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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!

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… Unlocking Sales Potential with MEDDPICCC: A Comprehensive Guide

Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

Understanding the Nature of Sales Benchmarks Let’s start by grounding ourselves in the foundational premise: Sales benchmarks are not merely numerical goals but the defining coordinates of success. If you will, consider them as your organization’s North Star, guiding your sales team through the complexities of quotas, customer relationships, and revenue targets. Benchmarks transcend the limitations of raw numbers and extend into the realm of qualitative assessment—whether it’s the ability to understand customer needs or… Nine of Spades: Addressing Salesperson Underperformance: Setting Performance Benchmarks: Define standards for success to measure against.

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… Two Tall Guys Talking Sales Podcast – Scaling from Your First 10 Customers to 50, 100 and Beyond – Episode 54

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

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 – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: Key Quotes: Additional Resources: Don’t be a part of the 57% that remains oblivious… Two Tall Guys Talking Sales Podcast – From SWOT to Success: Navigating the Competitive Sales Landscape – Episode 46

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 – Sales Leadership Mastery: How to Coach, Not Micromanage, Your Team – Episode 44

In this engaging episode of Two Tall Guys Talking Sales, Sean and Kevin don’t just identify the problems associated with micromanagement but provide actionable insights and solutions for how to evolve into an effective leader. Whether you’re just beginning in sales or leading a team, their candid conversation will offer you strategies to avoid micromanagement, build trust within your team, and create a culture of success. Don’t miss this chance to learn from two seasoned sales veterans – tune in to this episode and take your sales leadership skills to the next level!

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 – A Roadmap for Successful Sales: Strategy, Tactics and More – Episode 36

In this dynamic episode of the “Two Tall Guys Talking Sales” podcast, hosts Kevin Lawson and Sean O’Shaughnessey, delve into the importance of strategy in successful sales performance. Using a navigational analogy, the hosts discuss how just like using an app like Waze, successful sales also requires anticipation and understanding of the challenges on the way. Drawing parallels between navigation and sales, Kevin and Sean underscore the value of proactive strategic planning. From the importance… Two Tall Guys Talking Sales Podcast – A Roadmap for Successful Sales: Strategy, Tactics and More – Episode 36