You Need to Ask Yourself in Order to Personalize Sales Messaging
To best personalize your sales processes, put yourself in your prospects position. Here’s 3 questions you can ask yourself for better personalization.

9 Bombshells Ralph Barsi and Jacco van der Kooij Dropped at Rainmaker (SalesLoft)

9 Bombshells Ralph Barsi and Jacco van der Kooij Dropped at the Post-Rainmaker ABSD Workshop - Salesloft
Attendees walked away from the workshop with a ton of ABSD action items. Here are nine bombshells Ralph and Jacco dropped at the ABSD Workshop.

Heinz Marketing: How I Work

“How I Work”: Ralph Barsi - Vice President, Field Operations - Achievers - Heinz Marketing
Daily B2B Sales & Marketing Insights

Sales Hacker: The One Thing I Wish I Knew at 22

Sales Career Advice From Over 85+ Business Leaders
Get sales advice form over 80 industry leaders who have been part of the Sales Hacker community. Share this sales advice with your team members!