2024 – Page 4

Unstick Your Sales: The Importance of Understanding the Buyer’s Journey

By Sean O'Shaughnessey

It’s no secret that the dynamics between the buyer and the salesperson play a pivotal role in sealing the deal. The conversation often revolves around real sales issues, selling situations, and sales leadership.

Let’s delve into a scenario. You’re selling to a beer industry manufacturer, and their first question is about your price. This immediate focus on cost might make you think this may not be a good prospect. However, it’s crucial to remember that you can’t be disrespectful or dismissive. As salespeople, it’s our job to work with what we have.

In this situation, the salesperson has to conduct a discovery call and engage a subject matter expert to understand the prospect’s business process, adaptation, and conversion. Unfortunately, the interaction turned into a commodity exchange, with the buyer solely interested in the number of users and the price per user.

This scenario illustrates a common challenge in sales: the sales and buying processes often need to align. How your Customer Relationship Management (CRM) system is set up may not necessarily mirror how the buyer decides. Therefore, figuring out how to sell more effectively based on the buyer’s journey is crucial. Understanding the buyer is discussed in great detail in my book Eliminate Your Competition, which is available wherever you buy books.

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Two Tall Guys Talking Sales Podcast – Beyond the Basics: Elevating Sales Training with Effective Coaching – E101

By Sean O'Shaughnessey

In this riveting episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey explore the often overlooked nuances of effective sales training and coaching. Listen in as they share their seasoned insights on transforming routine sales training into a dynamic tool for substantial growth and success in sales.

Key Topics Discussed:

The Misconception of Sales Training Returns [00:00:20] Sean questions salespeople’s low expectations regarding training, sparking a discussion on the intrinsic value of continuous professional development.
The Role of Sales Leaders in Training [00:01:00] Kevin emphasizes the critical role of sales leaders in setting the right expectations and fostering an environment conducive to growth, drawing parallels with professional sports training regimes.
Training vs. Coaching [00:07:05] The conversation pivots to the essential distinction between sales training and coaching, highlighting how each plays a unique role in a salesperson’s career.
Integration of Training into Routine [00:06:22] Kevin discusses the challenges of integrating training into the normal workflow of sales teams and the importance of practice and repetition.
The Power of Reinforcement [00:04:05] Sean underscores the necessity of reinforcing training through regular coaching, using the analogy of professional athletes to illustrate his point.

Key Quotes:

Kevin: “We practice every day for the championship game. We don’t play the championship game every day. It’s about getting that 1 percent edge.” [00:01:14]
Sean: “You forget 80 percent of what you heard after two weeks. It’s the coaching after the fact that reinforces the entire attitude and the daily behavior of what you learned in the class.” [00:03:40]

Additional Resources:

MEDDPICCC Sales Methodology – Mentioned multiple times throughout the podcast, this methodology is crucial for understanding customer dynamics and improving sales strategies. You can learn more about MEDDPICCC at https://youtu.be/RBcGmyeBp1I?si=No_0Ob1V4Wch6erI

Summary:

Join Kevin and Sean as they dissect the common pitfalls of sales training and explore effective strategies to make learning stick. They share invaluable advice on how sales leaders can profoundly influence their teams’ performance through intentional coaching and robust training frameworks. This episode is a must-listen for sales professionals eager to elevate their game and harness the full potential of their training experiences.

A Significant Actionable Item from this Podcast:

Reflect on your current approach to sales training and coaching. Are you actively ensuring that your team learns new concepts and applies them consistently? Consider adopting a more structured follow-up coaching plan to reinforce new skills and knowledge, enhancing the overall effectiveness of training sessions.

To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment:
https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

Overcoming Ghosting and Other Modern Sales Challenges: A Proactive Approach

By Sean O'Shaughnessey

Many salespeople, sales managers, and company CEOs grapple with the unique problem of adapting their sales strategies to ever-changing market dynamics. This problem stems from an old-fashioned practice in which sales leaders tend to offer the same advice that made them successful when they were nascent salespeople. However, to remain competitive and productive, realizing that this traditional advice may no longer hold relevance in today’s sales world is crucial.

