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sales process

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!

Optimizing Sales Territories for Growth and Efficiency

Territory design is critical for ensuring efficient revenue generation and optimal team performance. Sales leaders, especially those at the helm of small—to mid-sized companies, must revisit and potentially recalibrate their territory strategies to accommodate growth and maintain competitiveness. Effective territory management starts with a clear understanding of the business landscape. Ensuring that each salesperson has a viable area with ample opportunity is crucial. This may sound straightforward but involves a delicate balance of geographic and… Optimizing Sales Territories for Growth and Efficiency

The Dashboard Difference: Transforming B2B Sales with Data-Driven Insights

A sales dashboard in business-to-business sales is pivotal for guiding sales teams toward success. This methodical approach to tracking and interpreting data illuminates the path to revenue scaling and fosters a culture of achievement and recognition within an organization. At its core, a sales dashboard transforms raw data into actionable insights. For salespeople, sales managers, and CEOs of small companies, understanding the nuances of the dashboard can be the difference between stagnation and growth. The… The Dashboard Difference: Transforming B2B Sales with Data-Driven Insights

Two Tall Guys Talking Sales Podcast – From Missed Quotas to Major Wins: Turning Sales Pitfalls into Triumphs – E84

In this insightful episode, hosts Kevin Lawson and Sean O’Shaughnessey discuss common pitfalls in sales management and strategies for maintaining customer relationships through effective tools like CRM systems. If you’ve ever missed a deal due to a forgotten follow-up or struggled with customer engagement, this episode is packed with practical advice to enhance your sales processes and hit your targets consistently. Key Topics Discussed Key Quotes Kevin Lawson: “There’s nobody else accountable for that but… Two Tall Guys Talking Sales Podcast – From Missed Quotas to Major Wins: Turning Sales Pitfalls into Triumphs – E84

The Art of Retention: Mastering Client Information for Sales Success

The adage “knowledge is power” holds undeniable truth. The ability to meticulously document and retain client information and sales opportunities is a cornerstone for cultivating a thriving sales environment. This necessity spans industries, transcending the boundaries of size and scope within organizations. For sales professionals, sales managers, and CEOs of smaller companies, mastering this aspect of sales operations can be the difference between merely surviving and truly flourishing in today’s competitive marketplace. The foundation of… The Art of Retention: Mastering Client Information for Sales Success

The Blueprint for Sales Efficiency: Crafting a Repeatable Sales Process

Sales teams are at the forefront of driving revenue and fostering client relationships. However, without a structured approach, the efforts can become disjointed, leading to missed opportunities and inefficiencies. This is where the importance of having a documented sales process becomes undeniable. A well-defined sales process streamlines operations and ensures consistency and effectiveness in pursuing and managing sales opportunities. The heart of effective sales management lies in understanding and implementing a repeatable sales process. This… The Blueprint for Sales Efficiency: Crafting a Repeatable Sales Process

Two Tall Guys Talking Sales Podcast – Enrico Parodi’s Blueprint for Building High-Performing Sales Teams – E81

In this engaging episode of “Two Tall Guys Talking Sales,” we’re treated to an insightful session with Enrico Parodi, a seasoned sales consultant with a rich international background and a passion for transforming sales organizations. With host Sean O’Shaughnessey guiding the conversation, listeners are invited to explore the nuanced world of sales strategies, focusing on developing the ideal client profile and crafting an effective sales coverage model. Key Topics Discussed: Key Quotes: Summary: This episode offers… Two Tall Guys Talking Sales Podcast – Enrico Parodi’s Blueprint for Building High-Performing Sales Teams – E81

Crafting Your Path to Success: Strategic Sales Planning for Small Businesses

The foundation of success in B2B sales lies in the ability to close deals and the strategic planning and objective setting that precedes any sales activity. This article offers a roadmap for salespeople, sales managers, and CEOs of small companies keen on refining their sales strategies and bolstering their management capabilities. Connecting your sales objectives with your company’s long-term goals is central to developing an effective sales strategy. Sales leaders should cast a vision for… Crafting Your Path to Success: Strategic Sales Planning for Small Businesses

Keep Your Client’s Outcomes in Mind When Creating Decision Timelines

I regularly talk to my clients who have long and complicated sales processes regarding the need to adopt a Decision Timeline. These are known by many different names, but regardless of name, they are a list of action items that both companies need to check off either independently or mutually. This allows both the selling and buying teams to have a project plan to arrive at a decision to move forward with a financial transaction… Keep Your Client’s Outcomes in Mind When Creating Decision Timelines