Inside Sales Strategy
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In this episode, we discuss the strategies and mindset needed to drive Inside Sales, with Ralph Barsi. Learn how to optimize your Inside Sales to generate New Leads.
The Filtered Brew Podcast is all about software, but every now and then, a conversation goes deeper than tools, platforms, and processes. This episode is one of those moments. Over a cup of coffee, host Preston Hurd and co-host Nick sit down with Ralph Barsi, a seasoned revenue leader with more than 30 years of experience in tech sales, to unpack what really drives success in Inside Sales today. From mindset and leadership philosophies to positivity, discipline, and personal branding, this discussion offers timeless guidance for sales professionals at every stage of their career.
Guest: Ralph Barsi https://www.linkedin.com/in/ralphbarsi/
Host: Preston Hurd https://www.linkedin.com/in/prestonhurd/
Ralph Barsi is a veteran Revenue Leader who has spent decades helping software companies build scalable go-to-market systems and high-performing teams that deliver predictable growth.
Throughout his career, Ralph has built and scaled high-performing BDR and SDR teams, mentored hundreds of sales professionals, and led Inside Sales at companies such as InsideView, ServiceNow, and Tray.io. He also worked closely with Preston Hurd during his time at InsideView - a period defined by rapid growth and multiple funding rounds. Today, Ralph serves as VP of Revenue Growth at Kahua and is widely recognized as a speaker, podcast guest, and thought leader within the sales leadership community.
While the episode touches on software and selling, the real focus is on the Inside Sales skill set and mindset required to succeed in a modern, digital-first sales environment. So grab your cup of coffee, and get ready to start optimizing your Inside Sales.
The Five Philosophies That Shape Inside Sales Success
A central part of the conversation revolves around what Ralph calls his Five Philosophies, guiding principles inspired by quotes that have shaped his career. Each one has direct application to Inside Sales.
These guiding philosophies shape a strong Inside Sales mindset. “Get serious about your career,” as Brian Tracy puts it, is about raising your standards - becoming a true expert in your craft, building credibility with prospects and teammates, and operating with integrity by doing what you say you’ll do while remembering that sales is fundamentally a service profession.
Jim Rohn’s idea that “success is something you attract by becoming an attractive person” reinforces the importance of value over pursuit: top Inside Sales professionals focus on understanding industry trends, business challenges, and meaningful solutions, then sharing those insights to naturally attract opportunity.
The U.S. Navy SEALs’ mindset, “you’re not here to survive this, you’re here to take charge of it” - underscores ownership and initiative, encouraging reps to treat their role as a business within the business and to bring solutions, note not just problems.
Steve Prefontaine’s belief that giving anything less than your best sacrifices the gift reminds sales professionals to fully apply their unique strengths and show up with excellence every day.
Finally, the Zen principle to “encourage others” highlights the power of outward focus - serving, uplifting, and helping others rather than talking about yourself, because genuine encouragement has a way of coming back around.
Thought Leadership and the Power of Reading
Ralph is an avid reader who believes books can act as pivotal moments in a career, sometimes with a single paragraph sparking real transformation. If he were to recommend just one book for Inside Sales reps and leaders, it would be Wooden on Leadership by legendary UCLA basketball coach John Wooden. The book emphasizes that lasting success is built on character traits such as enthusiasm, cooperation, and industriousness, and that true leaders serve as teachers and guides rather than figures at the top of an org chart. It also reinforces the idea that strong values naturally attract strong people and that focusing on the process, not the scoreboard, makes winning inevitable. The conversation then extends to modern learning approaches as well, including audiobooks like Ultralearning and even retail experiences such as Amazon Books for the ‘Retail Spin’.
Staying Positive in the Highs and Lows of Sales
Sales can be a grind, and while maintaining positivity isn’t always easy, it’s essential. For Ralph, positivity begins with gratitude - gratitude for health, for opportunity, and for perspective. He also notes that even modest income levels in the U.S. place individuals among the wealthiest people globally, an awareness that can quickly reframe challenges and restore a more grounded outlook.
