Shows
Two Tall Guys Talking SalesManaging the Maverick: How to Lead Top Sales Performers Without Breaking Team CultureWhen a top-performing salesperson refuses to follow the rules, tensions flare, and your culture might suffer. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey tackle a question straight from their B2B Sales Lab community: What do you do with a sales rockstar who drives the rest of the team nuts? If you've ever struggled with managing high-output, low-alignment team members, this conversation is packed with valuable insights, practical strategies, and real-world advice to help you strike a balance between performance and healthy team dynamics. Tune in for battle-tested tips on sa...2025-07-2217 minTwo Tall Guys Talking SalesWorkflows, Automation, and AI: Building a Smarter Sales OrganizationIn this compelling episode, co-hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial distinctions between workflows, automations, and artificial intelligence (AI), and why understanding these differences isn’t just technical trivia, but foundational to improving sales processes, enhancing sales management, and accelerating revenue generation. If you're a sales leader, business owner, or B2B rep striving to improve how you use technology to boost sales success, this episode is a must-listen. Packed with real-world examples and expert commentary, you'll walk away with a clearer understanding of how to integrate automation and AI into your selling environment without losing th...2025-07-1517 minTwo Tall Guys Talking SalesFuture-Proofing Your Sales Career with AI, Strategy, and Smarter WorkflowsIs artificial intelligence coming for your sales job? Not if you understand the power of business acumen, value selling, and strategic adoption of tools that amplify, not replace, human expertise. In this high-impact episode of Two Tall Guys Talking Sales, Kevin and Sean tackle the loud claims of AI-induced layoffs with a grounded, practical message for salespeople and sales managers: evolve or fall behind. This is not a doomsday episode; it's a wake-up call, a roadmap, and a motivational boost for anyone in the world of revenue generation, sales processes, and messaging strategy. Whether you're a frontline...2025-07-0819 minTwo Tall Guys Talking SalesBuilding a Sales Powerhouse—The 3 Most Underrated Skills with Jeff ParrisSales isn’t about persuasion but service, resilience, and growth. In this episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O’Shaughnessey welcome sales leader and former professional athlete Jeff Parris to explore the fundamental skills that separate elite salespeople from the rest. Drawing on decades of experience, Jeff shares three often-overlooked yet foundational competencies that drive sales success, and they’re not what you’d expect. Whether you're a VP of Sales building a high-performance team or a seller looking to level up, this episode delivers sharp insights on value selling, business acumen, and sales ma...2025-06-2417 minTwo Tall Guys Talking SalesElevate Your Sales Game with B2B Sales Lab: A New Resource for Revenue GrowthWhen sales professionals hit a roadblock, where do they turn? In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey unveil an exciting new initiative: B2B Sales Lab, a private peer networking community designed to support salespeople, sales managers, and business owners in their journey toward revenue generation excellence. This isn’t just a conversation; rather, we are offering an invitation to join something powerful. If you've ever felt alone in a tough sales challenge or wished for experienced advice on your messaging, sales processes, or strategy, this episode is for you. ...2025-06-1008 minTwo Tall Guys Talking SalesJohn McLeod Explains How to Avoid the AI Trap: Using New Tools Without Losing Your Sales MessageIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey are joined by veteran fractional VP of Sales, John McLeod. Together, they dive into a critical topic for today’s sales leaders: embracing artificial intelligence tools without compromising your value proposition, messaging, or sales processes. John brings deep expertise in sales management, business acumen, and revenue generation strategies, offering a measured approach to evaluating sales tech, especially AI solutions, through a risk-and-reward lens. Whether you're a business owner, sales manager, or BDR excited about AI, this conversation grounds you in practical wisdom. ...2025-06-0316 minTwo Tall Guys Talking SalesPatrick O'Donnell Explains How to Hire and Onboard Sales Talent That Actually PerformsIn this high-impact episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome sales acceleration expert Patrick O'Donnell to tackle one of the toughest challenges facing small business CEOs: hiring and onboarding top-performing sales talent. Together, they dive deep into proven sales strategies that help CEOs find strong candidates and keep them engaged, successful, and driving revenue. If you’ve ever hired a salesperson who didn’t work out, or you’re planning to hire your first, this conversation is your roadmap to sales success. From creating a robust onboarding plan to integrating soft skills traini...2025-05-2715 minTwo Tall Guys Talking SalesMastering Sales Hiring with John Lee – Sales Management Insights for Growth-Focused TeamsIn this week’s episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey are joined by the “Elder Statesman” of fractional sales management: John Lee. With nearly four decades of experience and a deep track record of helping companies hire top-performing sales professionals, John shares a masterclass in sales hiring strategy. Whether you’re scaling from a two-person team to ten or trying to avoid costly hiring mistakes, this episode delivers practical, field-tested advice on building elite sales teams, strengthening your sales processes, and aligning talent with company culture. Don't miss this conversation if you're...2025-05-2017 minTwo Tall Guys Talking SalesSteve Caton Shares When to Sell, When to Coach, and When to Hire: Strategic Sales Management That Drives GrowthIn this powerful episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey are joined once again by Steve Caton, CEO of Altezza Solutions, for a thought-provoking conversation that zeroes in on one of the toughest decisions in sales leadership: when to sell, when to coach, and when to hire. Whether you’re a business owner, VP of Sales, or a player-coach juggling a quota and a team, this episode brings clarity to the strategic inflection point where growth hinges on letting go. With frank discussion, lived experience, and tactical advice, Kevin, Sean, and Steve guide you...2025-05-1317 minTwo Tall Guys Talking SalesWinning Without Discounting: Mastering Value Selling at Premium PricesWhen it comes to holding firm on pricing, many salespeople stumble at the finish line, undermining their value and margin in pursuit of a quick win. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey explore the essential topic of value selling, especially when offering a premium-priced solution. They break down how business acumen, sales strategy, and relationship-based selling contribute to sales success—and how to confidently command the price your product deserves. If you’ve ever been told you’re “too expensive,” this is your playbook for holding the line and still closing the deal.2025-04-2917 minTwo Tall Guys Talking SalesThe Four Buckets of Sales Growth with Steve WittalIn this dynamic episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome Canadian SalesXceleration expert Steve Wittal for an in-depth look into the foundations of effective sales strategies. Steve brings decades of experience in startup advisory, sales management, and business growth, sharing a robust framework that simplifies complex growth challenges into four digestible buckets: desirability, clarity, predictability, and deliverability. If you’re a business leader looking to strengthen your sales processes, sharpen your messaging, or improve revenue generation, this conversation is a goldmine. Key Topics Discussed The Power of...2025-04-2217 minTwo Tall Guys Talking SalesJohn Spencer Explains Scaling Sales Teams- Turning A-Player Performance into Company-Wide SuccessIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey sit down with John Spencer, a seasoned sales leader and founder of Clear Direction Sales Development. Together, they explore the crucial differences between growth and scale, particularly in