Two Tall Guys Talking Sales Podcast – Transforming Opportunities: Chris Cocca’s Insights on Perfecting the Discovery Meeting – E85
In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve into the crucial nuances of discovery meetings with the seasoned sales leader, Chris Cocca. They explore why many deals falter at this stage and how refining the process can dramatically enhance sales outcomes. Tune in to gain deep insights on optimizing discovery meetings to ensure you’re not just participating but capitalizing on these opportunities.
Key Topics Discussed:
- Understanding Discovery Meetings: A primer on what constitutes a discovery meeting and its pivotal role in sales.
- Common Pitfalls in Discovery: Chris Cocca discusses the frequent missteps that lead to lost deals post-discovery, emphasizing the need for thorough preparation and engagement.
- Refining the Process: Strategies for new and seasoned sales professionals to craft effective discovery processes within their organizations.
- Probing Beyond Surface-Level: Techniques for digging deeper during these meetings to uncover clients’ real needs and pain points.
- Impact Questions: How to frame questions that reveal the true impact of solutions on a client’s business, which are essential for closing deals.
- Managing Multiple Discovery Meetings: This section discusses the feasibility and strategic approach to conducting more than one discovery meeting, depending on the deal size.
Key Quotes:
- Kevin Lawson: “9 out of 10 losses are a result of a miss during the discovery stage. This implies a critical look at our processes and the necessity for thorough post-mortems on losses.”
- Sean O’Shaughnessey: “It’s hard to pre-write the third and fourth questions because they are unique to each opportunity. How do you coach your salespeople to dig deeper?”
- Chris Cocca: “The first answer is never the full answer. You’ve got to probe deeper. It’s about asking the right impact questions to truly understand the client’s pain and needs.”
Summary:
Don’t miss this compelling episode where Kevin, Sean, and Chris dissect the art of the discovery meeting—a stage where many promising deals are lost. Discover actionable strategies to refine your approach, ask the right questions, and ultimately secure a successful outcome. Whether you’re a rookie in sales or a seasoned veteran, this discussion will equip you with the insights to transform your discovery process and better align with client needs. Tune in now to ensure your next discovery meeting paves the way to a closed deal, not a missed opportunity!
Remember to download this episode of Two Tall Guys Talking Sales to hear the full conversation and improve your sales strategies today!
Two Tall Guys Talking Sales Podcast – From Missed Quotas to Major Wins: Turning Sales Pitfalls into Triumphs – E84
In this insightful episode, hosts Kevin Lawson and Sean O’Shaughnessey discuss common pitfalls in sales management and strategies for maintaining customer relationships through effective tools like CRM systems. If you’ve ever missed a deal due to a forgotten follow-up or struggled with customer engagement, this episode is packed with practical advice to enhance your sales processes and hit your targets consistently.
Key Topics Discussed
- The Importance of Follow-up: How missing follow-ups can impact sales and solutions to prevent these issues.
- Effective Use of CRM Systems: Exploring how CRM systems can streamline operations and ensure nothing slips through the cracks.
- Project Management and Deadline Adherence: Discussing the critical role of timely project delivery in sales success.
- Real-world Sales Challenges: Analyzing scenarios from retail and construction to understand complex sales dynamics.
- Building Lasting Customer Relationships: Strategies for staying top of mind without being overtly sales-driven.
- Tools vs. Human Effort in Sales: Balancing technology and personal effort in managing customer relationships.
Key Quotes
Kevin Lawson: “There’s nobody else accountable for that but me and my brain. I’ve missed a quarterly quota because I wasn’t diligent and thoughtful enough about my follow-up.”
Sean O’Shaughnessey: “We need to just take care of our customers. Embracing the value of a CRM system is crucial because today, most of us don’t have someone taking care of all the details for us.”
Kevin Lawson: “If you’re not asking your clients, ‘When do you need this by?’ or ‘How much do you need at what time?’ then you’re not really managing your sales effectively.”
