Category: Newsletter

It is time for March Madness! I hope that your favorite team wins.

In addition to doing a bracket pick, you may want to consider supporting a charity. Two of my adult children do a squares-based (i.e., total luck – no basketball knowledge required) contest that raises money for kids with life-threatening diseases. Last year, they raised about $3,000 to support Make A Wish and Cincinnati Children’s Hospital. If you are interested, drop me a note, and I will introduce you to my children.

There are a lot of parallels between sports and sales. The one parallelism I want you to watch during the games is the number of times a coach substitutes himself into the game to score the winning free throw.

It never happens.

During a game, a coach will only coach. But in practice, that coach is on the floor helping the player improve their skills – lining up their shoulders and elbows, positioning their feet, etc.

The same thing should be true in sales; sales leaders should be helping the sales team improve skills so that they can flawlessly perform during the game (sales call).

If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

[email protected]

513.348.8700

Drive New Sales
In Your Company

March 2023

Are You A Player, Or A Coach?

March brings March Madness. March Madness is the college basketball tournament where the 64 teams battle to find out who is the best college basketball team of the season.

While you are watching your team this year, I would like you to learn a lesson that every basketball coach has had to learn. The easiest way to learn this lesson is to do a little analysis. I would like you to count the number of times when the game is tight, one team is on the free-throw line, and the coach makes a substitution – himself.

Yes, count the number of times the coach doesn’t trust the player he has been coaching all season and puts himself on the line to make that winning shot.

I can already tell you the number: ZERO.

During a game, the coach can rant, rave, coach, and cajole, but he cannot play the game. He has to trust that the athletes he has coached all season will take his instruction, remember the skills they have practiced, and execute those plays as they were taught.

This doesn’t happen in sales. It is almost commonplace for the coach (the sales manager) to step in and drive the conversation. He puts his athlete, whom he has been coaching perhaps for years, on the bench.

So, let’s explore what would happen if suddenly you were required to stay on the sidelines while you watched your salespeople sell, and it was impossible for you to take over the sale.

First, you would need to become a much better communicator of the behaviors you want from your salespeople. You would quickly discover that vague concepts like “digging deeper” and “doing your homework” doesn’t get you predictable results on the playing field. You would notice that your team performed much better if you got specific about the behaviors you wanted to see. The exact question you want them to ask the client. The specific way you want a proposal to read.

And as you become more transparent and more precise in describing the behaviors you want from your sales team, you will likely want to observe those behaviors in practice. So there would likely be a dramatic increase in time spent rehearsing. The sales meetings would probably start looking like team practices. The one-on-one sessions would likely become individual clinics.

And what do you figure would be the content of the practices? I’ll bet you there would be a constant review of the fundamentals.

The late Dean Smith would practice the last two minutes of a game over and over and over. He would set up a scenario in which the team was nine points down, and they had two minutes to turn the game around. With every practice, his team became more and more competent in the fundamental mechanics of winning.

Imagine a salesperson who goes out to make a presentation to a client. When she arrives, the client says, “Oh, that project we discussed is no longer our top priority.” Does she know what to do? Salespeople who haven’t practiced the fundamental selling process may not know how to pivot. They may not know that the appropriate response is to put aside the presentation they brought and begin a needs analysis. Fundamental behaviors can be practiced in the office over and over again.

I have more to discuss on this issue, so please jump over to my longer article linked here.

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is at 1605 Dana Ave. Cincinnati, OH 45207 (Just west of Listermann Brewing Co.).

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations and times of future meetings.

http://newsales.expert/2023/03/two-tall-guys-podcast-focus-on-one-or-two-key-topics-in-your-weekly-sales-meeting-episode-22/

Maximizing Sales Performance: The Power of Coaching

Business leaders know that the company’s success depends on their sales team’s performance. That’s why providing your team with the tools they need to improve their skills and achieve goals is crucial. Regular coaching sessions help your sales team grow and perform at their best.