organizations leaning too heavily on a superstar seller. If you're leading a sales organization that relies on one standout performer—or trying to replicate success across your sales team—this is a must-listen conversation packed with real-world examples and hard-earned wisdom. The trio unpacks why scalable sales processes and strong business acumen matter far more than a...2025-04-1516 minTwo Tall Guys Talking SalesKnow Your Numbers: A Sales Leader's Guide to Growth MetricsAs Q2 kicks into full gear, it's time to pause and reflect—are you ahead, on pace, or falling behind on your sales targets? In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey unpack one of a sales leader's most crucial yet often overlooked responsibilities: knowing your numbers. With equal parts practical advice and strategic vision, this conversation walks you through the foundational metrics every sales leader should track—customer acquisition cost, average transaction size, support staffing ratios, and more. Whether you're forecasting growth, scaling headcount, or simply trying to stay ahead...2025-04-0815 minTwo Tall Guys Talking SalesTom Gottlieb of Berkshire Hathaway Explains How Buyers Want Growth- How Sales Leaders Can Increase Company WorthIn this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome business intermediary Tom Gottlieb of Berkshire Hathaway. Tom brings decades of experience in buying, selling, and valuing businesses across the Midwest. The conversation dives deep into what truly drives the value of a company—and how sales leaders and business owners alike can prepare their organizations for a future transition. Whether you’re a business owner considering a sale or a sales executive interested in how sales performance impacts company valuation, this episode delivers invaluable guidance. It’s part education, part strategy...2025-04-0118 minTwo Tall Guys Talking SalesFixing the Funnel – Building a Sales Pipeline That Actually WorksWelcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. In this episode, the tall guys dive deep into one of the most critical yet commonly broken elements in any sales organization: the sales funnel. Whether you're stuck with a clunky three-stage process that tells you nothing or overwhelmed with 35 micro-stages that only confuse your reps, Sean and Kevin offer a practical guide to rethinking and rebuilding your pipeline strategy. Packed with metaphors (yes, even superhero ones) and sharp analysis, this episode will leave you inspired to take a hard look at your fu...2025-03-2517 minTwo Tall Guys Talking SalesPrepping for Q2 – Getting Ahead, Catching Up, and Staying on TrackAs the first quarter comes to a close, sales leaders and professionals must assess their performance and gear up for the challenges and opportunities ahead in Q2. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down the essential strategies for both those ahead of plan and those struggling to catch up. From refining your sales process to maximizing customer relationships, this discussion is packed with insights that can help you dominate your numbers in the coming months. Key Topics Discussed: The Reality of Q1 Performance and the Need for Ur...2025-03-1816 minTwo Tall Guys Talking SalesFrom Regular Season to Postseason: Coaching Your Sales Team to WinAs a sales leader, are you coaching your team for the long haul, or are you scrambling in the final weeks of the quarter? In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down the difference between regular season and postseason play—whether in sports or sales. They explore why last-minute Hail Mary strategies can be damaging, how to manage time, and the importance of consistent coaching effectively. With March Madness and The Masters as the backdrop, this conversation is packed with insights to help you refine your sales approach and ensure your...2025-03-1117 minTwo Tall Guys Talking SalesSales Prospecting: Are You Chasing Leads or Cultivating Success?In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the art of sales prospecting using an unusual but powerful analogy—chasing butterflies versus building a garden. Are you tirelessly running after leads, or are you cultivating an environment where ideal prospects naturally come to you? Learn how to create a long-term strategy for consistent revenue growth by positioning your business as the go-to solution for your ideal customers. Key Topics Discussed: The Butterfly Effect in Sales (00:01:00) – The difference between chasing every lead and strategically attracting the right ones. Bui...2025-03-0417 minTwo Tall Guys Talking SalesMeasuring Marketing Success with Amy Connor of CMO OnLoanWelcome back to another episode of Two Tall Guys Talking Sales with Kevin Lawson and Sean O’Shaughnessey! This week, we’re diving deep into the essential topic of measuring marketing effectiveness with special guest Amy Connor, founder of CMO OnLoan. This episode is for you if you’ve ever struggled to connect marketing strategies to real business results. Grab your marketing colleague and tune in—because understanding what’s working (and what’s not) in your marketing is the key to driving sales growth. Key Topics Discussed: The Importance of Measuring Marketing Performance (01:08) Many companies don...2025-02-2515 minTwo Tall Guys Talking SalesAmy Connor discusses Salespeople vs. Lead Generation: Are You Using Your Team Wisely?How do you measure the success of your sales and marketing efforts? If you’ve ever found yourself wondering whether your marketing dollars are actually driving revenue or if your sales team is making the most of their leads, this episode is for you. Kevin Lawson and Sean O’Shaughnessey sit down with Amy Connor, founder of CMO on Loan, to discuss how marketing and sales should work together for growth. Amy brings her extensive experience from Procter & Gamble, Luxottica, and other top brands to help mid-market companies build marketing confidence, align with sales, and drive measurable resul...2025-02-1817 minTwo Tall Guys Talking SalesMastering Time Management: Essential Strategies for Sales ManagersTime is the most valuable resource for any professional, but for sales managers, it is the linchpin of success. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the critical strategies for effective time management as a sales leader. Whether you’re a new sales manager, an aspiring leader, or a business owner overseeing a sales team, this discussion is packed with insights to help you optimize your calendar, empower your team, and drive performance without falling into the trap of micromanagement. Key Topics Discussed The Shift from...2025-02-0418 minTwo Tall Guys Talking SalesSales Slumps & Hot Streaks: How to Build a Predictable PipelineSales is a game of ups and downs, but what separates top performers from the rest is their ability to keep the funnel full—even when they're closing deals. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the art and science of building a consistent pipeline. They discuss strategic approaches to prospecting, leveraging data tools, and the importance of curiosity in sales conversations. Whether you’re starting fresh in Q1 or looking to level up your approach, this episode is packed with actionable insights to keep your sales engine running smooth...2025-01-2817 minTwo Tall Guys Talking SalesEngage, Listen, Succeed: Unlocking Client Conversations That Close DealsIn this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the art of active listening and its transformative potential in sales. Building on the discussion from last week’s episode about discovery questions, Kevin and Sean provide actionable strategies to improve your listening skills, enhance your client interactions, and ultimately close more deals. Whether you’re a seasoned sales professional or new to the field, this episode is packed with valuable lessons you can apply immediately. Key Topics Discussed The Role of Active Listening in Sales Succe...2025-01-2117 minTwo Tall Guys Talking SalesThe Art of the Discovery Call: Build Respect and Close More DealsIn this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey tackle one of the most critical yet underestimated aspects of sales: the discovery call. Are you guilty of “winging it” during these pivotal conversations? Tune in as Kevin and Sean break down the importance of crafting a tailored question bank, share actionable tips to elevate your discovery process, and reveal how asking the right questions can transform your sales game. If you're