Summary
Whether you’re a seasoned sales professional or just starting out, this episode of “Two Tall Guys Talking Sales” is a treasure trove of knowledge. Kevin and Sean tackle the realities of sales management, from the undeniable benefits of using CRM systems to ensuring punctuality in project deadlines. They share personal anecdotes and real-world examples that highlight common mistakes and pitfalls and offer actionable solutions to enhance your sales strategy. Tune in to learn how to leverage technology to boost your sales performance and build stronger, lasting customer relationships. Don’t miss out on transforming your sales approach—listen to this episode today!
Two Tall Guys Talking Sales Podcast – Empowered by ESOP: Enhancing Sales Management in Employee-Owned Firms with Wisdom by Marc Metz – E83
In this enlightening episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey continue their engaging dialogue with Marc Metz, a seasoned expert in the sales and business transition arena. Building on the momentum of their previous conversation, they delve into the intricacies of transitioning a business through an Employee Stock Ownership Plan (ESOP). Marc shares firsthand experiences and practical insights, making this a must-listen for business owners contemplating a transition that rewards employees and preserves the company’s legacy.
Key Topics Discussed
- The ESOP Transition Model: An exploration of the ESOP as a unique strategy for business transition, focusing on its structure, benefits, and challenges. Marc shares a compelling case study of a construction company making this significant shift.
- Management and Structural Challenges: Discusses the critical need for a clear management structure post-transition, emphasizing the importance of placing the right people in the right positions and avoiding the pitfalls of rapid corporatization.
- Preparation and Strategy: Offers valuable advice on preparing for an ESOP transition, including the slow and deliberate evaluation of candidates for leadership roles within the new ownership structure.
- Sales Team Dynamics Post-Transition: Examines the sales team’s role during and after the transition to employee ownership, highlighting strategies to rejuvenate and realign sales efforts with the company’s new direction.
Key Quotes
- Kevin: “It’s interesting that we talk about helping people avoid landmines. So Sean and I use a lot of our past experience to talk about where we skinned our knees so that others don’t have to.”
- Sean: “I’m a big believer in three salespeople become four, four become five, five becomes six. And you use that existing run rate that you got from the first three, first four, first five to pay for that next one. And you grow profitably by doing that.”
- Marc: “Go slow. I’ll tell you one thing is if the owner can do it three to five years before they’re actually ready to sell, it’s going to provide dividends to them and they’re going to have a better multiple more money in their pocket.”
Additional Resources
- Traction by Gino Wickman: Recommended reading for listeners interested in understanding the EOS model and the GWC concept (Get it, Want it, Capacity to do it) that Marc references during the discussion. https://a.co/d/eE4MhQj
Summary
For any business owner pondering the path to employee ownership, this episode offers a wealth of knowledge, cautionary tales, and strategic advice. Through Marc Metz’s experienced lens, listeners gain an understanding of the ESOP model’s complexities, the importance of careful planning and execution, and the pivotal role of sales leadership in navigating a business’s transition. Whether you’re in the early stages of considering an ESOP or looking to optimize your sales team post-transition, this episode of Two Tall Guys Talking Sales is invaluable. Tune in to equip yourself with the insights needed to ensure a smooth and successful transition to employee ownership.
Two Tall Guys Talking Sales Podcast – Mastering the Art of Business Transition: Insights from Marc Metz – E82
In this riveting episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome a special guest, Marc Metz, President of Optimus Sales Group. Together, they delve into the critical yet often overlooked topic of business transitions, providing invaluable insights and strategies for companies navigating the journey from generation to generation. This episode is a treasure trove of knowledge for business owners, sales leaders, and anyone involved in the business’s lifecycle.
Key Topics Discussed
- Business Transition Strategies: Marc Metz shares his expertise on the three main ways businesses transition: selling to an outsider, passing on to family members, and employee stock ownership programs. Each method comes with its unique set of challenges and opportunities.
