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Sales success

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!

Building a High-Performing Sales Team: The Benefits of Recognizing Effort and Results in Sales Meetings

Sales drives the engine of any B2B business. Enhancing sales strategies and management capabilities is crucial to success for salespeople, sales managers, and CEOs of small companies. One aspect of this involves rewarding effort and results during sales meetings. This practice motivates the sales team and encourages them to strive for better performance.

Salespeople are naturally competitive and driven, but they also appreciate recognition. While a paycheck is important, it’s also essential for salespeople to feel valued and appreciated for their efforts. This recognition can come in various forms, from verbal praise to tangible rewards. It’s important to remember that recognition should not be limited to monetary rewards. The simple act of acknowledging someone’s hard work and contributions can be incredibly motivating.

A sales meeting is an opportune moment to recognize and reward your sales team’s efforts. It’s not just about discussing targets and strategies; it’s also a chance to celebrate successes, however big or small. These meetings can be used as a platform to highlight the best practices and strategies employed by the team members, fostering a culture of learning and improvement.

Every salesperson has a unique approach and strategy. If nothing else, they experiment with different ways to share the benefits of their product or ask a particular discovery question. By sharing these individual successes or failures during meetings, sales teams can learn from each other, thus promoting a collaborative and supportive environment. The sales leader may prompt these discussions, but the actual learning comes from the experiences and strategies the salespeople share.

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Two Tall Guys Talking Sales Podcast – Leading with Generosity- The Servant Leadership Approach to Sales with Tom Daly – E93

Welcome to another enriching episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the art of sales with special guest Tom Daly from Focus Insights Group. In this episode, we explore the concept of servant leadership in sales and how giving more can ultimately lead to receiving more in business and personal growth.

Key Topics Discussed:

  • Servant Leadership in Sales [00:01:00 – 00:10:00]: Tom Daly discusses the importance of building productive referral networks and how servant leadership has helped him succeed in sales.
  • The Power of Giving Freely [00:05:00 – 00:08:00]: A detailed exploration of how giving without expecting immediate returns can foster long-term business relationships and personal satisfaction.
  • Balancing Generosity with Business Acumen [00:05:20 – 00:06:30]: Kevin probes the delicate balance between generosity and ensuring business viability.
  • Community and Collaboration [00:06:43 – 00:07:33]: The significance of a supportive community within the sales acceleration network, emphasizing collective success over individual gains.
  • Sales as a Helping Profession [00:08:21 – 00:09:52]: Sean reflects on the philosophy that sales should focus on helping and solving problems rather than just transactional interactions.
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Designing Sales Compensation Plans That Drive Performance

The success of any sales-driven organization in the business-to-business (B2B) space hinges on the sales team’s compensation plan. Over my four decades in B2B sales, I’ve observed that nothing influences the performance of sales personnel more directly than the design and implementation of their compensation plans. Compensation is not merely about rewarding sales achievements but crafting a strategy aligning individual salespeople’s goals with the company’s broader objectives.

A well-structured compensation plan acts as both a motivator and a guide. It compels sales teams not only to meet but exceed their targets, fostering an environment where continuous improvement is not just encouraged but becomes a natural byproduct of the system. For small business CEOs, understanding this dynamic is critical for sustaining and driving growth. Sales compensation is more than just a cost; it’s an investment in the company’s future.

In any sales environment, whether the market is brimming with potential or tightly contested, the compensation plan must be a living document that evolves in response to market conditions, company goals, and team performance. With this adaptability, companies can avoid stagnation or regression in their market positions. As businesses strive to scale and adapt, constructing a compensation plan that genuinely drives the right behaviors becomes all the more pertinent.

To delve deeper into this vital subject, CEOs should consider the immediate impacts of their compensation strategies and their long-term implications on sales culture and employee retention. For those ready to explore the intricacies of effective sales compensation and ensure their strategies are well-suited to their specific business contexts, I am here to lend my expertise. With extensive experience tailoring compensation plans to enhance sales productivity and company profitability, I invite you to reach out for further guidance on crafting a plan that meets and exceeds your strategic goals. You can set a time to talk to me using my link above Book Appointment With Sean.

