Kevin Shaughnessy is the President of Sales Implementation LLC, a consulting firm based in San Antonio, TX. He utilizes the Sales Xceleration platform which facilitates sales and profitability growth for small and medium size businesses and provides clients with a comprehensive sales strategy, an integrated sales process, and an effective sales execution plan.

You Lost the Order – Don’t Make Things Worse by Losing the Connection

I am always amazed at salespeople who allow their frustration over losing an order impact their good business judgment.  After spending months developing a relationship with a prospect, they just walk away and let the connection languish after they find out their prospect has selected another vendor. This emotional and immature response compounds the loss…

stethoscope laying across a keyboard

Sometimes Peer Pressure is Just What the Doctor Ordered

For parents of an adolescent, peer pressure has a very negative connotation. However, from a sales person’s perspective, peer pressure can be extremely productive. The win/lose nature of sales creates a competitive environment. The ability to measure results and develop objective ranking systems only supports that notion. While striving to be the top performer is…

How Honesty Can Help Maintain Customer Relationships

Sometimes a brutally frank discussion with your customer is your only option.  Over the years, I’ve witnessed a number of customer relationships that deteriorated because the sales representative was unwilling to have an honest and open conversation with their customer. Problems languished and frustrations grew. The sales rep’s fear of angering or embarrassing their contact…