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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 of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

Precision in Sales: Identifying Key Decision Makers Navigating the labyrinth of modern sales requires more than just a sharp understanding of your product. It requires clarity about your audience – the pivotal decision-makers who shape the trajectory of business deals. Drawing an analogy, consider a seasoned archer. The archer’s prowess is not merely in the pull of the bow but in the precision with which he identifies and hits the target. For those vested in… Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

Two Tall Guys Talking Sales Podcast – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: Key Quotes: Additional Resources: Don’t be a part of the 57% that remains oblivious… Two Tall Guys Talking Sales Podcast – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Sailing Through the Business Sea: The Imperative of Understanding Client Industries In the intricate dance of sales management, salespeople often become profoundly attuned to their own products, services, and performance metrics. However, they sometimes lose sight of an elemental cornerstone: genuinely understanding the client’s business. This omission is akin to a sailor venturing into the sea without comprehending its currents and tides. A lack of this depth of knowledge can lead one astray, making the… Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Two Tall Guys Talking Sales Podcast – Driving Sales Success: Why KPIs Are More Than Just Numbers – Episode 45

Get ready to unlock the secrets of mastering the sales game with Two Tall Guys Talking Sales! This episode delves into the nuances of key performance indicators (KPIs), their significance in measuring sales efficiency, and the art of mentorship among salespeople. Listen as our hosts Sean and Kevin uncover the analogy of KPIs and share insights about setting the right measures for salespeople at various career stages. Key Topics Discussed: Key Quotes: Additional Resources: With… Two Tall Guys Talking Sales Podcast – Driving Sales Success: Why KPIs Are More Than Just Numbers – Episode 45

August Newsletter

I hope you enjoy my August Newsletter Posts Subscribe I hope you enjoy my August Newsletter Published: Tue, 08/15/23 I hope that you enjoy my latest newsletter View the online version of this email. Football is starting at your local school and in the NFL. That used to mean that we were in Autumn, but now it means that we are simply in the dog days of summer. I hope the summer has been great… August Newsletter

The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

In the annals of American business history, few stories are as captivating as the rise of McDonald’s, immortalized in the 2016 biographical drama film “The Founder.” The story of Ray Kroc, a struggling milkshake machine salesman who transformed a local drive-in into a global fast-food empire, is a classic tale of ambition, innovation, and, controversially, ruthless business acumen. However, behind the gripping narrative lies a valuable lesson for small businesses today. The McDonald brothers, Richard… The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

Two Tall Guys Talking Sales Podcast – Sales Leadership Mastery: How to Coach, Not Micromanage, Your Team – Episode 44

In this engaging episode of Two Tall Guys Talking Sales, Sean and Kevin don’t just identify the problems associated with micromanagement but provide actionable insights and solutions for how to evolve into an effective leader. Whether you’re just beginning in sales or leading a team, their candid conversation will offer you strategies to avoid micromanagement, build trust within your team, and create a culture of success. Don’t miss this chance to learn from two seasoned sales veterans – tune in to this episode and take your sales leadership skills to the next level!

Two Tall Guys Talking Sales Podcast – Revamping Your Outbound Sales Approach: Value Proposition, Touch Points, and Tactics – Episode 43

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach’s importance, and persistence’s role in sales. You’ll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound sales.

Two Tall Guys Talking Sales Podcast – Three-Legged Stool of Sales Success: Networking, Direct Prospecting, and Customer Referrals – Episode 42

In the latest episode of Two Tall Guys Talking Sales, Sean O’Shaughnessey and Kevin Lawson provide a tactical guide to refueling your sales pipeline. Drawing on their extensive experience in the field, they share the intricacies of direct prospecting and networking-based prospecting. They stress the importance of balance and resilience in a successful sales strategy, using the metaphor of a three-legged stool to represent a robust sales structure. Listen in to gain valuable insights on trust-building within your network, effectively prospecting your existing customers, and crafting an efficient sales strategy. No matter where you are in your sales journey, this episode promises practical advice and strategies to help you boost your sales performance.

The Kaivac Impact: Harnessing Faith, Innovation, and Sales Excellence in the Cleaning Industry

Revenue and profitability have grown since Sean helped Kaivac develop a higher level of sales professionalism. Recent results have shown a dramatic increase in revenue and profitability. The sales and revenue growth have allowed the entire family of Kaivac to prosper. The Robinsons have always considered their employees an extension of their family. The company’s prosperity is passed along to team members through a bonus structure for the whole company. It all fits into the spirit of Kaivac. Bob Jr. says, “Our organization was built to have heart.”