Resolutions vs Goals in 2026
Most sales resolutions still sound like this: “I’ll prospect more,” “I’ll finally use the CRM,” or “I’ll get better at virtual selling.” They feel inspiring in January but are too…
Sales Systems and Processes: How Do Yours Mitigate Forecast Discounting, and What is Causing Your ‘Hollow’ Pipeline?
AI Summary: Your sales systems and processes may not be the real problem. This post argues that talent acquisition, retention, and coaching capability drive revenue success far more than perfect processes—using…
What Actually Works: A Framework for Sales Hiring Success
AI Summary: Mid-market sales organizations face a critical strategic challenge: every sales hiring decision directly impacts their ability to scale and compete. This article reveals why top-performing companies approach sales…
The Lifeblood of Sales Still Hasn’t Changed
Top Ten Prospecting Rules The Lifeblood of Sales Still Hasn’t Changed What’s the one five-syllable word that sends shivers down a salesperson’s spine? Prospecting. The technology, the platforms, and the…
Sales Managers: The Most Overlooked Role with the Most Critical Responsibilities
It’s time we stop underestimating the role of the Sales Manager. Behind every successful sales team is a Sales Manager carrying more than just a quota. They are the keystone…
Sales Team Building is Like Knife Building
Yeah, I made that from scratch, and I’m pretty proud of this one. However, it took a lot longer than I expected. I’ve heard artists are never done with a…
Fear of Success is Greater than Fear of Failure
AI Summary: This article explores how the fear of success can be greater than the fear of failure, challenging readers to redefine success as life evolves. It highlights that true…
They Want More Love – A CEO’s Guide to SM’s Expectations
AI Summary: This article challenges leaders to rethink sales coaching, revealing that most “coaching” lacks true lessons and actionable plans. Drawing on vast data from millions of sales professionals, it…
Sales Hiring Is Like Forging
AI Summary: This article draws a unique parallel between forging a knife and sales hiring, emphasizing that both require precise definition of desired outcomes and understanding of key user needs.…
Snow Blowing is Like Sales
Does it look like I am having fun? If you said yes, you’re WRONG. There is a bit of humor here, and I’ll relate it to sales. But first, as…
Forging is Like Sales… is back.
I’m particularly proud of this piece. It's my 26th knife, but I made it from scratch. It’s 46 layers of Damascus that took about 50 hours. The entire time I…
Forging is like Sales (Series Continues…)
Forging a blade has many complex functions that must be executed in specific steps. First, the desired outcome and final blade purpose are determined. A kitchen knife doesn’t start the…
Smooth Sailing/Selling… After the Merger/Acquisition
Combining the financials is one of the first priorities of any business merger or acquisition. Numbers don’t lie; data and science drive decisions, leading to faster profitability. The reasons are…
A Mini-Halligan. Forging is Like Sales
A good friend of mine is retiring in December, but I won't be able to make the party. I decided to expand my forging skills and make him a mini-Halligan.…
Early Work Ethic and Money
How do a salesperson’s inner thoughts about money impact their sales outcomes? I was talking with a friend and colleague about sales this weekend, and the topic of MONEY came…
More than 28% of Americans are searching for new jobs – the highest rate in a decade
Link to article Let’s examine this through the Sales lens. Companies don’t lay off or fire their best salespeople very often. One of the common complaints and questions we hear…
HOW TO GET MORE LIVING OUT OF LIFE
My father Marlon LaGrone (RIP 1981) wrote this for the Toast Masters Louisiana State contest 50+ years ago. He was runner-up. I found this little piece of treasure over the…
What I learned about Sales on a Whitewater Trip
While on vacation recently, I took our guests up to the Hudson River for Whitewater rafting. Aside from getting up early after too many yarns at the campfire the night…
Wrong Roles Equal Disaster: Right Role, Right Results
As a business leader, you can’t do it all. You must have the right people in the right roles to grow, especially in sales, your revenue engine. It’s the most…
Where do Cliches and Common Traditions of Today Originate?
A little Friday fun... Please share some of your own you know of! Saved by the bell. Chewing the fat. Don’t throw the baby out with the bath water. It’s…
My First True Sales Job
I was working three jobs, going to college part-time, and partying way too much. Monday at 3 am, I'd wake up, drive 30 minutes to the UPS center, and unload…
AI is Killing B2B Sales
Does that title cause you to flinch, maybe call BS, to defend your belief that AI is awesome? Hear me out…with an open mind. Please tell me why I’m wrong……
What if You Had a Crystal Ball for Your Next Sales Hire? What Would You Ask?
