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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!

Transform Your Sales Strategy with the Three-Legged Stool Approach: Resonate, Differentiate, Substantiate

Business-to-business (B2B) sales is more than selling a product or service. It involves a strategic approach that includes understanding the customer’s needs, differentiating your offering, and building trust. This strategic approach is often called the three-legged stool of sales: Resonate, Differentiate, and Substantiate. Resonating with customers is the first step (leg) in the sales process. It involves answering the questions “Why should the customer act?” and “Why should they act now?” To resonate with customers,… Transform Your Sales Strategy with the Three-Legged Stool Approach: Resonate, Differentiate, Substantiate

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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The Key to Extraordinary Sales: Developing a Compelling Unique Selling Proposition

In B2B sales, professionals grapple with many challenges that can make or break their success. Clearly articulating a unique selling proposition (USP) stands out as a cornerstone for distinguishing oneself from the competition. This capability is not just a nicety—it’s a necessity. As businesses strive to carve out their niche in crowded markets, understanding and communicating what makes them distinct becomes paramount. The concept of a USP or value proposition is often used interchangeably, yet… The Key to Extraordinary Sales: Developing a Compelling Unique Selling Proposition

Maximizing Sales Performance: The Critical Importance of Compensation Planning

In B2B sales organizations, ensuring a robust sales force capable of adapting to market fluctuations and corporate objectives is paramount. Among the myriad factors contributing to sales teams’ success, two elements emerge as particularly crucial: the design and timely dissemination of compensation plans. At the heart of a well-oiled sales organization lies the principle of trust, a currency of immense value in building a healthy sales culture. Transparency and punctuality in rolling out compensation plans… Maximizing Sales Performance: The Critical Importance of Compensation Planning

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

Two Tall Guys Talking Sales Podcast – Building Trust and Credibility in Sales: A Conversation with Tom Daly – E78

Dive into the sales world with “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage candidly with Tom Daly from Focus Insights Group. This episode, rich with insights and anecdotes, peels back the layers of what makes or breaks sales strategies, highlighting the crucial elements of successful sales encounters. Join us as Tom shares his wealth of experience, offering invaluable advice to sales novices and veterans alike on how to excel… Two Tall Guys Talking Sales Podcast – Building Trust and Credibility in Sales: A Conversation with Tom Daly – E78

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 – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

In this episode, Kevin and Sean provide a comprehensive guide on effectively breaking into new territories, especially in industries where products are consumed regularly. They emphasize the importance of being more than just a salesperson; being a trusted advisor and an integral part of the customer’s business. The discussion covers strategies for differentiating in a competitive market, leveraging non-traditional client profiles, and building sustainable customer relationships. This episode is a must-listen for sales professionals looking to expand their reach and deepen their impact in new territories. Join us next week for more insights on “Two Tall Guys Talking 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.