Ralph Barsi is the Global Sales Development Leader for ServiceNow.  He leads a team of Sales Development Reps that fuels the growth of what Forbes Magazine has recently decided is the Most Innovative Company in the World.  In the nearly 3 years Ralph has led the global SDR team, ServiceNow has seen 380% growth.  He’s added 14 offices around the globe, increased headcount over 100% and creates the pipeline that fueled last year’s revenues of over $1.93 Billion.  He shares how he creates the next generation of “Jedi-level salespeople.”  He has 2 missions:  Develop pipeline and Develop people.  In this episode Ralph shares a 5-step approach to creating Jedis that includes lighting the Bat Signal and finding the Boysenberries.  Don’t miss this one.