In sales environments especially, people are drawn to those who bring energy into the room, not those who drain it. Positivity isn’t about being fake. It’s about choosing perspective, surrounding yourself with the right people, and serving others consistently.
Traits of Top Inside Sales Reps
When asked about the best practices and traits of strong Inside Sales professionals, Ralph points to several defining qualities. He emphasizes the importance of positivity and attitude - being authentic while consistently bringing energy to every interaction, along with discipline and determination, where strong execution and consistency drive results.
Organization is also critical, as Inside Sales roles involve managing many “spinning plates” at once, making planning essential.
Finally, clear communication sets top performers apart: great reps ask open-ended questions, structure conversations intentionally, and protect the “next steps” in every interaction to keep momentum moving forward.
He also emphasizes thoughtful use of tools like LinkedIn, by always adding context when connecting, and recognizing that social selling may extend beyond LinkedIn into platforms like Instagram, TikTok, podcasts, and more, depending on the audience.
Overcoming the Biggest Barriers in Inside Sales
Ralph outlines five recurring barriers that often prevent sales professionals from hitting quota. Obscurity makes trust difficult to establish when prospects can’t easily find or learn about you, while a lack of focus allows constant distractions to pull attention away from the goal. Inactivity is another major obstacle, as sales is ultimately a numbers game where consistent action is non-negotiable. He also points to the absence of flow, noting that strong sales conversations require clear structure, and finally, a failure to improve, because without continuous learning and development, performance inevitably plateaus. Personal branding, especially through LinkedIn, plays a major role in overcoming obscurity, not just for sellers, but for leaders looking to attract top talent.
He shares a simple framework for conversation flow - Problem, Action, Result (PAR) - to keep messaging clear and compelling.
Final Takeaways
This episode reinforces a powerful truth: Inside Sales success is about far more than software. It’s rooted in mindset, discipline, and positivity, paired with a commitment to continuous improvement and a servant-leadership approach that puts helping others at the center of long-term success.
Tools and technology matter—but how leaders empower their teams, and how sellers show up every day, matters even more.
Thanks for tuning into The Filtered Brew Podcast. For more episodes, insights, and resources, visit TheFilteredBrew.com. If you enjoyed this conversation, be sure to follow, rate, and share the show - and until next time, keep your ideas brewing.
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00:00 About Us (here)
[Music]
00:25 Introduction (here)
Hello. Get ready for some tech talk over coffee, where we filter through the latest digital tech one sip at a time.
Welcome to The Filtered Brew, a tech podcast all about software.
Your host is Digital Consultant, Preston Hurd.
So join us for a cup of coffee and let's get into what's brewing on today's menu. In this episode, we are interviewing Ralph Barsi.
We're excited to welcome Ralph to the show.
He is a seasoned Revenue Leader with more than 30 years of experience in Tech Sales, helping software companies build scalable go to market systems, and high performing teams that drive pipeline, efficiency and predictable growth.
Throughout his career, Ralph has built and scaled BDR and SDR teams, managing and mentoring hundreds of Sales Professionals across multiple tech organizations.
Ralph previously worked with our host, Preston Hurd, at the tech startup InsideView, where Ralph led Inside Sales.
Since then, InsideView was acquired by Demandbase and Ralph has gone on to lead Inside Sales teams at companies like ServiceNow and Tray.io.
He's currently the VP of Revenue Growth at Kahua.
Ralph has also become well known in the Sales Leadership community as a prominent Speaker and Podcast Guest.
While The Filtered Brew Podcast is all about software, this conversation goes beyond tools and tactics.
We're really focusing on different aspects of the Inside Sales skill sets, because that's an essential component of selling software in today's world.
We'll be unpacking the Sales mindset that's required for success, especially for Inside Sales Reps.