Identify Areas of Struggle and Success

Coaching allows you to identify areas where sales team members are struggling; while recognizing areas of success. You help your sales team focus on growth areas by acknowledging what works well or needs improvement. This effort fosters a culture of continuous improvement and provides sales team members with the tools they need to be successful.

Be Specific and Constructive

It is essential to be specific and constructive when providing coaching and feedback and providing actionable feedback that focuses on particular areas for improvement. By focusing on specific areas for improvement, you can help your sales team make changes to improve performance.

Provide Support and Guidance

Regular coaching and feedback sessions allow sales leaders to work closely with each sales team member, providing them with the guidance and support they need to improve their skills and achieve their goals. This coaching can include setting individual sales targets, providing training resources, and offering personalized support for each team member’s unique needs. By providing this support and guidance, you can help your sales team to succeed and contribute to the overall success of your business.

Regular coaching and feedback sessions are essential for improving the skills and performance of your sales team. By identifying areas of struggle and success, being specific and constructive in your feedback, and providing support and guidance, you can help your sales team achieve their goals and drive success for your small business. Remember, investing in your sales team is an investment in the future success of your business.

Two Tall Guys Talking Sales podcast

Please check out the weekly sales wisdom I share in my podcast, Two Tall Guys Talking Sales. The episodes are short and to the point covering one sales topic in about 15 minutes. The last two episodes are:

Focus on One or Two Key Topics in Your Weekly Sales Meeting

Your sales meeting should discuss the highest priority topics that require immediate attention. For broader issues, it is recommended to use other venues. To stay on point, it is important to control the agenda and flow of the meeting. Additionally, meeting minutes should be kept short and focused on action items to ensure that tasks are completed following the meeting.

To promote growth, discussing one or two topics deeply rather than many topics lightly is recommended. This will encourage open dialogue and feedback among team members, which can help to generate new ideas and insights. It is important not to play with new meeting tools until you are proficient to avoid wasting time.

Assigning specific tasks to individuals following each meeting is also essential to ensure that projects progress. Additionally, it is recommended to have a team member present at each meeting to learn leadership skills and be acknowledged for their contributions. Following these guidelines can make meetings more productive and focused, and the team can work together to achieve their goals.

Be Respectful – Start Team Meetings on Time, End on Time

Efficient and effective meetings are essential for the success of any business, and the EOS L10 meetings have become increasingly popular in recent times. It is important for all meetings to start and end on time, avoiding rewarding tardiness and respecting everyone’s schedule. It is crucial to address individuals who regularly arrive late in private. In addition, time management is key to ensuring that each topic is discussed within the allotted time frame, and sales meetings should be approached similarly to a sales call. By adhering to these guidelines, the sales department can increase productivity and achieve its goals promptly and efficiently.

http://newsales.expert/2023/02/two-tall-guys-podcast-be-respectful-start-team-meetings-on-time-end-on-time-episode-21/

All Two Tall Guys Talking Sales podcasts…

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
[email protected]
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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I hope that you enjoy my February Newsletter

February 16, 2023March 12, 2023 by soshaughnesseyNo Comments

I hope that you enjoy my February newsletter

Published: Thu, 02/16/23

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, I am a high school basketball official, but that season is wrapping up, so now I can focus on college basketball. My daughter will be doing a March Madness fundraiser to raise money for Make-A-Wish, so if you want to enjoy that game and help raise money for kids that have had a life-threatening disease, drop me a note, and I will forward her announcement.

Every year, Sales Xceleration puts out the State of Sales in SMB. This is a study of over 3,500 companies and how they are doing at generating revenue. As you will read later in this newsletter, 95% of company leaders grade themselves below average or worse. I will present this information analysis twice in the next two weeks. Both sessions are explained below, and I sincerely hope that you can join me for at least one of these sessions.

