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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 Growth: How TriState Fabricators Transformed Their Sales Approach

Have you ever wondered how a well-established manufacturing company can revolutionize its sales strategy? The journey of TriState Fabricators, a premier metal fabrication shop in the Midwest, offers compelling insights into this process. In a recent interview, I sat down with Joe Vogt, President and Owner, and Jonathon Padial, VP of Sales, to discuss their transformative experience. With his 20-year tenure at TriState, Joe Vogt recognized the need for change to scale the business. The… Unlocking Growth: How TriState Fabricators Transformed Their Sales Approach

Mastering Sales in the Digital Age: A Case Study on Megan O’Hara

The sales landscape constantly evolves, and the tools and techniques used to reach potential clients are continually refined and reimagined. One such innovative approach to sales and marketing is pioneered by salespeople and sales managers leveraging technology to add value to their client relationships and boost their sales figures. 

Megan O’Hara, an executive solution specialist in Columbus, Ohio, is at the forefront of this movement. She has developed a unique method of reaching out to clients that adds value to their lives, increases her customer access, and builds her credibility. This method is simple yet impactful: Megan sends a weekly tech tip in a short video format every Monday.

This approach is designed to keep her name at the top of her clients’ minds. In a world where attention spans are increasingly limited and competition for customer attention is fierce, being the first person a client thinks of when they need a product or service is vital. By sending out these tech tips, Megan is providing a valuable service to her clients and ensuring that she remains at the forefront of their minds.

The success of this approach is evident in the response Megan has received from her clients. Many have contacted her after receiving her tech tips, expressing appreciation for her added value to their lives and initiating further business conversations. This is a clear testament to the power of this approach in building strong client relationships and driving sales.

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Enhancing Sales Performance Through Effective One-on-One Coaching Meetings

The effectiveness of sales management is paramount, particularly in how sales managers support their team members to enhance performance. The nuanced relationship between a salesperson and their manager can significantly influence their success, a topic that is gaining traction among CEOs and sales leaders seeking to maximize their team’s capabilities. One-on-one meetings between sales managers and salespeople are not just routine check-ins but pivotal moments that can define a sales team’s success trajectory. These interactions… Enhancing Sales Performance Through Effective One-on-One Coaching Meetings

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

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… Building High-Performing Sales Teams through Strategic Alignment

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

Crafting a Sales Process Flowchart: Visualize the stages in your sales process for consistency – Driving New Sales: Transforming Small Businesses into Sales Powerhouses – Episode 9

Today’s episode with Sean O’Shaughnessey has armed you with the knowledge to construct a Sales Process Flowchart that is the backbone of a successful sales strategy. Implementing the discussed actionable strategies will refine your sales process, making it a powerful engine for business growth. Stay tuned for more insightful episodes to further empower your journey to becoming a sales powerhouse.

Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

This episode of “Two Tall Guys Talking Sales” is a must-listen for sales professionals seeking to start the new year on a strong note. With Paul Fuller’s insights on effective sales leadership, the importance of CRM tools, and the art of sales, listeners are equipped with valuable strategies to elevate their sales game. Whether you’re a seasoned sales leader or new to the field, this episode offers practical advice and motivation to achieve your sales goals in the upcoming year.

Two Tall Guys Talking Sales – Navigating B2B Sales Complexity – Insights from Membrain’s CRO Paul Fuller – E64

In this episode of “Two Tall Guys Talking Sales,” hosts Kevin and Sean, along with guest Paul Fuller, delve into transforming CRM systems into tools that genuinely enhance sales productivity. They discuss the integration of sales methodologies into CRM platforms, the challenges of complex B2B sales, and the crucial balance between leveraging technology and nurturing relationships in sales. This conversation is a must-listen for sales professionals seeking to optimize their CRM usage and enhance their sales strategies. Tune in for more insights, and join us again next week for another enlightening discussion with Paul Fuller.