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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!

Two Tall Guys Talking Sales Podcast – Mastering the Sales Process: The Cost of Skipping Steps – Episode 51

In this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey delve deep into the intricacies of the sales process. Sean opens up about his impatience with time-wasting and the challenges he’s faced with sales reps skipping crucial steps in the sales process. Kevin emphasizes the importance of understanding why steps are skipped, whether it’s due to reluctance or irrelevance. Both hosts stress the significance of aligning the sales process with… Two Tall Guys Talking Sales Podcast – Mastering the Sales Process: The Cost of Skipping Steps – Episode 51

Six of Spades: Defining your corporate sales strategy: Segmenting Target Market: Categorize potential clients to tailor strategies effectively.

The Art of Tailoring Sales: Why Market Segmentation Matters Embark with me on a journey across the sprawling business landscape, an expanse echoing with the cacophony of countless potential clients. As vast as this sounds, CEOs and sales leaders quickly recognize a fundamental truth: their offerings aren’t for everyone, no matter how exceptional. The cost of gaining any customer, regardless of that prospect’s business, location, or specialty, risks the profitability of selling to them all.… Six of Spades: Defining your corporate sales strategy: Segmenting Target Market: Categorize potential clients to tailor strategies effectively.

Two Tall Guys Talking Sales Podcast – From Salesperson to Trusted Advisor: The Art of Problem Solving – Episode 50

Dive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O’Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn’t just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: Key Quotes: Additional Resources: In this enlightening episode of “Two Tall… Two Tall Guys Talking Sales Podcast – From Salesperson to Trusted Advisor: The Art of Problem Solving – Episode 50

Five of Spades: Defining your corporate sales strategy: Setting Clear Sales Objectives and Goals: Establish targets to drive sales team efforts.

Crafting a Resonant Sales Symphony: The Power of Clear Objectives and Goals In the vast ocean of corporate strategy, the sales department functions much like a ship’s heartbeat, rhythmic and essential, setting the pace for the vessel’s journey. But what, or who calibrates this pulse? How do we ensure that this heart doesn’t race uncontrollably or, worse, skip a beat? CEOs and sales managers would concur that the answer is embedded in well-articulated sales objectives… Five of Spades: Defining your corporate sales strategy: Setting Clear Sales Objectives and Goals: Establish targets to drive sales team efforts.

Two Tall Guys Talking Sales Podcast – Beyond the Pitch: How Trust and Personal Brand Shape Sales Success – Episode 49

Join hosts Sean O’Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today’s market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success. Key Topics Discussed: Key Quotes: Additional Resources: In a world where trust is paramount, Kevin and Sean highlight… Two Tall Guys Talking Sales Podcast – Beyond the Pitch: How Trust and Personal Brand Shape Sales Success – Episode 49

Four of Spades: Understanding your client’s business: Analyzing Customer Goals: Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings.

Crafting the Perfect Sales Strategy: Understanding the Competitive Landscape In the world of sales, understanding the competitive landscape is as vital as the seasoned chess player’s ability to predict their opponent’s moves. Think of the business landscape as a grand chessboard. Each company, akin to a player, tactically moves, adjusts to threats, and seeks positions of influence. These moves signify their strategy, and a crucial part of this strategy revolves around their competitive dynamics. For… Four of Spades: Understanding your client’s business: Analyzing Customer Goals: Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings.

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you’re listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in… Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

The Art of Tailored Sales: Aligning with Customer Goals In the sophisticated arena of modern business, it’s essential to view sales as less of a transaction and more as an art form akin to bespoke tailoring. Visualize the meticulous process a tailor undertakes: measuring every contour, considering every preference, and ultimately delivering a piece that feels personal and perfect. This analogy is apt for sales professionals who prioritize understanding their clients’ distinct goals, like crafting… Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Dive deep into the world of competitive analysis with Kevin Lawson and Sean O’Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it’s not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game. Key Topics Discussed: Key Quotes: Additional Resources: Summary:In the competitive realm… Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47