If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

[email protected]

513.348.8700

I help company owners realize the maximum value of their company by improving their revenue generation capability. To accomplish this, I help owners enhance their sales management, methodologies, processes, teams, and messaging.

Drive New Sales
In Your Company

February 2023

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 fantastic software startup company in the artificial intelligence industry. Their technology had roots in original research by one of the founders at MIT. I was connected to one of the founders, and he approached me to be his Fractional Vice President of Sales as they felt that their technology had progressed to the point that they needed to find early adopter customers.

It was a young company with a small client base and very little revenue, but it clearly understood its offering and the value it could deliver to new clients. I started the engagement with my standard discovery process to identify what value they were providing to their clients or prospective clients. We developed a target persona, and I helped them identify potential clients that fit their use cases.

As I worked with them, I learned more about their backstory. A significant chip manufacturer had wanted to buy the company just a few months earlier. The founders were eager to sell, but the parties couldn’t agree on a price and parted ways. The large chip manufacturer valued the company at about 75% of the valuation that the founders wanted. This offer reminded me of the popular TV show Shark Tank, where entrepreneurs try to arrange investments from 5 individual investors. They rarely agree at the beginning of the segment on the startup’s value; sometimes, they compromise, and sometimes they do not. In this case, the giant chip manufacturer didn’t see the value, just like the Sharks didn’t see the value of Ring.

The owners of my client did what any sound company executives would do. They pushed harder on their business to build its value. They realized that nothing drives the company’s value like revenue and pipeline, so they brought me in to help them.

Fast forward ten months after hiring me, and our pipeline, messaging, sales team, partnerships, and methodologies have improved dramatically. At this point, another chip manufacturer enters the picture and wants to acquire the company and its technology. But now everything in the company is more proven, and the risk is less for the acquiring company. The owners and the new acquiring company agreed quickly on the company’s value. The company was now worth 200% of what the founders initially thought just the previous year. The deal closed quickly and efficiently, with most employees finding great jobs at the new owner while some continued with new and exciting adventures.

New customers, pipeline growth, and team growth caused a dramatic increase in the company’s value. Undoubtedly, the software improved during that year, but much of that improvement was because of customer and prospect feedback. The new chip manufacturer thought the company was worth 267% compared to the previous suitor.

According to the Exit Planning Institute, 76 percent of business owners who sold their businesses profoundly regretted selling within a year. I contend that this is because they agreed to a Shark Tank deal which devalued their company. I think most feel they didn’t get the value out of the company they spent years, decades, or maybe a lifetime building. The solution is to have such a great sales engine that the buyer is begging you to take the offer. Small business owners need to build a sales engine that is so strong that multiple offers are coming in to buy the company. For a while in the US after COVID-19, selling a home commanded over-asking-price offers all over the nation. This seller’s market is the environment you need to create for your company if you want to exit the company in the next 3-5 years.

I help company owners realize the maximum value of their company by improving their revenue generation capability. I help owners enhance their sales management, methodologies, processes, teams, and messaging to accomplish this. Reach out to me so that I can help you maximize your company’s value the way I helped my former client.

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

As I explain elsewhere in this email, I am doing a special presentation for the Revenue Growth breakout session on February 23 at 3:30P. I will be presenting “The State of Sales for SMB in 2023 – How well are over 3,500 companies executing in the Sales Department?” This promises to be a great presentation and you really shouldn’t miss it!

Our next event is at Xavier Center for Innovation at 1605 Dana Avenue, Cincinnati, OH 45207.

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.

Register for this special event…

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

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 that small business owners or executives at small businesses do not know how to create a great sales organization, however …

… it is not okay for them not to fix it.

The reality is that most small business owners excel at many things. That is why they started their business. Perhaps, they are experts at:

manufacturing
design
software creation
operations
logistics

Or any of the hundreds of essential skills required to create a great company. But even though the small business owner is best-in-class in one or many of these disciplines, they still need to be better-in-class in producing or managing a sales organization.

