B2B marketing

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!

Focused Marketing Strategies: Driving Revenue with Account-Based Marketing

by Sean O'Shaughnessey

One strategy that stands out for its targeted approach and efficacy in business-to-business sales is account-based marketing (ABM). This approach aligns marketing and sales teams to concentrate on specific, high-value accounts, ensuring tailored interactions that increase the likelihood of conversion. For salespeople, sales managers, and CEOs of small companies, understanding and implementing ABM can be pivotal in driving revenue and achieving substantial business growth. ABM centers on the identification and engagement of key accounts that… Focused Marketing Strategies: Driving Revenue with Account-Based Marketing

Boosting Business Performance: Integrating Sales and Marketing Efforts

by Sean O'Shaughnessey

The symbiotic relationship between sales and marketing is more crucial than ever. This dynamic duo drives the revenue generation engine, which is especially crucial when businesses are keen to set a positive trajectory. Marketing’s influence cannot be understated. It often shapes the business’s success months in advance. Strategies implemented by marketing today can significantly impact revenue streams later in the year. Therefore, it’s essential for sales and marketing to align and integrate their processes to… Boosting Business Performance: Integrating Sales and Marketing Efforts

Competitive Edge in Crowded Waters: Mastering Red Ocean Strategies for B2B Growth

by Sean O'Shaughnessey

In the lexicon of strategic business planning, the concepts of “Red Ocean” and “Blue Ocean” serve as metaphors to distinguish between different market dynamics characterized by the degree of competition. A Red Ocean symbolizes sectors with fierce competition, saturated markets, and businesses clash over a finite demand pool. The landscape is marked by aggressive price wars and incremental innovations as companies struggle to carve out and defend their market share. These are arenas where the… Competitive Edge in Crowded Waters: Mastering Red Ocean Strategies for B2B Growth

The Future of B2B Sales: Personalization through Account-Based Marketing

by Sean O'Shaughnessey

In today’s competitive B2B sales landscape, integrating account-based marketing (ABM) with named account strategies has emerged as a pivotal methodology for companies aiming to refine their sales and marketing efforts. This approach not only harnesses the synergy between sales and marketing teams but also paves the way for more targeted and personalized outreach to key accounts. As we delve into the intricacies of launching a named account strategy, it becomes evident that preparation, collaboration, and… The Future of B2B Sales: Personalization through Account-Based Marketing