Build a Path to More Sales

Build a Path to More Sales

I was interviewed by Subkit. You can read the full article here:, but they were nice enough to allow me to reproduce it here.

Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Sean O’Shaughnessey, CEO and President of New Sales Expert, LLC., located in Mason, OH, USA.

What’s your business, and who are your customers?

I am a fractional Chief Revenue Officer. I help small and medium-sized businesses accelerate their revenue growth.

Tell us about yourself

I realized a few years ago that many companies struggle to develop a revenue stream that is predictable and sustainable. This is primarily because the people in those companies that are in charge of sales are not sales professionals. They needed help creating the sales messaging, methodology, and processes to repeatably sell their product. However, they couldn’t afford someone with my skills full-time, nor did they need me full-time. A fractional relationship allows me to help them grow without burdening them with a cost that is crippling.

What’s your biggest accomplishment as a business owner?

There is nothing better than seeing salespeople that were struggling or not appreciated start to be successful in their positions.

What’s one of the hardest things that come with being a business owner?

My biggest challenge is balancing selling with delivery. I work on relatively short engagements, so I am always talking to new potential clients about what I do. I cannot let that activity affect my ability to deliver great service to my clients. The balance of selling and delivery is a weekly challenge.

What are the top tips you’d give to anyone looking to start, run and grow a business today?

Since my job is to help small companies create more revenue, I will focus my advice on sales (which is the lifeblood of any new company):

  1. Talk to at least 40 prospects monthly about their needs and goals and how you might help them.
  2. Develop your value selling proposition (VSP) that creates a strong message to those 40 prospects.
  3. Tell your story as loudly and as often as possible. Don’t hide. Put your VSP out on social media. Tell everyone what you do.

Is there anything else you’d like to share?

Your company’s job is to sell your product or service. It isn’t to make a product or service. Treat sales as a complicated and difficult profession (it is). Hire the best people to run sales, and you will succeed.

Where can people find you and your business?


CEO Insight podcast: Sean O’Shaughnessey, CEO of New Sales Expert, LLC

CEO Insight podcast: Sean O’Shaughnessey, CEO of New Sales Expert, LLC

The following is a transcript of the podcast video above. It has been sparsely edited to increase its readability, but many of the idioms and poor spoken grammar have been left in place. The transcription was automatically generated by and, as capable as that product is, there are times when words are missed, or sentence structure was incorrectly interpreted. We have tried to catch all of these software misses, but we are confident that some still remain. The below text is provided for those that would rather read than watch a video.

Earl Ameen: [00:00:00] This is Earl Ameen, with a 20/20 Foresight podcast, where CEOs of small-to-global companies share their insights. It is six questions in nine minutes because top CEOs know how to listen and be concise. So let’s get to it. First of all, welcome. Tell us who you are and what you do in just a few sentences.

Sean O’Shaughnessey: [00:00:22] My name is Sean O’Shaughnessey. Thank you very much for having me on your program. I am a Fractional Vice President of Sales. My company goes into other companies, and we run the sales department for those other companies. We help them grow, we help them accelerate their revenue, and we help them create a process that makes predictable revenue possible.

Earl Ameen: [00:00:45] Outstanding. Well, tell me, Sean, what’s the best thing about being the CEO of your company?

Sean O’Shaughnessey: [00:00:51] So for me, the best thing about being the CEO is actually not just being a CEO, but actually giving back and allowing myself to help other companies. So, I am in the service industry. As I said, I’m a Fractional VP of sales. I like having the ability to take a company that is struggling to make its revenue targets and help them achieve those revenue targets. I can help them become a prosperous, sales-oriented culture. So, I love doing that for other companies and doing it for multiple companies at the same time.

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