Let’s consider a sales leader who made his mark when the internet was still in its infancy, and email and mobile phones were not part of the sales process. If this sales leader continues to advise their team based on those past experiences, they will likely be setting them up for failure. Today, the sales world is no longer about physical gatekeepers but about navigating spam filters and phone blockers. The sales environment has evolved, and it’s time sales strategies do, too.

A typical issue salespeople face today is being ‘ghosted’ by potential clients. Ghosting, a relatively modern term, refers to the situation where the person you’re trying to reach is not returning your calls or emails. It’s a frustrating experience, but it also indicates a salesperson’s failure to be proactive and do the right things earlier in the sales cycle. Modern salespeople need to think ahead, plan better, and ensure they set up the next meeting before leaving the current one. This proactive approach can help prevent ghosting, keep the sales conversation going, and indicate progress.

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Two Tall Guys Talking Sales Podcast – From Microphones to Mountains – Reflecting on 100 Episodes of Sales Wisdom – E100

By Sean O'Shaughnessey

Join hosts Kevin Lawson and Sean O’Shaughnessey in this milestone 100th episode of “Two Tall Guys Talking Sales.” They take a nostalgic trip down memory lane, revisiting the evolution of their podcast from simple LinkedIn live events to a thriving sales discussion platform on Spotify and Apple Podcasts. They delve into their personal growth, the transformative insights gained, and the invaluable lessons they’ve shared across 100 episodes.

Key Topics Discussed:

Evolution of the Podcast [00:00:21]: Kevin and Sean reflect on the technological and methodological shifts they’ve embraced to enhance their podcast experience.
Insights on Sales Excellence [00:01:35]: Sean shares his journey of continuous learning in sales, emphasizing the wisdom imparted by Kevin and its impact on his professional development.
Role of Content Creation [00:03:11]: Kevin discusses the significance of creating and repurposing valuable content, drawing parallels with daily writing practices to improve skill.
Interviews with Industry Experts [00:04:14]: The hosts highlight the diverse insights gained from interviews with visionaries across various sectors, from SaaS founders to business coaches.
Future of the Podcast [00:08:31]: Looking ahead, Kevin outlines their aspirations to scale the podcast’s impact and deepen listener engagement.

Key Quotes:

Kevin [00:00:00]: “It’s basically a stack of wires and plastic…a lost and found of sorts for electronics equipment.”
Sean [00:01:35]: “Listening to Kevin explain sales is insightful…I have learned an immense amount in the last 100 episodes.”

Additional Resources:

Books by Zig Ziglar mentioned for deeper insights into effective sales strategies. – https://www.amazon.com/stores/author/B000AP7VIY

Previous episodes on building a comprehensive sales process.

Summary:

This 100th episode is a celebration and a testament to continuous improvement and shared growth in the sales world. Kevin and Sean unpack the layers of learning they’ve experienced and the wealth of knowledge they’ve gathered from various experts. Whether you’re a seasoned sales professional or a newcomer to the field, this episode offers a wealth of practical advice, humor, and insights that can transform your approach to sales and leadership.

A Significant Actionable Item from this Podcast:

Adopt the practice of discussing and refining your craft regularly. As highlighted by Kevin, talking about your sales strategies and processes, much like writers improve by writing daily, can significantly enhance your expertise and execution in sales.

To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

Two Tall Guys Talking Sales Podcast – From Process to Performance: Elevating Your Sales Game – E99

By Sean O'Shaughnessey

Join hosts Kevin Lawson and Sean O’Shaughnessey as they edge closer to their milestone 100th episode, diving deep into the critical components of a successful sales organization.

Episode 99 zooms in on the third pillar: “Process.” Kevin revisits his iconic saying, exploring the significance of a repeatable sales process and the consequences of lacking one, framed by rich personal anecdotes and professional insights.

