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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!

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.

Two Tall Guys Talking Sales Podcast – Sales Leadership Mastery: How to Coach, Not Micromanage, Your Team – Episode 44

In this engaging episode of Two Tall Guys Talking Sales, Sean and Kevin don’t just identify the problems associated with micromanagement but provide actionable insights and solutions for how to evolve into an effective leader. Whether you’re just beginning in sales or leading a team, their candid conversation will offer you strategies to avoid micromanagement, build trust within your team, and create a culture of success. Don’t miss this chance to learn from two seasoned sales veterans – tune in to this episode and take your sales leadership skills to the next level!

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 – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

In this episode of Two Tall Guys Talking Sales, Sean O’Shaughnessey and Kevin Lawson discuss the importance of standing out and differentiating oneself in the competitive world of sales. They explore how salespeople can escape the commodity mindset and become trusted advisors to their clients, ultimately leading to more money and success. Key takeaways from the episode include: The hosts also mention insightful books and previous podcast guests, such as Kelly Crandall and Jim Hardwick… Two Tall Guys Talking Sales Podcast – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

Two Tall Guys Talking Sales Podcast – Catching People Doing Things Right: Rewarding Sales Efforts and Results – Episode 29

In this engaging podcast episode, hosts Kevin and Sean dive into the crucial topic of rewarding effort and results during sales meetings. They emphasize the importance of recognizing salespeople’s achievements through monetary rewards, acknowledgment, and praise. The hosts discuss the impact of consistent processes for catching people doing things right and sharing best practices among sales teams. They also touch upon the idea of self-reward for sales practitioners, encouraging them to celebrate their successes. Throughout… Two Tall Guys Talking Sales Podcast – Catching People Doing Things Right: Rewarding Sales Efforts and Results – Episode 29

Two Tall Guys Talking Sales Podcast – Selling Yourself: The Importance of Personal Branding in Sales – A Conversation With Megan O’Hara – Episode 26

Kevin and Sean continue to discuss the importance of staying relevant to customers and prospects. In the first part of the podcast, Sean interviews Megan O’Hara of EasyIT about the challenges of reaching customers in the digital age, where everyone is bombarded with emails and messages. They discuss the importance of being authentic, providing value, and standing out from the competition. They also emphasize the need for salespeople to adapt to changing technology and stay… Two Tall Guys Talking Sales Podcast – Selling Yourself: The Importance of Personal Branding in Sales – A Conversation With Megan O’Hara – Episode 26

Two Tall Guys Talking Sales – Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – E24

Kevin and Sean have a special guest for this episode! Kelly Crandall of Sales Xceleration and Next Level Strategies.  Kelly is a sales expert who works as an advisor to help mid to small-size businesses build a path to more sales. The topic of the conversation is “The Sales Skills Required to Communicate Your Value Proposition to Win More Deals.” Kelly discusses the importance of value proposition and its broader concept, focusing on why buyers… Two Tall Guys Talking Sales – Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – E24

Start The New Year STRONG!

I published a video series on how to start the year strong for this new year. You can see the twelve video episodes here. If I summarize all the videos, the common theme is that you must try something new. If you don’t evolve, you lose. That should be your new year’s resolution for your business life: If you don’t evolve, you lose. Some suggestions were on what you can do between the holidays to… Start The New Year STRONG!

Tip #12 of 12 – How To Start The New Year STRONG! – Try something new

As sales professionals, staying ahead of the curve is essential. You need to consistently leverage emerging trends and acquire new skills. The modern marketplace is ever-evolving, with dynamic demands and vast opportunities. By taking ownership of your personal growth in the industry, you can ensure that you have the necessary tools to continue succeeding as a salesperson. Adaptability is key—though it would be great if there was an easy formula for success that never changed,… Tip #12 of 12 – How To Start The New Year STRONG! – Try something new

Tip #10 of 12 – How To Start The New Year STRONG! – Learn more by reading more

Earl Nightingale said many years ago: One hour per day of study in your chosen field is all it takes. One hour per day of study will put you at the top of your field within three years. Within five years, you’ll be a national authority. In seven years, you can be one of the best people in the world at what you do. If you are unfamiliar with Mr. Nightingale, he was a famed radio… Tip #10 of 12 – How To Start The New Year STRONG! – Learn more by reading more