looking to close more deals and gain the respect of your prospects, this is the episode for you. Key Topics Discu...2025-01-1416 minTwo Tall Guys Talking SalesThe Death of Cold Calling and the Rise of Relationship SellingCold calling is dead—or so claims our guest, Ben Victorica, in this thought-provoking Two Tall Guys Talking Sales episode. Hosts Kevin Lawson and Sean O’Shaughnessey dive deep with Ben into the challenges of modern sales pipelines and explore why traditional outreach methods are no longer effective. Together, they uncover how relationship selling, fueled by emotional intelligence and strategic connections, is reshaping the future of sales. Whether you're a seasoned sales professional or just starting out, this episode is packed with actionable insights you can't afford to miss. Key Topics Discussed Why Cold...2025-01-0716 minTwo Tall Guys Talking SalesHappy New YearFor most of us, our revenue-to-date is going back to zero. We are 0% of quota YTD. Time to go out and blow away your quota. Happy New Year from Kevin Lawson and Sean O'Shaughnessey.2024-12-3100 minTwo Tall Guys Talking SalesMerry ChristmasKeven Lawson and Sean O'Shaughnessey thank you for your gift of listening to us talk about Sales. We hope we have returned that gift by imparting some wisdom that can make you more successful.2024-12-2400 minTwo Tall Guys Talking SalesThe Motivation Formula: Achieving Big Wins in SalesIn this compelling episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the heart of sales motivation and goal setting. They share relatable stories, actionable insights, and practical strategies for salespeople and sales leaders. Using a vivid sports analogy, Sean sets the tone for an episode packed with strategies to stay driven—even when the path isn’t clear. Whether you're grappling with setting goals or maximizing your commission potential, this episode is a goldmine for actionable advice and personal growth. Key Topics Discussed The Athlete Analo...2024-12-1718 minTwo Tall Guys Talking SalesFuture-Proofing Your Sales with the Right Tech StackIn this thought-provoking episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive into the transformative power of technology in sales and operations. From the essentials of adopting a CRM to leveraging AI and automation, Kevin and Sean discuss how modern businesses can streamline operations, boost productivity, and prepare for the future. Whether you’re managing a small team or a large enterprise, this episode will provide actionable insights into creating an integrated tech stack that supports growth and resilience. Key Topics Discussed The Importance of a CRM System (Approx. 00:01:00) ...2024-12-1017 minTwo Tall Guys Talking SalesFrom CRM to AI: Building Your Sales ToolboxIn this episode of “Two Tall Guys Talking Sales,” Kevin Lawson and Sean O’Shaughnessey dive into the critical tools every modern salesperson needs to thrive. Whether you're equipping yourself in a tech-limited environment or looking to amplify your selling power with affordable tools, Kevin and Sean share practical insights from their decades of experience in sales and technology. This episode is packed with actionable advice for sales professionals looking to streamline their workflows and close deals more efficiently. Key Topics Discussed [00:01:00] Taking Notes Efficiently: The duo discusses tools like Evernote, OneNote, and even native apps li...2024-11-1917 minTwo Tall Guys Talking SalesSales Intelligence 101: Using AI and Networking to Target Ideal CustomersWelcome to another compelling episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey! Kevin and Sean dive deep into a central challenge for sales teams: identifying ideal customers and building a robust prospect list. In this episode, they uncover practical strategies, share indispensable tools, and illustrate how a strong grasp of your customer can turn prospects into loyal clients. Whether you’re part of a lean sales team or managing large territories, this episode is loaded with insights to help you grow. Key Topics Discussed Building Your Prospect List (approx. 2:00): Kev...2024-11-1218 minTwo Tall Guys Talking SalesThe Art of Targeting: How Small Sales Teams Can Win Big in Expansive TerritoriesIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the challenges and strategies of managing large sales territories, especially for teams with fewer than five sellers. Reflecting on their extensive sales careers, they explore the intricacies of balancing time, travel, and targeting the right clients when facing expansive regions. Kevin and Sean share actionable insights on refining the ideal client profile (ICP) and discuss how small business owners and sales leaders can make intentional, high-impact decisions in their outreach efforts. Tune in to discover effective approaches to optimizing sales territories...2024-11-0517 minTwo Tall Guys Talking SalesFrom First Sales Hire to Revenue Powerhouse: Essential Strategies for Business OwnersIn this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O'Shaughnessey dive into the unique challenges and opportunities of hiring your second salesperson. Many small business owners face a pivotal moment when they bring on a sales team member who may know the company but not the ins and outs of professional selling. Join Kevin and Sean as they explore how to make the first and second salespeople truly effective, how to ramp up revenue, and how to know when it's time to expand your sales team. Packed with actionable insights, this episode is a road...2024-10-2917 minTwo Tall Guys Talking SalesEmpowering Non-Sales Employees to Boost Customer ValueIn this episode, hosts Kevin Lawson and Sean O'Shaughnessey, take listeners on a journey to understand the power of non-sales roles in supporting a sales-centric culture. Expanding on prior discussions about sales planning and execution, they explore how professionals outside the sales department—think programmers, customer service reps, delivery drivers, and even truckers—can play a pivotal role in enhancing client satisfaction and identifying new opportunities. Kevin and Sean dive into practical steps sales leaders can take to foster a collaborative environment where everyone contributes to sales success, making this an unmissable episode for business leaders, sales professionals, and anyo...2024-10-2218 minTwo Tall Guys Talking SalesSales Planning 101: How to Crush Your Quota and Grow New AccountsWelcome back to Two Tall Guys Talking Sales! In this episode, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the nuts and bolts of individual sales planning. This conversation moves beyond just hitting quotas—it’s about creating a personal strategy that drives you toward success. Whether you’re starting fresh in a new fiscal year or planning for growth, Kevin and Sean have you covered with actionable advice, real-world examples, and inspiration for developing your own winning sales plan. Get ready to sharpen your tools and plan to exceed your quota! Key Topics Discussed Building Your S...2024-10-1516 minTwo Tall Guys Talking SalesBuilding a Sales Plan That Works: Aligning Vision with ExecutionJoin Kevin Lawson and Sean O'Shaughnessy, your hosts on Two Tall Guys Talking Sales, as they delve into the crucial topic of building a comprehensive corporate sales plan. Fresh off last week’s enlightening episode with Richard Cogswell, Kevin and Sean are back to share actionable strategies for creating a robust sales plan that aligns with corporate goals, ensures sales team success, and drives growth. Whether you’re a VP of Sales or a business owner looking to scale, this episode is packed with insights to help you reach your sales targets effectively. Key Topics Discussed: The Impo...2024-10-0817 minTwo Tall Guys Talking SalesBuilding a Mission-Led Sales Culture: Insights from Richard CogswellIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey sit down with Richard Cogswell, a 20-year sales veteran and author who leads the APAC region in the FinTech space. Richard shares his journey from commission-only sales in the insurance industry to becoming a B2B sales leader in the complex world of payments. Together, they discuss the critical importance of developing a mission-led culture, the pitfalls of sales leadership without a plan, and actionable strategies for creating a structured sales environment. Join the conversation as they explore how sales leaders can...2024-10-0117 minTwo Tall Guys Talking SalesStrategic Sales Planning: Finish Strong and