The Dashboard Difference: Transforming B2B Sales with Data-Driven Insights

The Dashboard Difference: Transforming B2B Sales with Data-Driven Insights

By soshaughnessey0 Comments

A sales dashboard in business-to-business sales is pivotal for guiding sales teams toward success. This methodical approach to tracking and interpreting data illuminates the path to revenue scaling and fosters a culture of achievement and recognition within an organization.

At its core, a sales dashboard transforms raw data into actionable insights. For salespeople, sales managers, and CEOs of small companies, understanding the nuances of the dashboard can be the difference between stagnation and growth. The key is to develop dashboards that serve the executive leadership, sales managers, and salespeople, ensuring everyone is aligned and moving towards common goals.

The essence of an effective dashboard lies in its ability to reflect both the company’s strategic objectives and its sales force’s individual contributions. It is a balancing act of capturing relevant metrics while also celebrating successes, large and small. For instance, while revenue might be the most apparent indicator of success, the underlying drivers of those revenues—such as the number of first conversations, demos, or site visits—are equally important. These metrics offer a deeper insight into the sales process and are indispensable for a nuanced dashboard. They also offer insights into predictive behavior that will result in increased revenue.

However, dashboards are not just about tracking sales activities. Effective dashboards track not only the quantity but also the quality of efforts. By identifying which events lead to meaningful interactions and ultimately to sales, companies can allocate their resources more wisely.

A sales dashboard enables sales teams to recognize patterns and trends that might otherwise go unnoticed. For example, understanding the conversion rate from demos or proofs of value can highlight areas of the sales process that need refinement. Similarly, tracking the frequency of interactions with prospects can help ensure that potential deals do not fall through the cracks due to neglect.

Despite the apparent complexity, the principle behind dashboarding is straightforward: what gets measured gets managed. By meticulously tracking the right metrics, sales teams can focus on activities that drive success. This approach improves the efficiency and effectiveness of the sales process and aligns the sales team’s efforts with the company’s strategic objectives.

A sales dashboard is invaluable for any sales organization aiming to elevate its performance. By capturing and analyzing the right data, companies can gain insights into their sales process, identify opportunities for improvement, and celebrate successes. As the sales landscape continues to evolve, the ability to adapt and optimize through dashboarding will remain a critical determinant of success.

Immediate actions that you can do today

  1. Audit Your Current Sales Dashboard: Review your existing sales dashboard to ensure it aligns with your strategic goals and effectively tracks leading and lagging sales success indicators. Identify any gaps in data collection, particularly around the quality of interactions, conversion rates, and networking efforts. If you find areas lacking in insights or if certain activities are not being tracked, make a plan to integrate these into your dashboard. This step ensures that your sales team is focused on activities that directly contribute to revenue growth and customer engagement.
  2. Implement a Routine Dashboard Review Process: Establish a routine, whether daily, weekly, or monthly, for your sales team to review dashboard metrics together. This meeting should focus on analyzing the data for patterns, trends, and actionable insights that can drive strategic decisions. Use this time to celebrate wins, identify areas for improvement, and adjust strategies as needed based on the dashboard’s data. Encouraging open discussion around the dashboard metrics fosters a culture of continuous improvement and team alignment toward common sales goals.
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Maximizing Sales Performance: The Critical Importance of Compensation Planning

Maximizing Sales Performance: The Critical Importance of Compensation Planning

By soshaughnessey0 Comments

In B2B sales organizations, ensuring a robust sales force capable of adapting to market fluctuations and corporate objectives is paramount. Among the myriad factors contributing to sales teams’ success, two elements emerge as particularly crucial: the design and timely dissemination of compensation plans.

At the heart of a well-oiled sales organization lies the principle of trust, a currency of immense value in building a healthy sales culture. Transparency and punctuality in rolling out compensation plans are not merely administrative duties but foundational to establishing trust within the sales team. As we edge closer to the end of the year, the urgency of having these plans in place by January 1 cannot be overstated. Delays in distributing compensation details not only seed doubt and uncertainty but can significantly impede the sales momentum critical in the initial months of the fiscal year.

Understanding the weight of this responsibility, it’s imperative for CEOs, CFOs, and sales managers to appreciate the broader implications of compensation plans on the sales organization’s trust. These plans serve as a tangible manifestation of the company’s priorities and a roadmap for sales personnel to align their efforts with overarching business goals. More than a mere outline of potential earnings, they encapsulate strategic objectives, incentive mechanisms, and performance expectations.

