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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!

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Sales Strategy Isn’t Just About Hitting Numbers: It’s Your Operational Backbone for Success A well-defined sales strategy is indispensable for long-term business success. Importance of Market Segmentation Don’t fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact. Crafting a Unique Selling Proposition (USP) A compelling USP is your golden ticket in a saturated market. Your competitive edge makes… 

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.

Two Tall Guys Talking Sales – From Holiday Hangover to Sales Success: Planning Your Annual Kickoff – E59

In this episode of Two Tall Guys Talking Sales, Kevin and Sean provide a masterclass on transforming the annual sales kickoff from a dreaded event into a dynamic and motivating experience. They emphasize the need for meticulous planning, the power of a change in scenery, and the importance of including diverse voices and departments. With their practical advice and real-world examples, this episode is a must-listen for sales leaders and team members looking to start their fiscal year with a bang. Tune in to ensure your next sales meeting is not only productive but also truly inspiring.

Queen of Spades: Providing Constructive Feedback: Give Actionable Advice to Aid Improvement

In B2B sales, where every interaction and every closed deal matters, providing constructive feedback is not merely an addendum to the daily operations—it is a pivotal aspect of the sales narrative, a determinant of success. The intricacy of feedback, however, cannot be overstated. It is a craft that, when honed, can propel the underperforming to new heights of achievement and the proficient to unprecedented mastery. The Anatomy of Actionable Feedback Consider the feedback mechanism as… 

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

Kevin Lawson and Sean O’Shaughnessy share valuable insights for business owners, consultants, and sales teams in their podcast episode. They emphasize the importance of avoiding B2B sales mistakes, adjusting prices to maintain margins amid rising costs, and strategic management to overcome market factors. They also discuss responding to RFPs and the benefits of Sales Playbooks for sales teams.

Two Tall Guys Talking Sales Podcast – The Sales Alignment Blueprint: Close Deals by Understanding Customer Objectives – Episode 56

Are you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer’s goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer’s pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable… 

Two Tall Guys Talking Sales Podcast – Unlocking Profitable Growth: The Power of Sales Consistency – Episode 55

Welcome to another riveting episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you’re struggling… 

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 – Scaling from Your First 10 Customers to 50, 100 and Beyond – Episode 54

If you’ve got your first 10 customers and are wondering, “What next?” then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O’Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to… 

Eight of Spades: Defining your corporate sales strategy: Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency

The Quintessential Blueprint for Sales Mastery In architecture, the blueprint guides turn an imagined design into a tangible, functional building. Similarly, a Sales Process Flowchart is the foundational structure upon which sales organizations can build scalable, consistent, and successful strategies. The importance of this tool lies in its ability to crystallize the sales process into a series of actionable steps, thereby providing a roadmap to success. The goal is to achieve consistency, predictability, and scalability,…