Skip to content

marketing

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!

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Sales Strategy Isn’t Just About Hitting Numbers: It’s Your Operational Backbone for Success A well-defined sales strategy is indispensable for long-term business success. Importance of Market Segmentation Don’t fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact. Crafting a Unique Selling Proposition (USP) A compelling USP is your golden ticket in a saturated market. Your competitive edge makes… Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 4

Welcome to a new episode of “Driving New Sales: Transforming Small Businesses into Sales Powerhouses.” In this podcast, hosted by sales expert Sean O’Shaughnessey, we delve into the intricacies of competitive analysis in sales, a critical skill for sales professionals, managers, and business owners in mid-sized companies. This episode is brought to you by the podcast “Two Tall Guys Talking Sales,” a podcast by Sean O’Shaughnessey and Kevin Lawson focusing on boosting sales management and… Understanding Competitive Landscape: Recognize your client’s relationships with your competitors to better position your offerings – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 4

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 Podcast – The Sales Alignment Blueprint: Close Deals by Understanding Customer Objectives – Episode 56

Are you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer’s goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer’s pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable… Two Tall Guys Talking Sales Podcast – The Sales Alignment Blueprint: Close Deals by Understanding Customer Objectives – Episode 56

Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 1

Welcome to another episode of “Driving New Sales: Transforming Small Businesses into Sales Powerhouses.” This podcast is your compass in navigating the complex world of B2B sales, especially in the enterprise landscape. In this riveting episode, our host, Sean O’Shaughnessey, deep dives into a topic of crucial significance for sales professionals: Researching Industry Trends in the Enterprise Space. If you’re eager to transform from a transactional vendor into a strategic partner, this episode is your… Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 1

Six of Spades: Defining your corporate sales strategy: Segmenting Target Market: Categorize potential clients to tailor strategies effectively.

The Art of Tailoring Sales: Why Market Segmentation Matters Embark with me on a journey across the sprawling business landscape, an expanse echoing with the cacophony of countless potential clients. As vast as this sounds, CEOs and sales leaders quickly recognize a fundamental truth: their offerings aren’t for everyone, no matter how exceptional. The cost of gaining any customer, regardless of that prospect’s business, location, or specialty, risks the profitability of selling to them all.… Six of Spades: Defining your corporate sales strategy: Segmenting Target Market: Categorize potential clients to tailor strategies effectively.

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

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

Two Tall Guys Talking Sales Podcast – Revamping Your Outbound Sales Approach: Value Proposition, Touch Points, and Tactics – Episode 43

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach’s importance, and persistence’s role in sales. You’ll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound sales.

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