In crafting these plans, it is essential to consider holistically the company’s strategic direction, market positioning, and the sales force’s role in realizing corporate ambitions. Compensation plans should not only reflect a company’s immediate revenue objectives but also its long-term growth aspirations. They ought to incentivize behaviors that align with the company’s strategic initiatives, such as penetrating new markets, enhancing customer retention, or diversifying product portfolios.

Moreover, the process of developing and communicating these plans must be imbued with clarity, foresight, and empathy. It’s not enough to dictate terms; there must be a dialogue—a genuine effort to convey the rationale behind compensation structures, changes, and expectations. This transparency ensures that sales professionals are not just recipients of a policy but active participants in a shared mission.

Timing plays a crucial role in this equation. The goal of distributing compensation plans well before the year’s end cannot be understated. This preemptive approach allows for necessary dialogues, adjustments, and mental preparations, ensuring that sales teams hit the ground running come January 1. Such punctuality respects the personal and professional timelines of sales personnel and signals the organization’s respect for their role and contributions.

In essence, creating and disseminating thoughtful, timely compensation plans are fundamental to cultivating a motivated, aligned, and high-performing sales team. These plans are not static documents but living agreements that reflect the dynamic interplay between a company’s vision and its most valuable asset—its people. As businesses navigate the complexities of market environments and strive for growth, the strategic alignment facilitated by well-conceived compensation plans becomes an invaluable lever for success.

Immediate actions that you can use

Focusing on actionable strategies is key to making theoretical knowledge practical and impactful. Here are immediate action items readers can implement today to enhance their sales organizations:

  1. Review Your Current Compensation Plans:
    • Take a detailed look at your existing compensation structures. Are they aligned with your current business goals and market dynamics? This initial review is crucial for identifying areas that need adjustment or complete overhaul.
    • Action: Gather your sales leadership team for a briefing on current compensation structures. Initiate a discussion on how they align with company goals and market conditions.
  2. Set a Clear Timeline for the Roll-out of New Plans:
    • Establish a firm deadline for the new compensation plans to be communicated to the sales team. A good practice is to aim for a distribution date well before the new fiscal year begins, allowing time for feedback and questions.
    • Action: Draft a project timeline today that includes key milestones like plan finalization, team briefing sessions, and the deadline for official roll-out.
  3. Initiate Open Dialogues with Sales Teams:
    • Transparency and communication are vital in ensuring the sales team’s buy-in for the new compensation plans. Start conversations with your sales team about their current challenges and expectations for the upcoming plans.
    • Action: Schedule a series of feedback sessions or one-on-one meetings with sales representatives over the next week to gather input and address concerns regarding compensation plans.
  4. Align Compensation Plans with Strategic Goals:
    • Ensure that the new compensation plans are not just numbers but are strategically designed to drive the behaviors and outcomes that align with the company’s long-term objectives.
    • Action: Convene a meeting with key stakeholders in sales, finance, and strategic planning today to ensure the alignment of compensation plans with the company’s strategic goals.

Implementing these action items promptly can significantly enhance the effectiveness of your sales team, align efforts with strategic goals, and foster a culture of trust and motivation within your organization.

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Crafting Your Path to Success: Strategic Sales Planning for Small Businesses

Crafting Your Path to Success: Strategic Sales Planning for Small Businesses

By soshaughnessey0 Comments

The foundation of success in B2B sales lies in the ability to close deals and the strategic planning and objective setting that precedes any sales activity. This article offers a roadmap for salespeople, sales managers, and CEOs of small companies keen on refining their sales strategies and bolstering their management capabilities.

Connecting your sales objectives with your company’s long-term goals is central to developing an effective sales strategy. Sales leaders should cast a vision for where they want their company to be in five years and reverse-engineering the steps necessary to get there. This approach transcends the conventional wisdom of aiming for a marginal improvement over last year’s performance. Instead, it challenges sales teams to envision a trajectory that aligns with the company’s broader objectives, ensuring that each year’s goals are not mere increments but significant strides toward long-term success.

The critical takeaway here is the importance of setting objectives that are ambitious yet grounded in the realities of your business landscape. Leadership should balance aspirational goals and achievable targets, ensuring that the sales team is motivated but not overwhelmed by the challenges ahead. This process involves a deep dive into your company’s performance, understanding the stable segments of your business, identifying areas ripe for growth, and recognizing potential challenges that may impede progress.

