Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Sailing Through the Business Sea: The Imperative of Understanding Client Industries

In the intricate dance of sales management, salespeople often become profoundly attuned to their own products, services, and performance metrics. However, they sometimes lose sight of an elemental cornerstone: genuinely understanding the client’s business. This omission is akin to a sailor venturing into the sea without comprehending its currents and tides. A lack of this depth of knowledge can lead one astray, making the voyage uncertain and potentially perilous.

Let’s start with an underlying principle: triumph isn’t simply about the merit of your product or service in the sales ecosystem. It’s intricately tied to the bigger picture of your client’s sector, their unique requirements, and inherent challenges. For instance, a physician would never recommend a new drug without an exhaustive assessment. Similarly, a sales maven should not provide solutions without a comprehensive grasp of the client’s operational goals and challenges.

Picture the world of commerce as a sprawling symphony with its distinct sections – finance, technology, health, entertainment, and more. Introducing a novel element into this setting without recognizing its intended cadence and synchronization is like striking a discordant note amidst a harmonious performance.

Moreover, the essence of industries is not static. They’re akin to living entities, evolving and reshaping, influenced by many external dynamics. Remember the challenges of supply chains a few years ago during the global pandemic crisis, which was disruptive to nearly every industry. Reflect on the tech sphere, where an innovation leap of merely 10% can redefine market paradigms. Or ponder the fashion industry, where trends can instantly pivot demand dynamics. This underlines the paramount significance of monitoring industry currents. It’s about envisioning not just the present but anticipating the future trajectory. And this foresight isn’t just academic—it’s a tangible asset sculpting sales tactics, product innovations, and client dialogues.

With each industry wave comes a plethora of challenges and windows of opportunity. A sales expert attuned to these modulations can craft proactive strategies. For instance, if insights indicate a surging trend of telecommuting in a domain, a firm dealing in office essentials might transition towards catering to home office needs. The fulcrum here lies in actionable strategies. Recognizing a shift is the starting line. The finish line? Crafting aligned strategies saying, “We recognize your industry’s transition, and our solution is primed to cater to it.”

To the CEOs, sales leaders, and organizational vanguards heeding this narrative, the takeaway is obvious: arm your sales brigades with the arsenal to perpetually decode industry waves. Foster a culture of perennial learning through seminars, journals, or deep-dive analytical sessions.

The commercial realm doesn’t exist in isolation. A ripple in one segment can cascade through others. By ensuring your salespeople are enlightened about their relative industry and the overarching market landscape, you elevate them, and consequently, your enterprise, to a pedestal of relevance, cognizance, and adaptability.

Truly grasping your client’s domain transcends the immediate deal. It crafts enduring alliances, painting you as an ally, not merely a supplier. Demonstrating to a client your intrinsic understanding of their industry’s intricacies, evolutions, and potential paths carves an indelible impression. It resonates with the ethos, “As your domain transitions, we remain with you, presenting apt solutions at every juncture.”

In the fluctuating oceans of commerce, let profound insight and cognition be your navigating star, directing you toward triumph, pertinence, and perennial collaborations.


August Newsletter

August Newsletter

I hope you enjoy my August Newsletter

I hope you enjoy my August Newsletter

Published: Tue, 08/15/23


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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Two Tall Guys Talking Sales Podcast – Mastering Mid-Year Reviews: The Sales Perspective – Episode 35

Two Tall Guys Talking Sales Podcast – Mastering Mid-Year Reviews: The Sales Perspective – Episode 35

In this enlightening episode of “Two Tall Guys Talking Sales,” Sean O’Shaughnessey and Kevin Lawson delve into the fundamental aspect of setting clear expectations in sales, mirroring the way parents do with their children. With mid-year reviews around the corner, it’s time to reflect, analyze, and readjust your sales strategies.

Kevin starts with a compelling anecdote about his childhood bedtime routine to explain the critical importance of clear communication and setting expectations. The duo emphasizes that salespeople and leaders must carry the same burden to ensure success. They then transition into discussing data, people, and customers, shedding light on how they interplay in the sales ecosystem.

Sean broadens the conversation to the art of adaptation and how market changes could necessitate mid-year modifications to sales processes. This aspect is brought into sharp focus with the unprecedented disruptions caused by the Covid-19 pandemic. Both hosts agree on the necessity of data-informed decision-making, underlining the importance of balancing past performance with future potential. They delve into the aspects contributing to understanding a customer’s potential, including market changes and various environmental factors.

Kevin and Sean also touch upon the essentiality of upskilling the sales team, the significance of coaching, and the benefit of taking a hard look at individual performance. The conversation concludes with a detailed discussion on data analysis, with both hosts advocating for leveraging your CRM system for a thorough assessment of your sales process, the documentation, and the distribution of deals.

So, whether you’re a seasoned salesperson or new to the game, this episode is filled with vital insights that you can incorporate into your sales strategy, setting you up for success in the latter half of the year.

May Newsletter Featuring Information About Fractional Executives

May Newsletter Featuring Information About Fractional Executives

March Madness Teaches Us Great Coaching Techniques

March Madness Teaches Us Great Coaching Techniques

March Madness teaches us great coaching techniques

March Madness teaches us great coaching techniques

Published: Tue, 03/14/23


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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Two Tall Guys Talking Sales Podcast: Why Should a Company Assess Its Practices in Sales?

Two Tall Guys Talking Sales Podcast: Why Should a Company Assess Its Practices in Sales?

In this podcast, Kevin and Sean discuss why it is important for companies to assess their sales plans and processes. They explain that having a sales plan is about more than just setting quotas and involves figuring out how to bring value to the customer. It is also important for smaller businesses that are transitioning from founder-led sales organizations to have an assessment to build the right infrastructure. The conversation also touches on how CEOs should still be involved in customer conversations regardless of company size and that competition, complacency, and consistency should all be considered when assessing one’s own organization. Lastly, they invite listeners to reach out with any questions they may have about creating a great sales organization.

You can subscribe to our podcast by searching in your favorite podcast player for “Two Tall Guys Talking Sales,” or you can listen to the embedded version here.

The following is a transcript of the podcast above. It has been sparsely edited to increase its readability, but many of the idioms and poor spoken grammar have been left in place. Fireflies.ai automatically generated the transcription, and, as capable as that product is, there are times when words are missed or the sentence structure is incorrectly interpreted. We have tried to catch all of these software misses, but we are confident that some still remain. The below text is provided for those that would rather read than listen to a podcast.

 00:00

Kevin Lawson

Hello, and welcome to Two Guys Talking Sales. I’m Kevin. 

 00:06

Sean O’Shaughnessey

And I’m Sean. 

 00:08

Kevin Lawson

We’re glad you’re here. In this podcast, we’ll tackle real sales issues big and small for salespeople selling situations and sales leadership. We’ve collectively built successful careers around the problems and solutions used in B2B selling, from software to services, manufacturing, and distribution. We have sold to and for many of the world’s most recognized brands as well as some you’ve never heard of. For roughly the next 15 minutes, we invite you into our world of experience, where we’ll take one issue and dig into it so you might have a solution for when you encounter a similar situation in your career. Let’s dive in. Sean, what are we talking about tonight? 

 00:48

Sean O’Shaughnessey

Kevin, we should discuss why a company should assess its sales plan, process, and methodologies. How about that? 

 00:57

Kevin Lawson

Sounds Good. Maybe we should start by asking, “What are a sales plan, system, and methodology.”

 01:03

Sean O’Shaughnessey

That makes sense to me. Do you want to start? Go Ahead.

(more…)