Drive New Sales In Your Company

September 2024 Edition

Unlocking Growth: How TriState Fabricators Transformed Their Sales Approach

How does a well-established manufacturing company overhaul its sales strategy? TriState Fabricators, a premier Midwest metal fabrication shop, recently shared their transformative experience. Joe Vogt, President and Owner, recognized the need for change to scale the business beyond its reactive, RFP-driven approach. But what does it take to shift to a proactive, growth-oriented strategy?

The answer lies in a powerful combination of expertise and technology. TriState brought in Sean O'Shaughnessey as a fractional VP of Sales, implemented Pipedrive CRM, and invested in comprehensive sales leadership training. These tools provided the structure and visibility the company had been lacking. Vogt praised O'Shaughnessey's impact: "I never met anybody with more sales knowledge in my life." The company also began conducting quarterly business reviews with key customers, further strengthening relationships.

The transformation didn't stop there. Jonathon Padial, who was hired as the new VP of Sales, continued to emphasize structured sales processes. Both Vogt and Padial underwent Certified Sales Leadership training, which Padial now considers his "bible" for leadership challenges. Combined with their involvement in Vistage and implementing the Entrepreneurial Operating System (EOS), these changes have led to a more engaged and cohesive sales team.?

Want to learn how TriState Fabricators managed this significant cultural shift and positioned themselves for future growth? The full video interview offers invaluable insights for any business leader looking to drive organizational change and growth.

Watch the video

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.

Take The Sales Agility Assessment Now!

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 The Metropolitan Club - Towers Of River Center - 50 E Rivercenter Blvd # 1900, Covington, KY 41011.?

Please register at https://www.eventcreate.com/e/beers-biz-2024/ to reserve your spot and learn about the locations of future meetings.

Register to attend Beers & Biz...

Unstick Your Sales: The Importance of Understanding the Buyer’s Journey

Navigating the intricate dynamics between buyers and salespeople is key to closing deals effectively. Imagine being faced with a prospect in the beer industry who immediately asks about price. It's tempting to dismiss them as a low-potential lead, but that’s a mistake. Instead, you need to dive deeper, understand their needs, and ensure you're aligning your sales approach with their decision-making process. If not, your sales pitch can quickly devolve into a mere commodity exchange, which offers little long-term value.

How do you avoid this trap? Start by mastering the buyer’s journey. Even when price is the first question, take the conversation further by probing into the buyer’s motivations and pain points. When you build your sales process to resonate with the buyer’s needs, you create a value-driven dialogue that not only answers the "how much" but also addresses the "why." This shift from a transactional to a relational approach can be transformative in shaping how you close deals.

Sales professionals, managers, and CEOs alike need to reflect on whether their current sales strategy is buyer-centric. Is your CRM supporting a seamless sales process? Are your deals getting stuck? By rethinking how you align with your buyers, you can transform your sales journey into one that’s more effective, efficient, and rewarding. Ready to dive deeper? Click through to explore these strategies in detail.

Continue Reading…

Two Tall Guys Talking Sales Podcast

Two Tall Guys Talking Sales comes out every week on Tuesday at 4:30P ET. Please subscribe on your favorite podcast player.

Two Tall Guys Talking Sales Podcast – From Microphones to Mountains – Reflecting on 100 Episodes of Sales Wisdom – E100

This 100th episode is a celebration and a testament to continuous improvement and shared growth in the sales world. Kevin and Sean unpack the layers of learning they’ve experienced and the wealth of knowledge they’ve gathered from various experts. Whether you’re a seasoned sales professional or a newcomer to the field, this episode offers a wealth of practical advice, humor, and insights that can transform your approach to sales and leadership.

A Significant Actionable Item from this Podcast:

Adopt the practice of discussing and refining your craft regularly. As highlighted by Kevin, talking about your sales strategies and processes, much like writers improve by writing daily, can significantly enhance your expertise and execution in sales.

Listen to this episode here: https://newsales.expert/2024/08/two-tall-guys-talking-sales-podcast-from-microphones-to-mountains-reflecting-on-100-episodes-of-sales-wisdom-e100/

Two Tall Guys Talking Sales Podcast – From Process to Performance: Elevating Your Sales Game – E99

In this episode, Kevin and Sean unpack the essence of a repeatable sales process and its undeniable role in achieving consistent success. Whether you’re a seasoned sales professional or new to the field, this discussion offers invaluable insights into making your sales efforts more effective and efficient. From the foundational role of trust to integrating marketing and sales, this episode is a must-listen for anyone looking to enhance their sales strategies.?

Listen to this episode here: https://newsales.expert/2024/08/two-tall-guys-talking-sales-podcast-from-process-to-performance-elevating-your-sales-game-e99/

Continue Listening…

Collecting Jellybeans: Flavors of Timeless Wisdom to Grow Your Organization and Revenue

Collecting Jellybeans is a practical guide for sales and marketing professionals focused on mastering strategies to drive growth, optimize customer engagement, and maximize revenue. This book provides readers with a wealth of knowledge on how to enhance their organization's performance and achieve sustained growth. Each chapter is packed with actionable advice, covering topics such as crafting effective marketing strategies, aligning sales processes with customer needs, and implementing innovative approaches to boost revenue. Whether you are a business leader looking to refine your marketing tactics or a sales professional aiming to optimize client engagement, this book offers a versatile toolkit to help you navigate the complexities of today's business landscape.

The ten authors (including mine that covers setting up an Account Based Marketing campaign) contributing to Collecting Jellybeans represent a diverse range of industries and bring a variety of perspectives on how to drive growth through strategic marketing, effective sales techniques, and smart revenue management. From understanding the essentials of account-based marketing to mastering customer retention strategies and leveraging data for sales optimization, each chapter distills the best practices and real-world experiences of its author. This multi-author approach ensures that readers gain a holistic view of business growth, with practical insights that can be applied directly to their unique challenges. With Collecting Jellybeans, you'll find the essential knowledge needed to take your marketing, sales, and revenue strategies to the next level.

Please pre-order your copy today so that you can read this book as soon as it is out! You can pre-order at https://a.co/d/a1qzQX2

Pre-Order Your Copy Today…

Sean OShaughnessey

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.

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:

?- Create a Sales Plan

?- Find Your Best Customers

?- Grow Your Sales

Visit my website

My book: Eliminate Your Competition

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 you could be the preferred vendor for all 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 decision-making 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 .