Sales Goals
How to Set Them and Why People often avoid setting goals because life changes at such a rapid pace. There are several misconceptions about goals and why they are necessary.…
How to Set Them and Why People often avoid setting goals because life changes at such a rapid pace. There are several misconceptions about goals and why they are necessary.…
Widen the plate… After 25 years of Sales Development I’ve learned the hard way the #1 reason companies don’t grow sales revenue is lack of accountability. Below is a story…
…self made sales hiring problems and resources to FIX IT! First of all, I’d like to just take a quick moment to wish everyone a Happy Thanksgiving. It’s certainly…
The Sales Curve …it’s worse than you think. A few weeks ago I ran across this Article ,and it…
The Tail of Two Tails The fish rises from the head up or rots from the head down, and the tail always follows the head. Reader Warning: If you…
What Happens When You Don't Read the Room Social Selling is the name of the game in the modern sales arena. Problem: Bob’s sales meeting included the president, IT manager…
Sales Hires - Industry Experience Required… NOT Over the past 25 years we have helped companies of all sizes, industries and markets Identify, Attract, Screen Interview, Hire, On-board, and Keep…
Last week, my long time mentor friend and colleague Dave Kurlan wrote a blog series abut his sales mentor, the most successful sales lessons and his biggest secret to…
“Salespeople are like Catfish; scum sucking bottom dwellers!” If this offends you, then you got my point. Of course I don’t really think salespeople are like catfish. Mercy, I am…
The Sales Revolution If you haven’t noticed, there has been a huge movement in the last 5 years to move traditional outbound sales to the inside. Technology has made it…
Supportive Beliefs Can Help or Hurt Your Sales Numbers! Tom was 10 years old when he learned many of his classmates and friends were joining Traveling Hockey. 8 months of…
How to Stop Hiring Mistakes Forever Being in the Sales Development space for over 25 years I’ve seen just about everything you might imagine. The discussion often comes up about…
Sales Hiring is Different Question: Hiring for sales is always an issue for our company. What is better hiring someone with experience in my business or hiring someone with great…
Why it’s important to know ‘who’ and ‘what’ you are hiring Does your company expect new salespeople to be able to teach themselves? Does your company have a strong on-boarding…
How hiring a Sales Champion affects your buisness! Question: What makes some sales people more successful than others? Answer: Very interesting question and one the will conjure up a lot…
Sales Hiring Hiring victory is yours with the STAR program Question: Why it’s so hard to hire and keep salespeople? Answer: Let’s compare. When you hire someone for product development they typically…
Magic Bullet Perfect Practice Makes Perfect Question: Do you have any sure fire closing techniques? Answer: Yes, plenty. I was warming up at a skeet shooting event when one of the national…
If you’ve ever watched the TV show, The Office, then you probably know the character Michael Scott, the bumbling, ill-liked boss of the Dunder Mifflin Paper Company. Late into the show’s run, viewers were shocked to learn that once upon a time, he was an award-winning salesman who won half the company’s client list. How does a company’s best salesman become that same company’s worst manager? (more…)
Competition Competition leads us to sell value to prospects! Like what you see? Sales Development Expert can help sales people reach their full potential by identifying strengths and weaknesses, and tailoring…
Sell Like a Dentist When your prospect feels comfortable, your Sales Process will succeed! Those of you who’ve been around for a while remember: As a kid you only went…
Mergers and acquisitions (M&As) present a double-edged sword. Buying out another company is one of the easiest ways to increase your scale and penetrate an otherwise untapped market. On the other hand, a merger can also result in an unhappy and unprofitable marriage.
Nowhere are the challenges of M&As more felt than in the sales department, responsible for generating the newly formed company’s revenue. After all, the merger isn’t just a marriage of cultures, it’s also a marriage of expectations, processes and employees. (more…)
Performance Under Pressure How do you measure up? “What’s the matter with you! You’re playing like a little sissy! You missed the last three par putts, you shanked one into…
Midwest Welcomes Sales Development Expert! Sales Development Expert has always been focused on becoming the best sales consultant and sales recruiting company in order to help build world class sales…
Clearwater, Florida (June 6, 2016) – Sales management training company, Sales Development Expert receives the prestigious Silver Award from Objective Management Group (OMG). The coveted award was presented to the company last April at the annual conference held each year by OMG. Being one of a handful Certified OMG partners, Sales Development Expert and CEO Rocky LaGrone are honored to have been chosen to receive the award.
Saddles, knolls, knobs, draws, slides, glens, notches, peaks, corners, swells, gullies, shelf’s, walls, flats, dips, ridges, fingers, blow outs, cornices, points, drops, bolder fields, passes, haunts, meadows, shoulders and tops. That is mountain speak for identifying particular locations in the mountains. I learned this years ago on a 10-day adventure in Gunnison National Park in Colorado.
(more…)
At my desk I sit,
Scouring my pipeline for deals to make.
It’s big, but not worth a $%^.
(more…)
An old friend and his wife (Bob and Glo) came for their annual trip to hang with the LaGrone’s for fun, sun and FISHING in Florida. Yes, I’ll admit it, I am a fish-a-holic! So is Bob! It was great to catch up on the last year and spend time on the water doing what we love.
(more…)
Objective Management Group (OMG) provides the #1 Sales Candidate Assessment in the world. I’m proud to say I’ve been affiliated with OMG since 1995. (21 Years for those of you bad at math) The Candidate Assessment will give you 100 + unique findings about each of your candidates and will absolutely tell you not only if the candidate can sell but WILL they sell. We tell you: WILL they sell in your environment, to your clients, in your markets, with your management, at your price points with your sales process, and at what point in the future should you expect a 5X’s return on your investment when you hire them.
(more…)
The sales process can make or break a business’s success. This is why it’s necessary to continue improving it to keep up with the market’s changing trends. To do this, there are several factors you need to consider, three of which are your target market, their needs, and your credibility as a business. Making sure that these three are in line will enable you to come up with a better and stronger sales process.
(more…)
Has your sales been going down? Is your sales team having difficulty working well together? Are customers starting to look elsewhere? If you answered yes to all these, then it’s probably time for sales leadership training. The sales process of your business is crucial to its success. Without proper planning and execution, you will have problems getting more customers, which can lead to stagnant sales. To avoid these, you need to beef up the skills of people working behind this process. Training can be the first step in regaining the trust of your customers and winning their hearts once again. (more…)
Sales Leadership and the Super Bowl It’s a brand new year, and it coincides with the end of the National Football League regular season. There are a host of leadership…