Build a Path to More Sales

By Sean O'Shaughnessey

I was interviewed by Subkit. You can read the full article here: https://gosolo.subkit.com/new-sales-expert/, but they were nice enough to allow me to reproduce it here.

Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Sean O’Shaughnessey, CEO and President of New Sales Expert, LLC., located in Mason, OH, USA.

What’s your business, and who are your customers?

I am a fractional Chief Revenue Officer. I help small and medium-sized businesses accelerate their revenue growth.

Tell us about yourself

I realized a few years ago that many companies struggle to develop a revenue stream that is predictable and sustainable. This is primarily because the people in those companies that are in charge of sales are not sales professionals. They needed help creating the sales messaging, methodology, and processes to repeatably sell their product. However, they couldn’t afford someone with my skills full-time, nor did they need me full-time. A fractional relationship allows me to help them grow without burdening them with a cost that is crippling.

What’s your biggest accomplishment as a business owner?

There is nothing better than seeing salespeople that were struggling or not appreciated start to be successful in their positions.

What’s one of the hardest things that come with being a business owner?

My biggest challenge is balancing selling with delivery. I work on relatively short engagements, so I am always talking to new potential clients about what I do. I cannot let that activity affect my ability to deliver great service to my clients. The balance of selling and delivery is a weekly challenge.

What are the top tips you’d give to anyone looking to start, run and grow a business today?

Since my job is to help small companies create more revenue, I will focus my advice on sales (which is the lifeblood of any new company):

Talk to at least 40 prospects monthly about their needs and goals and how you might help them.
Develop your value selling proposition (VSP) that creates a strong message to those 40 prospects.
Tell your story as loudly and as often as possible. Don’t hide. Put your VSP out on social media. Tell everyone what you do.

Your company’s job is to sell your product or service. It isn’t to make a product or service. Treat sales as a complicated and difficult profession (it is). Hire the best people to run sales, and you will succeed.

Where can people find you and your business?

Website: http://newsales.expert/
LinkedIn: https://www.linkedin.com/in/soshaughnessey/

Tip #1 of 12 – How To Start The New Year STRONG! – Review results from the previous year

By Sean O'Shaughnessey

We have all heard of the 12 days of Christmas. While I am not going to sing you a song, I will give you 12 salient tips on how to start 2023 out strong so that it is a better year for you than 2022.

In this video, we discuss

What worked, what didn’t, and what could you improve?
Did you lose any big clients or accounts?
Did you try some new marketing channels that didn’t pay off?
What were the biggest sources of your business success?
What were your best-performing times of the year?
How can you do more of the good stuff while cutting back on the laggards?

You can check out all of the 12 tips as soon as they are published at this link.

November 2022 Newsletter: Drive New Sales In Your Company

By Sean O'Shaughnessey

I hope you enjoy my November newsletter

Published: Thu, 11/10/22

View the online version of this email.

I hope that you enjoy my latest newsletter.

I am frequently asked by my clients as to the top traits they need to develop in their sales team. I wrote an article covering the top 10 traits of a successful salesperson. I hope that you enjoy it below.

Thanksgiving is right around the corner. I like to remind people how much we have to be thankful for every November.

You are reading this newsletter on a computer or phone, which means you have enough wealth to afford the device – already making you among the most wealthy people in the world.
Most people reading this newsletter have some type of degree after high school, meaning you are in the top 8% of the world’s population.
People with income exceeding $41,000 USD are in the top 3% of the richest people in the world.
Three billion people in the world live on less than $2 USD per day (please remember that when you are in line at Starbucks).

I am not saying the above to make you feel guilty but instead to make you feel thankful and gratitude for all of the blessings that have been bestowed on you.

We are entering the season of being thankful and giving. It is the time of family. Unfortunately, it is also the time when many people are sad because they feel they are missing out or they are missing a cherished loved one. If you find yourself feeling sad or lost during this season, please reach out to me so that I can help. I am not a trained therapist, but I am always willing to listen to a friend that is suffering and needs a helping hand. If you feel like you have no one to talk to, you should know that you can talk to me.

If you have problems reading this newsletter, please view the online version of it at .

Sean

—

Sean O’Shaughnessey
CEO and President

New Sales Expert LLC

Sean@NewSales.Expert

513.348.8700

Drive New Sales
In Your Company

November 2022

10 Reasons Why Top Salespeople Are Successful

Salespeople are the lifeblood of any company, but they are a unique breed of people. They are responsible for bringing in new customers and generating revenue. They often have to work long hours, put in extra effort, and make quick decisions that can either make or break the deal. It’s no wonder, then, that companies are always on the lookout for top salespeople.

But what makes a top salesperson? And how can you become one? Check out these ten reasons why top salespeople are successful. The list is not in any order as nearly all top salespeople do all of these things, and, in fact, they probably want to do each item even better than they currently perform the role.

