Skip to content

value proposition

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!

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

Two Tall Guys Talking Sales Podcast – Revamping Your Outbound Sales Approach: Value Proposition, Touch Points, and Tactics – Episode 43

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach’s importance, and persistence’s role in sales. You’ll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound sales.

Two Tall Guys Talking Sales Podcast – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

In this episode of Two Tall Guys Talking Sales, Sean O’Shaughnessey and Kevin Lawson discuss the importance of standing out and differentiating oneself in the competitive world of sales. They explore how salespeople can escape the commodity mindset and become trusted advisors to their clients, ultimately leading to more money and success. Key takeaways from the episode include: The hosts also mention insightful books and previous podcast guests, such as Kelly Crandall and Jim Hardwick… Two Tall Guys Talking Sales Podcast – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

Two Tall Guys Talking Sales Podcast – Adapting Sales Strategies in a Changing World – Episode 32

In this episode of the podcast, Kevin and Sean discuss the necessity for sales leaders to adapt their advice and strategies in today’s ever-changing environment. With the numerous changes and challenges that businesses face daily, sales leaders must constantly evolve and stay ahead of the curve to help their teams succeed. The discussion touches on how being a trusted advisor to clients is crucial for success regardless of market shifts and economic turmoil. The ability… Two Tall Guys Talking Sales Podcast – Adapting Sales Strategies in a Changing World – Episode 32

Fractional Executives Are Better Than Consultants For Driving Valuable Changes in Small Businesses

Change is inevitable, and small business owners must constantly adapt to stay ahead of their competition. While traditional consultants may offer valuable insights and recommendations, they often lack the hands-on commitment to implement these changes effectively. A consultant will write a report and presentation to advise management of required changes and then count on management to deploy the advice effectively. More than a report or playbook is usually needed to drive tangible results.

Enter the concept of a fractional executive. This innovative solution provides small businesses the strategic guidance and support they need to grow and evolve. In this blog post, we’ll explore the role of a fractional executive, discuss their benefits, and share tips for finding the right fit for your business.

A fractional executive is a seasoned professional who offers expertise and leadership on a part-time or project basis. These individuals often have extensive experience in their respective fields and can fill critical gaps in a company’s leadership team. From acting as a temporary CEO to guiding sales or financial strategies, fractional executives provide services tailored to your business’s unique needs.

The critical difference between a fractional executive and a traditional consultant lies in their level of commitment. While consultants often deliver a one-time report or set of recommendations, fractional executives are actively involved in the day-to-day operations of your business. They work closely with your team to implement changes, monitor progress, and adjust strategies as needed, ensuring that your business thrives in the long term.

Consultants can create beautiful reports using modern tools like Chat GPT. While a report generated by Chat GPT can provide valuable insights and recommendations for a business, it is crucial to recognize that such a report alone is insufficient to drive meaningful changes. To successfully implement and manage the recommended changes, businesses require a more hands-on and personalized approach that addresses their unique challenges and opportunities. A report can serve as an excellent starting point, but companies must invest in dedicated human expertise to ensure that the proposed changes are effectively integrated into their operations.

A Chat GPT report may be insufficient for driving change because it cannot fully account for the intricacies and nuances of each business. While AI-generated reports can be well-researched and informative, they may need a more profound understanding of company culture, team dynamics, and specific market conditions necessary to develop tailored strategies. On the other hand, a human expert can work closely with stakeholders, employees, and customers to gain a comprehensive understanding of the business’s unique needs and challenges, allowing them to develop and implement more effective change initiatives.

Additionally, change management requires ongoing support and guidance, which a Chat GPT report or an absentee consultant cannot provide. Implementing changes often involves overcoming obstacles, refining strategies, and addressing unforeseen issues that arise during the process. A human expert, such as a fractional executive, can provide the necessary support and adaptability to navigate these challenges and ensure the success of the change initiatives. By working closely with the business daily, they can monitor progress, identify areas for improvement, and make real-time adjustments to keep the change process on track.

Read the rest of the article…

Two Tall Guys Talking Sales Podcast – Part 2 of Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – Episode 25

Kelly Crandall returns to Two Tall Guys Talking Sales for her second episode in two weeks. Kelly is an expert in sales after working in the corporate world, running a small business, providing Fractional Sales Leadership for her customers in Florida, and now is the Visionary for Sales Xceleration.  This episode centers around building a strong value proposition and creating a sales strategy that resonates with customers. In this particular episode, the topic of discussion… Two Tall Guys Talking Sales Podcast – Part 2 of Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – Episode 25

Two Tall Guys Talking Sales – Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – E24

Kevin and Sean have a special guest for this episode! Kelly Crandall of Sales Xceleration and Next Level Strategies.  Kelly is a sales expert who works as an advisor to help mid to small-size businesses build a path to more sales. The topic of the conversation is “The Sales Skills Required to Communicate Your Value Proposition to Win More Deals.” Kelly discusses the importance of value proposition and its broader concept, focusing on why buyers… Two Tall Guys Talking Sales – Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level Strategies – E24

How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

Small businesses often find themselves at a disadvantage when competing with larger, well-established companies. However, they can still succeed. It requires them to think creatively and strategically and to develop unique approaches to win customers over. One approach small businesses can take is implementing the Fragment Sales Strategy. This approach is advantageous when small companies find themselves in David vs. Goliath-type sales campaigns, going up against larger competitors with more resources, references, and success stories.… How Small Businesses Can Compete with Larger Competitors Using the Fragment Sales Strategy

A Conversation: Why Small Businesses Don’t Have Consistent Revenue

I was recently interviewed by Bob Clark on his podcast 808 Podcast. It is named 808 because 808 looks like Bob and the internet loves short video content so it is less than 8 minutes and 8 seconds. We had a great conversation in under 8 minutes and 8 seconds while Bob walked me through four high-level questions (and a few clarifying questions).

I went through the process of having the conversation transcribed so that you can read the content if you prefer to read more than listen. This transcription tries to put the text into a more readable format.

You can find the podcast here. At the bottom of this article, there is a YouTube version of the podcast.

https://808podcast.com/808-podcasts/124-sean-oshaughnessey-new-sales-expert-llc/
Read the rest of the article…