It may be okay that the small business leader cannot create an excellent revenue generation machine. Still, it is not okay that they don’t address the problem. The company and all of the people working for the company (along with their families) depend on that company. The owner needs to fix this problem.

But it is very hard for the small business owner to fix this problem.

They may not be able to find or afford an executive to at least get the “Excellent” rating. Let’s face it, that type of executive is in very high demand by companies that are much larger than small businesses.

The solution, of course, is to look for a Fractional Sales Vice President to help them. I am here to help. I help company owners realize the maximum value of their company by improving their revenue generation capability. To accomplish this, I help owners enhance their sales management, methodologies, processes, teams, and messaging.

You can learn more about how small businesses are doing in generating revenue for their companies at two upcoming events.

If you are in Cincinnati, I will present on this topic at the Beers & Biz networking event on February 23. You can register for this event at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-451941468097 but make sure that you arrive at 3:30 (I start on time) and sign up for the Revenue Growth breakout session.

You can also watch Kevin Lawson and me go through the study’s highlights, explain why the various grades are a problem, and then offer potential solutions to the issues. Kevin and I will be presenting at a special session of our monthly CEO Workshop on March 1, and you can register at https://www.linkedin.com/video/event/urn:li:ugcPost:7027766861027008512/

The company owner may be unable to make a best-in-class revenue generation engine within the company personally, but that doesn’t mean the owner shouldn’t create one. Fractional executives are available to fill in the gaps in the expertise that exists within the company.

Special CEO Workshop: The State of Sales in Small Businesses

Gain insight into how small businesses are running their sales departments. Learn from the biggest mistakes in strategy, methodology, and processes as sales experts Sean O’Shaughnessey and Kevin Lawson walk through the latest data and give suggestions on how the CEOs of small companies can avoid these pitfalls and mistakes. This special workshop aims to give CEOs and company leaders the confidence they need to make improvements for their companies to grow.

You can register at https://www.linkedin.com/video/event/urn:li:ugcPost:7027766861027008512/ for this event which will be on March 1 at 10A ET.

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

I help company owners realize the maximum value of their company by improving their revenue generation capability. To accomplish this, I help owners enhance their sales management, methodologies, processes, teams, and messaging.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes, and accountability you need to create record-breaking growth. If the past has taught me anything, those who develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish you could be the preferred vendor for all your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
[email protected]
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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Happy New Year!

January 3, 2023March 12, 2023 by soshaughnesseyNo Comments

Happy New Year!

Published: Tue, 01/03/23

You can see the 12 video episodes here….

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 been for you. I do know your struggles in some cases, but in many cases, I do not.

My admonition is simply a recognition that constant improvement in life is one of the few resolutions we can truly keep. If every year is just a little better than the last, then our situation in life is improving.

However, this is often a time of year when emotions can get the better of some for many reasons. If you are ever in a situation where you need someone to talk to and don’t know where to turn, please do not hesitate to call me. It doesn’t have to be about my sales expertise or advice, but I can be an ear for your problems and maybe a shoulder to cry on.

I hope you enjoy the latest version of my newsletter, and I sincerely hope this new year is much better than the last for you and yours. If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

[email protected]

513.348.8700

Drive New Sales
In Your Company

January 2023

Start The New Year Strong

I recently published a video series on how to start the year strong for this new year.

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 in the videos were on what you can do between the holidays to be better at sales. The goal was to be better than you were. To improve on where you were from last year.

Salespeople and sales managers have long been responsible for driving organizational growth, but they can’t continue to do so effectively without evolving their strategies. To keep their organizations ahead of the competition, salespeople need to be aware of changes in customer demands, technological advances, and the buying behavior of today’s customers. Without staying tuned into these factors, they may find themselves without a job altogether because outdated methods can no longer deliver on expectations.

Your competitors are constantly trying to get better. In fact, your competitors might be watching my videos and reading my blog posts.

