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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!

Four of Spades: Understanding your client’s business: Analyzing Customer Goals: Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings.

Crafting the Perfect Sales Strategy: Understanding the Competitive Landscape In the world of sales, understanding the competitive landscape is as vital as the seasoned chess player’s ability to predict their opponent’s moves. Think of the business landscape as a grand chessboard. Each company, akin to a player, tactically moves, adjusts to threats, and seeks positions of influence. These moves signify their strategy, and a crucial part of this strategy revolves around their competitive dynamics. For… Four of Spades: Understanding your client’s business: Analyzing Customer Goals: Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings.

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you’re listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in… Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

The Art of Tailored Sales: Aligning with Customer Goals In the sophisticated arena of modern business, it’s essential to view sales as less of a transaction and more as an art form akin to bespoke tailoring. Visualize the meticulous process a tailor undertakes: measuring every contour, considering every preference, and ultimately delivering a piece that feels personal and perfect. This analogy is apt for sales professionals who prioritize understanding their clients’ distinct goals, like crafting… Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Dive deep into the world of competitive analysis with Kevin Lawson and Sean O’Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it’s not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game. Key Topics Discussed: Key Quotes: Additional Resources: Summary:In the competitive realm… Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Two Tall Guys Talking Sales Podcast – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: Key Quotes: Additional Resources: Don’t be a part of the 57% that remains oblivious… Two Tall Guys Talking Sales Podcast – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

In the annals of American business history, few stories are as captivating as the rise of McDonald’s, immortalized in the 2016 biographical drama film “The Founder.” The story of Ray Kroc, a struggling milkshake machine salesman who transformed a local drive-in into a global fast-food empire, is a classic tale of ambition, innovation, and, controversially, ruthless business acumen. However, behind the gripping narrative lies a valuable lesson for small businesses today. The McDonald brothers, Richard… The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

The Kaivac Impact: Harnessing Faith, Innovation, and Sales Excellence in the Cleaning Industry

Revenue and profitability have grown since Sean helped Kaivac develop a higher level of sales professionalism. Recent results have shown a dramatic increase in revenue and profitability. The sales and revenue growth have allowed the entire family of Kaivac to prosper. The Robinsons have always considered their employees an extension of their family. The company’s prosperity is passed along to team members through a bonus structure for the whole company. It all fits into the spirit of Kaivac. Bob Jr. says, “Our organization was built to have heart.”

Two Tall Guys Talking Sales Podcast – Creating True Value in Sales: Redefining Problems and Delivering Unique Solutions – Episode 41

In the age of readily available online information, a salesperson’s job is no longer just about conveying product details. It’s about building trust, understanding the root of the customer’s problem, and providing them with unique solutions. Join Kevin and Sean in this enlightening episode as they redefine the role of the modern salesperson and provide actionable insights to excel in the evolving sales landscape. If you’re ready to take your sales skills to the next level, this episode is a must-listen. Remember, sales success is not just about selling a product but also about being the value a buyer seeks.

Two Tall Guys Talking Sales Podcast – Breaking Growth Barriers: When Should CEOs Stop Leading Sales?– Episode 40

In this episode, Kevin and Sean break down the importance of implementing a well-structured sales team and the necessity for CEOs to delegate sales leadership. They highlight the risks of an owner-operator leading sales and how it can limit business growth. Using their experience and the wisdom of successful entrepreneurs, they provide valuable insights into creating a systematic, repeatable, and high-performance sales culture. So, if you’re an entrepreneur looking to streamline your sales process and drive your company forward, this episode of Two Tall Guys Talking Sales is a must-listen. You won’t want to miss it!

Two Tall Guys Talking Sales Podcast – Bridging the Sales and Marketing Gap: Mastering MQLs and SQLs – Episode 38

In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson delve into the crucial difference between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL). They explain how the two require different types of messaging and engagement and highlight the importance of refining the process of transitioning leads from one category to another. Key Topics Discussed Key Quotes Additional Resources This episode is a must-listen for those looking… Two Tall Guys Talking Sales Podcast – Bridging the Sales and Marketing Gap: Mastering MQLs and SQLs – Episode 38