Skip to content

customer relationship management

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!

Differentiating Through Value: Mastering the Art of Consumable Sales

Navigating the competitive landscape of consumable sales calls for a thoughtful and kind-hearted approach. Salespeople, sales managers, and CEOs of small companies should remember that their role is about more than just making transactions. In a market where products often seem very alike in quality and price, what truly sets you apart is your ability to consistently show value. So, how can you create lasting relationships with your customers, even when many options are available?

Consider the analogy of fast-food giants like Burger King and McDonald’s. Both offer similar products, yet they each have a dedicated customer base. The key lies in creating a unique selling proposition that resonates with your target audience. 

As a salesperson, your goal is to become indispensable to your customers. This means transforming from a mere vendor to a trusted advisor who is deeply integrated into the customer’s business operations.

Become Part of Their Team

A critical part of this integration is understanding what a “gatherer” is. A gatherer is more than just an account manager. They build a close, almost inseparable bond with the customer. They become a trusted part of the customer’s team, often turning to them for advice and solving problems together. Building this kind of trust requires a genuine understanding of the customer’s business, enabling you to offer insights and solutions that extend beyond the products you provide.

In the realm of consumable sales, where products are used and replaced regularly, the salesperson’s value lies in their ability to maintain and continually grow the relationship. This involves not just selling a product but also selling yourself and your company. Your expertise, reliability, and ability to anticipate and solve problems become the key differentiators. When customers face challenges, they should instinctively think of you as the go-to person for solutions, regardless of minor price differences or delivery times.

To attain this trusted advisor status, you must focus on three core elements: 

  1. the product, 
  2. the company, 
  3. yourself. 

While the product and the company are essential, the most significant value often comes from you as the salesperson. Your ability to understand the prospect’s needs, guide their purchasing decisions, and challenge them to think differently about their business can set you apart from the competition.

Read the rest of the article…

Unstick Your Sales: The Importance of Understanding the Buyer’s Journey

It’s no secret that the dynamics between the buyer and the salesperson play a pivotal role in sealing the deal. The conversation often revolves around real sales issues, selling situations, and sales leadership. 

Let’s delve into a scenario. You’re selling to a beer industry manufacturer, and their first question is about your price. This immediate focus on cost might make you think this may not be a good prospect. However, it’s crucial to remember that you can’t be disrespectful or dismissive. As salespeople, it’s our job to work with what we have. 

In this situation, the salesperson has to conduct a discovery call and engage a subject matter expert to understand the prospect’s business process, adaptation, and conversion. Unfortunately, the interaction turned into a commodity exchange, with the buyer solely interested in the number of users and the price per user. 

This scenario illustrates a common challenge in sales: the sales and buying processes often need to align. How your Customer Relationship Management (CRM) system is set up may not necessarily mirror how the buyer decides. Therefore, figuring out how to sell more effectively based on the buyer’s journey is crucial. Understanding the buyer is discussed in great detail in my book Eliminate Your Competition, which is available wherever you buy books.

Read the rest of the article…

Two Tall Guys Talking Sales Podcast – The Four Pillars of Sales Success with Veteran Advisor Chris Goade – E89

Join Kevin Lawson and Sean O’Shaughnessey in this compelling episode of “Two Tall Guys Talking Sales,” featuring seasoned sales acceleration advisor Chris Goade. As a pioneer in the field from Dallas-Fort Worth, Chris brings a wealth of experience from top companies like Dr. Pepper, PepsiCo, and 3M. Delve into the intricacies of building effective sales processes and learn firsthand about the transformative power of structured sales strategies.

Key Topics Discussed

  • Building Effective Sales Teams: How creating structured processes can accelerate sales performance.
  • Sales Process Fundamentals: Chris outlines the critical pillars of a successful sales process, including lead generation and customer relationship management.
  • Transitioning from Corporate to Consulting: Chris shares his journey from corporate sales to starting his own consulting business and the lessons learned.
  • The Evolution of Sales Tools and Techniques: Discussion on how sales strategies have adapted over time, especially in response to technological advancements.
  • Maintaining Customer Relationships: The importance of nurturing existing relationships to foster long-term business growth.
Read the rest of the article…

Building High-Performing Sales Teams through Strategic Alignment

The challenge of aligning the right people with the right organizational roles is paramount. As sales leaders and CEOs of small companies, understanding the intricacies of building and maintaining a proficient sales team is crucial for driving growth and achieving success. The concept of having the “right people in the right seats” is not just a matter of recruitment but an ongoing process of evaluation, development, and strategic alignment. It’s essential to recognize that the… Building High-Performing Sales Teams through Strategic Alignment

The Art of Retention: Mastering Client Information for Sales Success

The adage “knowledge is power” holds undeniable truth. The ability to meticulously document and retain client information and sales opportunities is a cornerstone for cultivating a thriving sales environment. This necessity spans industries, transcending the boundaries of size and scope within organizations. For sales professionals, sales managers, and CEOs of smaller companies, mastering this aspect of sales operations can be the difference between merely surviving and truly flourishing in today’s competitive marketplace. The foundation of… The Art of Retention: Mastering Client Information for Sales Success