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!

95% of Companies Ranked Themselves Below Average or Worse

by Sean O'Shaughnessey

Market share is an excellent indicator of the overall health of an industry. It can give valuable insight into the performance of other competitors in the same field. Still, it should not limit your approach to your sales strategy. In fact, the opposite is more accurate, as the world is your oyster if your market share is minuscule. As salespeople, we must remember that even if our market penetration is small, it’s still possible to… 95% of Companies Ranked Themselves Below Average or Worse

Two Tall Guys Talking Sales Podcast – The Role of a Salesperson in Their 1:1 Meetings With a Manager – Episode 19

by Sean O'Shaughnessey

In “The Role of a Salesperson in Their 1:1 Meetings With a Manager” podcast, the hosts, Sean and Kevin, dive into a salesperson’s crucial role in their one-on-one meetings with their manager. They discuss the importance of preparation and setting goals and objectives for the meeting while emphasizing the need to avoid micro-management. The podcast highlights the significance of tracking progress and updating managers on results and offers valuable tips on how to stay motivated… Two Tall Guys Talking Sales Podcast – The Role of a Salesperson in Their 1:1 Meetings With a Manager – Episode 19

95% of Small Business Say They are Below Average or Worse in Their Sales Performance

We are almost done tabulating the results for the grading of small businesses. Every year, Sales Xceleration asks the CEOs and owners of small businesses to grade themselves on how well their company is running its sales operations. Like last year, 95% of all companies couldn’t get to the “average” level of execution. But 2022 was worse than last year since more companies graded themselves as “Poor” rather than just “Below Average.” It is okay… 95% of Small Business Say They are Below Average or Worse in Their Sales Performance

Fractional Sales Leadership Increases the Value of My Client by 167%

A common question that I receive is about the value of adding fractional sales leadership to their company. I typically answer their concern with a story about one of my clients who had a fantastic experience and increased the company’s value by 167% in about 12 months. The true benefit of the efforts of fractional sales leadership is that revenue and pipeline will increase your company’s value. Several years ago, I was hired by a… Fractional Sales Leadership Increases the Value of My Client by 167%

Two Tall Guys Talking Sales Podcast – Manage the Expectations of Upper Management for a Sales Turnaround Effort – Episode 18

by Sean O'Shaughnessey

In this episode, Sean and Kevin discuss the struggle of a sales turnaround. It is important to define what a turnaround means for your specific sales department, as the definition may vary depending on the nature of the business, the industry, and the competitive landscape. Once you have a clear understanding of what constitutes a successful turnaround for your team, you can start outlining a plan of action that meets or exceeds the expectations of… Two Tall Guys Talking Sales Podcast – Manage the Expectations of Upper Management for a Sales Turnaround Effort – Episode 18

Two Tall Guys Talking Sales Podcast – Introduction to Account Based Marketing & Selling – Episode 17

by Sean O'Shaughnessey

Sean O’Shaughnessey recently did a CEO Workshop on Key Account (or Named Account) sales management best practices. In this episode, Kevin and Sean dig into one of the ancillary topics that wasn’t fully explored in that CEO Workshop.

Build a Path to More Sales

by Sean O'Shaughnessey

I was interviewed by Subkit. You can read the full article here: https://gosolo.subkit.com/new-sales-expert/, but they were nice enough to allow me to reproduce it here. Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Sean O’Shaughnessey, CEO and President of New Sales Expert, LLC., located in Mason, OH, USA. What’s your business, and who are your customers? I am a fractional Chief Revenue Officer.… Build a Path to More Sales

Start The New Year STRONG!

by Sean O'Shaughnessey

I published a video series on how to start the year strong for this new year. You can see the twelve video episodes here. If I summarize all the videos, the common theme is that you must try something new. If you don’t evolve, you lose. That should be your new year’s resolution for your business life: If you don’t evolve, you lose. Some suggestions were on what you can do between the holidays to… Start The New Year STRONG!

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