Prepare for FY25As the year winds down and football season takes over, Sean O’Shaughnessey and Kevin Lawson remind us that it’s time for sales leaders to focus on the coming year. In this episode of Two Tall Guys Talking Sales, Sean and Kevin dive into actionable strategies for building a strong foundation in FY25, including compensation plan design, strategic projects, and investing in your sales team. Whether you’re a sales leader, business owner, or manager, this episode provides expert advice on how to finish strong and gear up for the year ahead. Key Topics Discussed: The Import...2024-09-1717 minTwo Tall Guys Talking SalesSales Success and Growing Pains: How to Build Systems That ScaleIn this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey explore the complexities of rapid sales growth. While many companies aspire to grow, not all are ready for the operational strain accompanying success. The hosts share insights on scaling systems, optimizing sales operations, and ensuring growth doesn’t break your business. This episode offers actionable strategies for businesses facing fast-paced expansion, from onboarding salespeople to expanding infrastructure. Key Topics Discussed: Recognizing the Pain of Growth (00:01:00) Sean discusses the challenge of managing growth when sales outpace operational capabilities, posing critical questions about when to ad...2024-09-1016 minTwo Tall Guys Talking SalesDaily Habits for Deepening Sales Relationships: A Guide for Busy Sales ProfessionalsIn this insightful episode, Kevin Lawson and Sean O'Shaughnessey delve into practical strategies for deepening relationships and boosting sales without extensive outreach efforts. Whether you're a seasoned sales professional or just starting out, this episode is packed with actionable tips to enhance your sales approach by focusing on the people you already know. Key Topics Discussed: Building Relationships with Minimal Effort (00:01:03) - Strategies to maintain and strengthen relationships with minimal outreach, including personalized interactions beyond generic newsletters. Utilizing Personal Interests in Sales (00:03:11) - How personal interests and hobbies can be leveraged to maintain contact with...2024-09-0317 minTwo Tall Guys Talking SalesSales Strategy Deep Dive: How to Align Offers with Client ExpectationsJoin hosts Kevin Lawson and Sean O'Shaughnessey in a dynamic episode of "Two Tall Guys Talking Sales," where they dive deep into the essential elements of crafting an effective sales strategy. Whether you're a sales newbie or a seasoned pro, this episode promises insights into refining your approach to acquiring new clients and boosting your sales performance. Key Topics Discussed: Ideal Client Profiles (Approx. 00:01:00): Discover the power of tailoring your approach to fit the perfect client profile and why it's the cornerstone of any successful sales strategy. Messaging in Sales (Approx. 00:03:27): Learn the art of...2024-08-2717 minTwo Tall Guys Talking SalesBeyond the Basics: Elevating Sales Training with Effective CoachingIn this riveting episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey explore the often overlooked nuances of effective sales training and coaching. Listen in as they share their seasoned insights on transforming routine sales training into a dynamic tool for substantial growth and success in sales. Key Topics Discussed: The Misconception of Sales Training Returns [00:00:20] Sean questions salespeople's low expectations regarding training, sparking a discussion on the intrinsic value of continuous professional development. The Role of Sales Leaders in Training [00:01:00] Kevin emphasizes the critical role of sales leaders in setting...2024-08-2016 minTwo Tall Guys Talking SalesFrom Microphones to Mountains - Reflecting on 100 Episodes of Sales WisdomJoin hosts Kevin Lawson and Sean O'Shaughnessey in this milestone 100th episode of "Two Tall Guys Talking Sales." They take a nostalgic trip down memory lane, revisiting the evolution of their podcast from simple LinkedIn live events to a thriving sales discussion platform on Spotify and Apple Podcasts. They delve into their personal growth, the transformative insights gained, and the invaluable lessons they’ve shared across 100 episodes. Key Topics Discussed: Evolution of the Podcast [00:00:21]: Kevin and Sean reflect on the technological and methodological shifts they've embraced to enhance their podcast experience. Insights on Sales Excellence [00:01:35]: Se...2024-08-1322 minTwo Tall Guys Talking SalesFrom Process to Performance: Elevating Your Sales GameJoin hosts Kevin Lawson and Sean O'Shaughnessey as they edge closer to their milestone 100th episode, diving deep into the critical components of a successful sales organization. Episode 99 zooms in on the third pillar: "Process." Kevin revisits his iconic saying, exploring the significance of a repeatable sales process and the consequences of lacking one, framed by rich personal anecdotes and professional insights. Don't miss this episode packed with practical advice on refining your sales techniques and strategies. Key Topics Discussed: The Importance of a Repeatable Sales Process: Discussing the ne...2024-08-0617 minTwo Tall Guys Talking SalesThe Art of the Hire: Crafting a Winning Sales TeamJoin hosts Kevin Lawson and Sean O'Shaughnessey on this revealing episode of "Two Tall Guys Talking Sales" where they dive deep into the intricacies of hiring and motivating sales teams. Whether you're a solopreneur or heading a growing business, this episode delivers crucial insights into creating a robust sales force to propel your business forward. Key Topics Discussed Hiring Challenges and Solutions [00:00:00]: Kevin opens the discussion by highlighting the universal challenge of hiring effective sales personnel, emphasizing their critical role in delivering solutions to the market. Diversity in Sales Recruitment [00:01:19]: Sean expands on t...2024-07-3016 minTwo Tall Guys Talking SalesDestination Success: Mapping Your Sales Strategy with PrecisionJoin hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the intricacies of sales strategy, drawing parallels to planning a family vacation. As we edge closer to our 100th episode, this session unpacks why having a well-documented and aligned business plan is crucial—akin to knowing your vacation destination to ensure everything goes smoothly. Whether you're a business owner or a sales professional, this episode provides vital insights into simplifying and aligning your sales strategy for maximum effectiveness. Key Topics Discussed Vacation Planning and Sales Goals (00:00 - 02:00): Sean compares vacation planning to set...2024-07-2316 minTwo Tall Guys Talking SalesPreparing Salespeople for Success: A Deep Dive with Steve CatonJoin hosts Kevin Lawson and Sean O'Shaughnessey as they welcome back Steve Caton for another insightful episode of "Two Tall Guys Talking Sales." This week, they delve deeper into the world of part-time salespeople, discussing the essential tools, traits, and strategies that make them highly effective for businesses. Whether you're a CEO, sales leader, or aspiring salesperson, this episode is packed with valuable advice and actionable tips. Key Topics Discussed: Preparing Part-Time Salespeople for Success (00:00:24): Steve Caton outlines the key factors in readying salespeople for part-time roles, emphasizing the importance of adaptability, trust-building, and research. ...2024-07-1616 minTwo Tall Guys Talking SalesFrom Zero to Sales Hero: Steve Caton's Strategies for Small Business GrowthIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey are joined by Steve Caton, CEO and Founder of Altezza Solutions. Steve shares his insights on how to build effective sales systems for emerging growth companies and provides a unique perspective on hiring part-time experienced salespeople. Dive into this episode to learn about the challenges and solutions in developing a robust sales strategy for small to mid-sized businesses. Key Topics Discussed Introduction to Steve Caton and Altezza Solutions (00:00:15) Steve discusses the inception of Altezza Solutions and his motivation behind starting...2024-07-0915 minTwo Tall Guys Talking SalesHappy July 4thWelcome to a special edition of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. As we celebrate Independence Day this week, we're bringing you a brief yet powerful episode filled with actionable sales insights and heartfelt holiday wishes. Whether you're relaxing with family or