Profit Margins

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 – Tom Gottlieb of Berkshire Hathaway Explains How Buyers Want Growth- How Sales Leaders Can Increase Company Worth – E131

by Sean O'Shaughnessey

In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome business intermediary Tom Gottlieb of Berkshire Hathaway. Tom brings decades of experience in buying, selling, and valuing businesses across the Midwest. The conversation dives deep into what truly drives the value of a company—and how sales leaders and business owners alike can prepare their organizations for a future transition. Whether you’re a business owner considering a sale or… Two Tall Guys Talking Sales – Tom Gottlieb of Berkshire Hathaway Explains How Buyers Want Growth- How Sales Leaders Can Increase Company Worth – E131

Competitive Edge in Crowded Waters: Mastering Red Ocean Strategies for B2B Growth

by Sean O'Shaughnessey

In the lexicon of strategic business planning, the concepts of “Red Ocean” and “Blue Ocean” serve as metaphors to distinguish between different market dynamics characterized by the degree of competition. A Red Ocean symbolizes sectors with fierce competition, saturated markets, and businesses clash over a finite demand pool. The landscape is marked by aggressive price wars and incremental innovations as companies struggle to carve out and defend their market share. These are arenas where the… Competitive Edge in Crowded Waters: Mastering Red Ocean Strategies for B2B Growth

The High Cost of Discounts: Navigating Sales Strategies for Maximum Profitability

by Sean O'Shaughnessey

This article, “The High Cost of Discounts: Navigating Sales Strategies for Maximum Profitability,” delves into the nuanced implications of discounting strategies within the B2B sales arena. It critically examines the traditional practice of offering discounts to boost sales volume and its potential adverse effects on profitability. By exploring key financial metrics such as Gross Profit, Net Profit, COGS (Cost of Goods Sold), and SG&A (Selling, General & Administrative Expenses), the article sheds light on the essential balance businesses must maintain between generating sales and sustaining profitability. It challenges the conventional sales approach, advocating for a more strategic application of discounts and emphasizing the importance of aligning sales strategies with the company’s broader financial objectives. Through a detailed analysis, it reveals how indiscriminate discounting can undermine net profit margins, necessitating a significant increase in sales volume to maintain overall profitability. The article concludes by suggesting a shift towards value-based selling, strategic negotiation, and aligning product offerings closely with customer needs as effective strategies for enhancing profitability without relying on discounts.