This strategic planning adds complexity for small businesses and startups, where the distinction between sales leadership and the sales force can sometimes blur. Sales objectives must be crafted not only to drive growth but also to ensure sustainability. This involves careful consideration of your sales team’s capacity, the operational support necessary to sustain growth, and the potential financial implications of aggressive sales targets.

Moreover, the process of setting sales objectives is not a solitary endeavor but a collaborative exercise that benefits from diverse perspectives. Whether you’re a seasoned sales leader or a CEO navigating the sales landscape for the first time, exchanging ideas and experiences can illuminate pathways to success that may not be immediately apparent. It’s a dialogue that stretches beyond the confines of your organization, tapping into a broader community of sales professionals who share the common goal of driving their companies forward.

The journey towards setting and achieving meaningful sales objectives is both an art and a science. It requires a clear vision, a deep understanding of your business, and the flexibility to adapt to changing circumstances. By adopting a strategic approach to sales planning, you position your company not just to meet its sales targets but to exceed them, ensuring a trajectory of growth and success that is both ambitious and attainable.

Immediate action items that you can do today to improve your business

To transform these insights offered into actionable steps, here are three immediate action items that readers can undertake today to start realigning their sales strategies for enhanced growth and success:

1. Conduct a Vision-Setting Exercise

Start by dedicating time for a vision-setting exercise with your key sales leaders and stakeholders. The goal is to outline where you envision the company in the next five years. This should not be a cursory glance at the future but a detailed session where you map out the long-term goals of your company and how the sales team can contribute significantly to achieving these objectives. Consider the broader impact of your sales goals on the company’s trajectory. After this session, distill the insights into a concise vision statement that aligns with your company’s long-term objectives.

  • Actionable Advice: Schedule a half-day workshop dedicated to this vision-setting exercise within the next week. Prepare by gathering data on your company’s past performance, current market trends, and any forecasts that can inform your discussion.

2. Evaluate Your Current Sales Strategy

Critically examine your current sales strategy. This involves analyzing your sales performance, understanding your business’s stable and high-growth segments, and identifying any potential roadblocks hindering progress toward your newly set objectives. It’s an opportunity to reassess and adjust your approach based on a realistic appraisal of what has been working and what hasn’t.

  • Actionable Advice: Create a checklist for evaluation that covers key areas of your sales strategy. This should include sales processes, team capabilities, market positioning, and aligning sales targets with your overall business goals. Begin this evaluation immediately, aiming to have preliminary findings within two weeks.

3. Foster a Culture of Collaboration and Continuous Learning

The sales objectives should be a collaborative effort involving input from across your organization. Foster a culture where sales teams feel empowered to share insights and feedback. Encourage your team to continuously learn and adapt, recognizing that the sales landscape is ever-changing. Building this culture of collaboration and flexibility will ensure that your sales strategy remains dynamic and responsive to your business’s and the market’s needs.

  • Actionable Advice: Organize a monthly sales meeting to share insights, challenges, and learning experiences from within and outside your team. This should be a platform for open dialogue, encouraging innovation and adaptability in your sales strategies. Start planning the first of these meetings today, setting a date within the next month.

By implementing these immediate action items, sales leaders and business owners can begin the process of refining their sales strategies to be more aligned with their long-term business objectives. These steps are designed not only to catalyze strategic thinking and planning but also to ensure that the execution of these plans is practical, collaborative, and continuously evolving in response to both internal and external business dynamics.

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March 2024 Newsletter

March 2024 Newsletter

By soshaughnessey0 Comments

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Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

By soshaughnessey0 Comments

In this insightful episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey continue their conversation with Chris Spanier, a seasoned marketing expert and the founder of Carpe Diem Consulting Group. Building on the momentum from last week’s discussion on storytelling and marketing alignment, Chris delves deeper into strategies for small businesses aiming to enhance their sales and marketing focus without the luxury of a large budget. Tune in to discover actionable advice for fostering a productive partnership between sales and marketing teams and driving company growth.

Key Topics Discussed

  1. Budget Discipline Across Business Sizes: Chris emphasizes the importance of budget discipline, whether in a small business or a corporate setting, and the need for strategic alignment between sales and marketing.
  2. Building Sales and Marketing Synergy: Insight into initiating fruitful conversations between sales and marketing to identify common goals, target audiences, and strategies for mutual success.
  3. Tactics for Limited Budgets: Practical approaches for small businesses to test marketing strategies efficiently and affordably, including rapid iteration and leveraging insights for improvement.
  4. The Importance of Sales and Marketing Collaboration: Chris discusses the transformative impact of sales and marketing working in harmony, sharing a real-life example of this partnership leading to significant business success.
  5. Advice for CEOs on Differentiating Sales and Marketing: Tips for company leaders to understand the distinct roles of sales and marketing, fostering a collaborative rather than hierarchical relationship.

Key Quotes

Chris Spanier:

“When sales and marketing start talking together, and they start planning and supporting each other, then suddenly, it’s like, you’re not the enemy. You’re actually an incredible asset and an ally.”

Sean O’Shaughnessey:

“Marketing and sales are partners in this journey of customer acquisition and revenue growth, not a hand-off relationship.”

Kevin Lawson:

“What do you wish we as salespeople would ask you first before we say, how are you getting us more leads?”

Additional Resources

  • Carpe Diem Consulting Group: Chris Spanier’s marketing consultancy bridges small to medium-sized businesses seeking to establish or enhance their marketing efforts. – https://www.carpediemconsultinggroup.com/

Summary

This episode of “Two Tall Guys Talking Sales” is essential listening for small business owners, sales leaders, and marketing professionals striving for growth in a competitive marketplace. Chris Spanier shares invaluable insights on making the most of limited budgets, the critical importance of sales and marketing collaboration, and strategic approaches to achieving company-wide success. Through real-life examples and practical advice, Chris, Kevin, and Sean illuminate a path forward for businesses looking to cultivate a powerful synergy between sales and marketing. Don’t miss this opportunity to learn from a marketing expert dedicated to helping companies seize the day and achieve their goals.

Ready to transform your sales and marketing strategy? Download this episode now for expert guidance on driving profitability and growth in your business.

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Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 9

Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 9

By soshaughnessey0 Comments

Welcome to “Driving New Sales: Transforming Small Businesses into Sales Powerhouses,” the essential podcast for B2B sales professionals, managers, and CEOs of companies aiming for revenue growth. In today’s episode, we’re diving into the core of any thriving sales organization: the Sales Process Flowchart. Guided by Sean O’Shaughnessey, a veteran in sales strategy, we’ll explore how to craft and refine your sales process for peak efficiency and effectiveness.

Our esteemed sponsor, Kevin Lawson of Lighthouse Sales Advisors and Sales Xceleration, is our sponsor for this episode. Kevin offers unparalleled sales leadership solutions for small businesses, focusing on navigating sales growth challenges and scaling up operations through his extensive experience. Kevin’s fractional consultancy is the answer for those looking for expert guidance in sales team development without the commitment of a full-time executive.

Contact Kevin:
Email: Kevin@lighthousesalesadvisors.com
LinkedIn: linkedin.com/in/kwlawson

Key Topics Discussed

  • Blueprint of Success: Discover the importance of having a well-defined Sales Process Flowchart as your guide through the sales journey.
  • Stages of the Sales Process: Sean breaks down each stage of the sales process, from prospecting to nurturing long-term relationships.
  • Customizing Your Sales Approach: Learn the significance of tailoring your sales process to fit your unique business model and industry requirements.
  • Visualizing the Sales Funnel: An exploration of how visualizing your sales funnel can identify potential leaks and optimize the sales journey.
  • Leveraging Technology: Insight into how automation tools and CRM systems can enhance your sales process and free up your team to focus on selling.
  • The Dynamic Nature of Sales Processes: Emphasizing the importance of continuous feedback and adaptation to keep your sales process relevant and effective.

Key Quotes

  • “Success doesn’t come from random acts of effort. It requires a blueprint, a master plan that orchestrates every step of the sales journey.”
  • “Imagine your Sales Process Flowchart as the architectural plan for a skyscraper. Without it, you’re merely stacking bricks without knowing how high they should go.”
  • “Technology is the wind beneath our sales team’s wings, freeing them up to do what they do best—sell.”

Additional Resources

  • Sales Management Association Study: Highlights the performance impact of using a formal sales process.
  • Harvard Business Review Study: Shows a significant revenue increase for businesses with a standardized sales process.

Action Items You Can Do Today

  • Develop a Visual Sales Process Flowchart: Start with a simple outline and refine it to suit your team’s needs.
  • Solicit Feedback from Your Sales Team: Use their frontline insights to improve your sales process.
  • Customize Your Approach: Ensure your sales stages align with your business model for increased efficiency.
  • Invest in Training and Technology: Equip your team with the necessary knowledge and tools to excel.
  • Embrace Continuous Improvement: Regularly update your sales process based on feedback and changing market conditions.

Today’s episode with Sean O’Shaughnessey has armed you with the knowledge to construct a Sales Process Flowchart that is the backbone of a successful sales strategy. Implementing the discussed actionable strategies will refine your sales process, making it a powerful engine for business growth. Stay tuned for more insightful episodes to further empower your journey to becoming a sales powerhouse.

Contact Information

  • Sean O’Shaughnessey: Email – Sean@NewSales.Expert

For more expert advice on transforming your sales strategies, don’t forget to subscribe to “Driving New Sales: Transforming Small Businesses into Sales Powerhouses.” Join us next time for another deep dive into the strategies that can elevate your sales game. Until then, keep selling smart and forging meaningful connections with your customers.

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Elevate Your Sales Game: Time Management Secrets for a Prosperous New Year – Video 4 of the New Year Motivation Series

Elevate Your Sales Game: Time Management Secrets for a Prosperous New Year – Video 4 of the New Year Motivation Series

By soshaughnessey0 Comments

As a fractional VP of Sales, I’ve witnessed many companies struggle not due to a lack of opportunities but because of inefficient time management. In a world where the potential market is vast, and the economy’s ebb and flow is a constant, the real game-changer is how you manage your time.

1. Prioritizing Revenue-Generating Activities

Prioritizing tasks is crucial based on their potential for immediate revenue generation. Ask yourself: What can I close today? Focusing on high-priority, revenue-generating activities is essential. This means deliberately carving out time in your schedule for these tasks.

2. Strategic Time Blocking

I advocate that many people should implement strategic time blocking. This involves reserving specific periods in your day exclusively for high-value activities. Whether it’s client meetings, follow-up calls, or strategic planning, these blocks of time should be non-negotiable and dedicated solely to tasks that directly contribute to your revenue goals.

3. Reducing Time on Non-Sales Activities

A common pitfall for many sales professionals is spending too much time on non-sales activities. The goal is to shift this balance. If you’re currently spending 20% of your time on sales, aim for 30% or 40%. This shift can significantly enhance your productivity and sales outcomes.

4. Setting Daily and Weekly Goals

Don’t just block time, but also set clear, achievable goals for client interactions. These goals should be tracked daily and weekly, ensuring you’re consistently progressing and adjusting your strategies as needed.

5. Accountability and Continuous Improvement

Regularly review how much time you’re spending on client interactions and sales activities. Strive for incremental improvements – even a 10% increase in dedicated sales time can lead to substantial growth in your business.

If you want to dive deeper into these strategies and transform your approach to sales this year, check out my latest video. It’s filled with insights and practical tips to help you make the most of your time and drive significant revenue growth.

Happy selling, and here’s to a prosperous year ahead!

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Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets.

Key Topics Discussed

  1. The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales and revenue growth.
  2. Motivating Sales Teams for the New Year: Strategies to inspire and prepare sales teams for achieving new goals as the fiscal year resets.
  3. The Importance of Sales Methodology and CRM Tools: Discussion on how effective sales methodologies and CRM tools can enhance sales performance.
  4. Setting Realistic Sales Goals: Balancing company needs with individual salesperson goals for optimal performance.
  5. The Art and Science of Sales: Exploring the blend of methodical processes and creative problem-solving in sales.

Key Quotes

  • Paul Fuller: “Our why is to elevate the sales profession. It’s about empowering ourselves, our partners, and the companies we work with.”
  • Kevin Lawson: “Good management is always good management, whether you’re doing it with high technology influence or low technology influence.”
  • Sean O’Shaughnessey: “How do you find that importance in what you sell and in your life, especially when it’s not as inherently exciting as some products?”

Additional Resources

Summary Paragraph

This episode of “Two Tall Guys Talking Sales” is a must-listen for sales professionals seeking to start the new year on a strong note. With Paul Fuller’s insights on effective sales leadership, the importance of CRM tools, and the art of sales, listeners are equipped with valuable strategies to elevate their sales game. Whether you’re a seasoned sales leader or new to the field, this episode offers practical advice and motivation to achieve your sales goals in the upcoming year.

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Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 3

Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 3

By soshaughnessey0 Comments

Welcome to an enlightening episode of “Driving New Sales: Transforming Small Businesses into Sales Powerhouses,” where we unlock the secrets of turning sales into an art form, much like a tailor crafting a custom-made suit. Sean O’Shaughnessey offers a deep dive into aligning your sales strategies with a client’s multi-dimensional objectives. Elevate your role from a mere vendor to a strategic partner. Tune in to not only understand the theoretical framework but also to arm yourself with actionable steps for immediate implementation.

Key Topics Discussed

The Art of Sales and the Power of Alignment: Why sales is an evolving art form akin to tailoring and the role of ‘alignment’ in contemporary selling.

Understanding Multi-Dimensional Objectives: Breaking down your client’s surface-level goals into a complex tapestry of layered objectives.

The Role of Consultations and Research: Why consultations should not be one-sided show-and-tells, and the importance of comprehensive research in crafting a potent sales strategy.

Unlocking the Goldmine of Annual Reports: A thorough explanation of why and how to read and analyze annual reports to gain deep insights into a company’s goals and challenges.

From Vendor to Strategic Advisor: How to evolve your position in your client’s eyes, transcending from being just a vendor to becoming a strategic advisor.

The Pinnacle: The Final Pitch: Leveraging insights to make your final pitch an act of alignment that seamlessly fits into your client’s broader objectives.

Key Quotes

  • “Solutions explicitly aligned with a company’s goals have a 60% higher probability of being considered.”
  • “You’re not just identifying opportunities; you’re crafting a solution that aligns with multiple facets of the prospect’s strategy.”
  • “You’re proving that you understand the intricacies of their business ecosystem, thereby making your solution not just a ‘good-to-have’ but a strategic imperative.”

Action Items You Can Do Today

Prioritize Listening: Begin consultations by mapping out the intricate goals that guide your potential client’s strategies.

Research Deeply: Dive into annual reports, press releases, and customer reviews to understand your prospects better. Look for recurring themes, as these usually indicate a crucial goal or challenge for the company.

Engage with Stakeholders: Use the Power Matrix to identify and converse with critical people across the organization for a well-rounded view.

Ask for Feedback: Always ask for feedback after initial consultations or presentations to refine your approach.

Sponsor:

Strategic Marketing and Execution is a Fractional CMO business that provides marketing leadership to businesses that have an emphasis on growth. The marketing agency churn and burn is real. This is often because there is no strategy. Start with a strategy with an emphasis on revenue growth, and then execute. Strategic Marketing and Execution helps small businesses identify who they are, who to market to, and how to differentiate. Align your marketing efforts with your sales team, and growth will follow. You can learn more at STXMKT.com about the process and people and how a fractional marketing leader might be the best fit for your business.

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/

When you listen to this episode, you are taking a transformative step towards redefining your approach to sales. Sean O’Shaughnessey delves into the intricacies of aligning your product not just with the apparent goals but the intricate, layered objectives of your client. Master the art of turning each sales pitch into a finely crafted solution, transforming your role from a mere vendor to a strategic partner in your client’s journey. Hit play to elevate your sales game today!

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Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

By soshaughnessey0 Comments

Welcome to a special episode of Two Tall Guys Talking Sales, hosted by seasoned sales professionals Kevin Lawson and Sean O’Shaughnessey. Today’s episode is a goldmine for small business owners, consultants, and sales teams looking to scale and outperform their competition. 

This is the audio version of a CEO Workshop recorded on LinkedIn on October 19. You can watch the entire webinar (along with the slides) by going to 

Sean O’Shaughnessy and Kevin Lawson have decided to release these workshops as podcast episodes. The topic of this episode is Avoiding B2B Sales Mistakes that Limit Growth.

Kevin explains the importance of avoiding mistakes and continuously refining sales strategies and skills. He also discusses businesses’ challenges, such as rising costs and limited resources. Inflation, the Consumer Price Index, and labor costs impact business owners. Kevin advises businesses to adjust their prices accordingly to maintain margins. He emphasizes the need for strategic and tactical management to overcome market factors that affect business outcomes. The goal is to increase the value of the business for future saleability.

Kevin also discusses the importance of being strategic and tactical in business. He emphasizes the need to be organized, focused, and create relevant content. Salespeople should also think like marketers to attract customers.

Kevin then discusses responding to RFPs (Request for Proposals) and suggests that businesses should decide whether or not to respond based on their industry and goals. He highlights the low success rate of RFPs and encourages evaluating if it’s worth investing time in them.

The next topic is Sales Playbooks, which are comprehensive documents that help train sales teams by outlining best practices and providing guidance on client communication. Kevin explains the benefits of having a Sales Playbook but acknowledges that many businesses may not have one or have had lackluster results with them. Finally, Kevin suggests documenting a typical sales process as a foundational step toward creating an effective Sales Playbook.

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