catching up on work, this episode is designed to give you a quick boost of sales motivation and inspiration. Additional Resources: Lighthouse Sales Advisors - https://www.lighthousesalesadvisors.com/ Lighthouse Sales Advisors Resources - https://www.lighthousesalesadvisors.com/salesresources Sean's New Sales...2024-07-0201 minTwo Tall Guys Talking SalesLeading with Generosity- The Servant Leadership Approach to Sales with Tom DalyWelcome to another enriching episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the art of sales with special guest Tom Daly from Focus Insights Group. In this episode, we explore the concept of servant leadership in sales and how giving more can ultimately lead to receiving more in business and personal growth. Key Topics Discussed: Servant Leadership in Sales [00:01:00 - 00:10:00]: Tom Daly discusses the importance of building productive referral networks and how servant leadership has helped him succeed in sales. The...2024-06-2515 minTwo Tall Guys Talking SalesActivating Your Sales Ecosystem for GrowthJoin Kevin Lawson and Sean O'Shaughnessey in a compelling episode of "Two Tall Guys Talking Sales," which delves into the power of networking and relationship management in sales. Whether you are a seasoned sales professional or just starting, this episode offers invaluable insights into maximizing your sales ecosystem without overwhelming your contacts. Key Topics Discussed: Activating Your Network [00:00:00]: Kevin highlights the importance of leveraging existing relationships and simple, actionable strategies to enhance your sales pipeline. Realistic Relationship Management [00:01:36]: Sean discusses the practical aspects of maintaining a manageable network that can drive business growth.2024-06-1816 minTwo Tall Guys Talking SalesSelling the Hole, Not the Drill: Understanding the Real Value Behind Your SalesWelcome to another insightful episode of "Two Tall Guys Talking Sales," where our hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the complexities and strategies of sales. In this episode, they explore the nuanced dynamics of selling through distribution and understanding the real needs of your customers. Whether you're a seasoned sales veteran or just starting in your career, this episode offers a wealth of knowledge on refining your sales approach to maximize effectiveness and customer satisfaction. Key Topics Discussed: Selling Through Distribution: Sean shares his early career mistakes and the pivotal lessons of...2024-06-1115 minTwo Tall Guys Talking SalesMaximizing Customer Relationships: Insights from Chris GoadeJoin Kevin Lawson and Sean O'Shaughnessey in another insightful episode of "Two Tall Guys Talking Sales." This week, they welcome back Chris Goade from 360 Consulting in Dallas. Chris dives deep into the importance of customer retention and intentional engagement strategies. Discover how to transform average customers into great ones and learn practical techniques to elevate your sales game. Key Topics Discussed Defining Ideal Customers: Chris emphasizes the need for businesses to understand and define what makes a great customer, moving beyond just high revenue. Intentional Customer Interactions: Pre-call planning and intentionality in customer meetings are...2024-06-0415 minTwo Tall Guys Talking SalesThe Four Pillars of Sales Success with Veteran Advisor Chris GoadeJoin Kevin Lawson and Sean O'Shaughnessey in this compelling episode of "Two Tall Guys Talking Sales," featuring seasoned sales acceleration advisor Chris Goade. As a pioneer in the field from Dallas-Fort Worth, Chris brings a wealth of experience from top companies like Dr. Pepper, PepsiCo, and 3M. Delve into the intricacies of building effective sales processes and learn firsthand about the transformative power of structured sales strategies. Key Topics Discussed Building Effective Sales Teams: How creating structured processes can accelerate sales performance. Sales Process Fundamentals: Chris outlines the critical pillars of a successful...2024-05-2816 minTwo Tall Guys Talking SalesWinning Sales Strategies: Harnessing the Power of Team PlayIn this engaging episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome special guest Tom Morgan from Sales Xceleration. Join us as Tom shares intriguing insights from his vast experience in optimizing sales teams by drawing compelling parallels between youth sports coaching and sales management. Broadcasting all the way from Portland, Maine, Tom brings a fresh perspective on effective sales strategies and team dynamics. Key Topics Discussed: Youth Sports and Sales Dynamics: Tom discusses how early coaching experiences with youth sports like soccer and basketball can mirror the strategies used in...2024-05-1415 minTwo Tall Guys Talking SalesThe Gap Analysis Advantage: Bridging Client Needs with Optimal Solutions with Chris CoccaWelcome to this week’s episode of Two Tall Guys Talking Sales, where hosts Kevin Lawson and Sean O'Shaughnessey are joined by Chris Cocca, a sales expert, to discuss the vital aspects of discovery meetings and qualifying prospects for a robust sales pipeline. Tune in as they delve into the methodologies that distinguish successful sales strategies, particularly focusing on the RAIN training concept and the essential practice of understanding client aspirations and afflictions. Key Topics Discussed: RAIN Training and Strategic Selling: Chris Cocca shares insights into how RAIN training complements traditional strategic selling concepts, helping sa...2024-05-0716 minTwo Tall Guys Talking SalesTransforming Opportunities: Chris Cocca's Insights on Perfecting the Discovery MeetingIn this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial nuances of discovery meetings with the seasoned sales leader, Chris Cocca. They explore why many deals falter at this stage and how refining the process can dramatically enhance sales outcomes. Tune in to gain deep insights on optimizing discovery meetings to ensure you're not just participating but capitalizing on these opportunities. Key Topics Discussed: Understanding Discovery Meetings: A primer on what constitutes a discovery meeting and its pivotal role in sales. Common Pitfalls...2024-04-3016 minTwo Tall Guys Talking SalesFrom Missed Quotas to Major Wins: Turning Sales Pitfalls into TriumphsIn this insightful episode, hosts Kevin Lawson and Sean O'Shaughnessey discuss common pitfalls in sales management and strategies for maintaining customer relationships through effective tools like CRM systems. If you’ve ever missed a deal due to a forgotten follow-up or struggled with customer engagement, this episode is packed with practical advice to enhance your sales processes and hit your targets consistently. Key Topics Discussed The Importance of Follow-up: How missing follow-ups can impact sales and solutions to prevent these issues. Effective Use of CRM Systems: Exploring how CRM systems can streamline operations and ensure nothing sl...2024-04-2316 minTwo Tall Guys Talking SalesEmpowered by ESOP: Enhancing Sales Management in Employee-Owned Firms with Wisdom by Marc MetzIn this enlightening episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey continue their engaging dialogue with Marc Metz, a seasoned expert in the sales and business transition arena. Building on the momentum of their previous conversation, they delve into the intricacies of transitioning a business through an Employee Stock Ownership Plan (ESOP). Marc shares firsthand experiences and practical insights, making this a must-listen for business owners contemplating a transition that rewards employees and preserves the company's legacy. Key Topics Discussed The ESOP Transition Model: An exploration of the ESOP as a unique...2024-04-1614 minTwo Tall Guys Talking SalesMastering the Art of Business Transition: Insights from Marc MetzIn this riveting episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome a special guest, Marc Metz, President of Optimus Sales Group. Together, they delve into the critical yet often overlooked topic of business transitions, providing invaluable insights and strategies for companies navigating the journey from one generation to the next. This episode is a treasure trove of knowledge for business owners, sales leaders, and anyone involved in the business's lifecycle. Key Topics Discussed Business Transition Strategies: Marc Metz shares his expertise on the three main ways businesses transition: selling to an...2024-04-0916 minTwo Tall Guys Talking SalesSales Mastery with