It can be daunting to keep up with the competition in today’s ever-changing business landscape. Every day, your rival companies are doing everything they can to get ahead—and you need to stay ahead of the game if you want your sales team to thrive. Whether it is finding new ways for lead generation or investing in better technology, the new year is a great time to improve your skills, strategies, and tactics.

There’s no way you do everything correctly. There’s always something you did wrong and could have done better.

Nobody ever played a perfect game of basketball. Nobody ever played a perfect game of football or tennis. And nobody ever had a perfect sales campaign, either.

Salespeople need to understand that sales campaigns always have room for improvement. With the dynamic sales process and ever-changing customer needs, salespeople must continuously revisit their sales tactics to improve results. Reviewing sales campaigns regularly and identifying areas where improvements can be made is essential. Learning from past mistakes and making the necessary adjustments will help salespeople achieve better success in their sales efforts and build confidence, giving them more motivation to reach higher goals.

You didn’t do everything correctly. You may have done it well enough to win the deal, but maybe you didn’t do it often enough. I challenge you to find one thing you will do better in sales this new year that you didn’t do last year. Try something new that you didn’t do last time, make it better, and be as professional in your sales career as possible.

Be successful, and have a great new year.

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is at Xavier Center for Innovation at 1605 Dana Avenue, Cincinnati, OH 45207, on Thursday, January 26, 2023, from 3:30 PM – 6:30 PM EST.

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations and times of future meetings.

Continue reading about personal motivation in Sales…

GIVE YOURSELF A TROPHY FOR BIG WINS

We all know that there are times in the selling process that are just plain frustrating for the sales team. The prospect may be asking questions that are very basic. Or the prospect may be making it difficult to create a positive relationship. Whatever the frustration, it is helpful to have a little extra incentive to motivate you through the tough times.

Think of a sprinter in a track and field event. The sprinter wants to win so that her team will get more points and win the event, but that is not the sprinter’s only motivation. The sprinter is also motivated to beat her personal best time. The sprinter is also motivated to beat her arch-rival in the lane beside her. The sprinter is motivated to hear the cheers of the crowd and the accolades of her teammates, friends, and family.

This personal motivation is used by the sprinter to fight through challenging practices. She visualizes winning the race when she is trying to do that last painful lift in the weight room. She visualizes the first place award when she practices her first three steps over and over for hours. She doesn’t visualize the team winning; she visualizes her personal win. It is the personal win that inspires the extra effort and sacrifice.

The sprinter’s job is to score more points for the team. That is why she is on the team. While she wants the team to do well, she also wants to do well and needs her own motivation. You are like the sprinter, and it is your job to sell your product. Selling the product keeps your company afloat and helps to employ all of the people in the company. Just selling the product and having your company do well may not be enough to fight through those challenging sales calls.

You should develop your personal win award. You may think that your manager should do this for you, but you cannot depend on others for your success. You need to create a personal win that will motivate you to push through those tough sales calls.

I suggest that the personal win is something that you greatly enjoy, but you can live without it on a daily basis. Set aside one activity that you will only do when you have won a deal of 5% or 10% of your annual quota. Once you have identified that win, never do it without closing a deal. It is your trophy activity.

I develop this concept more in the below article.

ATTN: BUSINESS OWNERS

YOU’RE INVITED

2023 PERSPECTIVES WITH GOLDMAN SACHS

We’d like to invite you to learn the 2023 perspectives presented by the Goldman Sachs Investment Strategy Group. This free webinar will focus on several top-of-mind areas for business owners, including:

The U.S. & Global Economic Backdrop
Inflation Outlook
Possible Recession Risks

Date: Thursday, January 12th, 2023

Time: 2:00 p.m. EST

Registration …

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
[email protected]
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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Season’s Greetings

December 7, 2022December 22, 2022 by soshaughnesseyNo Comments

Seasons Greetings

Published: Tue, 12/06/22

This Christmas, may you have:

Walls for the wind,
And a roof for the rain.
And drinks beside the fire,
Laughter to cheer you,
And those you love near you,
And all that your heart may desire.