- Overcoming Overvaluation and Sales Dependencies: A common stumbling block for pre-sale businesses is the company’s overvaluation and the heavy reliance on the owner for sales. Metz discusses strategies to realign expectations and decentralize sales efforts.
- The Importance of Building a Business to Sell: Metz emphasizes the critical nature of preparing a business for sale from day one. This involves creating robust systems and processes that ensure the business can thrive independently of the current owner.
- Sales Team Dynamics in Transitions: The discussion highlights the potential pitfalls and strategies around managing key sales personnel during a transition, ensuring their loyalty, and maintaining sales momentum under new ownership.
Key Quotes
- Kevin: “How do they, get ready to get ready to sell? If they wake up tomorrow and say, I want to sell by April, they might be, might be challenged. But if they wake up and say in a few Aprils, in a few years from now. What might the recipe be that you would prescribe because you’ve been there done that?”
- Sean: “So I want to build on this topic a little bit more. Let’s play the scenario out. … It’s just a good employee. Been around, been very loyal to the company. … And now you’re trying to sell that. So I’m, I’m foreseeing a problem of if I’m a buyer of that business, I’m saying, well, how loyal is that one salesperson?”
- Marc: “The first exercise I recommend to these guys and gals is hey, look what happens if you get hit by a bus tomorrow? What’s going to happen to your business? Think about that and start putting things in place That’ll mitigate that risk because that’s the very very first thing and I’m talking all aspects operations sales financial, all of those things, look at everything.”
Summary
Whether you’re a business owner contemplating the future, a sales leader navigating changes, or simply interested in the dynamics of business transitions, this episode is a must-listen. Kevin, Sean, and Marc provide a rich discussion filled with actionable advice, real-world experiences, and strategic insights designed to equip you with the tools you need to navigate the complex landscape of business transitions. Don’t miss this opportunity to learn from the experts and ensure the legacy and longevity of your business. Tune into this episode of Two Tall Guys Talking Sales for a deep dive into preparing your business for the next chapter.
Two Tall Guys Talking Sales Podcast – Enrico Parodi’s Blueprint for Building High-Performing Sales Teams – E81
In this engaging episode of “Two Tall Guys Talking Sales,” we’re treated to an insightful session with Enrico Parodi, a seasoned sales consultant with a rich international background and a passion for transforming sales organizations. With host Sean O’Shaughnessey guiding the conversation, listeners are invited to explore the nuanced world of sales strategies, focusing on developing the ideal client profile and crafting an effective sales coverage model.
Key Topics Discussed:
- The Importance of an Ideal Client Profile: Enrico stresses the significance of targeting the market segment where a company’s chances of success are highest. Identifying and understanding the ideal customer is crucial for solving their problems effectively and differentiating oneself in the competitive landscape.
- Crafting an Effective Sales Coverage Model: The discussion delves into the optimal structuring of a sales team to pursue business goals efficiently. Enrico emphasizes the need for a blend of specialized roles and skills within a sales organization tailored to different sales process stages, from business development to closing complex deals.
- Balancing Skills and Roles in Small Sales Teams: Addressing the challenges faced by companies with limited sales personnel, Enrico and Sean explore strategies for dividing responsibilities among team members. They discuss leveraging referrals, partnerships, and marketing functions to optimize the sales process without overburdening salespeople.
- Utilizing CRM Systems for Referral Tracking: The conversation highlights innovative uses of CRM systems to effectively manage and nurture referral networks. Companies can foster relationships that drive growth and success by categorizing contacts as potential customers and influential partners.
- The Power of Networking and Referrals: Enrico advocates for a proactive approach to building a network of referral sources. By engaging with industry associations and establishing partnerships, sales teams can generate warm leads that significantly increase the chances of closing deals.
Key Quotes:
- Enrico Parodi: “If you want to achieve your business goals, you need to go after the part of the market where you have the highest chances for success.”
