Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Sean O'Shaughnessey, CEO and President of New Sales Expert, LLC., located in Mason, OH, USA.
What's your business, and who are your customers?
I am a fractional Chief Revenue Officer. I help small and medium-sized businesses accelerate their revenue growth.
Tell us about yourself
I realized a few years ago that many companies struggle to develop a revenue stream that is predictable and sustainable. This is primarily because the people in those companies that are in charge of sales are not sales professionals. They needed help creating the sales messaging, methodology, and processes to repeatably sell their product. However, they couldn't afford someone with my skills full-time, nor did they need me full-time. A fractional relationship allows me to help them grow without burdening them with a cost that is crippling.
What's your biggest accomplishment as a business owner?
There is nothing better than seeing salespeople that were struggling or not appreciated start to be successful in their positions.
What's one of the hardest things that come with being a business owner?
My biggest challenge is balancing selling with delivery. I work on relatively short engagements, so I am always talking to new potential clients about what I do. I cannot let that activity affect my ability to deliver great service to my clients. The balance of selling and delivery is a weekly challenge.
What are the top tips you'd give to anyone looking to start, run and grow a business today?
Since my job is to help small companies create more revenue, I will focus my advice on sales (which is the lifeblood of any new company):
- Talk to at least 40 prospects every month about their needs and goals and how you might fill them.
- Develop your value selling proposition (VSP) that creates a strong message to those 40 prospects.
- Tell your story as loudly and as often as possible. Don't hide. Put your VSP out on social media. Tell everyone what you do.
Is there anything else you'd like to share?
Your company's job is to sell your product or service. It isn't to make a product or service. Treat sales as a complicated and difficult profession (it is). Hire the best people possible to run sales, and you will be successful.
Where can people find you and your business?
If you like what you've read here and have your own story as a solo or small business entrepreneur that you'd like to share, then please answer these interview questions. We'd love to feature your journey on these pages.
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