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Ron Karr's Business Development Blog

New Technology for Building Your Business…..

Welcome to Periscope!  Periscope is a new app offered by Twitter that allows people to live stream video to their clients, followers and the world. I am now broadcasting on Periscope a few times a week to communicate with you, our clients, tips on how to grow your business.

Periscope-LogoTo get this FREE service, simply go to the app store on your smartphone and download the free Periscope app . After you sign up, look for Ron Karr  and follow me. Whenever I am broadcasting, an alert will come through on your phone so you can tune in.  If you are busy, you will have 24 hours to replay it before it is deleted.

This is a great tool for you to use with your clients. Imagine broadcasting via live stream the latest deal you closed, the latest problem you have addressed, the latest solution you are bringing to the market place. This is a technology that will revolutionize your business.

The key to building sales is creating relationships and enjoying share of mind. By broadcasting via video to your tribe on an ongoing and consistent basis, you will accomplish more than you have done up to now with less effort and no expense. And you will be consistently in front of your customers. Plus, if your information is good, it will lead to more business.

So first things first!  Download the Periscope app today on your smartphone. Follow me and see how I do my broadcasts. You will gain valuable information on how to grow your business and you will learn how to use this tool for your business.

See you on Periscope!

Worst Mistake One Can Make In Motivating Sales People

This is a guest post by my friend, award-winning speaker and leadership author, Eric Chester


“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anybody wanna see second prize? Second prize is a set of steak knives. Third prize is…you’re fired.”

In the 1992 film Glengarry Glen Ross, Blake—famously portrayed by Alec Baldwin—issues this decree, exposing an artful display of insult and injury in the guise of a motivational speech to the troops.

Many who’ve seen this film probably think this scenario is as far fetched as Jurrasic World. Those, like myself, who’ve experienced a high pressure sales environment know it’s as real as the air we breathe, and it’s a lot more terrifying than any fiction writer could possibly imagine.

Sadly, the old school Glengarry Glen Ross cultural mindset is not extinct; in fact, it’s still very much alive.

Though they may not have a commander like Blake, there are still many companies that try to incentivize performance by staging periodic contests that essentially pit one employee against the other. This approach always leaves a few employees feeling like winners, while the majority are left feeling like losers.


Beth, a longtime friend of mine, is a sales rep for a large pharmaceutical company. She lives in Boulder and covers a five state territory. Like most competitors in this industry, Beth’s company promotes an annual Winner’s Circle incentive trip to an exotic destination for only the top 5 producers among a staff of 48 sales reps in her division. The rules and metrics of the competition change slightly from year to year, but it’s based primarily on exceeding a sales quota determined somewhat arbitrarily by the VP of Sales in the corporate office in Chicago. As you might imagine, Beth spends a great portion of her time traveling to and from accounts; from Omaha to Salt Lake, and from Albuquerque to Casper. The sales rep that beat her out for the fifth and final spot this past year covers only the Dallas/Fort Worth metropolitan area. To add insult to injury, Beth exceeded her pre-established quota by more than $220,000, but still lost out on the all-expense paid trip to the Grand Caymans because her counterpart in Dallas beat his much lower quota by a mere $317 more than Beth exceeded her’s.


A neighbor of mine, Tony, sells windows and siding for a large big box retailer. His company’s incentive trip is set up with a completely different new school mindset. Every sales rep in his company whose annual sales exceed one million dollars gets to go on an all expense paid luxury cruise tabbed “The Million Dollar Boat.”  There’s no fluctuating quota established by some wizard hiding behind the company curtain. Rather, this is a very transparent and defined sales goal.  Granted, it’s not easy to get on that boat, but any third-grader could understand the rules. And there are no managerial politics involved in deciding who goes.  Tony has been on this trip five years in a row and he says it’s one reason he loves his job and has no desire to work anywhere else.


When Tony has an idea or learns a technique that helps him increase his sales, he eagerly shares it with all his associates. After all, Tony wants all of his coworkers to ‘win’ and get on the boat with him; e.g. “the more, the merrier!”  His company fosters a culture of collaboration and celebration that inspires everyone to work harder, perform better, and stay longer.

When Beth has an idea or learns a technique that helps her increase her sales, she’s motivated to keep it a secret. After all, why would she want to help a coworker increase their sales if it puts them in the Winner’s Circle and leaves her out?  For the second year in a row, Beth had a record-breaking year and was her company’s 6th top producing sales rep, and she didn’t even get a set of steak knives.

Did this result motivate Beth to work harder next year?  Hardly. It did, however, motivate her to begin circulating her resume’ and start returning the multitude of calls she’s been getting from headhunters.
Discover how to go beyond mere employee engagement in Eric Chester’s new book, On Fire at Work: How Great Companies Ignite Passion in Their People Without Burning Them Out available this fall.

3 Strategies to Exceed Your 2015 Sales Goals

If you are like our clients, you are probably wondering how your sales people are going to meet and exceed the aggressive budgets you have given them for 2015.

We want to share with you the 3 mindsets we have used with our clients to help them double, triple and quadruple their sales.