My name is Nick.
Also joining us, is your host, Digital Consultant, Preston Hurd, bringing his unique 'Retail Spin' to the conversation.
So grab your cup of coffee and get ready. Here's our interview with Ralph Barsi.
Hi, Ralph, thanks for joining us today and welcome to the show.
Thanks so much, Nick.
Thanks, Nick.
Ralph, thanks so much for being here.
I remember when we worked together back at a tech company in San Francisco called InsideView, you actually interviewing me...
And it really stuck with me.
You were white-boarding the funnel and talking about Lead Generation, Demand Generaiton and how that equates to Inside Sales, and just really also have been an inspiration for me in my career, with your positive outlook.
What an exciting time there, between the course of your time and my time at InsideView, where we were doubling sales every year, and doubling the size of the sales force. I think we raised over the course of our times at InsideView close to $100 million and just what an exciting time.
03:35 The 5 Philosophies (here)
And Ralph, one of the things that I noticed listening to quite a few of your podcasts was that a few times you've shared what you've referred to as your five philosophies.
I was wondering how some, or all of these five philosophies could be applied when working as an Inside Sales Rep.
I love it and I appreciate it.
The five philosophies come from quotes that have inspired me throughout my career.
So, I'll read the five out loud and then maybe we can talk about how they apply to Inside Sales.
The good news is all five of them apply in many respects to Inside Sales.
The first philosophy or quote comes from Brian Tracy, and it is "Get serious about your career."
Decide today to be a big success in everything you do.
So this one, to me is all about raising your standards.
You know, whatever your role, you should strive to become an expert.
You know, this allows you to obviously build credibility, rapport, reliability... not just with prospects and customers, but with your peers and with your colleagues and the stakeholders that you work with.
It's important, obviously to learn and absorb, and then apply and contribute what you've learned to the marketplace.
You know, so many people say they're going to do something and then they do something else or they do nothing at all.
So this encourages you to become a woman or a man of your word.
And then, also you're going to want to help people get what they want.
You need to serve.
And Inside Sales, and Sales in general is a service business, so be of service.
The second philosophy is a quote from the late Jim Rohn, and it is, "Success is something you attract by becoming an attractive person."
It's not something you pursue, so stop chasing it.
Instead, you need to fix yourself first.
Once you change yourself, everything will change for you.
Also, the more value you bring to the marketplace, the more valuable you become.
So, if you just think for a moment about the Inside Sales role, its focus is typically centered on chasing prospects, prospecting into Accounts, prospecting into Personas and Contacts within those Accounts, and just chasing people down.
Instead, what you should be doing as an "A Player" Inside Sales Rep is focusing on what are the industry trends that you could be talking about?
What are the three to five critical business issues that like Personas that you are prospecting into are facing, and what are the potential solutions and fixes to those problems, that you can talk about,
Whether it's through a blog, whether it's in your initial emails to them, or whether it's in your opening lines of your talk track when you finally do engage with them on the phone.
That in turn allows you to kind of attract the opportunities to you versus pursue them.
The third philosophy comes from the U.S. Navy SEALs.
It's one of my favorites.
It's, "You're not here to survive this. You're here to take charge of it."
So for Inside Sales Reps and Leaders out there, this is all about taking initiative, asking questions, finding the purpose behind everything.
It's really important to find two solutions to every problem before escalating it.
More often than not, we have Inside Sales Reps running into problems in the day to day grind that they are part of, which is super normal and super healthy.
But don't bring the problem to your Leader without some potential solution for them to think through with you. In fact, that's how they became Leaders.
That's how they got to the leadership roles they're in today.
It's by solving problems.
So get really good at taking charge of your career and taking charge of your schedule, and taking charge of your remit and responsibilities, and learning how to break down problems and solve them.
Treat your responsibilities as your business within the business.
Own, grow and be accountable to your business. Lead from the front.
