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

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

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts, Kevin Lawson and Sean O’Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you’re selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels.

Key Topics Discussed

  1. The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales.
  2. Selling Beyond the Product: How to add value and differentiate yourself when selling widely available products that are similar across competitors.
  3. Strategies for New Territory Development: Tips for sales leaders and salespeople on effectively breaking into and growing new sales territories.
  4. Crafting a Unique Selling Proposition (USP): The necessity of developing a compelling USP, even for distributors of similar products.
  5. Role of Sales Managers and CEOs: The importance of leadership in providing tools and processes to support the sales team in delivering value.
  6. Maintaining Customer Satisfaction: Strategies for keeping customers engaged and ensuring repeat business in a competitive environment.

Key Quotes

  • Sean: “The value you bring is you. The value you bring is your ability to understand the prospect, your ability to guide the prospect.”
  • Kevin: “Figure out for yourself what makes the most value for your customers. When they say, ‘thank you,’ what do they say thank you for?”

Additional Resources

  • Book: “Challenger Sale” – Recommended for understanding the concept of challenging and driving customer business – https://a.co/d/cIUwphe.
  • Book: “Eliminate Your Competition” by Sean O’Shaughnessey https://a.co/d/4qCVNEP.

Summary

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.

Two Tall Guys Talking Sales – Selling Repeat Products: A Guide to Thriving in Consumable Product Sales – E69

Two Tall Guys Talking Sales – Selling Repeat Products: A Guide to Thriving in Consumable Product Sales – E69

Welcome to another insightful episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O’Shaughnessey. In this episode, the duo delves into the often overlooked but crucial sales aspect – selling consumable products. They explore strategies and insights for salespeople who deal with regularly consumed and repurchased products, such as manufacturing supplies, paper products, and even everyday items like toilet paper.

Key Topics Discussed

  1. The Unique Challenges of Selling Consumable Products: Understanding the dynamics of selling products that are regularly used up and repurchased.
  2. Strategic Sales Approaches: How to effectively sell consumable products in competitive markets.
  3. The Importance of Value Proposition: Emphasizing the significance of a unique selling proposition (USP) in consumable product sales.
  4. Salesperson’s Role in Consumable Sales: The critical impact of the salesperson’s understanding of the customer’s business and needs.
  5. Territory Management and Growth Strategies: Effective methods for expanding sales territories and managing customer accounts.
  6. Cross-Selling and Team Collaboration: Leveraging the strengths of a sales team through cross-pollination of skills and coaching.

Key Quotes

  • Sean: “In the environment we’re talking about here, where it’s a consumable product… the quality of the salesperson comes to play in a big way.”
  • Kevin: “You need to know where and how you compete. It’s as simple as that. Who do I call on? How do I compete? Is it price? Is it value?”

Additional Resources

  • Sean O’Shaughnessey’s book “Eliminate Your Competition” for more in-depth sales strategies – https://amzn.to/2K37ugx

Summary

In this episode, Kevin and Sean provide valuable insights into the world of selling consumable products. They emphasize the importance of understanding the unique challenges of this market, including the need for a strong value proposition and the crucial role of the salesperson in understanding and meeting customer needs. The discussion also covers effective territory management and the benefits of leveraging team strengths for cross-selling. This episode is a must-listen for sales professionals looking to excel in the consumable products market and for those seeking to enhance their sales strategies in competitive environments.

Listen to this episode of Two Tall Guys Talking Sales to gain valuable insights and strategies for excelling in the consumable products market, and to learn how to effectively grow your sales territory and manage customer relationships

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Sales Strategy Isn’t Just About Hitting Numbers: It’s Your Operational Backbone for Success

A well-defined sales strategy is indispensable for long-term business success.

Importance of Market Segmentation

Don’t fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact.

Crafting a Unique Selling Proposition (USP)

A compelling USP is your golden ticket in a saturated market. Your competitive edge makes your offer not just another option but the go-to solution for your target audience.

