Welcome to another riveting episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you’re struggling to grow beyond a certain revenue point, this episode is your roadmap to breaking that barrier.
Key Topics Discussed
- The Importance of Consistency in Sales: How maintaining a consistent approach can standardize your sales processes and messaging.
- EOS and Sales: How the Entrepreneurial Operating System (EOS) can set the foundation for a consistent and profitable sales strategy.
- Identifying Profitable Customers: Why you should focus on selling to companies that are not just your favorites but are also profitable for your business.
- Sales Organization Structure: The need for formalizing reporting structures, job descriptions, and goals within the sales department.
- Tools for Systematic Growth: How tools and services can help you identify look-alike audiences and scale your business.
Key Quotes
- Kevin Lawson: “If you don’t have a repeatable sales process, you don’t have a repeatable sales process. You must have absolute consistency.”
- Sean O’Shaughnessey: “Don’t pick your favorite customers; pick your most profitable customers and identify companies that are just like that and then go sell to them.”
Additional Resources
- Book Mention: “Selling The Wheel” – https://www.amazon.com/Selling-Wheel-Choosing-Company-Customers-ebook/dp/B000FC0U0I/ref=sr_1_1?crid=2E0EPQJ66PI5Q&keywords=selling+the+wheel+jeff+cox&qid=1697544950&sprefix=selling+the+whe%2Caps%2C77&sr=8-1
- Previous Podcast Episodes: Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo) and Part 2 – Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/part-2-building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo)
Summary
If you’re stuck in the rut of inconsistent sales processes, or you’re unsure how to scale your business profitably, this episode is a must-listen. Kevin and Sean offer actionable insights and tools to help you standardize your sales processes, identify your most profitable customers, and set your business on a path to exponential growth. Don’t miss out on these invaluable lessons from two seasoned sales experts. Tune in now!