Don’t miss this episode packed with practical advice on refining your sales techniques and strategies.

Key Topics Discussed:

The Importance of a Repeatable Sales Process: Discussing the necessity of having a structured approach to sales. [00:00:44]
Emotional Intelligence and Its Impact on Sales: Exploring how emotional intelligence influences sales interactions and outcomes. [00:01:19]
The Role of Discovery in Sales Success: Emphasizing discovery as a critical phase in understanding customer needs. [00:04:23]
Integrating Marketing and Sales for Better Customer Acquisition: How aligning marketing and sales efforts can enhance customer acquisition strategies. [00:06:59]
The Essential Nature of Trust in Sales: Identifying trust as the cornerstone of successful sales relationships. [00:05:24]
Sales Process Alignment with Buyer’s Journey: Highlighting the importance of aligning the sales process with the buyer’s procedures and expectations. [00:11:17]

Key Quotes:

Kevin: “If you don’t have a repeatable sales process, you don’t have a repeatable sales process.” [00:00:44]
Sean: “Sales is nothing more than the transferring of trust.” [00:05:24]

Additional Resources:

Harvard Business Review Study on Sales Process Effectiveness – Mentioned by Kevin as a source confirming the impact of a documented process on sales performance. [00:13:48] – https://hbr.org/2015/01/companies-with-a-formal-sales-process-generate-more-revenue

Summary:

In this episode, Kevin and Sean unpack the essence of a repeatable sales process and its undeniable role in achieving consistent success. Whether you’re a seasoned sales professional or new to the field, this discussion offers invaluable insights into making your sales efforts more effective and efficient. From the foundational role of trust to integrating marketing and sales, this episode is a must-listen for anyone looking to enhance their sales strategies.

As we approach the 100th episode, stay tuned for more wisdom from “Two Tall Guys Talking Sales.” Ready to elevate your sales game? Listen to this episode now on your favorite podcast platform!

To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

Navigating Through Sales Slumps: A Strategic Approach for Sales Leaders

By Sean O'Shaughnessey

Like any other profession, sales is not immune to periods of underperformance or slumps. These periods can be particularly challenging when a top performer in your sales team is slumping. Addressing this issue effectively can significantly improve the productivity of your sales processes, ultimately leading to increased revenue for your company.

Various factors can trigger a sales slump, but it often implies a deviation from the sales process or strategy. Sales is a time-based process, not a transactional one. It involves selling to other businesses, which takes time. Therefore, as a sales leader or CEO, it’s crucial to identify when the sales trend starts to slide. This identification is not just about revenue; it requires a retrospective look at the early stages of a sale. If there aren’t enough leads or active relationships in your pipeline, you can foresee a slump and take proactive measures to change outcomes.

A common mistake is focusing on the revenue loss resulting from the effort expended. A more constructive approach is to evaluate the salesperson’s activities in the sales process. If they do the right things daily, they will quickly work out of the slump. The focus should be on maintaining an effective pipeline and executing all the necessary tasks, such as good scoping and discovery calls.

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Two Tall Guys Talking Sales Podcast – The Art of the Hire: Crafting a Winning Sales Team – E98

By Sean O'Shaughnessey

Join hosts Kevin Lawson and Sean O’Shaughnessey on this revealing episode of “Two Tall Guys Talking Sales” where they dive deep into the intricacies of hiring and motivating sales teams. Whether you’re a solopreneur or heading a growing business, this episode delivers crucial insights into creating a robust sales force to propel your business forward.

