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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 – Sales Mastery with Tom Daly: Transforming Newbies into Business Leaders – E80

Join hosts Kevin Lawson and Sean O’Shaughnessey on “Two Tall Guys Talking Sales” for another enriching episode, this time featuring the insightful Tom Daly from Focus Insights Group. Building on the momentum of our previous conversation in the last episode of Two Tall Guys Talking Sales, Tom delves deeper into the world of sales, sharing his expertise on nurturing new talent and guiding companies to refine their sales strategies for sustained success. Whether you’re a… Two Tall Guys Talking Sales Podcast – Sales Mastery with Tom Daly: Transforming Newbies into Business Leaders – E80

Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79

In this sports-oriented episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament’s structure and the season leading up to it offer valuable lessons for developing winning sales strategies. Key Topics Discussed: Key Quotes: Additional Resources: MEDDPICCC for sales strategy and the importance of opportunity qualification –… Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79

Elevating Product Knowledge: Creating Sales Growth in the New Year – Video 2 of the New Year Motivation Series

In today’s evolving business environment, continuous improvement of sales strategies is crucial. Comprehensive product knowledge and understanding the unique value of offerings are essential. Regular product training, client scenario practice, and creating a product FAQ are recommended. Tailoring conversations to decision-makers and integrating new features and client success stories can enhance sales effectiveness.

Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

This episode of “Two Tall Guys Talking Sales” is a must-listen for sales professionals seeking to start the new year on a strong note. With Paul Fuller’s insights on effective sales leadership, the importance of CRM tools, and the art of sales, listeners are equipped with valuable strategies to elevate their sales game. Whether you’re a seasoned sales leader or new to the field, this episode offers practical advice and motivation to achieve your sales goals in the upcoming year.

Elevating Your Sales Operations with New Sales Expert

My mission is to bridge the expertise gap that hinders many companies from scaling their operations to the desired heights. The core issue often resides within the sales sector of these organizations, and this is where my expertise becomes a game changer. Understanding the Challenge Many company owners, be they founders or inheritors of the business, come to a crucial realization at some juncture in their entrepreneurial journey. Despite their prowess in product development, manufacturing,… Elevating Your Sales Operations with New Sales Expert

Seven of Spades: Defining your corporate sales strategy: Creating Unique Selling Propositions (USPs): Define what makes your offering distinct and appealing to prospects.

Crafting the Beacon in Sales: The Art of Unique Selling Propositions (USPs) The challenge in the modern B2B marketplace isn’t merely about getting noticed but about leaving an indelible mark. For businesses navigating this complex market, the guiding light—their Unique Selling Proposition (USP)—is the deciding factor. But why is a USP so quintessential, and how does one etch it masterfully? Picture, if you will, an animated marketplace: myriad sellers, each echoing their offerings. Amidst this… Seven of Spades: Defining your corporate sales strategy: Creating Unique Selling Propositions (USPs): Define what makes your offering distinct and appealing to prospects.

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.

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.

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