The fourth philosophy comes from the late distance runner, Steve Prefontaine, from the University of Oregon.
And he once said, "To give anything less than your best is to sacrifice the gift."
So to me, this means that we're all here for a reason.
We all have unique gifts that are wasted if they're not shared.
We all come with our own unique strengths.
"If we did what we were capable of, we would astound ourselves."
That's another great quote from Thomas Jefferson.
So it encourages us to leave it all out there every day.
We need to go to bed exhausted from serving others.
The last philosophy is a Zen proverb.
A student approaches the master and says, "I'm discouraged. What should I do?"
And the master replies, "Encourage others."
So this one to me is about stop focusing so much on yourself.
The same applies to your emails, your phone calls, when you're building and developing your network.
When you're working alongside your teammates and your colleagues.
Stop thinking about you.
Stop talking about your company, the company's history, the latest version of your company's product, etc.
Start facing outward and thinking and serving and being about other people.
And you'll find that your life gets exponentially better when you adopt that mindset and that approach.
So, that in summary, is what the five philosophies are all about and how they can apply to Inside Sales.
Ralph, I think you've got some great quotes there.
The one that I really latch onto is number three, "You're not here to survive this.
You're here to take charge of it."
And on top of what you said, gotta just stress it's all about initiative and taking that initiative to almost do the buyer's work, and serve up to the buyer the right solution at the right time.
And then, yeah, I gotta say, all of those really inspiring. I feel like the one that resonated with me especially was that last Zen proverb
Because I mean, how can you continue to be discouraged when you're being a source of encouragement for others.
I feel like that's something, I gotta carry with me in my day to day.
10:15 Thought Leadership (here)
I also noticed that you are a very avid reader.
There's a gigantic list of books on your website that you do recommend.
What's the one book you'd recommend that all Inside Sales Reps read?
Wow, I appreciate that, Nick.
Yes, I am a voracious reader, constantly gobbling up nuggets of wisdom from these books.
The key about becoming a reader is... if a topic of a book appeals to you at all, it's worth investing in and reading because there just might be one paragraph in that book or one sentence that can really serve as a pivot point for you.
So, I highly recommend kind of diving into books if you haven't yet.
If I were to name one atop the list that I think all Inside Sales Reps and Leaders should read, it would be Wooden on Leadership, which is by the late Coach, John Wooden of UCLA basketball.
And it was co written by Steve Jamison, who also co authored another great book called the Score Takes Care of Itself with Coach - former Coach Bill Walsh from the San Francisco 49ers.
So what I love about Wooden on Leadership is to me, it's about life.
You know, it opens up with Coach Wooden's pyramid of success.
And the pyramid really illustrates how success is built on traits like enthusiasm, loyalty, cooperation, friendship, industriousness and others.
And then it goes through lessons of leadership.
And these really align with my values and the way I like to approach a leadership role, which is another reason it's my favorite and the one I recommend the most.
You know some of the lessons include:
Do everything with love for others, for your work, for the craft, for the profession.
Do it with love.
Also, Leaders must see themselves as Teachers / Guides / Coaches / Sherpas, whatever analogy you want to bring to the table, they are pretty much at the bottom of an org chart.
If you were to look at, you know, your typical corporate org chart, the Leader should be at the bottom, serving up and into the organization, versus casting their wisdom from atop the mountain, looking down on their underlings.
That's just, that's not a vibe that aligns well with me and the way I work.
So I like the approach of seeing a Leader as a Teacher or a Guide.
Also good values attract good people.
Again, very similar to what we were talking about with the five philosophies.
How you need to attract things to you versus pursue them by working on yourself.
Little things make big things happen.
So pay attention to the most minute details and don't look at the scoreboard.
As a Leader, if you're focused on your individual Reps and them performing at their best and performing 100% and everyone is flying in formation, no one on the team, including yourself, really needs to look at the scoreboard much anymore - because you're going to win.
