Shows
Sales Against the OddsHow Clear Messaging Turns Noise Into Revenue with Donald MillerIf you communicate clearly, you win.In this episode, Lee Brumbaugh sits down with Donald Miller, CEO of StoryBrand and bestselling author of Building a StoryBrand, to break down why clear messaging is the ultimate competitive advantage in sales and marketing.Donald explains why customers tune out most marketing, how the human brain is wired for survival, and why short, repeatable, zero cognitive load messages outperform clever or complex language every time. Together, Lee and Donald connect the dots between marketing clarity and sales execution, from subject lines and calls to action to s...
2026-01-2233 minSales Against the OddsThe Secret to Aligning Sales and Operations for SuccessThe most successful businesses know how to extract hidden value from operations.In this episode, Lee Brumbaugh sits down with Tim Van Mieghem, founder of The ProAction Group, to discuss how uncovering overlooked opportunities can transform a company’s future. Tim explains the importance of replacing judgment with curiosity and shares his unique approach to operational efficiency. He reveals how business owners can uncover significant profit in areas they may not even know exist and why developing a team to sustain that growth is just as crucial as achieving it.Tim dives into the challenges of...
2026-01-0830 minSales Against the OddsThe Leadership Traits That Predict Breakout SuccessThe fastest-growing companies all share one trait: a CEO who never stops learning from customers.In this conversation, Lee Brumbaugh sits down with Bryan Cressey, Co-Founder and Partner at Cressey & Company, to reveal the traits that set great CEOs and founders apart. Bryan shares why creativity, genuine customer engagement, and the humility to hire exceptional people consistently predict stronger companies. He explains how leaders can evaluate whether a business truly has the potential to scale, starting with new ideas, bold aspirations, and healthy margins.Bryan explains why founders must be their company’s first seller, an...
2025-12-1131 minSales Against the OddsThe People and Process Mistakes That Hold Sales BackGrowth begins to stall long before most leaders recognize the root cause.In this conversation, Lee Brumbaugh chats with Kurt Schneiber, experienced CEO and EOS Implementer, to uncover the two primary obstacles that hold many businesses back: having the wrong people in key sales roles and lacking a repeatable sales process. Kurt shares his expert insights on how to assess whether a sales leader has the right coaching abilities, and why focusing on all the buying influencers, beyond just the champion, is crucial to keeping deals on track.Kurt provides practical steps leaders can use...
2025-12-0440 minSales Against the Odds5 Rapid-Fire Questions on Growing Your Business with Tom GardnerMost SMBs don’t lose because they lack effort, they lose because they lack structure.In this Challenge of the Day episode of Sales Against the Odds, host Lee Brumbaugh puts Tom Gardner, Chief Community Officer at Sales Xceleration, on the hot seat for a rapid-fire round of five questions that hit at the heart of SMB growth.From embracing AI and building repeatable sales processes to hiring and developing top talent, Tom shares practical insights drawn from supporting hundreds of business owners and sales leaders nationwide. Along the way, he offers stories, lessons, and a...
2025-11-2411 minSales Against the OddsWhat It Really Takes To Build A Resilient BusinessGrit isn’t just about working harder, it’s also about building smarter.In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Nick Friedman, Co-Founder of College H.U.N.K.S. Hauling Junk & Moving, to explore what it really takes to turn a side hustle into a national brand. Nick shares how a beat-up cargo van and a bold idea became a $300M business, why every founder should be their company’s best salesperson, and how culture, consistency, and continuous improvement fuel long-term success.From defining what “...
2025-11-2031 minSales Against the OddsThe Sales Strategy Shift Most Founders MissToo many founders think the solution to growth is hiring a salesperson. In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Dave Parker, Serial Entrepreneur, Investor, and Managing Partner of DKParker, LLC. They explore the real challenges of startup growth, the power of storytelling, effective pricing strategies, and scaling a business without losing sight of what truly drives enterprise value. From establishing your first sales process to understanding ideal customer profiles and revenue models, this conversation uncovers the key factors that set apart the 8% of startups that succeed from the 92...
2025-11-0642 minSales Against the OddsHow Do You Keep Sales Human In An AI-Driven World?AI should make sales more human, not less.Host Lee Brumbaugh sits down with John Hirsh, Sales Xceleration advisor and AI strategist, to talk about how artificial intelligence is reshaping the sales landscape, from the tools we use to the way we connect with customers.John shares how he went from mechanical engineer to sales leader, and why that technical mindset helps him see AI as more than just automation. It’s an opportunity to elevate the human side of selling. Together, they discuss how SMBs can start using AI responsibly, the di...
2025-10-2333 minSales Against the OddsIntroducing Sales Against The OddsSales Against The Odds is the podcast for SMB leaders working to grow their business, even when the odds feel stacked against them.Hosted by Lee Brumbaugh, we get into the unpolished reality of leading sales teams in small to mid-size businesses. From the grind of lead generation and pipeline development to comp models, onboarding, and accountability, each episode brings you relatable stories and proven strategies that go beyond theory.If you’re a business owner or sales leader facing stagnant sales, competing priorities, or the challenge of building the right team, this sh...
