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Two Tall Guys Talking Sales – Uniting Sales and Marketing: A Masterclass with Chris Spanier – E76

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In this enlightening episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey welcome Chris Spanier, a marketing maven with deep expertise in fostering collaboration between sales and marketing teams. Chris shares his insights on building synergy around B2B sales cycles and how to effectively align sales and marketing efforts for maximum impact. Join us as we delve into the dynamics of this crucial partnership and uncover strategies for achieving mutual success.

Key Topics Discussed

Bridging the Gap Between Sales and Marketing: Chris emphasizes the importance of sales and marketing teams working in harmony, rather than at odds, to capitalize on every opportunity.
The Power of Collaboration: Insights into how open communication and shared goals can transform sales and marketing teams into formidable allies.
Storytelling as a Sales and Marketing Tool: The discussion highlights how compelling narratives can engage prospects and reflect their needs, ultimately driving success.
Feedback Loops and Iterative Improvement: Chris advocates for continuous dialogue between sales and marketing to refine strategies and better serve customers.
The Role of Leadership in Fostering Unity: Exploring how leadership can motivate sales and marketing teams to work together through shared incentives and aligned objectives.

Key Quotes

Chris Spanier:

“It’s just so powerful when you have sales and marketing coming alongside together and working together. It’s just great.”

Sean O’Shaughnessey:

“Marketing and sales are partners. One is not the customer of the other; they’re partners in this journey of customer acquisition.”

Kevin Lawson:

“Can you dig in, get a handhold on how storytelling has a major role in how we go to market, whether you have an internal or external [marketing department]?”

Additional Resources

The Story Brand by Donald Miller: Recommended reading for understanding the impact of storytelling in marketing and sales. – https://a.co/d/j7bFMOx
Simon Sinek’s “Find Your Why”: A guide to discovering the purpose that drives you and your business. – https://a.co/d/8vJWo7O

Summary

This episode of “Two Tall Guys Talking Sales” is a must-listen for anyone involved in the intricate dance between sales and marketing. Chris Spanier sheds light on the significance of unity and collaboration for achieving common business goals. Through a blend of personal anecdotes and actionable advice, Chris, Kevin, and Sean explore how storytelling, shared objectives, and regular feedback can transform the relationship between sales and marketing into a dynamic partnership. Whether you’re a sales manager, marketing director, or CEO, this conversation offers valuable insights on aligning your teams for success.

Tune in to discover how you can leverage the combined strengths of your sales and marketing teams to drive growth and create meaningful customer relationships. Download this episode now and start building a more cohesive, effective approach to your business strategy.

UncategorizedB2B sales, brand, CEO, collaboration, Customer Acquisition, customer relationships, feedback, goals, Leadership, marketing, partnership, prospects, read, sales cycle, sales manager, stories, story telling, team, two tall guys talking sales

Two Tall Guys Talking Sales – From Stories to Sales: Leveraging Narrative Power with Jeff Clair – E75

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Join hosts Kevin Lawson and Sean O’Shaughnessey on “Two Tall Guys Talking Sales” for a captivating conversation with special guest Jeff Clair, a fractional VP of sales and the brain behind ClairVoyant Consulting LLC. In this episode, Jeff shares his invaluable insights on the power of storytelling in sales, offering practical tips for salespeople to engage and connect with their prospects effectively. Whether you’re a seasoned sales professional or new to the field, this discussion is packed with advice to elevate your sales approach through compelling storytelling.

Key Topics Discussed

The Art of Storytelling in Sales: Jeff emphasizes the importance of storytelling as a memorable and impactful way to communicate with prospects.
Remembering and Crafting Stories: Insights into how salespeople can remember and craft stories that resonate with their audience, making the prospect the story’s hero.
The Role of Salespeople as Guides: Drawing parallels from popular movies, Jeff illustrates how salespeople should position themselves as guides in their storytelling, akin to characters like Yoda in “Star Wars.”
Practicing Storytelling: The significance of practicing storytelling within sales teams, including role-playing exercises to refine this skill.
Connecting Stories to the Buyer’s Journey: Jeff connects the dots on how storytelling fits into the buyer’s journey, providing a framework for new and seasoned sales professionals to enhance their sales strategies.
Role-Playing and Feedback: An exploration of effective training techniques, including role-playing, to help salespeople become more engaging and confident storytellers.