Sales Process Flowchart: Consistency is Key

A detailed sales process flowchart is the backbone of your sales execution. It provides a replicable structure and methodology, helping your team stay aligned and focused while enabling timely interventions to address bottlenecks.

Balance Short-term Gains and Long-term Objectives

Quick wins can boost morale but cannot derail your broader goals. CEOs must ensure alignment between immediate gains and long-term strategic objectives, further amplified when integrated with marketing initiatives.

Culture of Continuous Learning

Stagnation is your enemy. Cultivate a culture where past data serves as a scoreboard and a treasure trove of insights for future strategy adjustments.

Regular Reviews for Adaptability

The market won’t wait for you to catch up. Periodic reviews and adjustments ensure your strategy is a living, breathing entity, agile enough to adapt to market conditions and competitive pressures.

Remember, a well-defined, adaptable sales strategy is the key to corporate excellence. Take control and be the strategic architect of your company’s success.

Seven of Spades: Defining your corporate sales strategy: Creating Unique Selling Propositions (USPs): Define what makes your offering distinct and appealing to prospects.

Seven of Spades: Defining your corporate sales strategy: Creating Unique Selling Propositions (USPs): Define what makes your offering distinct and appealing to prospects.

Crafting the Beacon in Sales: The Art of Unique Selling Propositions (USPs)

The challenge in the modern B2B marketplace isn’t merely about getting noticed but about leaving an indelible mark. For businesses navigating this complex market, the guiding light—their Unique Selling Proposition (USP)—is the deciding factor. But why is a USP so quintessential, and how does one etch it masterfully?

Picture, if you will, an animated marketplace: myriad sellers, each echoing their offerings. Amidst this cacophony, it’s not the loudest but the most distinct voice that captures attention. Here lies the sublime difference between mere visibility and impactful distinction, a difference the USP embodies. Drawing from historical insights, companies that have adeptly sculpted a lucid USP not only differentiated themselves but also witnessed significant enhancement in sales. Consider a brand that doesn’t just sell a product but an ethos—for every purchase, there’s a contribution to a larger cause. Such compelling USPs have been demonstrated to escalate sales metrics impressively.

However, the journey of crafting a USP isn’t always smooth sailing. Companies often grapple with the challenge:

  • The Quest for Distinctiveness: Especially pertinent to sprawling enterprises, there exists an often-arduous search for that unique element. It’s like a ship amidst crosswinds, grappling for a definitive direction.
  • The Illusion of Resonance: A USP might be alluring, but if it fails to resonate with its core audience, it’s a misstep—a beacon that misguides rather than leads.

Navigating these challenges to etch a resonating USP is where the analytical marries the artistic. First, there’s the introspective dive—a company must be deeply attuned to its ethos, its foundational promises. Only when a company is profoundly aware of its essence can it then articulate that message to its prospects. Subsequent to this is the empirical phase, where understanding the audience becomes pivotal. What are their aspirations? Their values? Drawing upon robust market research facilitates the alignment of a USP with these consumer insights. The final stretch of this journey is iterative refinement. Much like an artist refining his masterpiece, a compelling USP emerges from continuous honing, molded by feedback and real-world resonances.

Yet, one must remember—a USP transcends being a mere slogan. In this information-rich epoch, consumers have a heightened sense of discernment. They can swiftly sieve out authentic commitments from hollow echoes. Thus, at the core of a compelling USP is the pulse of authenticity. It isn’t just what you profess; it’s what you consistently manifest.

The Unique Selling Proposition stands as a sentinel in the marketplace’s panorama. It’s not just a strategy or a tagline—it’s an assertion of identity, a clarion call proclaiming, “This is our essence. This is why we’re unparalleled.” For the architects of business strategy, CEOs, and sales visionaries, this isn’t just a task—it’s a craft. A melding of introspection, market acumen, creativity, and authenticity. In the sales narrative’s vast tapestry, a well-woven USP isn’t just a strand—it’s the golden thread that binds the story together, making it both memorable and mesmerizing.

