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:
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!
I hope that you enjoy my February newsletter Posts Subscribe I hope that you enjoy my February newsletter Published: Thu, 02/16/23 I hope that you enjoy my latest newsletter View the online version of this email. I hope that you enjoy my latest newsletter. While my beloved Bengals didn’t make it to the Super Bowl, they had a season to make their fans proud. The Super Bowl was an enjoyable game. As you may know,…
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…
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…
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…
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…
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.
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.…
Happy New Year! Posts Subscribe Happy New Year! Published: Tue, 01/03/23 I hope that you enjoy my latest newsletter View the online version of this email. HAPPY NEW YEAR! I sincerely hope 2023 is better for you and your family than 2022. I will often say or write a variation of the above line yearly. It is not uncommon for me to get a reaction implying I know how bad the previous 12 months have…
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…
As sales professionals, staying ahead of the curve is essential. You need to consistently leverage emerging trends and acquire new skills. The modern marketplace is ever-evolving, with dynamic demands and vast opportunities. By taking ownership of your personal growth in the industry, you can ensure that you have the necessary tools to continue succeeding as a salesperson. Adaptability is key—though it would be great if there was an easy formula for success that never changed,…