Summary: This episode offers a treasure trove of wisdom for sales professionals and business leaders alike. Enrico Parodi, with his deep expertise and practical approach, along with Sean O’Shaughnessey’s thoughtful probing, unveils the keys to sculpting a sales strategy that identifies the ideal customer and aligns the sales force effectively to pursue those targets. Whether you’re part of a small team looking to maximize resources or a seasoned sales leader seeking fresh insights, this discussion is a must-listen for anyone eager to elevate their sales game.
Two Tall Guys Talking Sales Podcast – Sales Mastery with Tom Daly: Transforming Newbies into Business Leaders – E80
Join hosts Kevin Lawson and Sean O’Shaughnessey on “Two Tall Guys Talking Sales” for another enriching episode, this time featuring the insightful Tom Daly from Focus Insights Group. Building on the momentum of our previous conversation in the last episode of Two Tall Guys Talking Sales, Tom delves deeper into the world of sales, sharing his expertise on nurturing new talent and guiding companies to refine their sales strategies for sustained success. Whether you’re a fledgling salesperson or a seasoned executive, Tom’s advice is bound to enlighten and inspire.
Key Topics Discussed
- Transitioning from Pitch Person to Business Leader: Tom offers invaluable advice for new sales professionals on evolving from knowing just the features and benefits of their products to becoming strategic business advisors to their clients.
- The Importance of a Structured Onboarding Program: Emphasizing the critical role of a meticulously planned onboarding process to ensure new salespeople are set up for success from day one.
- Role of Sales Management in Nurturing New Talent: Discussion on how sales managers should not just be top sales producers but mentors who demonstrate, guide, and provide constructive feedback to their teams.
- Building a Sales Strategy: Tom underlines the necessity for sales managers to have a clear, actionable sales strategy aligned with the company’s business plan to drive success.
- Sales as a Business Management Function: Reinforcing the concept that effective sales management is synonymous with astute business management, focusing on strategic planning and execution.
Key Quotes
Tom Daley:
“You have to demonstrate. Then you have to do it. Then you have to have somebody try it, then you have to critique them and then you have to show them again and rinse and repeat.”
Sean O’Shaughnessey:
“I really try to teach my salespeople to think like a business person. It helps them a lot when they start to negotiate because now we can negotiate like a business person as opposed to a salesperson that wants a commission check.”
Kevin Lawson:
“Practice makes easy, not practice makes perfect. Practice makes easy because, man, I love your phrase. It’s an unnatural human behavior to start cold calling.”
Additional Resources
- Sales Xceleration: Tom’s brand and passion, offering sales optimization services. – www.salesxceleration.com
- Focus Insights Group, LLC: Learn more about Tom’s consultancy, which helps clients achieve their best sales year. – Focus Insights Group, LLC
Summary
This episode of “Two Tall Guys Talking Sales” with Tom Daly has been a deep dive into the art and science of building a successful sales career and managing a sales team effectively. Tom’s seasoned perspective sheds light on transitioning from being a pitch-focused salesperson to a strategic business advisor, offering actionable strategies for salespeople at every career stage. With a focus on the importance of structured onboarding, the critical role of sales management, and the development of a solid sales strategy, this conversation is a treasure trove for anyone looking to elevate their sales game.
If you’re a new salesperson looking to make your mark, a sales manager aiming to nurture your team, or a CEO striving for sales excellence, this episode is packed with wisdom you won’t want to miss. Download now and start transforming your sales approach today.
Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79
In this sports-oriented episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament’s structure and the season leading up to it offer valuable lessons for developing winning sales strategies.
Key Topics Discussed:
- Preseason Preparation and Regular Season: The significance of constant improvement and team synergy throughout the sales season to refine strategies, similar to a basketball team’s journey to the NCAA tournament.
- Tournament Strategy and Sales Planning: Drawing analogies from the NCAA’s regional competitions and seed rankings to sales approaches, market positioning, and competitive analysis.
- Winning the Customer Relationship: Identifying the final sales deal as the ‘national championship game,’ focusing on strategic planning and execution to win customer trust and secure business.
