📷 Mike Enerio

It was July 4, 2012.
A MAJOR malfunction happened in San Diego.
7,000 fireworks lit at one time.

The show ended in less than a minute.
It was scary and comical at the same time.
Many salespeople light all THEIR fireworks at once, too.

Without investing time and energy in researching or engaging their audience, they unleash an arsenal of ambiguous noise about their company, their products, and themselves.

• They ramble without establishing conversation flow.
• They pitch right after connecting with us on LinkedIn.
• They email us despite our unsubscribes.

We smell it from a mile away.

Those kinds of fireworks shows force us to roll-up the blankets, pack the bags, and head home.Instead, we want shows that will include space between each explosion, allowing us time to adore, process, talk about, and share the value…



📷 Karston Würth

SDRs, invest time to self-assess.
The exercise clarifies the path ahead.
And reminds you of your purpose.

Open a blank document.
Answer these questions.
What you put into it is what you’ll get out of it.

1. What are your career aspirations?
Short-term, long-term? You define each.

2. Who do you want to emulate?
What 1–2 people inspire you and why?

3. What do you need to learn and work on?
Be specific.

4. How can your mentor, boss, or others help you?
Can they rely on you to follow through?

If you don’t know where you want to be in five years,
you’re already there.

SDR leaders, ask your team to self-assess.
If you’re oblivious to what each aims to accomplish,
you’ve got a steep climb ahead.



📷 Sharon McCutcheon

You’d be surprised at how fast you can change your focus.
You’re not thinking about your left earlobe, for example….

Until now. That’s how fast you can get back on track.
That’s also how fast you can veer off track.

Problems sometimes stem from our decisions — or lack thereof.

You see, once you decide to improve, decide to serve others, or decide to win, your brain kicks into gear.

It’s like deciding to buy an electric car. Suddenly, you see them everywhere.

Two things to consider once you’ve flipped the switch:

#1 Opportunities multiply as they are seized.
#2 Motion does not equal action.

“Change your thoughts and you change your world.” -Norman Vincent Peale

“Move and the way will open.” -Zen proverb



Ralph Barsi

Ralph Barsi


Leading the worldwide sales development organization @ServiceNow, Board Member @GableHeartBeats, drummer @seguesounds, happy guy.