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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!

Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 3

When you listen to this episode, you are taking a transformative step towards redefining your approach to sales. Sean O’Shaughnessey delves into the intricacies of aligning your product not just with the apparent goals but the intricate, layered objectives of your client. Master the art of turning each sales pitch into a finely crafted solution, transforming your role from a mere vendor to a strategic partner in your client’s journey. Hit play to elevate your sales game today!

Two Tall Guys Talking Sales – From Holiday Hangover to Sales Success: Planning Your Annual Kickoff – E59

In this episode of Two Tall Guys Talking Sales, Kevin and Sean provide a masterclass on transforming the annual sales kickoff from a dreaded event into a dynamic and motivating experience. They emphasize the need for meticulous planning, the power of a change in scenery, and the importance of including diverse voices and departments. With their practical advice and real-world examples, this episode is a must-listen for sales leaders and team members looking to start their fiscal year with a bang. Tune in to ensure your next sales meeting is not only productive but also truly inspiring.

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

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.

Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

Understanding the Nature of Sales Benchmarks Let’s start by grounding ourselves in the foundational premise: Sales benchmarks are not merely numerical goals but the defining coordinates of success. If you will, consider them as your organization’s North Star, guiding your sales team through the complexities of quotas, customer relationships, and revenue targets. Benchmarks transcend the limitations of raw numbers and extend into the realm of qualitative assessment—whether it’s the ability to understand customer needs or… Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

Two Tall Guys Talking Sales Podcast – Scaling from Your First 10 Customers to 50, 100 and Beyond – Episode 54

If you’ve got your first 10 customers and are wondering, “What next?” then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O’Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to… Two Tall Guys Talking Sales Podcast – Scaling from Your First 10 Customers to 50, 100 and Beyond – Episode 54

Two Tall Guys Talking Sales Podcast – From Salesperson to Trusted Advisor: The Art of Problem Solving – Episode 50

Dive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O’Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn’t just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: Key Quotes: Additional Resources: In this enlightening episode of “Two Tall… Two Tall Guys Talking Sales Podcast – From Salesperson to Trusted Advisor: The Art of Problem Solving – Episode 50

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

Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Sailing Through the Business Sea: The Imperative of Understanding Client Industries In the intricate dance of sales management, salespeople often become profoundly attuned to their own products, services, and performance metrics. However, they sometimes lose sight of an elemental cornerstone: genuinely understanding the client’s business. This omission is akin to a sailor venturing into the sea without comprehending its currents and tides. A lack of this depth of knowledge can lead one astray, making the… Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.