Key Topics Discussed

Hiring Challenges and Solutions [00:00:00]: Kevin opens the discussion by highlighting the universal challenge of hiring effective sales personnel, emphasizing their critical role in delivering solutions to the market.
Diversity in Sales Recruitment [00:01:19]: Sean expands on the need for a varied recruitment strategy that aligns with business geography and market scope, from local to global scales.
Strategic Hiring Practices [00:02:00]: The conversation shifts towards strategic hiring, avoiding common pitfalls, and setting up a structured hiring process.
Aligning Sales and Hiring Processes [00:03:42]: Kevin parallels the sales process with hiring, stressing the importance of a methodical approach to selecting the right candidates.
Cultural Fit and Skills Assessment [00:04:52]: This section discusses the importance of cultural fit and rigorous skills assessment in the hiring process, which ensures candidates align with company values and capabilities.
Long-term Sales Success [00:06:48]: Sean discusses the broader implications of hiring decisions for long-term sales success and the essential qualities of a top-notch salesperson.

Key Quotes

Kevin Lawson [00:00:00]: “When it comes down to delivering your solution to the market, that solution is often sold and carried forward by a salesperson.”
Sean O’Shaughnessey [00:02:17]: “You can’t have the strategy to grow at 3X this year if you don’t have enough people or a big enough factory.”

Additional Resources

Episode with Steve Caton: Revisit the discussion on alternatives to hiring and outsourcing parts of the sales department. https://sites.libsyn.com/458454/site/from-zero-to-sales-hero-steve-catons-strategies-for-small-business-growth
Predictive Analysis Tests: Objective Management Group (OMG) is the leading provider of sales team analyses, salesperson evaluations, and sales candidate assessments. https://salesxceleration.com/news-events/sales-xceleration-and-objective-management-group-partner-to-optimize-your-sales-team/

Summary

In this episode, Kevin and Sean tackle the often-overlooked but vital elements of building a successful sales team. From the necessity of a diverse hiring strategy to aligning the recruitment process with your business’s sales methodology, they cover a spectrum of topics that promise to enhance your hiring practices. Insightful, practical, and filled with expert advice, this episode is a must-listen for anyone looking to scale their sales efforts effectively. Tune in to “Two Tall Guys Talking Sales” to transform your approach to hiring and watch your business grow!

To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

Two Tall Guys Talking Sales Podcast – Destination Success: Mapping Your Sales Strategy with Precision – E97

By Sean O'Shaughnessey

Join hosts Kevin Lawson and Sean O’Shaughnessey as they dive into the intricacies of sales strategy, drawing parallels to planning a family vacation. As we edge closer to our 100th episode, this session unpacks why having a well-documented and aligned business plan is crucial—akin to knowing your vacation destination to ensure everything goes smoothly. Whether you’re a business owner or a sales professional, this episode provides vital insights into simplifying and aligning your sales strategy for maximum effectiveness.

Key Topics Discussed

Vacation Planning and Sales Goals (00:00 – 02:00): Sean compares vacation planning to setting sales goals, emphasizing the importance of a clear destination or objective.
Aligning Strategies Across Teams (02:01 – 03:47): Kevin explores how aligning individual, team, and organizational strategies can streamline efforts and enhance outcomes.
Simplifying the Sales Process (03:48 – 05:07): The conversation shifts towards simplifying the sales process to make it easy to understand, teach, and implement.
Setting Realistic Goals and Expectations (05:08 – 07:00): Sean stresses the necessity of setting achievable goals that reflect the company’s operational capabilities and strategic direction.
Operational Alignment with Sales Targets (07:01 – 09:00): The discussion touches on ensuring operational capabilities can support the sales targets set.

Key Quotes

Sean (01:44): “Just like when you’re planning your vacation, you kind of have to make sure everybody understands that we are going to get on a plane on this date, at this time.”
Kevin (03:01): “People spend more time thinking about their vacation than they do about their sales strategy. And that’s a miss, but it’s one that we can quickly and simply fix.”

Summary

In this enlightening episode, Kevin and Sean draw an engaging analogy between planning a vacation and formulating a sales strategy. They emphasize the importance of clear goals, alignment across the organization, and simplicity in execution. The hosts share personal anecdotes and decades of sales leadership experience, demonstrating how thoughtful planning can lead to predictable and successful sales outcomes. Tune in to gain actionable insights that could transform your approach to sales strategy. Download this episode of “Two Tall Guys Talking Sales” on your favorite podcast platform today, and don’t forget to subscribe for more valuable discussions!

