Drive New Sales In Your Company - August 2023
Sean O'Shaughnessey
I help company owners realize the maximum value of their company by improving their revenue generation capability. I help owners enhance their sales management, methodologies, processes, teams, and messaging.
Football is starting at your local school and in the NFL. That used to mean that we were in Autumn, but now it means that we are simply in the dog days of summer. I hope the summer has been great for you and the month or so we have left is even more enjoyable.
Have you checked out my podcast? We are a couple of weeks from our 50th episode, and we have had amazing responses. If you have yet to listen, some links later in this newsletter will help you find the podcast.
I hope that you enjoy my latest newsletter.
Sean
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Sean O’Shaughnessey
CEO and President
New Sales Expert LLC
The Kaivac Impact: Harnessing Faith, Innovation, and Sales Excellence in the Cleaning Industry
Bob Robinson Jr. and his father, Bob Robinson Sr., innovated a "no-touch" restroom cleaning machine over two decades ago, leading to the birth of Kaivac, a prominent cleaning machine manufacturer located in Hamilton, OH.
Bob Jr.'s vivid memory of the struggle of cleaning restrooms by hand sparked the inspiration for Kaivac. From its inception, the company has expanded its range, developing machines for cleaning kitchen floors, hallways, grocery displays, and more. Boasting 18 patents and another 16 pending, Kaivac delved into floor cleaning and spill response machines.
Adopting a hybrid sales approach—direct sales and through distributors—the company has secured major clients like Walmart, Kroger, and Target under the leadership of Bob Jr., the VP of Sales. However, after facing challenges during the COVID-19 pandemic following a record year, Kaivac aspired to hit $75 million in annual revenue within three years and aim for a lofty $1 billion within two decades.
Kaivac's ambitions led them to enlist New Sales Expert, LLC , spearheaded by CEO Sean O'Shaughnessey , with 38 years of sales expertise. Sean praised Kaivac's vast untapped potential and the rich culture it was built upon. Rooted in Christian values, the company's guiding principles are captured in their acronym, FIGS: "First shall be last, last shall be first," Integrity, Golden Rule, and Servant’s Heart. Moreover, KAI in Kaivac is not just a prefix but a motivational acronym emphasizing continuous improvement and innovation.
Sean O'Shaughnessey immediately identified areas of improvement, starting with reshaping the compensation plan. This aimed to motivate the sales team to close bigger deals more efficiently. Using Salesforce, a top-rated CRM, Sean integrated MEDDPICCC—a sales qualification method. He added crucial dashboards and tools like the Decision Timeline to facilitate smooth big-deal closures, further professionalizing the sales process.
But the endgame for New Sales Expert, LLC was always to make Kaivac self-reliant. To achieve this, Bob Jr. and three key company leaders enrolled in Sales Xceleration? Certified Sales Leadership course delivered by Sean. This program expanded their skill set, prepping them for future revenue growth and sales management.
Mike Perazzo , one of the course attendees, was subsequently appointed Executive Vice President of Sales. Mike credits Sean with refining their sales processes, identifying gaps, and enhancing their efficiency, making him a better sales leader.
Sean O’Shaughnessey lauds Kaivac, not just for their innovative cleaning machines but for their commitment to employee and customer success. He asserts that their machines offer unparalleled value, ensuring cleaner spaces at affordable rates.
Since collaborating with Sean, Kaivac has observed a marked uptick in its revenue and profitability, translating to bonuses for its employees, who the Robinsons view as extended family. Bob Jr. summarizes their journey aptly,?
“Our organization was built to have heart.”
Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.
Are You Coming To Beers & Biz?
Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join some relevant conversations about today's business challenges. It is probably the best networking event in Greater Cincinnati.
If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.
There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.
Our next event is at Xavier's Center for Innovation at 1605 Dana Ave. Cincinnati, OH 45207, on August 24, so please consider registering. Also, the September event will be on September 28, and I hope that you will put that event on your calendar so that you can find the time to attend.
Please register at?https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 ?to reserve your spot and learn about the locations of future meetings.
领英推荐
Fractional Sales Leadership Increases the Value of My Client by 167%
Several years ago, I was hired by a fantastic software startup company in the artificial intelligence industry. Their technology had roots in original research by one of the founders at MIT. I was connected to one of the founders, and he approached me to be his Fractional Vice President of Sales as they felt that their technology had progressed to the point that they needed to find early adopter customers.
It was a young company with a small client base and very little revenue, but it clearly understood its offering and the value it could deliver to new clients. I started the engagement with my standard discovery process to identify what value they were providing to their clients or prospective clients. We developed a target persona, and I helped them identify potential clients that fit their use cases.
As I worked with them, I learned more about their backstory. A significant chip manufacturer had wanted to buy the company just a few months earlier. The founders were eager to sell, but the parties couldn’t agree on a price and parted ways. The large chip manufacturer valued the company at about 75% of the valuation that the founders wanted. This offer reminded me of the popular TV show Shark Tank, where entrepreneurs try to arrange investments from 5 individual investors. They rarely agree at the beginning of the segment on the startup’s value; sometimes, they compromise, and sometimes they do not. In this case, the giant chip manufacturer didn’t see the value, just like the Sharks didn’t see the value of Ring.
The owners of my client did what any sound company executives would do. They pushed harder on their business to build its value. They realized that nothing drives the company’s value like revenue and pipeline, so they brought me in to help them.
Fast forward ten months after hiring me, and our pipeline, messaging, sales team, partnerships, and methodologies have improved dramatically. At this point, another chip manufacturer enters the picture and wants to acquire the company and its technology. But now everything in the company is more proven, and the risk is less for the acquiring company. The owners and the new acquiring company agreed quickly on the company’s value. The company was now worth 200% of what the founders initially thought just the previous year. The deal closed quickly and efficiently, with most employees finding great jobs at the new owner while some continued with new and exciting adventures.
New customers, pipeline growth, and team growth caused a dramatic increase in the company’s value. Undoubtedly, the software improved during that year, but much of that improvement was because of customer and prospect feedback. The new chip manufacturer thought the company was worth 267% compared to the previous suitor.
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 O'Shaughnessey and Kevin Lawson 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!
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.
Sean O'Shaughnessey
New Sales Expert, LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.
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If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.
My goal is to drive sales growth. I do this with Sales Xceleration? 's proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:
?1. Create a Sales Plan
?2. Find Your Best Customers
?3. Grow Your Sales
My book, Eliminate Your Competition, is available wherever books are sold
Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?
Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.
You may purchase my book?Eliminate Your Competition?from your favorite book retailer. The ebook version is available at the most popular retailers, such as?Apple ,?Amazon , and?Barnes & Noble . The paperback version is also widely available at retailers like?Amazon ,?Barnes & Noble , and?Books A Million .
System & Soul Coach | Elevating Leadership & Team Development | When teams stumble, let's ensure your vision delivers the clarity to build brand equity.
1 年Practical, insightful, and meaningful newsletter and PodCast, Sean. Thank you for your continued commitment to share your breadth of knowhow.