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Stagnant and Unpredictable Sales? Time to Get on the Right Path
GROWTH PILLAR: Sales & Revenue
WHO THIS IS FOR:
WHAT YOU'LL GAIN: A clear picture of why sales stall — and a practical framework to fix it. Real tools, real process, no fluff.
Most business owners don't have a sales problem. They have a systems problem.
Darren Legault has spent over 25 years in the trenches of B2B sales — starting on 100% commission, knocking on doors in minus 40 weather. Today he works with founders and CEOs of small to medium businesses who are stuck at a plateau and don't know why.
In this episode of Knack 4 Business, Darren breaks it all down.
What's blocking your growth: Most SMB owners wear every hat. They've made some sales. Then things go flat. Darren sees three gaps almost every time — no sales playbook, no CRM, and a team with zero coaching or structure.
The sales playbook explained: A playbook isn't a binder that collects dust. It's a living document. It covers your ICP (ideal customer profile), your value proposition, your sales methodology, and your process. It's what gives a new hire a roadmap from day one.
The CRM conversation: About 50% of businesses still don't use one. A CRM is your command center. It tracks your pipeline, your follow-ups, your win rates, your deal sizes. Without it, leads fall into a black hole — and Darren has seen exactly that happen with a real client whose marketing was working perfectly but sales were still flat.
CPR — Conversion, Penetration, Retention: New customers matter. But your existing accounts are a goldmine. Darren's CPR model keeps you focused on all three levers at once.
Onboarding done right: It starts before day one. Darren calls it pre-boarding. A 30-day structured plan, clear expectations, and ongoing coaching — not sink or swim.
Compensation plans: They drive behaviour. Full stop. If your reps aren't doing what you want, check what you're paying them to do.
Connect with Darren Legault:
Connect with Darren on LinkedIn
Visit Darren's Sales Xceleration profile
📞 613-858-1838
Hosted by: Bernie Franzgrote | Wayne Pratt
This episode is brought to you by:
Join Canada Growth Network — Full GHL CRM + membership community. $1 CAD first month. $47 CAD/month after. No lock-in.
Try Web Indexer — The smart chatbot for the Knack 4 Business website. Find episodes faster, discover related content, and book a meeting.
Listen to Property Wizard | Explore Gentry Learning — The podcast and platform built to teach real estate investing with confidence.
Join Canada Growth Network — Full GHL CRM + community. $1 CAD first month. $47 CAD/month after. No lock-in.
Visit Knack 4 Business
🔔 Subscribe so you never miss an episode.
Disclaimer: Please note that the Knack 4 Business podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.
It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.
It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
View all episodes
By Bernie FranzgroteGROWTH PILLAR: Sales & Revenue
WHO THIS IS FOR:
WHAT YOU'LL GAIN: A clear picture of why sales stall — and a practical framework to fix it. Real tools, real process, no fluff.
Most business owners don't have a sales problem. They have a systems problem.
Darren Legault has spent over 25 years in the trenches of B2B sales — starting on 100% commission, knocking on doors in minus 40 weather. Today he works with founders and CEOs of small to medium businesses who are stuck at a plateau and don't know why.
In this episode of Knack 4 Business, Darren breaks it all down.
What's blocking your growth: Most SMB owners wear every hat. They've made some sales. Then things go flat. Darren sees three gaps almost every time — no sales playbook, no CRM, and a team with zero coaching or structure.
The sales playbook explained: A playbook isn't a binder that collects dust. It's a living document. It covers your ICP (ideal customer profile), your value proposition, your sales methodology, and your process. It's what gives a new hire a roadmap from day one.
The CRM conversation: About 50% of businesses still don't use one. A CRM is your command center. It tracks your pipeline, your follow-ups, your win rates, your deal sizes. Without it, leads fall into a black hole — and Darren has seen exactly that happen with a real client whose marketing was working perfectly but sales were still flat.
CPR — Conversion, Penetration, Retention: New customers matter. But your existing accounts are a goldmine. Darren's CPR model keeps you focused on all three levers at once.
Onboarding done right: It starts before day one. Darren calls it pre-boarding. A 30-day structured plan, clear expectations, and ongoing coaching — not sink or swim.
Compensation plans: They drive behaviour. Full stop. If your reps aren't doing what you want, check what you're paying them to do.
Connect with Darren Legault:
Connect with Darren on LinkedIn
Visit Darren's Sales Xceleration profile
📞 613-858-1838
Hosted by: Bernie Franzgrote | Wayne Pratt
This episode is brought to you by:
Join Canada Growth Network — Full GHL CRM + membership community. $1 CAD first month. $47 CAD/month after. No lock-in.
Try Web Indexer — The smart chatbot for the Knack 4 Business website. Find episodes faster, discover related content, and book a meeting.
Listen to Property Wizard | Explore Gentry Learning — The podcast and platform built to teach real estate investing with confidence.
Join Canada Growth Network — Full GHL CRM + community. $1 CAD first month. $47 CAD/month after. No lock-in.
Visit Knack 4 Business
🔔 Subscribe so you never miss an episode.
Disclaimer: Please note that the Knack 4 Business podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.
It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.
It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life.
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.