It is inevitable.
So those are just some nuggets from Wooden on Leadership, that make it the number one recommendation for me.
13:34 The ‘Retail Spin’ (here)
I gotta say, one really cool thing in the industry is Amazon.com who of course started out in books, launched a Brick & Mortar Retail store called Amazon Books, and along with that Amazon 4 Star, all the best 4 Star Rated products.
And I have found in Amazon Books they are really featuring the best books for business, innovation, technology.
So, for somebody like me, that really wants to find the top sellers and the best books that are out there, that's a great resource.
Awesome.
And then if I could shout out one book on that recommended list, I did check out the audio version of Ultralearning, which, you know, as somebody, yeah.
As somebody who has been really looking for the perfect way to study, perfect way to pick up a skill, I feel like that one gave some good insights.
I'm definitely going to try to apply that, some of that stuff.
Such a great one, Nick.
14:41 Positive Mindset (here)
As you were mentioning with your leadership philosophy, one overarching thing I've noticed is that you seem to be able to stay very positive, which I feel is something that could help a lot of people, especially during these times.
How does one stay positive throughout the ups and downs of working in a Sales role?
Well, thank you.
It's... it's not easy, but it's important.
The way that I'm able to stay positive, I think first and foremost is I practice developing an attitude of gratitude.
I'm just grateful, I'm grateful that I can see.
I'm grateful that I can hear you clearly right now and that I can articulate the message I'm trying to convey to this audience.
If you consider your job and the income you earn, you'll become more grateful, believe it or not.
For example, if you earn $40,000 a year in the United States and let's say you support two children as well, you're still in the richest 10% of the global population.
Your income is more than 7 x the global median.
So I think if you just pause for a moment and take stock and take inventory of all that you do have, not just material wise, but people wise, the people that you have in your life.
And if you're blessed to have good health and you are taking care of yourself and your loved ones around you are in good health, that is enough fuel for you to remain positive.
And frankly, in the Inside Sales or Sales world, people want to work with people who shed light.
You know, when they brighten up a room, when they walk into it.
They don't suck the life out of it.
No one really wants to hang out with someone who's a constant "Eeyore" or "rain cloud" because it ends up bringing down the entire team.
And there's this collective attitude of, you know, this is really a bummer and I don't think we're going to make it.
And I'm not sure, you know, we've got everything kind of pointing in our direction, the right way, etc.
That gets kind of old and tired.
So I like to surround myself with people who are grateful and who are positive and who are serving others.
And all of that kind of informs my positive attitude and approach to life.
Thanks, Ralph. You certainly are a positive guy.
I gotta hand it to you for just having worked together and seeing the growth and development in your career and running Inside Sales teams, how you lead such an example.
And I think also that you're really not, only positive throughout the ups and downs, but a part of what you do I would call Servant Leadership, which I'm a huge believer in.
You really do roll up your sleeves, help somebody that's younger in their career, a BDR, an SDR, to keep that positive can do attitude, work hard, absolutely.
But, you know, leading by example as a Servant Leader as well.
And I think that that's so important.
17:53 Best Practices (here)
And I think positivity, that's probably going to be among the things mentioned in this question.
What are some of the traits of a good Inside Sales Rep and how does that relate to using LinkedIn, versus cold calls, versus emails, versus social selling.
Oh, wow, what a good one, Nick.
Yeah, absolutely.
Positivity should be atop that list.
I'll give you a few traits.
There's countless traits that we could talk through, but I think, you know, in addition to positivity, four key ones that I would think about...
Number one, again, great attitude. Be that one that's shedding light versus sucking life out of the situation.
You might want to just turn up your positivity a notch or two when you are typing an email to someone, or leaving a voicemail, or making that first phone call, or reaching out to connect with them on LinkedIn.
You know, be authentic though, don't be fake, in your positivity.
If you're not feeling it, you're not feeling it.