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you’re listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in to find out how to create accurate buyer personas that can help you make smarter sales and marketing decisions.

📝 Key Topics Discussed:

  • Defining Buyer Personas: Kevin and Sean explore what a buyer persona really is and why it’s crucial for sales success.
  • The Importance of SWOT Analysis: Kevin explains that creating a buyer persona isn’t a one-off task; it begins with understanding your SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis.
  • Ideal Client Profiles & Unique Selling Proposition: Why understanding these can help fine-tune your buyer personas.
  • Digging into Demographics and Psychographics: How to gather and utilize this data to develop detailed buyer personas.
  • Quarterly Business Reviews (QBRs): Sean shares insights into who should be involved in these reviews and the type of questions that can help enrich your buyer personas.

🗨️ Key Quotes:

  • “If you’re out there and wondering how to get this process started, thinking that you’ve already done a SWOT analysis…now’s the time to talk about buyer personas.” – Kevin Lawson
  • “Salespeople are valuable. Salespeople are important to the sales process. And it is your job to teach your company about your customers.” – Sean O’Shaughnessey
  • “Salespeople are great people day in day out. We shouldn’t have to pay a tax because of bad salespeople doing bad things in the marketplace.” – Kevin Lawson

📚 Additional Resources:

🎧 Why You Should Listen:

Crafting an accurate and effective buyer persona isn’t just a task; it’s an art. This episode provides not only the theory but also the actionable steps you can take to create buyer personas that resonate with your target market. From initial concepts to understanding your customer needs during a QBR, Kevin and Sean have packed this episode with tools you can use immediately. Listen now to avoid the pitfalls and fast-track your way to sales success.

Ready to revolutionize your sales approach? Hit that download button and tune in now! 🎧

Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Two Tall Guys Talking Sales Podcast – Mastering the Competitive Landscape: Insights and Strategies for Sales Success – Episode 47

Dive deep into the world of competitive analysis with Kevin Lawson and Sean O’Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it’s not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game.


Key Topics Discussed:

  1. The Power of Competitive Analysis: Unlock the benefits of understanding your competition and how it empowers you as a sales leader.
  2. Understanding ‘No Decision’: Learn why some prospects choose to remain indecisive and how you can navigate this challenge effectively.
  3. The Role of SWOT in Sales: Deciphering how SWOT, PESTEL, and SOAR analyses can help shape your sales strategies.
  4. Unpacking Unique Selling Proposition (USP): Knowing your USP and leveraging it against your competitors is important.
  5. Importance of Feedback in Pricing: Sean emphasizes the need for real-time feedback, especially when your price points are met with resistance.
  6. The Salesperson as a Guide: The role of a salesperson is to guide clients, understand their needs, and sell existing products confidently.

Key Quotes:

  • Kevin: “No decision comes, in my opinion, when you haven’t done a good job qualifying the prospect.”
  • Sean: “Looking at companies that are massively successful… It’s just a good way for a company to get better. Looking at those people and learning from them is really, really important.”
  • Kevin: “If you’ve already thought through how they measure value, you know how to talk to them. You become a better salesperson because you put in the work.”
  • Sean: “Your job is to sell the product that exists today, not the product that you wish they would hurry up and build.”

Additional Resources:


Summary:
In the competitive realm of sales, it’s not just about standing out, but about understanding every piece of the puzzle. Whether it’s diving deep into SWOT analyses, ensuring that your pricing strategy aligns with market expectations, or guiding your client toward a mutually beneficial decision, every step matters. Join Kevin and Sean as they unpack these topics and more, providing you with actionable strategies to ensure your sales pitch stands out. If you’re serious about mastering the art of sales, this is an episode you won’t want to miss. Dive in now!