- Overcoming Adversity and Learning from Losses: The importance of analyzing lost sales opportunities (akin to unexpected tournament upsets) to understand and improve future sales tactics.
- Sales Team Dynamics and Individual Growth: Encouraging personal development and adapting roles within the sales team for optimal performance, paralleled with a basketball team’s adjustment to injuries and game dynamics.
Key Quotes:
- “The trophy in sales is the customer relationship.” – Kevin Lawson
- “Only one team ends the season with a victory; similarly, in sales, there’s only one winner.” – Sean O’Shaughnessey
- “It’s important to win through better execution of the plan… and hard work.” – Sean O’Shaughnessey
- “We’ve got to figure out our place in the market… It’s the same progression in business.” – Kevin Lawson
Additional Resources:
MEDDPICCC for sales strategy and the importance of opportunity qualification – https://youtu.be/RBcGmyeBp1I?si=gaGL1CWYbEKxFbVr
Summary:
This episode is a masterclass for sales professionals and leaders looking to elevate their game by drawing inspiration from March Madness’s structure, strategy, and spirit. Kevin and Sean’s dialogue reminds us of the importance of preparation, strategy, resilience, and continuous learning in the quest to win in sales. As the NCAA tournament captivates basketball fans, let it also inspire sales teams to strive for excellence, adapt to challenges, and ultimately clinch their championship trophy: a successful and lasting customer relationship
Two Tall Guys Talking Sales Podcast – Building Trust and Credibility in Sales: A Conversation with Tom Daly – E78
Dive into the sales world with “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage candidly with Tom Daly from Focus Insights Group. This episode, rich with insights and anecdotes, peels back the layers of what makes or breaks sales strategies, highlighting the crucial elements of successful sales encounters. Join us as Tom shares his wealth of experience, offering invaluable advice to sales novices and veterans alike on how to excel in the sales domain.
Key Topics Discussed
- The Journey from Sales Novice to Expert: Tom reflects on the early, often challenging days of sales, underscoring the importance of mentorship and learning.
- Aligning Sales with Business Goals: How to ensure that sales strategies are effective and align with broader business objectives.
- The Role of a Salesperson as a Business Advisor: Moving beyond the traditional sales role to become an indispensable client partner.
- Building Trust and Credibility in Sales: Strategies for salespeople to become trusted advisors, leading to long-term client relationships and referrals.
- The Importance of Process and Structure in Sales: Tom emphasizes the need for a disciplined approach to sales, akin to accounting, for scalability and predictability.
- Advice for CEOs on Sales Process Management: Insights on how CEOs can foster a more structured and effective sales process within their organizations.
Key Quotes
Tom Daly:
“The professionals that are awesome at sales, they just simply like helping. And they like helping people in a critical way where they can’t help themselves.”
Sean O’Shaughnessey:
“Sales is about transferring trust… It’s easier to transfer trust when it’s your company. It’s harder when you’re a salesperson.”
Kevin Lawson:
“Understanding your market and understanding your value proposition is really important. When you marry those together… you become that trusted advisor.”
Additional Resources
- Sales Xceleration: Tom’s brand and passion, offering sales optimization services. – www.salesxceleration.com
- Focus Insights Group, LLC: Learn more about Tom’s consultancy, aiding clients to achieve their best sales year. – Focus Insights Group, LLC
Summary
This episode of “Two Tall Guys Talking Sales” delves into the essence of successful selling, from the foundational days of learning the ropes to mastering the art of becoming a business advisor rather than just a salesperson. Tom Daly, with his extensive experience and passion for sales, shares practical advice on how salespeople can truly make a difference by focusing on their clients’ needs and dreams. Whether you’re a budding salesperson looking to improve your skills or a CEO striving for sales excellence within your organization, this conversation offers a trove of insights and strategies to help you achieve your goals.
Tune in to this episode for a compelling dive into effective sales practices with Tom Daley, and discover how to transform your sales approach from transactional to transformational.