Skip to content

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!

Two Tall Guys Talking Sales Podcast – Beyond the Pitch: How Trust and Personal Brand Shape Sales Success – Episode 49

Join hosts Sean O’Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today’s market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success. Key Topics Discussed: Key Quotes: Additional Resources: In a world where trust is paramount, Kevin and Sean highlight… Two Tall Guys Talking Sales Podcast – Beyond the Pitch: How Trust and Personal Brand Shape Sales Success – Episode 49

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you’re listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in… Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

The Art of Tailored Sales: Aligning with Customer Goals In the sophisticated arena of modern business, it’s essential to view sales as less of a transaction and more as an art form akin to bespoke tailoring. Visualize the meticulous process a tailor undertakes: measuring every contour, considering every preference, and ultimately delivering a piece that feels personal and perfect. This analogy is apt for sales professionals who prioritize understanding their clients’ distinct goals, like crafting… Three of Spades: Understanding your client’s business: Analyzing Customer Goals: Understand customer goals and their desire to achieve them to tailor your solution

Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

Precision in Sales: Identifying Key Decision Makers Navigating the labyrinth of modern sales requires more than just a sharp understanding of your product. It requires clarity about your audience – the pivotal decision-makers who shape the trajectory of business deals. Drawing an analogy, consider a seasoned archer. The archer’s prowess is not merely in the pull of the bow but in the precision with which he identifies and hits the target. For those vested in… Two of Spades: Understanding your client’s business: Identifying Key Decision Makers: Know who holds influence to target presentations and pitches effectively.

Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

Sailing Through the Business Sea: The Imperative of Understanding Client Industries In the intricate dance of sales management, salespeople often become profoundly attuned to their own products, services, and performance metrics. However, they sometimes lose sight of an elemental cornerstone: genuinely understanding the client’s business. This omission is akin to a sailor venturing into the sea without comprehending its currents and tides. A lack of this depth of knowledge can lead one astray, making the… Ace of Spades: Understanding your client’s business: Researching Industry Trends: Stay updated on shifts in the market to provide relevant solutions.

August Newsletter

I hope you enjoy my August Newsletter Posts Subscribe I hope you enjoy my August Newsletter Published: Tue, 08/15/23 I hope that you enjoy my latest newsletter View the online version of this email. Football is starting at your local school and in the NFL. That used to mean that we were in Autumn, but now it means that we are simply in the dog days of summer. I hope the summer has been great… August Newsletter

The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

In the annals of American business history, few stories are as captivating as the rise of McDonald’s, immortalized in the 2016 biographical drama film “The Founder.” The story of Ray Kroc, a struggling milkshake machine salesman who transformed a local drive-in into a global fast-food empire, is a classic tale of ambition, innovation, and, controversially, ruthless business acumen. However, behind the gripping narrative lies a valuable lesson for small businesses today. The McDonald brothers, Richard… The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses

Two Tall Guys Talking Sales Podcast – Revamping Your Outbound Sales Approach: Value Proposition, Touch Points, and Tactics – Episode 43

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach’s importance, and persistence’s role in sales. You’ll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound sales.

The Kaivac Impact: Harnessing Faith, Innovation, and Sales Excellence in the Cleaning Industry

Revenue and profitability have grown since Sean helped Kaivac develop a higher level of sales professionalism. Recent results have shown a dramatic increase in revenue and profitability. The sales and revenue growth have allowed the entire family of Kaivac to prosper. The Robinsons have always considered their employees an extension of their family. The company’s prosperity is passed along to team members through a bonus structure for the whole company. It all fits into the spirit of Kaivac. Bob Jr. says, “Our organization was built to have heart.”

Two Tall Guys Talking Sales Podcast – Creating True Value in Sales: Redefining Problems and Delivering Unique Solutions – Episode 41

In the age of readily available online information, a salesperson’s job is no longer just about conveying product details. It’s about building trust, understanding the root of the customer’s problem, and providing them with unique solutions. Join Kevin and Sean in this enlightening episode as they redefine the role of the modern salesperson and provide actionable insights to excel in the evolving sales landscape. If you’re ready to take your sales skills to the next level, this episode is a must-listen. Remember, sales success is not just about selling a product but also about being the value a buyer seeks.