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Personalized Outreach

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!

Cut Through the AI Hype: Practical Definitions for Sales Professionals

Artificial intelligence is transforming sales, but too many leaders are investing in tools they don’t fully understand. The result? Costly mistakes, poor adoption, and missed opportunities. This episode of AI Tools for Sales Pros breaks down the three core technologies behind AI: and explains them in plain language that every sales professional can use. The episode compares the current AI confusion to the database revolution of the 1990s. Just as sales leaders once needed to… Cut Through the AI Hype: Practical Definitions for Sales Professionals

AI in B2B Sales Isn’t Optional Anymore

Several months ago, I was serving as a fractional VP of Sales for a $50 million manufacturing company. Their top salesperson was a 15-year veteran who knew the industry inside and out. Yet he was consistently being outsold by a competitor’s much newer hire. At first, it didn’t make sense until we discovered the reason. The competitor’s rep wasn’t just more energetic or aggressive. They were AI-enabled. While my client’s rep was manually scrolling LinkedIn… AI in B2B Sales Isn’t Optional Anymore

Two Tall Guys Talking Sales – Workflows, Automation, and AI: Building a Smarter Sales Organization – Episode 145

In this compelling episode, co-hosts Kevin Lawson and Sean O’Shaughnessey delve into the crucial distinctions between workflows, automations, and artificial intelligence (AI), and why understanding these differences isn’t just technical trivia, but foundational to improving sales processes, enhancing sales management, and accelerating revenue generation. If you’re a sales leader, business owner, or B2B rep striving to improve how you use technology to boost sales success, this episode is a must-listen. Packed with real-world examples and… Two Tall Guys Talking Sales – Workflows, Automation, and AI: Building a Smarter Sales Organization – Episode 145

Two Tall Guys Talking Sales Podcast – Daily Habits for Deepening Sales Relationships: A Guide for Busy Sales Professionals – E103

In this insightful episode, Kevin Lawson and Sean O’Shaughnessey delve into practical strategies for deepening relationships and boosting sales without extensive outreach efforts. Whether you’re a seasoned sales professional or just starting out, this episode is packed with actionable tips to enhance your sales approach by focusing on the people you already know. Key Topics Discussed: Key Quotes: Additional Resources: A Significant Actionable Item from this Podcast: Daily Personalized Outreach: Dedicate a few minutes daily… Two Tall Guys Talking Sales Podcast – Daily Habits for Deepening Sales Relationships: A Guide for Busy Sales Professionals – E103