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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!

Unlocking Your Company’s Potential: The Power of a Strong Sales Organization in Driving Revenue Growth and Boosting Valuation

A strong sales organization is the cornerstone of any successful business. The sales team serves as the company’s lifeblood, driving revenue growth and ensuring long-term financial stability. When a company prepares for a merger, acquisition, or public offering, having a strong sales team can translate into a higher valuation. 

A strong sales organization is the backbone of a thriving business, as it directly impacts revenue generation. When a company’s sales team is well-organized, well-trained, and motivated, they become more effective in closing deals and fostering relationships with clients. This increased effectiveness leads to more sales, ultimately resulting in higher revenues and profits for the company.

By investing in a strong sales organization, businesses can capitalize on opportunities and achieve maximum value. The best sales organizations have a proven track record of success. These teams have established a consistent sales process, streamlined communication channels, and aligned with the company’s overall business goals.

A successful sales team is crucial for driving revenue growth. The following factors contribute to a sales organization’s ability to increase revenues and profits:

  1. A clear sales strategy
  2. A process-oriented approach
  3. High-quality sales training and coaching
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Two Tall Guys Talking Sales Podcast – Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO – Episode 27

In this podcast, Kevin and Sean talk to Tim Warren, the founder, and CEO of Helium SEO. Tim talks about his background and how he got into sales. He discusses his experience building technical engineering-focused SEO and SEM campaigns for mid-size and enterprise clients. He also explains how his company has been able to drive higher ROI for its clients. Tim shares his leadership journey as a sales leader and how he has learned that… 

How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

Small businesses often find themselves at a disadvantage when competing with larger, well-established companies. However, they can still succeed. It requires them to think creatively and strategically and to develop unique approaches to win customers over. One approach small businesses can take is implementing the Fragment Sales Strategy. This approach is advantageous when small companies find themselves in David vs. Goliath-type sales campaigns, going up against larger competitors with more resources, references, and success stories.… 

March Madness Teaches Us Great Coaching Techniques

March Madness teaches us great coaching techniques Posts Subscribe March Madness teaches us great coaching techniques Published: Tue, 03/14/23 I hope that you enjoy my latest newsletter View the online version of this email. 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… 

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 where 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 that he has coached all season will take his instruction, remember the skills that 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.

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