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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!


Two Tall Guys Talking Sales Podcast – Understanding and Adapting to the Buyer’s Journey for Sales Success – Episode 33

In this thought-provoking podcast, hosts Kevin Lawson and Sean O’Shaughnessey dive into the challenges salespeople face when their sales process doesn’t align with the buyer’s journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer’s journey… Two Tall Guys Talking Sales Podcast – Understanding and Adapting to the Buyer’s Journey for Sales Success – Episode 33

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

Unlocking Your Company’s Potential: The Power of a Strong Sales Organization in Driving Revenue Growth and Boosting Valuation

A strong sales organization is the cornerstone of any successful business. The sales team serves as the company’s lifeblood, driving revenue growth and ensuring long-term financial stability. When a company prepares for a merger, acquisition, or public offering, having a strong sales team can translate into a higher valuation. 

A strong sales organization is the backbone of a thriving business, as it directly impacts revenue generation. When a company’s sales team is well-organized, well-trained, and motivated, they become more effective in closing deals and fostering relationships with clients. This increased effectiveness leads to more sales, ultimately resulting in higher revenues and profits for the company.

By investing in a strong sales organization, businesses can capitalize on opportunities and achieve maximum value. The best sales organizations have a proven track record of success. These teams have established a consistent sales process, streamlined communication channels, and aligned with the company’s overall business goals.

A successful sales team is crucial for driving revenue growth. The following factors contribute to a sales organization’s ability to increase revenues and profits:

  1. A clear sales strategy
  2. A process-oriented approach
  3. High-quality sales training and coaching
Read the rest of the article…

Two Tall Guys Talking Sales – Sales Meetings Are for Educational Purposes – E23

In this episode of “Two Tall Guys Talking Sales,” Sean and Kevin provide insights on conducting effective sales meetings focusing on education and training. They suggest assigning individual salespeople to research topics or chapters of a book to teach the team, ensuring everyone becomes an authority on the topic. The hosts stress the importance of repetition and testing knowledge by applying it to specific accounts or situations. They also highlight the need for clear goals… Two Tall Guys Talking Sales – Sales Meetings Are for Educational Purposes – E23

Two Tall Guys Talking Sales Podcast – Focus on One or Two Key Topics in Your Weekly Sales Meeting – Episode 22

Your sales meeting should discuss the highest priority topics that require immediate attention. For broader issues, it is recommended to use other venues. To stay on point, it is important to control the agenda and flow of the meeting. Additionally, meeting minutes should be kept short and focused on action items to ensure that tasks are completed following the meeting. Discussing one or two topics deeply rather than many topics lightly is recommended to promote… Two Tall Guys Talking Sales Podcast – Focus on One or Two Key Topics in Your Weekly Sales Meeting – Episode 22

20 Activities That a Virtual Assistant Can Perform To Help a Sales Leader Be More Effective

A Vice President of Sales plays a critical role in the success of a business by overseeing and leading the sales team to achieve revenue targets. To be effective in their position, the VP of Sales must be able to focus on strategic decision-making and high-level planning while delegating operational tasks to a capable team. One way to facilitate this delegation is through a virtual assistant, who can perform various functions that support the VP of Sales and the sales team. Here are some ways a virtual assistant can add value to the role of VP of Sales.

Two Tall Guys Talking Sales Podcast – Have a Reason To Hold a Sales Meeting- Episode 20

Regular sales team meetings are essential to keep salespeople informed, productive, and on the same page. Before scheduling a sales team meeting, ensure a good reason for doing so. Possible topics for sales team meetings could include reviewing sales goals and strategies, discussing new leads, customer information, and product updates, recognizing salespeople for their accomplishments, pinpointing any areas of improvement, and brainstorming solutions as a team. Finally, make sure to end the meeting on a… Two Tall Guys Talking Sales Podcast – Have a Reason To Hold a Sales Meeting- Episode 20

Skinned Knees – 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.

Read the rest of the article…