Tom Daly: Transforming Newbies into Business LeadersJoin hosts Kevin Lawson and Sean O'Shaughnessey on "Two Tall Guys Talking Sales" for another enriching episode, this time featuring the insightful Tom Daly from Focus Insights Group. Building on the momentum of our previous conversation last episode of Two Tall Guys Talking Sales, Tom delves deeper into the world of sales, sharing his expertise on nurturing new talent and guiding companies to refine their sales strategies for sustained success. Whether you're a fledgling salesperson or a seasoned executive, Tom's advice is bound to enlighten and inspire. Key Topics Discussed Transitioning from Pitch Person to Business Leader: Tom...2024-03-2616 minTwo Tall Guys Talking SalesScoring Big in Sales: Lessons from March MadnessIn this sports-oriented episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament's structure and the season leading up to it offer valuable lessons for developing winning sales strategies. Key Topics Discussed: Preseason Preparation and Regular Season: The significance of constant improvement and team synergy throughout the sales season to refine strategies, similar to a basketball team's journey to the NCAA tournament. Tournament Strategy and Sales Planning: Drawing...2024-03-1915 minTwo Tall Guys Talking SalesBuilding Trust and Credibility in Sales: A Conversation with Tom DalyDive into the world of sales with "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey engage in a candid conversation with Tom Daly from Focus Insights Group. This episode, rich with insights and anecdotes, peels back the layers of what makes or breaks sales strategies, highlighting the crucial elements of successful sales encounters. Join us as Tom shares his wealth of experience, offering invaluable advice to sales novices and veterans alike on how to excel in the sales domain. Key Topics Discussed The Journey from Sales Novice to Expert: Tom reflects on the early...2024-03-1216 minTwo Tall Guys Talking SalesCarving Success: Chris Spanier on Sales-Marketing SynergyIn this insightful episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey continue their conversation with Chris Spanier, a seasoned marketing expert and the founder of Carpe Diem Consulting Group. Building on the momentum from last week's discussion on storytelling and marketing alignment, Chris delves deeper into strategies for small businesses aiming to enhance their sales and marketing focus without the luxury of a large budget. Tune in to discover actionable advice for fostering a productive partnership between sales and marketing teams and driving company growth. Key Topics Discussed Budget Discipline Across Business Sizes...2024-03-0516 minTwo Tall Guys Talking SalesUniting Sales and Marketing: A Masterclass with Chris SpanierIn this enlightening episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey welcome Chris Spanier, a marketing maven with deep expertise in fostering collaboration between sales and marketing teams. Chris shares his insights on building synergy around B2B sales cycles and how to effectively align sales and marketing efforts for maximum impact. Join us as we delve into the dynamics of this crucial partnership and uncover strategies for achieving mutual success. Key Topics Discussed Bridging the Gap Between Sales and Marketing: Chris emphasizes the importance of sales and marketing teams working...2024-02-2715 minTwo Tall Guys Talking SalesFrom Stories to Sales: Leveraging Narrative Power with Jeff ClairJoin hosts Kevin Lawson and Sean O'Shaughnessey on "Two Tall Guys Talking Sales" for a captivating conversation with special guest Jeff Clair, a fractional VP of sales and the brain behind ClairVoyant Consulting LLC. In this episode, Jeff shares his invaluable insights on the power of storytelling in sales, offering practical tips for salespeople to engage and connect with their prospects effectively. Whether you're a seasoned sales professional or new to the field, this discussion is packed with advice to elevate your sales approach through compelling storytelling. Key Topics Discussed The Art of Storytelling in Sales: Jeff emphasizes...2024-02-2015 minTwo Tall Guys Talking SalesNavigating the Sales Process: Insights from Jeff Clair of ClairVoyant ConsultingDive into the world of sales excellence with "Two Tall Guys Talking Sales," as hosts Kevin Lawson and Sean O'Shaughnessey welcome Jeff Clair from ClairVoyant Consulting LLC. In this compelling episode, Jeff, a seasoned fractional VP of Sales, shares his East Coast insights into overcoming common sales challenges, utilizing innovative strategies, and enhancing the sales process. Join us as we explore the nuances of sales from different regional perspectives, offering valuable advice for sales professionals across the spectrum. Key Topics Discussed The Importance of a Defined Sales Process: Jeff emphasizes the critical role of having a...2024-02-1315 minTwo Tall Guys Talking SalesBuilding Robust Sales Pipelines: Expert Insights for CEOs, Managers, and Sales ProfessionalsIn this enlightening episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve into the perennial challenges sales professionals face: the need for more leads and adding value to existing leads. They share their expert insights on building robust sales pipelines, identifying ideal customer profiles, and effective strategies for increasing sales efficiency. Whether you're a CEO, sales manager, or a salesperson, this episode offers valuable guidance to enhance your sales performance. Key Topics Discussed Building a More Robust Pipeline: Strategies to improve pipeline quality for sustained income generation. Ideal Customer Profiling: Understanding...2024-02-0616 minTwo Tall Guys Talking SalesCultivating Multi-Threaded Relationships in SalesWelcome to another insightful episode of "Two Tall Guys Talking Sales" with hosts Kevin Lawson and Sean O'Shaughnessey. In this episode, we delve into the nuances of building a robust sales pipeline, focusing on creating a team of buyers rather than sellers. This discussion is crucial for sales leaders, managers, and salespeople across various industries, whether involved in enterprise sales, repetitive sales, consumable sales, or professional services. Key Topics Discussed: Building Multi-Threaded Relationships: The importance of establishing connections with multiple decision-makers and influencers in the client's organization. Strategies for New Salespeople: Tactics for entering new territories...2024-01-3015 minTwo Tall Guys Talking SalesExpanding Your Sales Horizon: Conquering New Territories in Consumable SalesWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the challenges and strategies of breaking into new territories, especially in consumable sales. This episode is a treasure trove of wisdom for salespeople and leaders navigating the competitive landscape of selling products that are regularly consumed by customers. Whether you're a seasoned sales professional or just starting in a new territory, this episode offers valuable insights into crafting successful sales strategies. Key Topics Discussed: Strategies for New Salespeople in Established Territories: Understanding how to enter and...2024-01-2315 minTwo Tall Guys Talking SalesThe Trusted Advisor: Excelling in Consumable Product SalesWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts, Kevin Lawson and Sean O'Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you're selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels. Key Topics Discussed: The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales. Selling Beyond the Product: How to ad...2024-01-1614 minTwo Tall Guys Talking SalesSelling Repeat Products: A Guide to Thriving in Consumable Product SalesWelcome to another insightful episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. In this episode, the duo delves into the often overlooked but crucial sales aspect - selling consumable products. They explore strategies and insights for salespeople who deal with regularly consumed and repurchased products, such as manufacturing supplies, paper products, and even everyday items like toilet paper. Key Topics Discussed: The Unique Challenges of Selling Consumable Products: Understanding the dynamics of selling products that are regularly used up and repurchased. Strategic Sales Approaches: How to effectively sell consumable products...2024-01-0915 minTwo Tall Guys Talking SalesMastering the Art of Sales: Strategies to Outshine Your Competitors in 