In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consultative selling, the value of coaching, and embracing failure as part of growth. The discussion also covers the informed buyer's market, the necessity of preparation, and the role of personal development in sales success. Rocky concludes by offering a white paper on sales hiring trends and invites listeners to connect for more insights.Timestamps:
Rocky's Background (00:01:16) Rocky discusses his accidental entry into sales and his experience in sales development and management.
Evolution of Sales Hiring (00:04:39) Rocky talks about the challenges in sales hiring, the current job market, and the difficulties in attracting and qualifying candidates.
Attracting Top Talent (00:07:08) Rocky emphasizes the importance of writing attractive job ads and targeting the right candidates to ensure a better quality pool.
Qualities of Successful Salespeople (00:11:04) Rocky discusses essential qualities, such as grit and adaptability, for successful salespeople, and the importance of effective onboarding plans.
Challenges in Hiring and Training (00:17:31) Rocky explains the challenges in hiring and training salespeople, emphasizing the lack of proper training and the presence of unqualified individuals in the sales profession.
Impact of AI on Sales Hiring (00:19:44) Rocky discusses the impact of AI on sales hiring, emphasizing the need for interviewers to be more astute in evaluating candidates' qualifications and experiences.
The supply chain challenges (00:23:26) Struggles with sales due to supply chain issues and price-based objections.
Overcoming sales objections (00:24:47) Discussing the need to push through failure and finding ways to make a difference in sales.
Taking control of the sales situation (00:25:29) Empowering salespeople to lead buyers and pivot in the face of objections.
Advice for new salespeople (00:26:21) Emphasizing the importance of consultative selling skills and continuous learning.
Dealing with failure and coaching new salespeople (00:28:18) Encouraging failure, finding mentors, and addressing the challenges of the new generation in sales.
Personal development and reaching out to the guest (00:31:05) Encouraging self-driven personal development and providing contact information for the guest.
Guest's white paper on sales hiring trends (00:32:14) Announcement of a white paper on sales hiring trends for 2024 and future predictions
162 Disruptive Marketing in the AI Era with Irshad Raihan
161 The Role of AI In Skill Transformation with Ryan Staley
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159 Prospecting That Works With Justin Chi
158 Fun Friday: Top 10 List
157 Dan Rant: Here's How To Beat The Other Reps
156: Making Millions with Chris Orlob
155: Finding Top Sales Talent with Bryon Coro
154 Here Is How To 5x Your Win Rate: Doug May
153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew
152: Revolutionizing Sales Execution with Keenan!
150: My Biggest Lesson Of 2023
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148: Dr. Stephen Timme's Journey from Professor to B2B Sales Influencer
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146: The Future Is Here: Embracing Value Automation for Exponential Growth.
141 AI Unleashed: Reshaping The Sales Landscape
145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1)
144: [Special Edition] How U2 Rocked the Business World in Vegas
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