Merry Christmas to you and yours

Sean

For many, this season is the favorite of the year. However, for some, it is a season that only gives loneliness and sorrow. If you are struggling, please give me a call, as I want you to know that you will always have someone to talk to if you call me and ask for help. My number is 513.348.8700.

Sean O’Shaughnessey

From your friends at

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
Sean@NewSales.Expert
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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November 2022 Newsletter: Drive New Sales In Your Company

November 10, 2022November 10, 2022 by soshaughnesseyNo Comments

I hope you enjoy my November newsletter

Published: Thu, 11/10/22

Click here to continue reading…

I hope that you enjoy my latest newsletter.

I am frequently asked by my clients as to the top traits they need to develop in their sales team. I wrote an article covering the top 10 traits of a successful salesperson. I hope that you enjoy it below.

Thanksgiving is right around the corner. I like to remind people how much we have to be thankful for every November.

You are reading this newsletter on a computer or phone, which means you have enough wealth to afford the device – already making you among the most wealthy people in the world.
Most people reading this newsletter have some type of degree after high school, meaning you are in the top 8% of the world’s population.
People with income exceeding $41,000 USD are in the top 3% of the richest people in the world.
Three billion people in the world live on less than $2 USD per day (please remember that when you are in line at Starbucks).

I am not saying the above to make you feel guilty but instead to make you feel thankful and gratitude for all of the blessings that have been bestowed on you.

We are entering the season of being thankful and giving. It is the time of family. Unfortunately, it is also the time when many people are sad because they feel they are missing out or they are missing a cherished loved one. If you find yourself feeling sad or lost during this season, please reach out to me so that I can help. I am not a trained therapist, but I am always willing to listen to a friend that is suffering and needs a helping hand. If you feel like you have no one to talk to, you should know that you can talk to me.

If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

Sean@NewSales.Expert

513.348.8700

Drive New Sales
In Your Company

November 2022

10 Reasons Why Top Salespeople Are Successful

Salespeople are the lifeblood of any company, but they are a unique breed of people. They are responsible for bringing in new customers and generating revenue. They often have to work long hours, put in extra effort, and make quick decisions that can either make or break the deal. It’s no wonder, then, that companies are always on the lookout for top salespeople.

But what makes a top salesperson? And how can you become one? Check out these ten reasons why top salespeople are successful. The list is not in any order as nearly all top salespeople do all of these things, and, in fact, they probably want to do each item even better than they currently perform the role.

Top salespeople do what they love to do
Top salespeople know precisely what they want
Top salespeople back their sales goals with perseverance
Top salespeople commit to lifelong learning
Top salespeople use their time well
Top salespeople follow the leaders
Top salespeople know that character is everything
Top salespeople use their natural creativity
Top salespeople practice the golden rule
Top salespeople pay the price of success

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

Since this is November and the 4th Thursday of the month is Thanksgiving, we are combining November and December, and the event will be on December 15. Please mark your calendars!

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is at Xavier Innovation Center at 1605 Dana Ave. Cincinnati, OH 45207 (Just west of Listermann Brewing Co.).

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.

Register for Episode 7 of Two Tall Guys Talking Sales…

Two Tall Guys Talking Sales

Kevin Lawson (Lighthouse Advisors) and I have been doing a series of video talks entitled “Two Tall Guys Talking Sales” since we are both well over six feet tall.

Not only are Kevin and I above average in height, but we have decades of experience. Combined, we have been in sales or sales management for almost 60 years. This is just one way that we are trying to give a little of our ‘school of hard knocks’ wisdom to you.

It has been a great experience, and we are getting rave reviews. Check out our latest episodes here: http://newsales.expert/category/two-tall-guys-talking-sales/

You can watch our next episode, Episode 7, live on Tuesday, 11/15, at 4:30P ET by registering with the button below.