2024Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the art of salesmanship. In this episode, Sean, author of "Eliminate Your Competition," shares his expertise on outmaneuvering the competition and achieving sales success in 2024. Join us for a deep dive into the strategies that can transform your sales approach and set you up for a prosperous year. Key Topics Discussed: Understanding Competition: Sean emphasizes the importance of competition in sales, explaining how it can actually benefit the sales process by reducing the likelihood of a...2024-01-0221 minTwo Tall Guys Talking SalesHoliday Reflections and Giving Back: A Special EpisodeWelcome to a special holiday edition of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey share a heartwarming and reflective episode. As we wind down the year, Kevin and Sean take a moment to step back from the hustle of sales strategies and focus on the essence of the holiday season, sharing personal anecdotes and extending warm wishes to their listeners. Key Topics Discussed: Holiday Reflections: Sean reminisces about a memorable holiday season experience that involved closing a deal in a unique and personal setting. Work-Life Balance: The importance of taking time...2023-12-2601 minTwo Tall Guys Talking SalesElevating Your Sales Game: Key Strategies for Pipeline DevelopmentWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the crucial topic of building a new pipeline for business growth. In this episode, Kevin shares his expertise on net new pipeline growth, offering valuable strategies for sales leaders and teams to enhance their sales processes and achieve success. Key Topics Discussed: Net New Pipeline Growth: Kevin emphasizes the importance of building a net new pipeline, focusing on strategic and tactical levels to drive sales success. Activities That Matter: The discussion highlights the significance of...2023-12-1915 minTwo Tall Guys Talking SalesElevating Sales Success: Insights from Membrain's Chief Revenue Officer Paul FullerWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets. Key Topics Discussed: The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales and revenue growth. Motivating Sales Teams for the New Year: Strategies to inspire and prepare sales teams...2023-12-1214 minTwo Tall Guys Talking SalesNavigating B2B Sales Complexity- Insights from Membrain's CRO Paul FullerWelcome to another engaging episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey are joined by a special guest, Paul Fuller, the Chief Revenue Officer at Membrain. In this episode, they dive deep into the world of CRM systems, discussing how salespeople can be more productive and the evolving role of technology in sales. Get ready for an insightful conversation that challenges conventional CRM perspectives and offers fresh strategies for sales success. Key Topics Discussed: Redefining CRM Systems: Exploring the shift from traditional CRM to sales optimization platforms and how this...2023-12-0514 minTwo Tall Guys Talking SalesClosing Strong: Mastering Year-End Sales Without the Discount DilemmaWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical aspects of sales, especially as the year winds down. This episode is a must-listen for sales professionals looking to close their year on a high note. Kevin and Sean share their seasoned perspectives on prioritizing deals, managing customer relationships, and the art of effectively closing sales without succumbing to the pressure of year-end discounts. Key Topics Discussed The Importance of Prioritizing Deals: Understanding how to focus on deals with the highest probability of closing...2023-11-2815 minTwo Tall Guys Talking SalesBreaking the Sales Rollercoaster: Strategies for Steady SuccessWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the B2B sales management, sharing their extensive knowledge and experience. This episode is a must listen for sales professionals who handle the entire sales cycle, from lead generation to closing deals. Kevin and Sean explore effective strategies to avoid the pitfalls of one-dimensional outreach and the rollercoaster effect in sales. Their conversation is packed with actionable advice, making it an invaluable resource for anyone looking to enhance their sales skills. Key Topics Discussed: The...2023-11-1415 minTwo Tall Guys Talking SalesFrom Holiday Hangover to Sales Success: Planning Your Annual KickoffJoin hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the crucial topic of preparing for annual sales kickoffs in this insightful episode of Two Tall Guys Talking Sales. With the holiday season just around the corner, our hosts share their expert strategies for transitioning from holiday cheer to sales gear. Key Topics Discussed: The Importance of Annual Kickoff Meetings: Discover why these meetings are vital for setting the tone for the fiscal year and how they can energize your sales team. Planning for Success: Learn the steps to plan an effective sales meeting that...2023-11-0715 minTwo Tall Guys Talking SalesMastering Sales Compensation: Strategies for Business GrowthAre you struggling to create a sales compensation plan that aligns with your business goals and motivates your sales team? Look no further! In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the intricacies of crafting effective sales compensation plans. With decades of experience in sales and management, Kevin and Sean share invaluable insights on how to set up your sales team for success. Whether you're a startup aiming for your first million or an established business looking to optimize, this episode is a must-listen! Key Topics Discussed2023-10-3115 minTwo Tall Guys Talking SalesSpecial Episode: CEO Workshop - Avoiding B2B Sales Mistakes That Are Limiting Revenue GrowthWelcome to a special episode of Two Tall Guys Talking Sales, hosted by seasoned sales professionals Kevin Lawson and Sean O'Shaughnessey. Today’s episode is a goldmine for small business owners, consultants, and sales teams who are looking to scale and outperform their competition. This is the audio version of a CEO Workshop that was recorded on LinkedIn on October 19. You can watch entire webinar (along with the slides) by going to https://www.linkedin.com/events/avoidingb2bsalesmistakesthatare7113890627339128832/comments/ Sean O'Shaughnessy and Kevin Lawson have decided to release these workshops as podcast episodes. The top...2023-10-3046 minTwo Tall Guys Talking SalesThe Sales Alignment Blueprint: Close Deals by Understanding Customer ObjectivesAre you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer's goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer's pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable insights for salespeople, sales leaders, and business owners alike. Key Topics Discussed The Importance of Aligning with Customer Goals: Understanding your...2023-10-2415 minTwo Tall Guys Talking SalesUnlocking Profitable Growth: The Power of Sales ConsistencyWelcome to another riveting episode of Two Tall Guys Talking Sales with your hosts Kevin Lawson and Sean O'Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you're struggling to grow beyond a certain revenue point, this episode is your roadmap to breaking that barrier. Key Topics Discussed The Importance...2023-10-1715 minTwo Tall Guys Talking SalesScaling from Your First 10 Customers to 50, 100 and BeyondIf you've got your first 10 customers and are wondering, "What next?" then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O'Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to the next level. Key Topics Discussed The Crucial Jump from 10 to 50 Customers Kevin and Sean examine the strategic shift...2023-10-1016 minTwo Tall Guys Talking SalesMastering the Sales Recovery: Engaging Champions and Requalifying DealsWelcome to another episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. This episode is a must-listen for sales professionals, managers, and business leaders who want to understand how to recover when they've skipped a step in the sales process. Kevin and Sean delve into the nuances of backing up, requalifying deals, and how to engage your champions effectively. Whether you're dealing with large corporations or small family-owned businesses, this episode offers actionable insights to help you get back on track and close deals successfully. Key Topics Discussed The Realization Moment...2023-10-0317 minTwo Tall Guys Talking SalesSpecial Episode: CEO Workshop - Understand Your Client's Business To Sell More EffectivelyThis special episode