Two Tall Guys Talking Sales – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

Two Tall Guys Talking Sales – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey delve into new territories’ challenges and strategies, especially in consumable sales. This episode is a treasure trove of wisdom for salespeople and leaders navigating the competitive landscape of selling products that are regularly consumed by customers. Whether you’re a seasoned sales professional or just starting in a new territory, this episode offers valuable insights into crafting successful sales strategies.

Key Topics Discussed

  1. Strategies for New Salespeople in Established Territories: Understanding how to enter and grow in a territory with established competition.
  2. Importance of Being a Trusted Advisor: The role of salespeople in becoming integral to their customers’ operations and decision-making processes.
  3. Selling Beyond the Product: Emphasizing the value of the salesperson and the company in addition to the product itself.
  4. Differentiating in a Competitive Market: How to stand out when selling products that are similar to what competitors offer.
  5. Leveraging Non-Traditional ICPs (Ideal Client Profiles): Finding success by targeting non-traditional clients who may only purchase specific items from the sales line.
  6. Building and Sustaining Customer Relationships: Strategies for maintaining long-term customer relationships in consumable sales.

Key Quotes

  • Kevin: “You’ve got to give somebody enough reason to give us a try. Whether you’ve gone through Sandler, that ‘give us a try’ is a strategy or it’s a pricing strategy, product strategy, and where you play in the market.”
  • Sean: “You need to get that prospect, that company that isn’t buying from you today, to buy something from you. You need to start to develop that relationship. You earn the right to sell more to them.”

Additional Resources

  • Book: “Challenger Sale” – Recommended by Sean for understanding how to challenge and drive customer businesses – https://a.co/d/hOtMIGp.
  • Sandler Training – Mentioned by Kevin as a resource for sales strategies – https://www.sandler.com/.

Summary

In this episode, Kevin and Sean provide a comprehensive guide on effectively breaking into new territories, especially in industries where products are consumed regularly. They emphasize the importance of being more than just a salesperson; being a trusted advisor and an integral part of the customer’s business. The discussion covers strategies for differentiating in a competitive market, leveraging non-traditional client profiles, and building sustainable customer relationships. This episode is a must-listen for sales professionals looking to expand their reach and deepen their impact in new territories. Join us next week for more insights on “Two Tall Guys Talking Sales.”

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Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 4

Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 4

By soshaughnessey0 Comments

Welcome to a new episode of “Driving New Sales: Transforming Small Businesses into Sales Powerhouses.” In this podcast, hosted by sales expert Sean O’Shaughnessey, we delve into the intricacies of competitive analysis in sales, a critical skill for sales professionals, managers, and business owners in mid-sized companies. This episode is brought to you by the podcast “Two Tall Guys Talking Sales,” a podcast by Sean O’Shaughnessey and Kevin Lawson focusing on boosting sales management and methodologies.

Key Topics Discussed

  1. Analyzing Client’s Vendor Relationships: Understand the importance of examining your clients’ past and current vendor choices to glean their preferences and decision-making processes.
  2. Understanding Client Preferences for Competitors: Dive into why clients prefer specific competitors, considering factors like cost, quality, service, and innovation.
  3. Differentiating from Competitors: Learn to identify gaps in your competitors’ offerings to position your solutions effectively.
  4. Strategic Positioning in Sales and Marketing: Master the craft of aligning your product’s strengths with your client’s needs through strategic messaging.
  5. SWOT Analysis for Clients: Utilize SWOT analysis to understand and effectively help your clients reach their goals more efficiently than your competition.
  6. Integrating Competitive Insights: Explore ways to integrate competitive insights into client conversations, positioning yourself as a knowledgeable partner.

Key Quotes

  • “It’s not just about understanding your competitors; it’s about strategically leveraging this knowledge to enhance your sales approach.”
  • “If you are precisely the same as your competitor, why should the prospect change vendors or select between you and your competitor?”
  • “A great sales organization will customize the standard marketing message to the needs of each potential customer or prospect.”