 To learn more about these strategies, please watch this short video:

YouTube Preview Image

Click Here to Watch the Video 

In this video we discuss the following paramount topics:

  • Creation vs. Competition
  • Openings vs. Closings
  • Velocity vs. Dribble

As the author of the CEO Best Selling Book Lead, Sell or Get Out of the Way, we have helped organizations in six continents significantly increase their revenues.  Be sure to watch this video to get three solid tips on how to grow your business significantly this year.

Click Here to Learn How to Exceed your 2015 Sales Goals

How to Get the Most Out of the Holidays

Our ability to influence others and make impacts in people’s lives depends on how we show up.  Watch this video tip on how you can enhance your holiday experience while having positive impacts on others.

3 Mindsets of Top Producers

Authored by John Lusher

Are you looking for ways to significantly increase your business without working harder? Are you looking for ways to become more competitive? Are you looking for ways to double, triple and quadruple your sales in less time? Then you need to start with the way you think! It is all about your mindset!

As a profesional that helps companies grow their business through marketing, I have had the honor of hearing many people speak. Recently I sat in on this presentation by Ron Karr, “3 Mindsets of Top Producers” and was shocked by the impact it had on the lives of the audience members.

This dynamic speaker is opening the eyes of entrepreneurs, sales executives and CEO’s as to what it takes to be a top producer. The impacts this keynote is making on Ron’s audiences is staggering ranging from audience members closing their biggest deals within days of the presentation to key account managers closing industry leading ground breaking deals. It’s also changing the way CEO’s think about their business.

Mindsets Continue Reading 3 Mindsets of Top Producers

Why Joan Rivers Was a Sales Superstar

Today we are mourning the loss of Comedian Joan Rivers.

imageFor the the past 50 years she entertained and at times offended audiences. The reason she was a sales superstar is because she achieved success by implementing the same strategies top producers and entrepreneurs use to succeed. They are:

1. Never Take NO For an Answer: Joan was hired and fired many times. People said she could not succeed and had no reason being on stage. She never let that stop her. She relied on her inner strength and confidence to keep going out there day in and day out to make a difference. Sometimes she succeeded and sometimes she failed. But, As we stand here today we can all agree her life was a tremendous success!

POINT: Never let rejection stop you or deter you from achieving your life’s goals. Continue Reading Why Joan Rivers Was a Sales Superstar


The ALS Ice Bucket Challenge has gone viral and is sweeping the country and the world by storm.  Actors, athletes, journalists and people of all professions are pouring buckets with cold water and ice over their heads.  And they love it!!!

Ice Bucket ALS ChallengeIt all started when friends of Boston College Baseball Captain Pete Frates, who is suffering from ALS, asked their friends and family to pour ice water over them to create awareness for ALS.

The challenge is if you do pour the ice-cold water over yourself, you then have the experience and right to challenge your friends, colleagues and family. You get to call people out by name.  How fun is that? Continue Reading EXPERIENCES SELL – JUST ASK ALS

Rejection is Truly A Gift

What would life be like if you truly felt rejection as being a gift?  It would dramatically improve your lifestyle and success.  Why?  Because rejection forces us to see what we are doing wrong and make adjustments to get better results.

rejection Consider rejection as being a measuring stick. It merely is a signal that our efforts are falling short of the desired outcomes. If we can program our brains to think this way, we will eliminate all of the emotional nonsense that stops us dead in our tracks. Misplaced emotion is simply allowing assumptions, most of which are false, to rule our lives and force us to make decisions based on wrong information. Continue Reading Rejection is Truly A Gift

A Smile is Time’s Best Selling Tool

Yesterday I walked into the hardware store to buy something and as I was standing on line at the checkout counter, I noticed how the clocks for sale hanging on the wall were all set to the time of 10:10am.

I was amazed they all had the same time and asked the clerk how that was possible.  She did not understand the question and started telling me the correct time was 3:00pm.  A gentleman standing behind me said that is done on purpose.  He said when you look at the frame of a clock and it is set to either 10:10am or 2:10pm, the frame between the clock hands resembles a smile.  So the watch manufacturers and clock manufacturers purposely set all of their new time pieces to either 10:10am or 2:10pm to psychologically get you into a good frame (smiling) which then helps them sell more time pieces.

Just for kicks, I googled new watches and below is a picture from Zappos.  Bingo- they are all set to 10:10am.

New Watches







Continue Reading A Smile is Time’s Best Selling Tool

Emotions That Kill the Sale

What would you do if a client of yours told you one day they found a place to live through another real estate agent, after you have spent countless hours trying to find the right fit for this client?

This happened to a good friend of mine who is a residential real estate agent in New York. When the client called with the news, she responded in a way most agents would have not. She congratulated the buyer, agreed the location was a good fit for him and his family, and offered her assistance if he should ever need it.

The client responded by saying “the contract is not yet signed and if you have anything you believe I should see to please call”. She did call with four other suggestions. He wanted to look at two of them and one of those is the house he actually bought. Continue Reading Emotions That Kill the Sale

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