Can they sell? In my market? Against my competitors? At my price points? Under my leadership? How fast can they learn? Where do I find them? What do I pay…
Fishin’ n’ Sales
What a whopper! I was fortunate enough to be invited by one of my best friends since 5th grade. Many would say we are twin brothers from different mothers. Where…
Fishing – A Lot Like Sales
A buddy of mine came down to Florida this past week for some business and some extracurricular fishing activity. Finally, while trying to fish around the work schedule, we got…
Satisfaction or Contentment?
Meet Lammy I to the left and Lammy II to the right, with Zena the Whip A#$ Warrior Princess in the middle. Lammy I and Lammy II are Zenas best…
Stress Kills… not our typical sales article.
Kids are back in school, parent-teacher meetings coming up, after-school functions, games, concerts, dance, band, homework, dinners on the go, college worries, weddings, weekends are full till Thanksgiving (holidays are…
NOT FOR THE FAINT OF HEART. NOT FOR EGO. NOT FROM THIN AIR!
Here is the problem: Pipelines are full but not enough is closing. One Company Leader says: They need negotiation skill training. Dif. Co. Leader says: No we need closing skills…
Horrible Attempt to Use Email to Prospect!
How many emails do you delete each day? Maybe this one? If you want to know what NOT to do when using electronic prospecting tools read this… This makes me…
What Makes a Sales Champion
Seven years ago, I heard my daughter’s good friend planned to ride her bike from Vermont to Seattle. For the sake of this story, we’ll call her ‘She’. My first…
A Knife and a Sales Process
Man, it feels good actually to achieve your desired outcome. Maybe you’ve been following some of my latest posts and just maybe you are waiting with bated breath to see…
What Does The 4th of July Mean to You?
What pictures come to your mind when you think of the 4th? Houseboats? BBQ’s? Hot dogs in the park? Picturesque sunsets and fireworks lighting up the sky? It’s America’s birthday.…
Forging for Sales
As a novice forger, please don’t judge too harshly. The pics below are of my latest project. The purple handle is from what I call - the Lesson Bucket. Indeed,…
Prune The Dead Wood
Deadwood. This word is also a place. My dad was born in Deadwood, Texas. A rural dot map near the Sabine River, population 300. Legend has it my family was…
Are You Part of the Sales Prevention Department?
Last week I was speaking to a colleague and that was the main topic. ‘The Sales Prevention Department’, is this you? In this article, I’ll try to be nice and…
And the Cutting Begins…Then What?
After 32 years and 5 economic downturns, this is what typically happens with sales? Are we even in a recession? That depends on which headline you read. One says yes,…
47 Seconds
In Sales, Sales Management, and Sales leadership it is critical to have your head on straight for the challenges of the day. Do you have a routine? I don’t mean…
Businessman using pen to touch mentoring overlay
5 Mandatory Sales Skills to Succeed in 2023
As a guest of Kendley Davenport’s Roundtable, we discussed the 5 Mandatory Sales Skills to Succeed in 2023. Here’s a link if you like - https://www.youtube.com/watch?v=FPPpeZ4C9vU Let’s put this in…
Let’s Talk about Sales Management!
First of all, if you are a Sales Manager reading this, my hat is off to you! You have one of the most difficult positions in any company. You are…
Steps to Building a World Class Sales Team
Decide to be World Class Identify your current state of your Sales Organization Raise Expectations Hire / Replace / Expand with stronger sales and sales management. Train and coach until…
Sales Hires –Industry Experience Required…NOT!
Over the past 30 years we have helped companies of all sizes, industries and markets Identify, Attract, Screen Interview, Hire, On-board, and Keep Stronger Sales staff. One of the common demands…
‘Lache pas la Pataet’
Translated – Don’t let go of the potato. I was honored to have Christmas morning brunch with one of my good friend’s mother. A feisty 84 year old true Cajun…
Are You Ready?
It is the New Year! Just a few days into 2023, have you completed your S.M.A.R.T Goals yet? In Sales it is important to have personal goals. Your personal goals…
Stuck or Temporarily Stranded? What is Your Caption?