Key Quotes

Jeff Clair:

“People tend not to remember the facts, but they remember stories…great storytellers infuse different senses, which is really great.”

Kevin Lawson:

“Practice makes easy. Not practice makes perfect…there’s always room for improvement.”

Sean O’Shaughnessey:

“Practice allows you to figure out how to do it better…those people in small organizations tend not to practice enough.”

Additional Resources

The Story Brand by Donald Miller: Recommended reading for salespeople and marketing professionals to master the art of storytelling in business.

Summary

This insightful episode of “Two Tall Guys Talking Sales” dives deep into the transformative role of storytelling in the sales process. With his rich experience in sales leadership, Jeff Clair shares why stories captivate, how to craft them effectively, and the importance of salespeople seeing themselves as guides for their prospects. Through role-playing and practice, Jeff underscores the significance of confidence and personalization in storytelling, ensuring that each story resonates deeply with the intended audience. This discussion is a must-listen for anyone looking to harness the power of storytelling to not just sell but to connect and inspire action.

Elevate your sales game with the art of storytelling. Download this episode now and transform how you engage with your prospects.

Podcast, Two Tall Guys Talking Salesbrand, confidence, feedback, Leadership, marketing, personalization, podcast, prospects, read, sales leader, Sales leadership, sales process, sales strategy, score, stories, story telling, team, two tall guys talking sales

Two Tall Guys Talking Sales – Navigating the Sales Process: Insights from Jeff Clair of ClairVoyant Consulting – E74

By soshaughnessey0 Comments

Dive into the world of sales excellence with “Two Tall Guys Talking Sales,” as hosts Kevin Lawson and Sean O’Shaughnessey welcome Jeff Clair from ClairVoyant Consulting LLC. In this compelling episode, Jeff, a seasoned fractional VP of Sales, shares his East Coast insights into overcoming common sales challenges, utilizing innovative strategies, and enhancing the sales process. Join us as we explore the nuances of sales from different regional perspectives, offering valuable advice for sales professionals across the spectrum.

Key Topics Discussed

The Importance of a Defined Sales Process: Jeff emphasizes the critical role of having a structured sales process and how the lack of one can lead to salespeople ‘winging it.’
Utilizing CRM for Sales Success: The discussion highlights how CRM tools can delineate sales stages, aiding salespeople in navigating from lead generation to closing.
Referral Strategies: The panel delves into the potential of referrals in sales and why many salespeople hesitate to ask for them, missing out on valuable opportunities.
Closing Techniques and Challenges: Jeff shares insights into salespeople’s common hurdles when closing deals and the strategic importance of asking the right questions.
The Power of Storytelling in Sales: Jeff advocates for storytelling as a technique to connect with prospects, positioning them as the ‘hero’ of their journey with your product or service.
Guidance over Selling: The notion that successful salespeople guide rather than sell to their prospects, encouraging sales teams to adopt a consultative approach.

Key Quotes

Jeff Clair:

“Nobody really sells people anything…successful salespeople identify needs, desires, wants, and then satisfies those needs, desires, or wants with the product that they have.”

Kevin Lawson:

“Facts tell and stories sell…we’re going to unpack how stories sell in our next episode.”

Sean O’Shaughnessey:

“A salesperson is a guide…they are experts in selling their product. The prospect probably is not an expert in buying that thing.”

