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Skinned Knees Blog

What An MBA Didn’t Teach You About Sales

The sales profession is challenging. You need to work hard at it to succeed. You need to learn from the best. You need to improve your skills continuously. If you think you can sell since you are a hit at parties and have a lot of friends, you may soon find that you are a failure as a salesperson. Blunt truth:

because the sales profession is so hard, you have to focus on doing everything in sales very well, or you will be considered a failure.

I call this blog, Skinned Knees because I try to relate all of the learning that I have done over the past 4+ decades (while skinning my knees in the learning process).

I hope that you learn from my mistakes so that your business will grow!

Overcoming Ghosting and Other Modern Sales Challenges: A Proactive Approach

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

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: Key Quotes: Additional Resources: Previous… Two Tall Guys Talking Sales Podcast – From Microphones to Mountains – Reflecting on 100 Episodes of Sales Wisdom – E100

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

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

Navigating Through Sales Slumps: A Strategic Approach for Sales Leaders

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

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 Key Quotes Additional Resources Summary In this episode, Kevin and Sean tackle the often-overlooked but vital elements… Two Tall Guys Talking Sales Podcast – The Art of the Hire: Crafting a Winning Sales Team – E98

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

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

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

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

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!

Two Tall Guys Talking Sales Podcast – From Zero to Sales Hero: Steve Caton’s Strategies for Small Business Growth – E95

Don’t miss this enlightening episode with Steve Caton, where he shares invaluable advice on building a scalable sales infrastructure and the benefits of hiring part-time sales professionals. Whether you’re a business owner looking to strengthen your sales team or a sales professional seeking new strategies, this episode offers practical insights and actionable steps. Tune in next week for more in-depth discussions with Steve on creating successful sales organizations.

The Multifaceted Role of a CEO in a Sales-Driven Business Environment

In the business world, the role of a CEO extends beyond just leading the company. It involves taking responsibility for the sales environment, shaping the company culture, and setting the vision for the future. This is particularly important for small companies where the CEO may also be the primary salesperson or sales manager.

One of the critical responsibilities of a CEO in a sales environment is to address and resolve problems. When a client is dissatisfied, the CEO must apologize and take responsibility for the issue. This doesn’t mean placing blame but owning the problem and finding a solution. It is also essential to have a plan in place to prevent similar issues from recurring in the future.

In addition to problem-solving, a CEO plays a significant role in shaping the company’s culture. The company’s culture should reflect the core values that the CEO and the team believe in. These core values should guide the company’s actions and decisions. For example, suppose one of the company’s core values is extraordinary service. In that case, every team member, from the CEO to the junior account person, should strive to provide exceptional client service.

As a CEO, it is also important to be the company’s visionary. This includes setting goals and communicating these goals to the team. The vision should inspire and motivate the team to strive for excellence. It should also give a clear direction on where the company is headed and what it hopes to achieve.

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