Also, when you do reach out to someone on LinkedIn to request a "Connect" with them, do it with a message for crying out loud.
A lot of people will blindly just, you know, request, to connect without any context or color.
And most people have no idea who you are.
I hate to break it to you.
Nor do they know why you're reaching out to connect with them.
So, send them a quick message as to why you'd like to connect.
That all goes into your attitude towards the craft and towards the profession.
Second trait I would recommend is discipline and determination.
I would throw that in there.
These obviously influence action and execution, getting stuff done.
So be disciplined and determined in what you do.
A third trait would be organization.
Inside Sales Reps, Inside Sales Leaders, Sales Reps... people who are in our profession have lots of what I call "spinning plates" that they need to keep spinning.
There's a constant need to orchestrate and facilitate daily activities, brokering of introductions, building and cultivating of your network, etc.
So, you've got to be organized.
You've got to kind of know what your plan is for each day, each week, month, quarter, etc.
Lastly, but not in the least, you have to be a great communicator.
It's imperative that you know how to communicate well.
I believe that clear writers are clear thinkers.
The best Inside Sales Reps and Leaders that I've worked with in my career, they have a beginning, middle and end to their talk tracks.
They ask more open ended questions versus yes/no questions.
They don't put themselves up against the wall by asking too many yes/no questions.
"Hey, is this a good time to talk?"
“No."
Uh oh, now I have to come up with another question before this person hangs up on me, or walks away from me.
So, I have to home my skills in asking open ended questions and engaging more dialogue.
Also, respect and hold sacred, the "next steps phase".
Often - times up, we're up on time...
We've got like 30 seconds to go before we have to head out, and that does not afford you an opportunity to talk through, "
Well, what are the next steps?"
"What's the best way for me to communicate with you and the team moving forward?"
"Does next week work best in terms of our next meeting, or is it more in line with next month, or next quarter?"
It's really important that you hold sacred, as I said, that "next steps phase".
So those are a couple traits that come to mind. Again, there's a countless list.
But for the sake of time, those are the key ones in my book.
Thanks Ralph.
Again, great insight.
One thing that I might consider is within manufacturers' arena of social selling, it's not necessarily all about LinkedIn.
Sure, the VP of Sales is going to be out there on LinkedIn, but the brands are typically marketing to consumers and a lot of that is done on Instagram / Facebook / TikTok...
Thanks Preston.
You're right in that LinkedIn seems very B2B, and I see a lot of brands that are really B2B2C to reach the Retailer's consumers, by using other social platforms as well.
And by the way, how about adding podcasts into that mix too?
22:31 Challenges (here)
How could someone overcome some of the barriers to success in Inside Sales?
Then I think you did touch on one of these in your previous answer, which was obscurity.
That's right.
That's a great question, Nick.
There are five barriers that I've written about before and spoken about before that I feel are the same exact barriers that prevent Sales Reps from hitting quota year over year, decade over decade.
I've seen these same five barriers surface in so many different scenarios.
Obscurity is the first of them.
The second one is lack of focus.
The third is inactivity.
The fourth is no flow, whether it's in conversation or in daily processes.
And the last barrier is just the failure to keep improving.
We talked about becoming a voracious reader and gleaning all the nuggets of wisdom that come from so many books.
You have to continue to improve your craft, you know, all facets of it.
So don't lose sight of that as probably one of your top barriers keeping you from hitting quota.
No conversation flow again, comes from having a beginning and middle and an end, to what it is you're saying.
Typically I follow a "Mind Map", which is an acronym of PAR (Problem, Action, Result)
So, if I'm speaking with a prospect or customer, I'll typically start with gloom and doom of the critical business issue, or problem that many folks in their role are trying to overcome.
But because we can take action on that problem, break it up into pieces and, you know, identify all the different, components of that problem and solve each in its own right,
That's going to yield the results or the outcomes that we want.