of Two Tall Guys Talking Sales comes from a recent CEO Workshop put on by Sean O'Shaughnessey and Kevin Lawson. It was taken from a LinkedIn Live presentation that aired on September 29, 2023. You can listen to this episode or click over to the LinkedIn Live presentation at https://www.linkedin.com/events/ceoworkshop-understandyourclien7106962760084688896/ Are you a sales leader or CEO looking to supercharge your sales strategy? In this episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the art of understanding your client's business to sell more...2023-10-0255 minTwo Tall Guys Talking SalesMastering the Sales Process: The Cost of Skipping StepsIn this episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the intricacies of the sales process. Sean opens up about his impatience with time-wasting and the challenges he's faced with sales reps skipping crucial steps in the sales process. Kevin emphasizes the importance of understanding why steps are skipped, whether it's due to reluctance or irrelevance. Both hosts stress the significance of aligning the sales process with the decision-making process of the customer. They also touch upon the financial implications of not following the sales process, highlighting the potential costs and...2023-09-2615 minTwo Tall Guys Talking SalesFrom Salesperson to Trusted Advisor: The Art of Problem SolvingDive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O'Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn't just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: The importance of becoming a trusted advisor in sales. Building and maintaining long-lasting relationships with clients. The role of curiosity in understanding a client's business. The significance of being well-read and informed...2023-09-1915 minTwo Tall Guys Talking SalesKnow Your Customer: Mastering Buyer Personas in Modern SalesWelcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you're listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in to find out how to create accurate buyer personas that can help you make smarter sales and marketing decisions. 📝 Key Top...2023-09-0515 minTwo Tall Guys Talking SalesMastering the Competitive Landscape: Insights and Strategies for Sales SuccessDive deep into the world of competitive analysis with Kevin Lawson and Sean O'Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it's not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game. Key Topics Discussed: The Power of Competitive Analysis: Unlock the benefits of understanding your competition and how it empowers you as a sales leader. Understanding 'No Decision': Learn why some prospects choose...2023-08-2915 minTwo Tall Guys Talking SalesFrom SWOT to Success: Navigating the Competitive Sales LandscapeIn this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: The Essence of Competition in Sales: Why understanding and overcoming your competition is crucial. Recognizing Different Types of Competition: Beyond direct competitors, why the 'no decision' outcome is the hidden enemy. Leveraging SWOT Analysis: Sean...2023-08-2215 minTwo Tall Guys Talking SalesRevamping Your Outbound Sales Approach: Value Proposition, Touch Points, and TacticsWelcome to another exciting episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey. On this episode, we delve into the vital world of outbound sales in a post-COVID landscape. We discuss strategies for creating an effective outbound pipeline, reflecting on our experiences with trade shows, and how to nail your unique value proposition. Discover how to master omnichannel outreach and understand why persistence is key in today's competitive market. Key Topics Discussed: The Trade Show Experience: Kevin and Sean open up about the highs and lows of trade shows and...2023-08-0115 minTwo Tall Guys Talking SalesThree-Legged Stool of Sales Success: Networking, Direct Prospecting, and Customer ReferralsIn this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson get tactical on sales prospecting. They dive deep into sales strategies and tactics, discussing how to build momentum for the latter half of the year and beyond. Whether your sales pipeline is currently thriving or needs a refill, this episode offers valuable insights that apply to all sales situations. Key Topics Discussed The Art of Prospecting: Uncover practical ways to refill your sales pipeline effectively, leveraging both direct and networking-based prospecting. Direct vs Networking-based Prospecting: Understand the differences...2023-07-2516 minTwo Tall Guys Talking SalesCreating True Value in Sales: Redefining Problems and Delivering Unique SolutionsIn this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the salesperson's value in the modern sales process. Our hosts discuss how the role of the salesperson has evolved with the advent of the internet and the importance of building trust with potential buyers. They also talk about redefining buyer needs and how to differentiate your product or service in the market. Key Topics Discussed The Salesperson as a Value Carrier: With a wealth of information available online, the salesperson's role is to add value to a...2023-07-1815 minTwo Tall Guys Talking SalesBreaking Growth Barriers: When Should CEOs Stop Leading Sales?In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey deep-dive into the crucial topic of assigning the right person to the sales leadership role within a company, and the risks and opportunities that come with it. Leveraging their experiences in sales consultancy and drawing from the wisdom of thought leaders and successful entrepreneurs, they explore how CEOs can de-risk their company's growth potential by stepping back from direct sales and fostering a culture of accountability, infrastructure, and high performance in their sales teams. Key Topics Discussed: The Risk...2023-07-1115 minTwo Tall Guys Talking SalesNavigating Your Sales Pipeline: Effective Strategies for Conversion SuccessOn this insightful episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O'Shaughnessey dive into a crucial aspect of successful sales: managing and organizing a sales pipeline. Episode Highlights: The Pipeline Mess: Sales pipelines, just like a room full of kids' sports gear, can often become a chaotic. Sean and Kevin discuss the importance of maintaining a clear and clean pipeline for better sales results. Salespeople vs. Customers: Sean brings attention to an essential difference between a prospect exploring an idea and a prospect making a purchase. Just because a...2023-06-2015 minTwo Tall Guys Talking SalesA Roadmap for Successful Sales: Strategy, Tactics and MoreIn this dynamic episode of the "Two Tall Guys Talking Sales" podcast, hosts Kevin Lawson and Sean O'Shaughnessey, delve into the importance of strategy in successful sales performance. Using a navigational analogy, the hosts discuss how just like using an app like Waze, successful sales also requires anticipation and understanding of the challenges on the way. Drawing parallels between navigation and sales, Kevin and Sean underscore the value of proactive strategic planning. From the importance of mapping out the sales process akin to charting a route on a map to responding to unforeseen challenges, just like navigating...2023-06-1315 minTwo Tall Guys Talking SalesUnderstanding and Adapting to the Buyer's Journey for Sales SuccessIn this thought-provoking podcast, hosts Kevin Lawson and Sean O'Shaughnessey dive into the challenges salespeople face when their sales process doesn't align with the buyer's journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer's journey to sell more effectively. As the conversation continues, Sean and Kevin emphasize the need to understand the buyer's process, from recognizing the...2023-05-2315 min
Two Tall Guys Talking SalesE4 - How do you compensate your salespeople?The podcast features a conversation between Kevin Lawson and Sean O'Shaughnessey, who discuss commission structures in sales. They examine how commission structures incentivize certain behaviors and when to pay incentives. They use examples from different industries, such as construction and software, to illustrate how commission structures can vary based on the nature of the sale. They also explore the benefits and drawbacks of paying incentives monthly or quarterly and how more extended contracts can help lock in customers. Throughout the conversation, they emphasize the importance of creating a commission structure that aligns with company goals an...2022-10-2517 min