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Chef's specials:
In this episode, Ralph breaks down how he started prospecting days at ServiceNow and used them to build scalable outbound sales cultures. He’ll walk you through how to run successful prospecting days, tackle common challenges, and get your whole company involved in driving pipeline.
You’ll learn why proactive prospecting is critical, how to avoid common mistakes, and how to use data and a little competition to keep the energy up. Plus, we’re sharing practical tips and a free guide to help you set up prospecting days in your own team.
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Who is Ralph Barsi?
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Chapters:
(00:00) The Importance of Outbound Prospecting
(01:13) The Challenges of Prospecting
(02:16) The Risks of Relying Solely on Inbound Leads
(04:07) What is a Prospecting Day?
(05:22) Implementing Prospecting Days at ServiceNow and Beyond
(09:21) The Mechanics of a Successful Prospecting Day
(13:01) Preparing for a Prospecting Day
(17:40) Involving Different Teams in Prospecting Days
(20:54) Handling Skepticism and Resistance
(26:28) Success Stories and Metrics
(28:52) Gamifying Prospecting Days
(30:23) Key Takeaways and Lessons Learned, how to implement