CEO Workshop: Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth

On a regular basis, small and medium-sized businesses make mistakes that limit their growth. Join Kevin Lawson and Sean O’Shaughnessey as they discuss ways to break through the self-imposed glass ceiling of growth.

This will be a LinkedIn Live presentation. You can join us while we present or you can watch the recording.

Register here…

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
Sean@NewSales.Expert
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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October Newsletter: Drive New Sales In Your Company

October 11, 2022October 23, 2022 by soshaughnesseyNo Comments

– I hope that you enjoy my October newsletter

I hope that you enjoy my October newsletter

Published: Tue, 10/11/22

Continue reading to learn more…

I hope that you enjoy my October newsletter. As I write this, the weather is getting cooler, the leaves are changing colors, and football is everywhere. It is not surprising that this is the favorite season for many people.

Unfortunately, even though the weather might be pleasant, the economic news hitting us is not. Some prognosticators are saying that we are in a recession (and some are saying it is too early to tell). Regardless of the naming of our economic challenges, there is no question that inflation is causing many struggles, and the lack of employees to hire is exacerbating the economic woes of many.

It seems fitting that the focus of this newsletter is increasing the effectiveness of salespeople. I hope that the couple of articles that I reference are helpful. I also hope that some of the events I will be part of that I reference below allow you to learn a bit more about being effective and efficient with your sales strategies and processes.

I referenced football a couple of paragraphs up. Later in this newsletter, I will make the case that football is a great analogy for the responsibility of the sales team on new opportunities. I hope you enjoy that article.

I have some major news to share about some events later in this newsletter, so please scroll down to get that update. The Beers and Biz networking event is moving to another new location, and I don’t want you to go to the wrong place.

If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

Sean@NewSales.Expert

513.348.8700

Drive New Sales
In Your Company

October 2022

In-person vs. virtual selling: How modern sales teams can operate

The average cost of a face-to-face sales call is reportedly $250 – $500. With virtual sales calls, you can talk to your prospects for a much lower price. Virtual sales calls are an easy and inexpensive way to start building relationships and generating leads.

Virtual sales calls have become more and more popular in the past few years, especially during and now after the global pandemic. The most apparent advantage of virtual sales calls is that they can be conducted from anywhere and anytime. This means that companies can save office space while still conducting meaningful business conversations with customers and prospects. Salespeople can save time by using virtual sales calls to get on the radar of potential buyers or secure new leads.

Another advantage is the cost savings of not having a physical presence at an event or trade show. Virtual sales calls also offer a level of confidentiality.

There are some challenges with virtual selling, though, and I hope you read the full article linked in the button below.

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is at Xavier’s Center for Innovation at 1605 Dana Ave, Cincinnati, OH 45207. We will be at XCI on October 27 and December 15 (we don’t have a November event due to Thanksgiving), and if everyone likes the venue, we hope to have this be our permanent home for all of 2023.

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.

Continue reading to explore this concept…

Marketing and Sales is like football

In a complex B2B sale, the salesperson’s job is to enhance and personalize the marketing message for the buyer. The salesperson is supposed to deliver the information from the company to the decision-maker in a way that effectively shows the product and company in the best light for that particular prospect.

In American football, the quarterback and team don’t go straight down the field. They do a series of plays going left and right but always trying for a net forward position. Some plays will be a run to the left, a pass to the right, or a run up the middle.

Football is very analogous to a sales campaign. The amount that the player travels sideways doesn’t matter. It is only the forward progress that matters. The goal of the football team is to advance the ball to cross the end line, and it doesn’t matter if that is through the middle of the field or in either corner.

Your goal is the same as the football team. You are responsible for getting the ball into the end zone or, more accurately, for closing the order. In football, the offensive team has the goal of moving the ball down the field to the touchdown. They have this goal if they receive the ball on their 49-yard line. They also have this goal if they receive the ball on their 2-yard line. The goal doesn’t change based on the ball’s position on the field. It also doesn’t change for you based on the quality or source of the lead.