Top salespeople do what they love to do
Top salespeople know precisely what they want
Top salespeople back their sales goals with perseverance
Top salespeople commit to lifelong learning
Top salespeople use their time well
Top salespeople follow the leaders
Top salespeople know that character is everything
Top salespeople use their natural creativity
Top salespeople practice the golden rule
Top salespeople pay the price of success

Click here to continue reading…

Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.

Take The Sales Agility Assessment Now!

Are You Coming To Beers & Biz?

Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.

Since this is November and the 4th Thursday of the month is Thanksgiving, we are combining November and December, and the event will be on December 15. Please mark your calendars!

If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.

There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.

Our next event is at Xavier Innovation Center at 1605 Dana Ave. Cincinnati, OH 45207 (Just west of Listermann Brewing Co.).

Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.

Register to attend Beers and Biz…

Two Tall Guys Talking Sales

Kevin Lawson (Lighthouse Advisors) and I have been doing a series of video talks entitled “Two Tall Guys Talking Sales” since we are both well over six feet tall.

Not only are Kevin and I above average in height, but we have decades of experience. Combined, we have been in sales or sales management for almost 60 years. This is just one way that we are trying to give a little of our ‘school of hard knocks’ wisdom to you.

It has been a great experience, and we are getting rave reviews. Check out our latest episodes here: http://newsales.expert/category/two-tall-guys-talking-sales/

You can watch our next episode, Episode 7, live on Tuesday, 11/15, at 4:30P ET by registering with the button below.

Register for Episode 7 of Two Tall Guys Talking Sales…

CEO Workshop: Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth

On a regular basis, small and medium-sized businesses make mistakes that limit their growth. Join Kevin Lawson and Sean O’Shaughnessey as they discuss ways to break through the self-imposed glass ceiling of growth.

This will be a LinkedIn Live presentation. You can join us while we present or you can watch the recording.

Register here…

Sean O’Shaughnessey

New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.

If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.

My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:

1. Create a Sales Plan
2. Find Your Best Customers
3. Grow Your Sales

My Website

My book, Eliminate Your Competition, is available wherever books are sold

Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as Apple, Amazon, and Barnes & Noble. The paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.

—
Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
Sean@NewSales.Expert
513.348.8700

6561 Bluegrass Way
Mason OH 45040
US

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Two Tall Guys Talking Sales Podcast – Episode 6

By Sean O'Shaughnessey

How do salespeople retain client information and document sales opportunities?

Two Tall Guys Talking Sales Podcast – Episode 5

By Sean O'Shaughnessey

Do you have a documented sales process that is followed all the time?

Presentation to FocusCFO meeting

By Sean O'Shaughnessey

I was honored to present “The States of Sales in Small Businesses” at the annual meeting of FocusCFO. This presentation compiles data from the survey of thousands of business owners regarding their sales practices. Sadly, very few small businesses excel at sales, which is why they need to hire high-quality fractional Vice Presidents of Sales, like the services provided by New Sales Expert, LLC.

FocusCFO provides CFO services on a fractional basis, meaning clients get all the advantages of a full-time CFO on flexible and affordable terms, working under a recurring schedule that fits within their budget. With a CFO on the management team, the entrepreneur is free to focus on what they do best: building great products and services and growing revenue.

Small and mid-sized businesses benefit from FocusCFO’s industry-leading model.

Read the rest of the article…

Two Tall Guys Talking Sales Podcast – Episode 3

By Sean O'Shaughnessey

Are your sales representatives consistently hitting their assigned quotas?

Two Tall Guys Talking Sales Podcast – Episode 2

By Sean O'Shaughnessey

How do you determine your company’s sales objectives each year?

Two Tall Guys Talking Sales – Episode 1

By Sean O'Shaughnessey

Why should a company assess its practices in sales?

Determining Your Company’s Sales Objectives Each Year

By Sean O'Shaughnessey

As a company owner, one of the most important aspects of running a successful business is setting and achieving sales objectives. But how do you determine what those objectives should be? Here’s a step-by-step guide to help you set realistic and achievable sales goals for your business.

Sales objectives are goals a company sets for its sales team to achieve over a certain period. These objectives can be anything from increasing revenue by a certain percentage to selling a certain number of products or services. Sales objectives should be set annually, but they can also be set for shorter periods such as quarters or months.

Let’s talk about the basic steps first.

Define your overall goal.
Break down your overall goal into smaller, more manageable goals.
Create a timeline for each goal.
Assign responsibility for each goal to a specific team member or department.
Measure progress and revise objectives as needed.
Celebrate accomplishments and learn from failures.
Define your overall goal.

Sales goals are essential for any company regardless of size. They give you a target to aim for and help to motivate your sales team. Without a goal, getting complacent and falling into bad habits is easy.

It’s essential to clearly understand your company’s sales process before setting a goal. You need to know your closing rate, average deal size, and how many leads you need to generate to hit your target. Once you have this information, you can start to play around with different numbers to see what’s realistic.

Read the rest of the article…