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Driving Sales Success through Collaborative Learning and Knowledge Sharing

Aiming to increase revenue and boost productivity in sales processes, sales managers and company CEOs are constantly searching for effective strategies to streamline their operations and ensure optimal results. One such strategy involves conducting sales meetings for educational purposes. These meetings focus on enhancing knowledge and skills, and this is where the real game begins. 

Imagine a sales meeting where, instead of a mundane round-up of weekly activities, there’s an engaging discussion about a new book that can potentially revolutionize the sales process. Picture a team of four or five salespeople, including you, each reading two chapters of a book overnight. The next day, everyone shares the high-level takeaways from their assigned chapters. This practice allows the team to consume an entire book’s content in a day and empowers each member to become an authority on the subject matter because they’re teaching others. The exercise is educational, promotes team collaboration, and enhances communication skills. 

This approach can be extended beyond books to other areas, such as market research. For instance, if a company is looking to enter a new vertical, different aspects of the industry, like market influencers, challenges, and political, economic, and legal factors, can be assigned to team members for research. Each member returns their findings to the team, comprehensively understanding the new market. This practice is not merely busy work; it’s sales-driving work that benefits the entire team and accelerates learning about the new market.

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Using Value Propositions to Stand Out in a Competitive Market

Understanding and effectively communicating your value proposition is crucial for success in B2B sales. It can be the difference between winning and losing a deal. Whether you’re a salesperson, a sales manager, or the CEO of a small company, this topic is extremely relevant.

A value proposition is not merely a catchy slogan or a well-crafted elevator pitch. It is a broader collection of reasons why a potential buyer should choose your product or service. A value proposition identifies the customer’s needs and goals and demonstrates how your product or service can address these.

One key aspect of a value proposition is its ability to resonate with the customer. This involves deeply understanding the customer’s needs and tailoring your proposition to their specific situation. This allows the sales team to find the match between the customer’s needs and your offer. To resonate effectively, you need to answer two key questions for the customer: Why act? And why now?

The ‘why act’ question establishes the need for your product or service. If the customer doesn’t see a need, they won’t be interested, no matter how great your offering is. The ‘why now’ question creates a sense of urgency. Without this, a customer may acknowledge the need for your product or service but see no reason to act immediately.

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Two Tall Guys Talking Sales Podcast – The Four Pillars of Sales Success with Veteran Advisor Chris Goade – E89

Join Kevin Lawson and Sean O’Shaughnessey in this compelling episode of “Two Tall Guys Talking Sales,” featuring seasoned sales acceleration advisor Chris Goade. As a pioneer in the field from Dallas-Fort Worth, Chris brings a wealth of experience from top companies like Dr. Pepper, PepsiCo, and 3M. Delve into the intricacies of building effective sales processes and learn firsthand about the transformative power of structured sales strategies.

Key Topics Discussed

  • Building Effective Sales Teams: How creating structured processes can accelerate sales performance.
  • Sales Process Fundamentals: Chris outlines the critical pillars of a successful sales process, including lead generation and customer relationship management.
  • Transitioning from Corporate to Consulting: Chris shares his journey from corporate sales to starting his own consulting business and the lessons learned.
  • The Evolution of Sales Tools and Techniques: Discussion on how sales strategies have adapted over time, especially in response to technological advancements.
  • Maintaining Customer Relationships: The importance of nurturing existing relationships to foster long-term business growth.
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Two Tall Guys Talking Sales Podcast – The Gap Analysis Advantage: Bridging Client Needs with Optimal Solutions with Chris Cocca – E86

Welcome to this week’s episode of Two Tall Guys Talking Sales, where hosts Kevin Lawson and Sean O’Shaughnessey are joined by Chris Cocca, a sales expert, to discuss the vital aspects of discovery meetings and qualifying prospects for a robust sales pipeline. Tune in as they delve into the methodologies that distinguish successful sales strategies, particularly focusing on the RAIN training concept and the essential practice of understanding client aspirations and afflictions. Key Topics Discussed:… Two Tall Guys Talking Sales Podcast – The Gap Analysis Advantage: Bridging Client Needs with Optimal Solutions with Chris Cocca – E86

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