And when I can speak to a prospect or customer in those terms, it comes off as pretty smooth.
But it's simply me following that acronym in my head so I don't lose track of where I am in my talk track.
That third barrier I talked about, inactivity.
You know, a lot of people wake up in the morning, they got that cup of coffee, they might exercise, have a really healthy breakfast or they might sleep in.
Well, you're not doing much towards making your number.
It is a numbers game at the end of the day and you have to respect that game, in order to be successful consistently.
And you need to sustain that success.
And in order to do it, you actually have to execute and do the work.
So don't let inactivity become a prominent barrier in your career.
The second one I mentioned was lack of focus.
We're hit by a deluge of information on a second by second basis today.
You know, with our phones and we've got CRM systems giving us notifications and we have great applications like Slack, where there's a lot of chatter and talk going on in the workplace.
And we want to, we want to address messages as they come in in real time.
But a lot of those become distractions.
So you need to stay focused on the end game and what it is you're here to do and go to work. And then that first one we talked about is obscurity.
And as I mentioned earlier, you know, a lot of people don't know who you are.
So when you send them that email, those who are interested, if you write a halfway compelling email, for example, or leave a decent voicemail or message, they're going to want to look you up.
And when they Google search you, more often than not, one of the first search results that will surface will be your LinkedIn profile.
So take a look at your profile.
Look at everything from your profile pic, to your heading and summary, to how you explain your career path, where you went to school and what accomplishments you want to talk about.
That will help build your brand.
It will also help the prospect kind of do their, their due diligence on their time... let them study up you, your credibility, your product, etc.
And make the decision on their own before they decide to reply to you.
But of course if there's nothing out there that they can learn from, it's going to be a really hard time.
And I'll finish with this, Nick.
You know, it's really important.
A lot of leaders struggle with hiring top talent, finding top talent. Well, "A Players" want to play for "A Player" Coaches,
And if they can't find anything about you online, it's going to be tough to get excited to go work for you.
So this is my call out to a lot of the leaders out there that just aren't doing much to infuse life into their brand. It's going to make it really tough for people to want to work for you if they don't know anything about you.
So avoid obscurity.
It's the top of the five barriers.
And if you can employ any of those actions that I suggested, you're heading north.
Excellent.
And yeah, I think that circles back around to one of the five philosophies to attract success.
Be an attractive person.
Exactly.
Thanks Ralph.
I mean that is the fun of it, right?
The barriers, the challenges are really opportunities, and the one I gotta pick up on is inactivity.
I think procrastination and inactivity comes from a place of fear and it's all about being fearless and not being afraid to fail.
And that confidence actually projects positive outcomes.
Because I know when I'm talking to a Walmart buyer, if I express the excitement and that this is going to really help them to drive the in store revenue, the dot com revenue that they're trying to achieve, that they can feel that energy and get on board with that.
28:21 Conclusion (here)
And Ralph, it's been great talking to you today.
Thank you so much for joining us.
Thanks so much Nick.
It's been an honor and pleasure.
I appreciate the positivity. It's been a pleasure to stay in touch throughout our careers.
What's the best way for our audience to get in touch with you if they'd like to reach out?
Oh, thanks so much, Preston.
Best way to reach me is via LinkedIn. You can look me up on LinkedIn.
I'm Ralph Barsi. On Twitter it's @rbarsi
And I also have a blog which is ralphbarsi.com and there are many channels to get to me.
I'm pretty easy to contact.
Thank you and thank you Nick.
Thank you. We really gained some great insights from Ralph Barsi about Inside Sales, but the real takeaway goes beyond the tech itself.
What really stood out was the mindset required to succeed, focusing on discipline, consistency, attitude and genuine customer engagement.
Inside Sales isn't just about the software, the tools or processes. It's really about how Leaders empower their teams. And how Sellers show up every day. Be sure to connect on LinkedIn too.
Profile links will be included in the podcast description.
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