If this analogy sounds interesting to you, I hope that you will click the button below to learn more about how football strategy aligns well with sales strategy.

CEO Workshop: Manage The Networking Efforts Of Your Sales Team

We all understand that networking events are important to drive relationships that can be the foundation of sales success. Aside from tips on effectively networking, which are already prominent on LinkedIn, let’s discuss some training, tools, and expectations that managers can do to ensure their team is effectively networking and driving new sales.

This is a LinkedIn Live event, so please click the link below to register and attend. Even if you cannot make the specific date, by registering, you can watch the recording at your leisure.

Register for this live event…

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

Register to attend Beers & Biz…

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
Sean@NewSales.Expert
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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September Newsletter: Drive New Sales In Your Company

September 14, 2022September 27, 2022 by soshaughnesseyNo Comments

I hope that you enjoy my September newsletter

Published: Tue, 09/13/22

–

Fall is beginning to show up. The evenings are cooler, and the leaves have just a touch of color. More importantly, football has started so, at least for me, my weekends are spent constantly checking the latest scores.

I have two big events this fall that I hope you can participate in. The information is further down in this newsletter but Carter Varn, a fractional CIO, is joining me for a webinar on September 21. Also, the best networking group in Southwest Ohio has restarted in a new home, and that is on September 22. Scroll down a bit, and you will see registration information for both. I sincerely hope that you can join me.

I hope that you enjoy my latest newsletter.

Sean

—

Sean O’Shaughnessey

CEO and President

New Sales Expert LLC

Sean@NewSales.Expert

513.348.8700

Drive New Sales
In Your Company

September 2022

4 WAYS TO MAKE THE MOST OF YOUR TRAINING BUDGET

Every company wants its salespeople to be well-trained. After all, better-trained salespeople mean higher quality products and services, which leads to happier customers and increased sales. But with the training costs averaging $1,459 per salesperson, it’s important to ensure that your training budget is being spent in the most effective way possible. Here are four tips for getting the most out of your training budget.

Prioritize Your Training Goals
Invest in eLearning Programs
Use Technology to Your Advantage
Consider External Training Programs

To make sales training more effective, make sure you emphasize the points with effective role-playing.

You can explore this concept even more by reading the entire article by clicking the button below.

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Take Assessment Now!

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is September 22 at March First on Kemper Road.

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.

Do’s And Don’ts For Your Sales Kickoff

You are likely starting to think about your annual sales kickoff meeting. It is only about four months from when you are going to set the stage for all of 2023.

Having been in sales or sales management for over 37 years, I have seen at least 30 sales kickoffs, and I have seen the good and the bad.

Here are some of both that I have noticed over the years. If you click the “Continue reading” below, you will see a much long and exhaustive list.

Best Practices:

Bring clients in to share why and how they bought. Let your sales team understand what it’s like to be in your customers’ shoes. Have them share their buying journey.
Get the skills part of your training early in the event – tired minds don’t absorb. You don’t have to use this time for product training as it’s the easiest for reps to get a hold of that information. Try focusing on skills development early in your SKO and then product training.

Not Best Practices:

Don’t try to do too many activities – focus is the key. Focus on tying everything back to the main company goals and objectives for the year.
Don’t have leaders and reps in different sessions. This is the perfect time for each to gain new perspectives and learnings from each other. Being on the same page should be a part of your theme.

I list more pieces of advice in the article linked to the Continue reading button below.

CEO Workshop: Steps To Success in Project Implementation

Please join us on September 21 at 2P ET for our next segment of the CEO Workshop. In this segment, Kevin Lawson and Sean O’Shaughnessey are happy to have our guest speaker, Carter Varn!

Carter will be sharing his wisdom on project management with a presentation titled: Project Implementation: Steps To Success.

Register to learn from Carter here…

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales