Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

Deal Killers

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 and the office manager. Bob figured the president would make the decision as long as the IT manager was positive.  After 30 minutes of…

“Experience Required”

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 Stronger Sales staff.  Once of the common demands from our client’s is:  They MUST have industry Experience.   Well, not really.  As part of…

A Salesperson’s Prayer

  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 successful sales. Based on his willingness to share this secret and my shared philosophy and beliefs, I thought I’d share this Salesperson’s Prayer I wrote…

The Perfect Salesperson

“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 one and I’m proud of it.  The sales professionals I work with are certainly not like Catfish. The problem is most of the general public…

Inbound Lazy, Outbound Crazy

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 easier to connect, hold meetings via the web, walk prospects through the sales process and become more efficient. However, efficient doesn’t’ mean effective. As companies…

The Pillars of Sales Growth

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 what makes training work and what causes sales people and sales managers to grow? Additionally I’ often asked: What are the two most critical elements…

Sales Hiring is Different

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 sales experience and teaching them our business? Answer:  In 225 words or less…neither. The Traditional Approach to hiring sales people doesn’t work!  There are several…

The Sales Learning Curve

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 process?   Either way, you need to know your sales candidate’s FIOF– Figure it Out Factor. The Figure it Out Factor is a score that…

Success in Sales Hiring

  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 of debate.  I’ll give you my take and stir the pot.   In the a Field and Stream issue there was an article…