Drive New Sales In Your Company
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.
The NFL has officially started, so Autumn is almost here. I hope your favorite NFL team is currently having a winning season (and please don’t gloat because my favorite is not).
Running a small sales team can be very challenging. In my first article below, I try to make the case that even one of the most successful companies of all time had a rough start because their sales team was too small and ineffective. Then, the McDonald brothers lost control of their company because they lost control of their most successful salesperson.
As I point out in my second article in this newsletter, when a company’s sales team is well-organized, well-trained, and motivated, they become more effective in closing deals and fostering client relationships. This increased effectiveness leads to more sales, ultimately resulting in higher revenues and profits for the company.
I hope that you enjoy my latest newsletter.
Sean
The McDonald’s Lesson: Why a Diverse Sales Team Matters for Small Businesses
In the annals of American business history, few stories are as captivating as the rise of McDonald’s, immortalized in the 2016 biographical drama film “The Founder.” The story of Ray Kroc, a struggling milkshake machine salesman who transformed a local drive-in into a global fast-food empire, is a classic tale of ambition, innovation, and, controversially, ruthless business acumen.
However, behind the gripping narrative lies a valuable lesson for small businesses today. The McDonald brothers, Richard and Maurice, were entrepreneurs who envisioned a revolutionary fast-food system. Their only significant flaw? They relied heavily on a single salesperson – Ray Kroc – to sell their franchise concept. This dependency proved to be their Achilles’ heel and resulted in them losing control over their brand.
The McDonald brothers had an excellent product and a promising business model. But the near-total reliance on Kroc as their sole franchise salesperson left them vulnerable. When Kroc’s ambition overstepped the boundaries they were comfortable with, they had no alternative but to endure the adverse outcomes, including the eventual loss of their company.
Small businesses must take this lesson to heart in today’s rapidly evolving business landscape. A diverse sales team is no longer a luxury; it’s a necessity. Here’s why:
Control the Message: The Power of Diversity Over Singularity
In the evolving business landscape, the brand message is one of the most pivotal components for success. It is the heartbeat of your organization, resonating with the values, goals, and ethos your company embodies. Yet, when this message is funneled through a singular voice, it often becomes vulnerable to unintentional distortions and personal biases. Imagine an intricate musical piece being played only on one instrument – while it may still carry the tune, it misses the richness and depth that a full orchestra brings.
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 Center for Innovation - 1605 Dana Avenue, Cincinnati, OH, 45207.
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
Unlocking Your Company’s Potential: The Power of a Strong Sales Organization in Driving Revenue Growth and Boosting Valuation
A strong sales organization is the cornerstone of any successful business. The sales team serves as the company’s lifeblood, driving revenue growth and ensuring long-term financial stability. When a company prepares for a merger, acquisition, or public offering, having a strong sales team can translate into a higher valuation.
A strong sales organization is the backbone of a thriving business, as it directly impacts revenue generation. When a company’s sales team is well-organized, well-trained, and motivated, they become more effective in closing deals and fostering relationships with clients. This increased effectiveness leads to more sales, ultimately resulting in higher revenues and profits for the company.
By investing in a strong sales organization, businesses can capitalize on opportunities and achieve maximum value. The best sales organizations have a proven track record of success. These teams have established a consistent sales process, streamlined communication channels, and aligned with the company’s overall business goals.
A successful sales team is crucial for driving revenue growth. The following factors contribute to a sales organization’s ability to increase revenues and profits:
Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48
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.
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.
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:
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 .
Absolutely loving the insights shared in your latest newsletter, especially the McDonald's Lesson. ?? It reminds me of what Steve Jobs said, "Innovation distinguishes between a leader and a follower." A diverse sales team surely fosters innovation and positions your brand as a leader. Keep up the fantastic work, and keep those actionable strategies coming! ?????