Summary

This episode of “Two Tall Guys Talking Sales” is a treasure trove for anyone looking to sharpen their sales skills. With Jeff Clair’s expertise, the discussion sheds light on critical aspects of the sales process, from the initial lead generation to the final close. By addressing salespeople’s common pitfalls and offering strategies to overcome them, Jeff, Kevin, and Sean provide listeners with actionable advice to elevate their sales game. Whether you’re a seasoned VP of Sales or a sales professional looking to improve your approach, this episode is packed with insights that can transform your sales strategy and lead to greater success. Tune in to learn how to navigate the sales process confidently, leverage your CRM effectively, and harness the power of storytelling to connect with your prospects on a deeper level.

Podcast, Two Tall Guys Talking SalesCRM, guidance, Lead Generation, learn, product, prospects, sales management, sales process, sales skills, sales strategy, Sales success, team, two tall guys talking sales

Revolutionize Your Sales Strategy: The Power of Streamlining Your Sales Process – Video 10 of the New Year Motivation Series

By soshaughnessey0 Comments

As we embark on this new year, it’s time to reevaluate and refine our sales strategies. My mission is to empower salespeople, sales managers, and CEOs of small companies to achieve remarkable growth this New Year. One crucial aspect that often goes overlooked is the efficiency of your sales process.

A Customer Relationship Management (CRM) system is more than a digital Rolodex; it’s a strategic tool that, when used effectively, can transform your sales process. Ensure that your CRM reflects and aids your sales process. If it doesn’t, you face a gap in your strategy and tools that needs immediate attention.

Take the time to map out your current sales process within your CRM. This exercise isn’t just about documentation; it’s about identifying bottlenecks and inefficiencies. Once you spot these, you can start making targeted improvements.

You may not solve all the problems overnight, but identifying and addressing even one bottleneck can significantly enhance productivity. A small change, like streamlining a step in your process or improving communication flow, can have a compound effect throughout the year.

Remember, you don’t have to do this alone. Your sales team, operations staff, and even your customers can provide invaluable insights into what’s working and what’s not. Collaborate with them to find ways to make your sales process smoother and more customer-friendly.

Your goal should be to make dealing with your company as seamless as possible for your clients. Imagine a scenario where your customers view working with you as the easiest part of their day. This level of customer experience can set you apart in a competitive market.

As we move forward in the New Year, I challenge you to enhance your sales process proactively. A well-optimized sales process increases your team’s productivity and elevates the customer experience.

Make this year count by refining your approach to sales. Good luck, and here’s to a year of effective selling and remarkable growth!

For more insights into this process, watch my video below.

New Year Motivation Seriesbest practices, CEO, change, company, CRM, Documentation, efficiency, goals, Leadership, motivation, product, productivity, sales process, sales strategy, team, video

Two Tall Guys Talking Sales – Cultivating Multi-Threaded Relationships in Sales – E72

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Welcome to another insightful episode of “Two Tall Guys Talking Sales” with hosts Kevin Lawson and Sean O’Shaughnessey. In this episode, we delve into the nuances of building a robust sales pipeline, focusing on creating a team of buyers rather than sellers. This discussion is crucial for sales leaders, managers, and salespeople across various industries, whether involved in enterprise sales, repetitive sales, consumable sales, or professional services.

Key Topics Discussed

Building Multi-Threaded Relationships: The importance of establishing connections with multiple decision-makers and influencers in the client’s organization.
Strategies for New Salespeople: Tactics for entering new territories and identifying potential clients.
The Role of Sales Leaders: How sales managers can support their team in expanding their client base and building a more robust sales pipeline.
Understanding the Buying Committee: Navigating through the dynamics of group decision-making in sales.
Effective Pipeline Management: Strategies for maintaining and enriching the sales pipeline throughout the year.
The Power of Referrals and Trust: Leveraging trust and referrals to enhance sales effectiveness.

Key Quotes

Kevin: “It’s not about how complex our questions need to be to get crazy insightful answers… it’s really about doing the simple things well.”
Sean: “Don’t just focus on the VP or director… remember that every influencer in the organization will sway that top person.”

