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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!

Turning Competition into Opportunity: A Guide for Success in Sales

Competition in B2B sales isn’t your enemy. It’s your greatest catalyst for growth and innovation in today’s dynamic market landscape. Have you considered how viewing competitors as opportunities rather than threats could transform your sales approach? Let me show you why this mindset shift matters for your bottom line.

Think beyond the obvious when identifying your competition. Your real rivals aren’t just companies selling similar products or services. They’re anyone competing for your prospect’s budget allocation. This includes businesses offering solutions with capabilities or price points different from yours and other priorities within the prospect. The competitive landscape extends far beyond your direct market segment.

The most formidable opponent often lurks in the shadows of customer inertia. This “no-decision” competitor manifests as your prospect’s resistance to change. It’s the comfort zone that whispers, “Maybe later,” or “What we have works fine.” Understanding this psychological barrier is crucial for your sales strategy.

You need a systematic approach to analyzing and outmaneuvering your competition. Start with an honest assessment of your position in the market. What unique value do you bring to your customers? Where do you consistently outperform others? This self-awareness forms the foundation of your competitive strategy.

Know your competition inside and out. Study their strengths, weaknesses, market positioning, and customer relationships. Your competitive analysis must go deeper than surface-level observations. Map out how their strengths align with your weaknesses. This intelligence helps you craft more compelling value propositions and sales approaches.

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From Micro-Manager to Leader: Fostering Growth in Your Sales Team

Are you unknowingly sabotaging your sales team’s success? The answer might surprise you. The actual cost of micromanagement extends far beyond immediate productivity concerns.

Trust forms the bedrock of every high-performing sales organization. Yet many sales leaders unconsciously undermine this foundation through micromanagement. You’ve seen the signs – constant check-ins, questioning every decision, and hovering over your team’s shoulders. The culture you’ve worked so hard to build is slowly eroding.

Your best salespeople are leaving. Team morale is plummeting.

Let’s be clear about what constitutes micromanagement in sales. It’s not about being involved or interested in your team’s work. The real issue emerges when you start dictating every move and creating an atmosphere of constant surveillance.

Consider the cost of replacing top sales talent in today’s market. Beyond the substantial financial investment, you’re losing institutional knowledge and client relationships. Your organization can’t afford this drain on resources, and the impact reverberates throughout your entire sales ecosystem.

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Two Tall Guys Talking Sales Podcast – From Microphones to Mountains – Reflecting on 100 Episodes of Sales Wisdom – E100

Join hosts Kevin Lawson and Sean O’Shaughnessey in this milestone 100th episode of “Two Tall Guys Talking Sales.” They take a nostalgic trip down memory lane, revisiting the evolution of their podcast from simple LinkedIn live events to a thriving sales discussion platform on Spotify and Apple Podcasts. They delve into their personal growth, the transformative insights gained, and the invaluable lessons they’ve shared across 100 episodes. Key Topics Discussed: Key Quotes: Additional Resources: Previous… Two Tall Guys Talking Sales Podcast – From Microphones to Mountains – Reflecting on 100 Episodes of Sales Wisdom – E100

Two Tall Guys Talking Sales Podcast – From Process to Performance: Elevating Your Sales Game – E99

Join hosts Kevin Lawson and Sean O’Shaughnessey as they edge closer to their milestone 100th episode, diving deep into the critical components of a successful sales organization.  Episode 99 zooms in on the third pillar: “Process.” Kevin revisits his iconic saying, exploring the significance of a repeatable sales process and the consequences of lacking one, framed by rich personal anecdotes and professional insights.  Don’t miss this episode packed with practical advice on refining your sales… Two Tall Guys Talking Sales Podcast – From Process to Performance: Elevating Your Sales Game – E99

Two Tall Guys Talking Sales Podcast – The Art of the Hire: Crafting a Winning Sales Team – E98

Join hosts Kevin Lawson and Sean O’Shaughnessey on this revealing episode of “Two Tall Guys Talking Sales” where they dive deep into the intricacies of hiring and motivating sales teams. Whether you’re a solopreneur or heading a growing business, this episode delivers crucial insights into creating a robust sales force to propel your business forward. Key Topics Discussed Key Quotes Additional Resources Summary In this episode, Kevin and Sean tackle the often-overlooked but vital elements… Two Tall Guys Talking Sales Podcast – The Art of the Hire: Crafting a Winning Sales Team – E98

Two Tall Guys Talking Sales Podcast – Destination Success: Mapping Your Sales Strategy with Precision – E97

Join hosts Kevin Lawson and Sean O’Shaughnessey as they dive into the intricacies of sales strategy, drawing parallels to planning a family vacation. As we edge closer to our 100th episode, this session unpacks why having a well-documented and aligned business plan is crucial—akin to knowing your vacation destination to ensure everything goes smoothly. Whether you’re a business owner or a sales professional, this episode provides vital insights into simplifying and aligning your sales strategy… Two Tall Guys Talking Sales Podcast – Destination Success: Mapping Your Sales Strategy with Precision – E97

From Crisis to Control: Managing Expectations in Sales Leadership

The concept of “managing up” emphasizes the importance of aligning a sales team’s objectives with the expectations of upper management. This approach is particularly crucial during periods of sales turnaround, where the usual metrics might falter and innovative, agile responses are required. “Managing up” involves treating higher management as an internal customer whose needs must be understood and met with the same diligence as those of external clients. For sales leaders, this means crafting a… From Crisis to Control: Managing Expectations in Sales Leadership

Strategizing Success: A Small Business Guide to Sales Mastery

Understanding the intricacies of sales plans, processes, and methodologies is beneficial and crucial for sustained growth and success in B2B sales. This deep dive offers invaluable insights for salespeople, sales managers, and CEOs of small companies looking to refine their sales strategies and enhance management capabilities. A sales plan is more than just setting targets; it’s about crafting a roadmap to market success, focusing on who you’re engaging with and the value you bring to… Strategizing Success: A Small Business Guide to Sales Mastery

Ten of Spades: Addressing Salesperson Underperformance: Identifying Training Needs: Recognize areas for skill development to boost performance

Elevating Sales Performance: Why Targeted Training is Non-Negotiable Visualize your sales team as a high-performance sports car: every part is intricately designed to maximize output and speed. When one part fails or underperforms, the entire machine is impacted. An underperforming salesperson isn’t just a localized problem; their performance deficit has a cascading effect on the entire team and, by extension, the organization. It’s critical to realize that top-performing salespeople—let’s call them the eagles of the… Ten of Spades: Addressing Salesperson Underperformance: Identifying Training Needs: Recognize areas for skill development to boost performance