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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!

Monitoring Client News and Updates: Stay informed about client updates to address their changing needs  – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 5

The latest episode of “Driving New Sales”, sponsored by “Two Tall Guys Talking Sales”, features sales consultant Sean O’Shaughnessey. He discusses the importance of staying updated with client news and updates for enhancing B2B sales strategies. He elucidates the use of tools like Google Alerts, social media, analyzing client data, and market trends to gain insights, improve sales outreach timing, and align efforts with sales objectives.

Two Tall Guys Talking Sales – Breaking the Sales Rollercoaster: Strategies for Steady Success – E60

In this episode of “Two Tall Guys Talking Sales,” Kevin and Sean provide a treasure trove of insights for sales professionals. They emphasize the importance of a multi-faceted outreach strategy, consistent engagement, and personalization in the sales process. Their practical tips and real-world examples make this episode a valuable listen for anyone in sales, from newbies to seasoned pros. Tune in to learn how to transform your sales approach, build a robust pipeline, and achieve consistent success in your sales career.

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!

Unlocking Sales Potential with MEDDPICCC: A Comprehensive Guide

Elite sellers are the linchpin of any successful sales organization. These high-performing individuals are often the highest-paid employees within a company—and for a good reason. Their skills in identifying, qualifying, and closing opportunities bring in significant revenue and provide a competitive edge in the marketplace. So, how can you groom an average salesperson into an elite seller? Enter MEDDPICCC, an advanced sales qualification methodology that serves as a roadmap for understanding every component of a… 

Two Tall Guys Talking Sales Podcast – From Salesperson to Trusted Advisor: The Art of Problem Solving – Episode 50

Dive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O’Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn’t just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: Key Quotes: Additional Resources: In this enlightening episode of “Two Tall… 

Two Tall Guys Talking Sales Podcast – Driving Sales Success: Why KPIs Are More Than Just Numbers – Episode 45

Get ready to unlock the secrets of mastering the sales game with Two Tall Guys Talking Sales! This episode delves into the nuances of key performance indicators (KPIs), their significance in measuring sales efficiency, and the art of mentorship among salespeople. Listen as our hosts Sean and Kevin uncover the analogy of KPIs and share insights about setting the right measures for salespeople at various career stages. Key Topics Discussed: Key Quotes: Additional Resources: With… 

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…