2025-10-0601 min
Default ProfitableEp146 Patrick O'Donnell, Outsourced VP of Sales at Sales Xceleration and Co-Owner of Barringer's Tavern: From Corporate Comfort to Entrepreneurial ChaosIn this episode of Default Profitable, host Matt Nettleton chats with Patrick O'Donnell, a serial entrepreneur who traded a stable corporate career in sales leadership for the unpredictable world of small business ownership. Patrick opens up about his transition from large public companies to launching a fractional sales leadership practice with Sales Xceleration in 2018 and co-owning Barringer's Tavern, a historic spot in South Indianapolis, since 2019. The discussion dives into the mindset shifts required for entrepreneurship, the challenges of juggling multiple ventures, navigating COVID disruptions, and the hard-won lessons from building sales pipelines while managing restaurant operations—all while prioritizing fa...
2025-08-0722 min
CEOs You Should Know - CharlotteBen Levenbaum - CEO of XcelerationBen LevenbaumFor over 25 years, Ben Levenbaum has been building employee recognition programs thatdrive performance and engagement. Early in his career at MCI Telecommunications, hehelped launch one of the first online incentive platforms—paving the way for today’s $176billion non-cash rewards industry. That experience sparked the founding of Xceleration in1999, with a mission to help companies retain and motivate talent through rewards thatpeople value and aspire to earn.Ben takes pride in the long-term partnerships Xceleration has built with enterprise clientsacross diverse industries, and in the...
2025-07-2801 min
BrandBuilders410: Ben Levenbaum – Xceleration
Today on the BrandBuilders Podcast, we’ve got Ben Levenbaum, founder and CEO of Xceleration here with us. Xceleration has been a major player in enterprise rewards and recognition for over 25 years. Under Ben’s leadership, Xceleration has built a global reputation for its innovative, scalable technology—most notably the RewardStation platform. We’re looking forward to hearing about that one, too!
With a diverse team spanning multiple disciplines and a client roster that includes some of the world’s largest companies, Xceleration crafts tailored recognition programs that motivate teams and deliver measurable impact. Ben, welcome to...
2025-06-2737 min
Magnificent SignificanceChad Meyer: Leading Beyond Your Best: Insights on Servant LeadershipAbout Chad Meyer:Chad Meyer’s faith in Jesus Christ is the foundation that guides every aspect of his life, both personally and professionally. With 30 years of experience in sales and sales leadership, Chad has built and led multiple companies throughout his career. Most notably, he co-founded Sales Xceleration with his business partner, Mark Thacker. The company, which they sold a few years ago, partnered with thousands of B2B organizations around the world, helping them scale in ways that business owners and their leadership teams often couldn’t achieve on their own. On average, these companies expe...
2025-06-0924 min
Two 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 SalesFundamentals First: Building a Winning Sales Team with Tom Morgan of Sales XcelerationWelcome to another insightful episode of "Two Tall Guys Talking Sales," where we continue our vibrant discussion this week with special guest Tom Morgan, a former collegiate basketball coach turned sales strategy guru. Diving into the parallels between sports coaching and sales management, this episode is packed with strategic insights to enhance your sales team's performance as the quarter and year draw to a close. Key Topics Discussed: The Importance of Early and Ongoing Preparation: Starting strong from the beginning of the year or season sets teams up for success. Fundamentals in Sports...
2024-05-2115 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 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 slips...
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 SalesEnrico Parodi's Blueprint for Building High-Performing Sales TeamsIn this engaging episode of "Two Tall Guys Talking Sales," we're treated to an insightful session with Enrico Parodi, a seasoned sales consultant with a rich international background and a passion for transforming sales organizations. With host Sean O'Shaughnessey guiding the conversation, listeners are invited to explore the nuanced world of sales strategies, focusing on developing the ideal client profile and crafting an effective sales coverage model. Key Topics Discussed: The Importance of an Ideal Client Profile: Enrico stresses the significance of targeting the market segment where a company's chances of success are highest. Identifying and...
2024-04-0215 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 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 min
The Elevate Your Business Podcast with Adam KoosTips To Improve Your Sales Team with Tim Byrd, CSL, of Sales XcelerationAdam welcomes Tim Byrd, CSL of Sales Xceleration to chat about the current state of sales teams within a company. With so many disruptions to the world over the last few years, Tim talks about the challenges of building a sales team in this new business world. Learn more about: - The things Tim looks for when evaluating sales teams - The impact of an ineffective sales manager - Secrets of addressing the shortfalls of a sales teams - Trends business owners need to be aware of when considering th...
2024-02-2923 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 min
SharkPreneurSales Strategies for Sustainable Revenue GrowthSales Strategies for Sustainable Revenue GrowthTom Daly, Sales Xceleration– The Sharkpreneur podcast with Karl McKinnie Episode 1015 Tom DalyTom Daly is an accomplished sales leader within Sales Xceleration with a history of delivering top revenue results for organizations spanning multiple industries.Listen to this informative Sharkpreneur episode with Tom Daly about sales strategies for sustainable revenue growth. Here are some of the beneficial topics covered on this week’s show:- How many companies hit a scalability ceiling and lack sale...
