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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 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

Strategizing Success: A Small Business Guide to Sales Mastery

Understanding the intricacies of sales plans, processes, and methodologies is beneficial and crucial for sustained growth and success in B2B sales. This deep dive offers invaluable insights for salespeople, sales managers, and CEOs of small companies looking to refine their sales strategies and enhance management capabilities. A sales plan is more than just setting targets; it’s about crafting a roadmap to market success, focusing on who you’re engaging with and the value you bring to… Strategizing Success: A Small Business Guide to Sales Mastery

Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79

In this sports-oriented episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament’s structure and the season leading up to it offer valuable lessons for developing winning sales strategies. Key Topics Discussed: Key Quotes: Additional Resources: MEDDPICCC for sales strategy and the importance of opportunity qualification –… Two Tall Guys Talking Sales Podcast – Scoring Big in Sales: Lessons from March Madness – E79

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

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 – Uniting Sales and Marketing: A Masterclass with Chris Spanier – E76

This episode of “Two Tall Guys Talking Sales” is a must-listen for anyone involved in the intricate dance between sales and marketing. Chris Spanier sheds light on the significance of unity and collaboration for achieving common business goals. Through a blend of personal anecdotes and actionable advice, Chris, Kevin, and Sean explore how storytelling, shared objectives, and regular feedback can transform the relationship between sales and marketing into a dynamic partnership. Whether you’re a sales manager, marketing director, or CEO, this conversation offers valuable insights on aligning your teams for success.

Tune in to discover how you can leverage the combined strengths of your sales and marketing teams to drive growth and create meaningful customer relationships. Download this episode now and start building a more cohesive, effective approach to your business strategy.

Two Tall Guys Talking Sales – From Stories to Sales: Leveraging Narrative Power with Jeff Clair – E75

This insightful episode of “Two Tall Guys Talking Sales” dives deep into the transformative role of storytelling in the sales process. Jeff Clair, with his rich experience in sales leadership, shares why stories captivate, how to craft them effectively, and the importance of salespeople seeing themselves as guides for their prospects. Through role-playing and practice, Jeff underscores the significance of confidence and personalization in storytelling, ensuring that each story resonates deeply with the intended audience. This discussion is a must-listen for anyone looking to harness the power of storytelling to not just sell, but to connect and inspire action.

Elevate your sales game with the art of storytelling. Download this episode now and transform how you engage with your prospects.

Two Tall Guys Talking Sales – Navigating the Sales Process: Insights from Jeff Clair of ClairVoyant Consulting – E74

This episode of “Two Tall Guys Talking Sales” is a treasure trove for anyone looking to sharpen their sales skills. With Jeff Clair’s expertise, the discussion sheds light on critical aspects of the sales process, from the initial lead generation to the final close. By addressing salespeople’s common pitfalls and offering strategies to overcome them, Jeff, Kevin, and Sean provide listeners with actionable advice to elevate their sales game. Whether you’re a seasoned VP of Sales or a sales professional looking to improve your approach, this episode is packed with insights that can transform your sales strategy and lead to greater success. Tune in to learn how to navigate the sales process confidently, leverage your CRM effectively, and harness the power of storytelling to connect with your prospects on a deeper level.