Additional Resources

RACI – https://www.forbes.com/advisor/business/raci-chart/
MEDDPICCC sales methodology for identifying key decision-makers and influencers – http://newsales.expert/2023/10/unlocking-sales-potential-with-meddpiccc-a-comprehensive-guide/
The concept of the Power Matrix in sales – https://www.thetrapper.com/2021/11/18/welcome-to-the-power-matrix/

Summary

In this episode, Kevin and Sean provide valuable insights into building a successful sales pipeline, emphasizing the importance of multi-threaded relationships and understanding the dynamics of the buying committee. They offer practical strategies for new and experienced sales professionals and guidance for sales leaders on supporting their teams. This episode is a must-listen for anyone looking to enhance their sales process and achieve better results in their sales endeavors. Join us next week for more on building quality relationships and effective pipeline management in sales.

Podcast, Two Tall Guys Talking Salesconsumable sales, guidance, MEDDPICCC, pipeline, Power Matrix, Sales effectiveness, sales leader, sales methodology, Sales Pipeline, sales process, support, team, trust, two tall guys talking sales

Embrace Continuous Learning for Sales Success in 2024 – Video 9 of the New Year Motivation Series

By soshaughnessey0 Comments

In the ever-evolving world of sales, resting on your laurels is not an option. My mission is to inspire small company sales professionals, managers, and CEOs to seek knowledge and improvement constantly. As we venture into the New Year, let’s focus on embracing continuous learning to elevate your sales game.

The first step towards growth is acknowledging there’s always more to learn. With 38 years of experience in sales, I still actively seek new tools, techniques, and ways of presenting. This mindset is crucial for everyone in sales – from the rookie to the veteran.

Immersing yourself in your industry is key. Subscribe to at least two industry newsletters this week. These resources will keep you updated on your field’s latest trends, challenges, and innovations. It’s vital to stay informed and conversant about the evolving landscape of your industry.

Podcasts are a goldmine of information and can be a convenient learning method. I host two sales-focused podcasts, ‘Two Tall Guys Talking Sales‘ and ‘Driving New Sales,’ which offer weekly insights into sales best practices. However, don’t limit yourself – explore other sales and industry-specific podcasts to broaden your knowledge.

Commit to daily reading about sales and your specific industry. Early mornings or commute times are perfect for catching up on the latest articles and insights. Sharing interesting findings with your team or on platforms like LinkedIn can enhance your professional network and credibility.

If you’re in a leadership role, guiding your team through this continuous learning journey is part of your responsibility. Encourage your team to share new insights and strategies, fostering a culture of knowledge and improvement.

No matter where you are in your career, there’s room for improvement. Set personal goals for learning and betterment this year. It’s not just about closing more deals; it’s about becoming a more knowledgeable, versatile, and successful sales professional.

As we embrace this new year, let’s commit to continuous learning and improvement in our sales careers. It’s not just about staying ahead; it’s about setting a new standard for excellence in sales.

Good luck, and here’s to a year of growth and successful selling! Please enjoy the video below, in which I discuss this concept even more.

New Year Motivation Seriesbest practices, career, CEO, company, continuous learning, goals, industry, Leadership, learn, LinkedIn, motivation, Newsletter, podcast, read, sales management, sales process, sales strategy, Sales success, team, two tall guys talking sales, video

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts, Kevin Lawson and Sean O’Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you’re selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels.

Key Topics Discussed

The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales.
Selling Beyond the Product: How to add value and differentiate yourself when selling widely available products that are similar across competitors.
Strategies for New Territory Development: Tips for sales leaders and salespeople on effectively breaking into and growing new sales territories.
Crafting a Unique Selling Proposition (USP): The necessity of developing a compelling USP, even for distributors of similar products.
Role of Sales Managers and CEOs: The importance of leadership in providing tools and processes to support the sales team in delivering value.
Maintaining Customer Satisfaction: Strategies for keeping customers engaged and ensuring repeat business in a competitive environment.