To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

Building a High-Performing Sales Team: The Benefits of Recognizing Effort and Results in Sales Meetings

By Sean O'Shaughnessey

Sales drives the engine of any B2B business. Enhancing sales strategies and management capabilities is crucial to success for salespeople, sales managers, and CEOs of small companies. One aspect of this involves rewarding effort and results during sales meetings. This practice motivates the sales team and encourages them to strive for better performance.

Salespeople are naturally competitive and driven, but they also appreciate recognition. While a paycheck is important, it’s also essential for salespeople to feel valued and appreciated for their efforts. This recognition can come in various forms, from verbal praise to tangible rewards. It’s important to remember that recognition should not be limited to monetary rewards. The simple act of acknowledging someone’s hard work and contributions can be incredibly motivating.

A sales meeting is an opportune moment to recognize and reward your sales team’s efforts. It’s not just about discussing targets and strategies; it’s also a chance to celebrate successes, however big or small. These meetings can be used as a platform to highlight the best practices and strategies employed by the team members, fostering a culture of learning and improvement.

Every salesperson has a unique approach and strategy. If nothing else, they experiment with different ways to share the benefits of their product or ask a particular discovery question. By sharing these individual successes or failures during meetings, sales teams can learn from each other, thus promoting a collaborative and supportive environment. The sales leader may prompt these discussions, but the actual learning comes from the experiences and strategies the salespeople share.

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Two Tall Guys Talking Sales Podcast – Preparing Salespeople for Success: A Deep Dive with Steve Caton – E96

By Sean O'Shaughnessey

Join hosts Kevin Lawson and Sean O’Shaughnessey as they welcome back Steve Caton for another insightful episode of “Two Tall Guys Talking Sales.” This week, they delve deeper into the world of part-time salespeople, discussing the essential tools, traits, and strategies that make them highly effective for businesses. Whether you’re a CEO, sales leader, or aspiring salesperson, this episode is packed with valuable advice and actionable tips.

Key Topics Discussed:

Preparing Part-Time Salespeople for Success (00:00:24): Steve Caton outlines the key factors in readying salespeople for part-time roles, emphasizing the importance of adaptability, trust-building, and research.
Traits of Effective Part-Time Salespeople (00:04:16): Discover the personality traits and experience levels that Steve looks for when recruiting part-time salespeople, including adaptability, organizational skills, and systematic approaches.
Measuring Success and Setting Expectations (00:07:22): Kevin and Steve discuss how to set and measure success metrics for part-time salespeople, focusing on sales activity and CRM usage.
Transitioning from Part-Time to Full-Time Salespeople (00:10:18): Learn about the process and considerations when a company is ready to transition from part-time to full-time sales roles.
Differentiating from Appointment Setting Services (00:11:58): Steve explains how his company focuses on the closer role, highlighting the need for leads and the differences from traditional appointment-setting services.

Key Quotes:

Steve Caton (00:01:46): “The salesperson needs to have shown that they’ve actually done some research on the company like they actually know about the business before they step in and start having the first conversation with the business owner.”
Sean O’Shaughnessey (00:03:26): “Every salesperson that’s looking for a job needs to be able to do those things as well. You need to say, I add value. I know I’m going to ask questions. I’m trying to learn the backstory of the company.”
Kevin Lawson (00:07:22): “How do you measure the success of a new salesperson that you’ve plugged into one of your first customers? What’s the dialogue there?”

Summary:

This episode of “Two Tall Guys Talking Sales” is a must-listen for anyone interested in the dynamics of part-time sales roles and how they can significantly impact business growth. Steve Caton shares his expertise on preparing salespeople, measuring their success, and transitioning them into full-time roles. With practical advice and real-world examples, this episode offers a comprehensive guide for sales leaders and business owners aiming to optimize their sales strategies. Tune in now to learn from the best and take your sales team to the next level!