When your sales pipeline hits a wall—or worse, goes completely flat—it can feel like you’re spinning your wheels. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into what to do when your sales team is facing a revenue generation stall. This is a fast-paced, actionable conversation focused entirely on what sales leaders can do to recharge a stalled pipeline—without relying on marketing. Whether you’re in B2B tech, manufacturing, or professional services, this episode will equip you with practical, high-impact tactics to get your sales process moving forward again.
Key Topics Discussed
The “Flat Tire” Sales Pipeline Analogy (00:00)
Why pipelines go flat—even after big wins—and how leaders can reframe the issue.
The Power of Referrals and Networking (03:00)
Sean’s method for turning satisfied customers into a referral engine—complete with a ready-to-send intro letter.
Expanding Through Customer Proximity and Chambers of Commerce (05:00)
Leveraging existing accounts and local business events to rapidly refill the funnel.
Using PESTEL for Industry-Relevant Messaging (07:00)
Kevin shares a practical framework for creating insightful sales conversations that show business acumen and relevance.
Requalifying Open Deals with the Right Buyers (08:00)
How to use sales processes and CRMs to validate opportunities—and why “access to power” is non-negotiable.
Getting to the Economic Buyer—and Asking for the Order (11:00)
A breakdown of how to engage decision-makers, handle their buying criteria, and close with confidence.
Key Quotes
“I don’t care what you sell—coolants, software, promotional gear—if you’re not prospecting today, your pipeline will let you down tomorrow.”
— Sean O’Shaughnessey (01:07)
“We’re not a demo organization. If the demo alone sold your product, you wouldn’t need a salesperson.”
— Kevin Lawson (10:00)
“If your salespeople can’t tell you who the economic buyer is, it’s time for you to get in the car and go meet them yourself.”
— Sean O’Shaughnessey (12:00)
Additional Resources Mentioned
B2B Sales Lab Community – A peer-led space for sales professionals and leaders to grow, collaborate, and share sales strategies. (Free 90-day trial with credit card to keep out spammers.) www.b2b-sales-lab.com
PESTEL Framework – A structured approach for bringing value to sales conversations by focusing on Political, Economic, Social, Technological, Environmental, and Legal issues impacting buyers.
A Significant Actionable Item from this Podcast
Requalify Every Deal in Your Pipeline This Week
Sales leaders: pull your team into a pipeline review and ask a simple, high-stakes question about every open opportunity—“If you walked in with a PO today, could your contact sign it?” If the answer is “no,” that deal is not qualified. Use this exercise to reinforce accountability, focus on real economic buyers, and prioritize deals that can convert into revenue. Don't just forecast—verify.
Why You Should Listen Now
If you’ve ever looked at your pipeline and felt that creeping sense of panic, this episode is your emergency roadside kit. Sean and Kevin don’t waste time with fluff—they deliver real sales strategies rooted in decades of experience with sales management, business acumen, and revenue generation. From value selling tactics to reengaging your best customers, this conversation is loaded with sales success insights you can implement today. Plug in, take notes, and start patching your pipeline with purpose.