Allow me to explain. To the layman this looks like a boat fishing in the beautiful and rich waters of the St. Joseph Sound from years past. Actually, it is…
Who is Your Go To?
I don’t know about you but I just love the series of car shows on TV. Texas Metal, Bitchin Rides, Girls Garage, Overhaulin’, and Iron Resurrection are a few of…
The Dudley Factor – What is it?
Say hello to Zena “the Warrior Princess” She’’s a Nanuk which is a cross breed of an Alaskan Malamute and Alaskan Husky. But this Nanuk, Zena has been bread down to…
The Golden Goose
Around 90% of CEOs believe a recession is coming. Half of them are already planning for layoffs https://finance.yahoo.com/news/around-90-ceos-believe-recession-182706418.html Layoffs, right sizing, downsizing spending freezes, and budget cuts are the outcome…
Recession Proof Sales
Take a moment to define a high performing salesperson 12 months ago. Now take a moment and describe a high performing salesperson for the next 18 months. What’s the difference?…
The Good Old Green Machine
It’s that time of year in the north country. Time to put away the summer toys and prepare for old man winter. Time for blowing leaves, and blowing out the…
What Does it Take to Learn New Skills and Hone in on Your Strengths?
My daughter was in for two weeks for a family reunion. Always great to spend time with family when you can right? After all is done it’s the love you…
32 Blissful Years!
Labor Day, particularly Sept. 1st, marks 32 years of marriage! At our anniversary dinner my bride and I were discussing the highs and lows of 36 years as a couple…
Recession Proof Sales
Take a moment to define a high performing salesperson 12 months ago. Now take a moment and describe a high performing salesperson for the next 18 months. What’s the difference?…
Dolphins and Elite Sales Professionals
Rare sighting of Cherub! Cherub is a white dolphin that has been hanging around Clearwater Beach, Florida for the last couple years. Supposedly she is about 2 years old. My…
Never Trust a Skinny Chef!
Being from Luziana and loving too cook and I’ve been called a lot of things but skinny is not one of them! Let’s suppose you decided to cut back a…
Economic Changes – Are you ready?
We all know interest rate are rising, companies are spending more money to retain employees, supply chain needs another year to catch up, pricing is going up in the world…
Had Enough Bad Weather Yet?
Had enough bad weather yet? Or are you taking the opportunity like most of the country to binge watch a new series, enjoying a movie marathon or napping while listening…
Leveraging THE GREAT RESIGNATION
If you’ve been paying attention at all you’ve heard about the great resignation. Millions of people are quitting their jobs. But why and how can you leverage this national movement?…
Not the Same ‘Ol New Year’s’ Message.
What did you learn in 2020 and 2021? I learned that change creates opportunity. I learned that no matter what politics are in play, business still has to be done.…
The Silent Transition of Sales a Candidate
The end of the year is always a great time to attract sales personnel. Don’t’ wait to place your ads till after the new year. Think about it like a…
Squirrel Hides 350 Pounds of Nuts in Pickup Truck
After reading this article I had to chuckle. Squirrel stores 350 pounds of nuts in man's pickup truck https://katu.com/news/offbeat/squirrel-stores-350-pounds-of-nuts-in-mans-pickup-truck From my biased sales lens my first thought was: I wish…
Say Hello to Zena
Say hello to Zena! She’d normally say hi back, but she is focused. She’s a Nanuk. A cross between a Huskey and a Malamute. But she’s been bred down to…
Dreams & Reality
Dreams are telltale signs of the subconscious rewinding and sorting the events, thoughts, and consciousness of the previous days in our lives. When we try to describe the dreams, they…
Sins and sinners concept image
Sins and Sinners
Of sins and sinners…. After 30 years and 4 recessions I can say with authority, a weakened economy displays the sins of the sales force like no other time. Let’s…
Two ping pong paddles
Ping Pong Sales not What You Think
All too often salespeople get jammed up on a live sales calls because they are trying too hard or they are following some kind of predetermined script. Practice in low-risk…
The dna of a sales superstar base the sales quotient diagram
Sales Hiring Risk
The economy added 916,000 jobs in March, the biggest gain since last August and way up from the 468,000 added in February. The unemployment rate also ticked down from 6.2% to 6%,…