Additional Resources

Action Items You Can Do Today

  1. Conduct a Vendor History Analysis: Investigate your client’s past vendor choices to understand their evolving needs and preferences.
  2. Undertake Competitor Analysis: Perform a detailed analysis of why clients prefer certain competitors, utilizing customer feedback and industry reports.
  3. Perform Gap Analysis: Identify gaps in competitors’ offerings and compare them to your own, extending this comparison to various aspects like customer service and pricing strategies.
  4. Refine Strategic Positioning: Regularly update your strategic positioning based on market research and client feedback.
  5. Develop Client-Specific SWOT Analyses: Craft a tailored SWOT analysis for each key client, focusing on how your solutions address their unique challenges.
  6. Strategically Use Competitive Insights: Integrate your competitive insights into sales conversations in a consultative manner, focusing on the unique value of your offerings.

Conclusion

Remember that understanding and leveraging your competition knowledge is key to meeting and exceeding your client’s needs. Implement these strategies to transform your sales approach, leading to greater success and client satisfaction. Tune in next time for more invaluable B2B sales insights.

Sponsor

“Two Tall Guys Talking Sales,” where Sean O’Shaughnessey and Kevin Lawson discuss a single sales topic.

Kevin and Sean together have about 60 years of experience in professional selling. This podcast helps people in sales, sales leadership, and business leadership or company owners realize the maximum value of their company by improving their revenue generation capability. This podcast is designed to help those people enhance their companies’ sales management practices, methodologies, processes, teams, and messaging.

Sean O’Shaughnessey and Kevin Lawson are Fractional Vice Presidents of Sales. They operate their own companies separately but have partnered for this podcast to advise salespeople and SMB companies on successful strategies and methodologies.

Kevin is the CEO of Lighthouse Sales Advisors. Lighthouse Sales Advisors is a sales leadership solution provider for small businesses. Lighthouse helps business owners navigate the potential pitfalls around sales growth, sales turnaround, or scaling up by leveraging sales acumen and decades of experience to build effective sales teams. https://www.lighthousesalesadvisors.com/

Sean is the CEO of New Sales Expert. He helps company owners realize the maximum value of their company by improving their revenue generation capability. He helps owners enhance their sales management, methodologies, processes, teams, and messaging.

Contact Sean

You can learn more about Sean O’Shaughnessey at www.NewSales.Expert. You can drop him an email at Sean@NewSales.Expert. You can connect with Sean on LinkedIn at https://www.linkedin.com/in/soshaughnessey/

Embark on transforming your sales approach with Sean O’Shaughnessey’s expertise. This episode is a treasure trove of strategies and actionable steps to elevate your understanding of competitive analysis and its application in sales. Tune in to shift your perspective from just another salesperson to a strategic, value-driven partner in your client’s success.

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Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

By soshaughnessey0 Comments

Dive deep into the world of competitive analysis with Kevin Lawson and Sean O’Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it’s not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game.

Key Topics Discussed:

  1. The Power of Competitive Analysis: Unlock the benefits of understanding your competition and how it empowers you as a sales leader.
  2. Understanding ‘No Decision’: Learn why some prospects choose to remain indecisive and how you can navigate this challenge effectively.
  3. The Role of SWOT in Sales: Deciphering how SWOT, PESTEL, and SOAR analyses can help shape your sales strategies.
  4. Unpacking Unique Selling Proposition (USP): Knowing your USP and leveraging it against your competitors is important.
  5. Importance of Feedback in Pricing: Sean emphasizes the need for real-time feedback, especially when your price points are met with resistance.
  6. The Salesperson as a Guide: The role of a salesperson is to guide clients, understand their needs, and sell existing products confidently.

Key Quotes:

  • Kevin: “No decision comes, in my opinion, when you haven’t done a good job qualifying the prospect.”
  • Sean: “Looking at companies that are massively successful… It’s just a good way for a company to get better. Looking at those people and learning from them is really, really important.”
  • Kevin: “If you’ve already thought through how they measure value, you know how to talk to them. You become a better salesperson because you put in the work.”
  • Sean: “Your job is to sell the product that exists today, not the product that you wish they would hurry up and build.”

Additional Resources:

Summary:
In the competitive realm of sales, it’s not just about standing out, but about understanding every piece of the puzzle. Whether it’s diving deep into SWOT analyses, ensuring that your pricing strategy aligns with market expectations, or guiding your client toward a mutually beneficial decision, every step matters. Join Kevin and Sean as they unpack these topics and more, providing you with actionable strategies to ensure your sales pitch stands out. If you’re serious about mastering the art of sales, this is an episode you won’t want to miss. Dive in now!

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