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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!

Building High-Performing Sales Teams: Accountability, Strategy, and Success

Navigating the complexities and ensuring a robust and productive team are pivotal to achieving sustained success in sales. Accountability within a sales team requires pinpointing underperformance and creating an environment where feedback is constructive and growth is nurtured. The notion that no team member should be surprised by a change in their employment status underscores the importance of transparent communication. Setting realistic expectations and having regular discussions ensures that salespeople know where they stand and… 

Building High-Performing Sales Teams through Strategic Alignment

The challenge of aligning the right people with the right organizational roles is paramount. As sales leaders and CEOs of small companies, understanding the intricacies of building and maintaining a proficient sales team is crucial for driving growth and achieving success. The concept of having the “right people in the right seats” is not just a matter of recruitment but an ongoing process of evaluation, development, and strategic alignment. It’s essential to recognize that the… 

The Art of Sales Compensation: Balancing Motivation and Goals

Few topics in sales stir as much discussion and attention as compensation plans. The proper compensation structure can ignite a team’s performance, attract top talent, and drive a company toward its strategic goals. Conversely, a poorly conceived plan can lead to demotivation, high turnover, and missed targets. This discussion delves into the intricacies of designing compensation plans that motivate and align with a company’s broader objectives, offering insights for salespeople, sales managers, and CEOs alike.… 

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… 

Two Tall Guys Talking Sales – Carving Success: Chris Spanier on Sales-Marketing Synergy – E77

This episode of “Two Tall Guys Talking Sales” is essential listening for small business owners, sales leaders, and marketing professionals striving for growth in a competitive marketplace. Chris Spanier shares invaluable insights on making the most of limited budgets, the critical importance of sales and marketing collaboration, and strategic approaches to achieving company-wide success. Through real-life examples and practical advice, Chris, Kevin, and Sean illuminate a path forward for businesses looking to cultivate a powerful synergy between sales and marketing. Don’t miss this opportunity to learn from a marketing expert dedicated to helping companies seize the day and achieve their goals.

Ready to transform your sales and marketing strategy? Download this episode now for expert guidance on driving profitability and growth in your business.

Two Tall Guys Talking Sales – Cultivating Multi-Threaded Relationships in Sales – E72

In this episode, Kevin and Sean provide valuable insights into building a successful sales pipeline, emphasizing the importance of multi-threaded relationships and understanding the dynamics of the buying committee. They offer practical strategies for new and experienced sales professionals and guidance for sales leaders on supporting their teams. This episode is a must-listen for anyone looking to enhance their sales process and achieve better results in their sales endeavors. Join us next week for more on building quality relationships and effective pipeline management in sales.

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

In this episode, Kevin and Sean provide a deep dive into the world of consumable sales, emphasizing the importance of being more than just a salesperson – being a trusted advisor. They discuss the necessity of understanding your product and your customer, crafting a unique selling proposition, and the critical role of sales managers and CEOs in empowering their teams. Whether you’re a seasoned sales professional or just starting, this episode offers practical advice and strategies to excel in the competitive market of consumable sales. Tune in to “Two Tall Guys Talking Sales” for these and more invaluable sales insights.

Elevating Product Knowledge: Creating Sales Growth in the New Year – Video 2 of the New Year Motivation Series

In today’s evolving business environment, continuous improvement of sales strategies is crucial. Comprehensive product knowledge and understanding the unique value of offerings are essential. Regular product training, client scenario practice, and creating a product FAQ are recommended. Tailoring conversations to decision-makers and integrating new features and client success stories can enhance sales effectiveness.

Two Tall Guys Talking Sales – Holiday Reflections and Giving Back: A Special Episode – E67

In this heartwarming episode of “Two Tall Guys Talking Sales,” Kevin and Sean step away from their usual sales-focused discussions to embrace the holiday spirit. They share personal stories, emphasize the importance of family time, and encourage listeners to engage in community service. This episode is a gentle reminder of the joy and fulfillment that comes from giving back and spending time with loved ones. Tune in for a dose of holiday cheer and inspiration to carry into the new year.