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Sales Professionalism

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!

Keep Your Client’s Outcomes in Mind When Creating Decision Timelines

I regularly talk to my clients who have long and complicated sales processes regarding the need to adopt a Decision Timeline. These are known by many different names, but regardless of name, they are a list of action items that both companies need to check off either independently or mutually. This allows both the selling and buying teams to have a project plan to arrive at a decision to move forward with a financial transaction… Keep Your Client’s Outcomes in Mind When Creating Decision Timelines

Two Tall Guys Talking Sales Podcast – Building Trust and Credibility in Sales: A Conversation with Tom Daly – E78

Dive into the sales world with “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage candidly with Tom Daly from Focus Insights Group. This episode, rich with insights and anecdotes, peels back the layers of what makes or breaks sales strategies, highlighting the crucial elements of successful sales encounters. Join us as Tom shares his wealth of experience, offering invaluable advice to sales novices and veterans alike on how to excel… Two Tall Guys Talking Sales Podcast – Building Trust and Credibility in Sales: A Conversation with Tom Daly – E78

Two Tall Guys Talking Sales – Mastering the Art of Sales: Strategies to Outshine Your Competitors in 2024 – E68

In this episode of “Two Tall Guys Talking Sales,” Sean O’Shaughnessey shares invaluable insights from his book “Eliminate Your Competition,” guiding listeners through various sales strategies to outsmart competitors in 2024. Whether you’re a seasoned sales professional or new to the field, this episode offers a wealth of knowledge on approaching sales challenges creatively and effectively. Tune in to learn how to adapt these strategies to your sales style and set yourself up for a successful year in sales.

Two Tall Guys Talking Sales – Elevating Your Sales Game: Key Strategies for Pipeline Development – E66

In this episode of “Two Tall Guys Talking Sales,” Kevin Lawson discusses the critical aspect of building a new pipeline for business growth. He provides a comprehensive overview of the strategies and activities necessary for sales success, emphasizing the synergy between sales and marketing, the role of sales leaders, and the importance of a well-structured sales process. This episode is a treasure trove of insights for sales professionals looking to enhance their approach to sales and achieve their goals in the coming year. Don’t miss this opportunity to learn from the experts and elevate your sales game.

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.

Ace of Hearts: Joint sales calls with top management: Role-playing for Different Scenarios

Role-playing is a critical strategy for preparing for a sales call involving top management. It replicates the actual sales scenario, including realistic data and potential objections, allowing for feedback and strategy refinement. It also enhances the sales team’s ability to handle objections confidently and promotes active listening for better client engagement. Implementing role-playing as a standard practice serves multiple purposes such as aligning strategies among team members and enforcing a robust, collaborative framework that elevates the overall sales approach.

Two Tall Guys Talking Sales – Navigating B2B Sales Complexity – Insights from Membrain’s CRO Paul Fuller – E64

In this episode of “Two Tall Guys Talking Sales,” hosts Kevin and Sean, along with guest Paul Fuller, delve into transforming CRM systems into tools that genuinely enhance sales productivity. They discuss the integration of sales methodologies into CRM platforms, the challenges of complex B2B sales, and the crucial balance between leveraging technology and nurturing relationships in sales. This conversation is a must-listen for sales professionals seeking to optimize their CRM usage and enhance their sales strategies. Tune in for more insights, and join us again next week for another enlightening discussion with Paul Fuller.

King of Spades: Pre-Call Strategic Planning: Prepare in Advance to Present a United Front With Management During Sales Calls

Harmonizing Sales and Management: A Prelude to Success The intricate dance of a joint sales call, where the sales team and top management come together, can be likened to a finely tuned orchestra. Each member plays a distinct part, but harmony is only achieved when everyone is attuned to the same melody. As such, aligning the sales strategy with the expectations of top management is not just beneficial—it’s essential. Dissonance here can lead to a… King of Spades: Pre-Call Strategic Planning: Prepare in Advance to Present a United Front With Management During Sales Calls

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