Key Quotes

Sean: “The value you bring is you. The value you bring is your ability to understand the prospect, your ability to guide the prospect.”
Kevin: “Figure out for yourself what makes the most value for your customers. When they say, ‘thank you,’ what do they say thank you for?”

Additional Resources

Book: “Challenger Sale” – Recommended for understanding the concept of challenging and driving customer business – https://a.co/d/cIUwphe.
Book: “Eliminate Your Competition” by Sean O’Shaughnessey https://a.co/d/4qCVNEP.

Summary

In this episode, Kevin and Sean provide a deep dive into the world of consumable sales, emphasizing the importance of being more than just a salesperson – being a trusted advisor. They discuss the necessity of understanding your product and your customer, crafting a unique selling proposition, and the critical role of sales managers and CEOs in empowering their teams. Whether you’re a seasoned sales professional or just starting, this episode offers practical advice and strategies to excel in the competitive market of consumable sales. Tune in to “Two Tall Guys Talking Sales” for these and more invaluable sales insights.

Podcast, Two Tall Guys Talking SalesCEO, competition, competitor, consumable sales, Leadership, product, sales coaching, sales leader, sales management, sales strategy, support, team, territory, territory development, territory management, trust, trusted advisor, two tall guys talking sales, Unique Selling Proposition, USP

The Follow-Up Formula: Driving Sales Success in the New Year – Video 7 of the New Year Motivation Series

By soshaughnessey0 Comments

As we venture into the New Year, the key to propelling your sales, whether you’re a seasoned sales manager, a striving CEO of a small company, or an enthusiastic salesperson, lies in one critical skill: effective follow-up. My video series aims to arm you with best practices to ensure this year is your most successful yet.

A common pitfall in sales is failing to follow up swiftly and effectively. Every interaction with a client or prospect should be promptly followed by a thank you note or email. This small act signals your dedication and interest in the client’s needs. If you’re leading a team, make it a non-negotiable standard – a follow-up within 24 hours is a must.

A well-implemented CRM system is a game-changer for managing follow-ups. It should facilitate sending personalized emails with just a few clicks. If your CRM process is cumbersome, it’s time to reassess and streamline your approach. Remember, if following up feels like a chore, you’re not using your CRM effectively.

One of the golden rules in sales is to schedule the next one before ending a meeting. This practice helps maintain momentum and keeps you at the forefront of your client’s mind. It eliminates the hassle of tracking someone down later and significantly reduces the chances of being ‘ghosted.’

Consistency in follow-up is vital, but so is adapting your strategy to fit your industry’s unique rhythm. Whether it’s a few days or a month later, re-engage with clients who haven’t responded. This persistence shows your commitment to providing solutions. However, constantly tailor your follow-up timing to suit the client’s needs and industry norms.

Make following up a habit, not an afterthought. Whether you’re a VP of Sales ensuring your team adheres to this practice or a CEO looking to make a significant impact this year, diligent follow-up can be the difference between a good year and a fantastic one. Set reminders, use calendar alerts, and let your CRM be your guide in this journey.

This year, let’s resolve to excel in our follow-up game. It’s not just a sales tactic; it’s a fundamental aspect of building lasting relationships and driving success. Check out my other videos for more insights and strategies to kick-start your sales year with a bang. With the right approach, 2024 can be a year of remarkable achievements in your sales career.

Happy selling, and here’s to making this year not just great but phenomenal!

New Year Motivation Seriesbest practices, calendar, CEO, company, CRM, email, follow-up, industry, meeting, motivation, persistence, Sales success, schedule, solutions, team, video

Elevating Product Knowledge: Creating Sales Growth in the New Year – Video 2 of the New Year Motivation Series

By soshaughnessey0 Comments

The key to success in today’s changing business landscape is continually improving your sales strategies. As someone who has worked as a VP of Sales, I have personally witnessed the transformative impact of honed sales methodologies and comprehensive product knowledge. This year, it is crucial that we shift our focus and elevate our approach.

The Power of Product Knowledge: Your Ultimate Sales Advantage

One frequently underestimated aspect is having in-depth knowledge about your products or services. It’s not about being aware of what you offer; it’s about truly understanding what makes your offering unique and valuable to your customers. Regular training sessions dedicated to product knowledge should be a part of our schedule. We need every member of our sales team to be able to articulate the features and benefits of our products confidently.

Preparation breeds confidence. Sales leadership should client scenarios and engage in role-playing during sales meetings to enhance your team’s skills further.

Also, take the time to create a product FAQ that can be used as a quick reference guide. Equipping everyone, not just your sales team, with the necessary knowledge to effectively handle customer conversations is essential.

While buyers hold significance in the purchasing process, it’s essential to consider decision-makers who may extend beyond buyers. Customize your conversations to engage and influence these individuals. This involves understanding their needs and how your product offers unique solutions.

Over the next two weeks, I encourage you and your team to explore and discuss two new features of our product. By integrating these features into your sales narratives, you can enhance the depth and relevance of your client interactions.

Finally, incorporate client success stories into your sales pitches. Each feature, benefit, and capability of our product should be supported by real-life examples that resonate with our clients on a level.

I invite you to dive into these strategies in my latest video resource. The second video of this series is linked below. This video (and the others in the series) goes beyond being a guide; it explores achieving sales mastery in the new year and beyond. Begin today. Make this year your most successful yet!

Business, New Year Motivation Seriesbest practices, Leadership, meeting, meetings, product, Sales growth, Sales leadership, sales management, sales meeting, sales strategy, schedule, support, team, video

Two Tall Guys Talking Sales – Selling Repeat Products: A Guide to Thriving in Consumable Product Sales – E69

By soshaughnessey0 Comments

Welcome to another insightful episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O’Shaughnessey. In this episode, the duo delves into the often overlooked but crucial sales aspect – selling consumable products. They explore strategies and insights for salespeople who deal with regularly consumed and repurchased products, such as manufacturing supplies, paper products, and even everyday items like toilet paper.

Key Topics Discussed

The Unique Challenges of Selling Consumable Products: Understanding the dynamics of selling products that are regularly used up and repurchased.
Strategic Sales Approaches: How to effectively sell consumable products in competitive markets.
The Importance of Value Proposition: Emphasizing the significance of a unique selling proposition (USP) in consumable product sales.
Salesperson’s Role in Consumable Sales: The critical impact of the salesperson’s understanding of the customer’s business and needs.
Territory Management and Growth Strategies: Effective methods for expanding sales territories and managing customer accounts.
Cross-Selling and Team Collaboration: Leveraging the strengths of a sales team through cross-pollination of skills and coaching.

Key Quotes

Sean: “In the environment we’re talking about here, where it’s a consumable product… the quality of the salesperson comes to play in a big way.”
Kevin: “You need to know where and how you compete. It’s as simple as that. Who do I call on? How do I compete? Is it price? Is it value?”

Additional Resources

Sean O’Shaughnessey’s book “Eliminate Your Competition” for more in-depth sales strategies – https://amzn.to/2K37ugx

Summary

In this episode, Kevin and Sean provide valuable insights into the world of selling consumable products. They emphasize the importance of understanding the unique challenges of this market, including the need for a strong value proposition and the crucial role of the salesperson in understanding and meeting customer needs. The discussion also covers effective territory management and the benefits of leveraging team strengths for cross-selling. This episode is a must-listen for sales professionals looking to excel in the consumable products market and for those seeking to enhance their sales strategies in competitive environments.

Listen to this episode of Two Tall Guys Talking Sales to gain valuable insights and strategies for excelling in the consumable products market, and to learn how to effectively grow your sales territory and manage customer relationships

Podcast, Prospecting, Sales Management, Two Tall Guys Talking Salesaccounts, coach, coaching, competition, cross-selling, customer relationships, meeting, price, product, team, territory, territory management, two tall guys talking sales, Unique Selling Proposition, USP, value proposition