sales manager

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!

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.

Two Tall Guys Talking Sales – Uniting Sales and Marketing: A Masterclass with Chris Spanier – E76

by Sean O'Shaughnessey

This episode of “Two Tall Guys Talking Sales” is a must-listen for anyone involved in the intricate dance between sales and marketing. Chris Spanier sheds light on the significance of unity and collaboration for achieving common business goals. Through a blend of personal anecdotes and actionable advice, Chris, Kevin, and Sean explore how storytelling, shared objectives, and regular feedback can transform the relationship between sales and marketing into a dynamic partnership. Whether you’re a sales manager, marketing director, or CEO, this conversation offers valuable insights on aligning your teams for success.

Tune in to discover how you can leverage the combined strengths of your sales and marketing teams to drive growth and create meaningful customer relationships. Download this episode now and start building a more cohesive, effective approach to your business strategy.

Two Tall Guys Talking Sales – Building Robust Sales Pipelines: Expert Insights for CEOs, Managers, and Sales Professionals – E73

by Sean O'Shaughnessey

This episode of “Two Tall Guys Talking Sales” is a goldmine for anyone looking to enhance their sales process. Kevin and Sean offer a deep dive into the nuances of building a strong sales pipeline, effectively utilizing resources, and the art of prioritizing prospects. Their conversation is not just theoretical; it’s filled with practical, actionable advice that can be implemented immediately. This episode is a must-listen if you’re seeking to transform your sales approach, be it as a CEO, a sales manager, or a frontline salesperson. Tune in to discover how you can revolutionize your sales strategy and achieve remarkable results.

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