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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!

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

Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

This episode of “Two Tall Guys Talking Sales” is essential listening for small business owners, sales leaders, and marketing professionals striving for growth in a competitive marketplace. Chris Spanier shares invaluable insights on making the most of limited budgets, the critical importance of sales and marketing collaboration, and strategic approaches to achieving company-wide success. Through real-life examples and practical advice, Chris, Kevin, and Sean illuminate a path forward for businesses looking to cultivate a powerful synergy between sales and marketing. Don’t miss this opportunity to learn from a marketing expert dedicated to helping companies seize the day and achieve their goals.

Ready to transform your sales and marketing strategy? Download this episode now for expert guidance on driving profitability and growth in your business.

Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 9

Today’s episode with Sean O’Shaughnessey has armed you with the knowledge to construct a Sales Process Flowchart that is the backbone of a successful sales strategy. Implementing the discussed actionable strategies will refine your sales process, making it a powerful engine for business growth. Stay tuned for more insightful episodes to further empower your journey to becoming a sales powerhouse.

Two Tall Guys Talking Sales – Navigating the Sales Process: Insights from Jeff Clair of ClairVoyant Consulting – E74

This episode of “Two Tall Guys Talking Sales” is a treasure trove for anyone looking to sharpen their sales skills. With Jeff Clair’s expertise, the discussion sheds light on critical aspects of the sales process, from the initial lead generation to the final close. By addressing salespeople’s common pitfalls and offering strategies to overcome them, Jeff, Kevin, and Sean provide listeners with actionable advice to elevate their sales game. Whether you’re a seasoned VP of Sales or a sales professional looking to improve your approach, this episode is packed with insights that can transform your sales strategy and lead to greater success. Tune in to learn how to navigate the sales process confidently, leverage your CRM effectively, and harness the power of storytelling to connect with your prospects on a deeper level.

Two Tall Guys Talking Sales – Building Robust Sales Pipelines: Expert Insights for CEOs, Managers, and Sales Professionals – E73

This episode of “Two Tall Guys Talking Sales” is a goldmine for anyone looking to enhance their sales process. Kevin and Sean offer a deep dive into the nuances of building a strong sales pipeline, effectively utilizing resources, and the art of prioritizing prospects. Their conversation is not just theoretical; it’s filled with practical, actionable advice that can be implemented immediately. This episode is a must-listen if you’re seeking to transform your sales approach, be it as a CEO, a sales manager, or a frontline salesperson. Tune in to discover how you can revolutionize your sales strategy and achieve remarkable results.

Two Tall Guys Talking Sales – Cultivating Multi-Threaded Relationships in Sales – E72

In this episode, Kevin and Sean provide valuable insights into building a successful sales pipeline, emphasizing the importance of multi-threaded relationships and understanding the dynamics of the buying committee. They offer practical strategies for new and experienced sales professionals and guidance for sales leaders on supporting their teams. This episode is a must-listen for anyone looking to enhance their sales process and achieve better results in their sales endeavors. Join us next week for more on building quality relationships and effective pipeline management in sales.

Unleashing Your Sales Potential in the New Year: The CRM Game-Changer – Video 5 of the New Year Motivation Series

As the new year unfolds, the urgency to hit the ground running in sales is paramount. My mission is to guide you toward a robust sales strategy. The cornerstone of this strategy? Mastering your Customer Relationship Management (CRM) system. The Critical Role of CRM in Sales Success A CRM is more than just a tool; it’s the lifeline of your sales process. If you’re still on the fence about using a CRM or struggling with… Unleashing Your Sales Potential in the New Year: The CRM Game-Changer – Video 5 of the New Year Motivation Series

Queen of Spades: Providing Constructive Feedback: Give Actionable Advice to Aid Improvement

In B2B sales, where every interaction and every closed deal matters, providing constructive feedback is not merely an addendum to the daily operations—it is a pivotal aspect of the sales narrative, a determinant of success. The intricacy of feedback, however, cannot be overstated. It is a craft that, when honed, can propel the underperforming to new heights of achievement and the proficient to unprecedented mastery. The Anatomy of Actionable Feedback Consider the feedback mechanism as… Queen of Spades: Providing Constructive Feedback: Give Actionable Advice to Aid Improvement

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

Kevin Lawson and Sean O’Shaughnessy share valuable insights for business owners, consultants, and sales teams in their podcast episode. They emphasize the importance of avoiding B2B sales mistakes, adjusting prices to maintain margins amid rising costs, and strategic management to overcome market factors. They also discuss responding to RFPs and the benefits of Sales Playbooks for sales teams.

Jack of Spades: Setting Up Performance Improvement Plans: Offer structured guidance for those not meeting benchmarks.

In the tightly woven tapestry of a sales organization, each thread—each salesperson—must hold its own for the entire structure to maintain its integrity. Imagine a well-practiced orchestra where each musician is critical to the harmonious output. If even one violinist is off-key, it disrupts not just the symphony but also influences the collective perception of the audience. Similarly, when one salesperson consistently misses the mark, the dissonance affects not just their numbers but the collective… Jack of Spades: Setting Up Performance Improvement Plans: Offer structured guidance for those not meeting benchmarks.