2024-01-2426 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 min
Driving New Sales: Transforming Small Businesses into Sales PowerhousesSegmenting Target Market: Categorize potential clients to tailor strategies effectivelyWelcome to a new episode of "Driving New Sales: Transforming Small Businesses into Sales Powerhouses." Today's discussion, led by Sean O'Shaughnessey, focuses on market segmentation and its pivotal role in enhancing sales strategies for small and medium-sized businesses. This episode is sponsored by Kevin Lawson of Lighthouse Sales Advisors and Sales Xceleration, offering seasoned sales leadership solutions for small businesses.
Key Topics Discussed
Understanding Market Segmentation: Sean dives into the essence of market segmentation, likening it to the precision and personalization of a master tailor.
The 'MASA' Criteria for Effective Segmentation: Explore the...
2023-12-2014 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 SalesSpecial Episode: CEO Workshop - Defining Your Corporate Sales StrategySales Strategy Isn't Just About Hitting Numbers: It's Your Operational Backbone for Success A well-defined sales strategy is indispensable for long-term business success. Importance of Market Segmentation Don't fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact. Crafting a Unique Selling Proposition (USP) A compelling USP is your golden ticket in a saturated market. Your competitive edge makes your offer not just another option but the go-to solution for your target audience. ...
2023-11-3058 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 SalesHappy Thanksgiving from Two Tall Guys Talking SalesKevin and Sean hope our listeners have much to be thankful for in 2023. Most of you will be taking time off this week so we have kept this episode short. Remember, when you get back to work on Monday after Thanksgiving, you will only have about three weeks of selling time left in the year. It is really hard to close significant business after December 15! You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can reach out to...
2023-11-2102 min
Breaking Through BizThe Sales Process and Hiring the Right Sales PeopleIn today’s podcast we spoke to Marc Metz. Marc is the owner of Optimus Sales Group which is powered by Sales Xceleration. They are a company that helps small to medium-sized businesses with their sales growth and accountability. Marc is also a founding member of a group called Inner Circle.
In his 35 years of sales experience, Marc has owned and sold a company and worked for several engineering businesses building their sales processes and teams. Once the company’s sales were up and running Marc found that he wanted to move on and do it elsewhere. In 2...
2023-11-1518 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 Discussed
2023-10-3115 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 topic o...
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 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 SalesBeyond the Pitch: How Trust and Personal Brand Shape Sales SuccessJoin hosts Sean O'Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today's market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success. Key Topics Discussed: Transferring Trust: The essence of sales lies in transferring trust from the salesperson to the prospect, ensuring decisions are made in the desired timeframe. Three Pillars of Sales: Selling your company, your product, and most importantly...
2023-09-1215 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 SalesDriving Sales Success: Why KPIs Are More Than Just NumbersGet ready to unlock the secrets of mastering the sales game with Two Tall Guys Talking Sales! This episode delves into the nuances of key performance indicators (KPIs), their significance in measuring sales efficiency, and the art of mentorship among salespeople. Listen as our hosts Sean and Kevin uncover the analogy of KPIs and share insights about setting the right measures for salespeople at various career stages. Key Topics Discussed: Understanding Leading vs. Lagging Indicators: Foreseeing future trends and not just measuring past achievements is important. KPIs and the Marriage Analogy: Setting the right measures to...
2023-08-1515 minTwo Tall Guys Talking SalesSales Leadership Mastery: How to Coach, Not Micromanage, Your TeamWelcome to another riveting episode of Two Tall Guys Talking Sales with your dynamic hosts, Sean O'Shaughnessey and Kevin Lawson. In this episode, our duo takes on a subject that stirs strong emotions in the sales world: micromanagement. With a combined experience of several decades in sales, Sean and Kevin delve into their philosophies, personal experiences, and provide actionable insights on transitioning from micromanagement to effective leadership. Whether you're a salesperson, a manager, or a business leader, you're going to find value in their candid conversation. Key Topics Discussed: Micromanagement in Sales: Sean's personal aversion to...
2023-08-0815 min
Talent Talks with Jonathan D. ReynoldsEP 65: The Power of Shared Expertise Through Fractional Leadership w/ Jennifer Zick & Jim HardwickWe're back with another exciting episode of our Talent Talks Podcast Series: Inside the Minds of EOS Masters. This week, our CEO & Visionary, Jonathan D. Reynolds, was joined by Jennifer Zick, Founder, CEO, and Visionary of Authentic Brand, and Jim Hardwick, Chief Community Officer of Sales Xceleration.In this episode, they delve into the world of fractional leadership, a dynamic approach that brings external expertise to organizations in a flexible and cost-effective manner.They discuss how fractional leadership offers a unique solution to the challenges faced by businesses seeking rapid growth without...
2023-08-0822 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 SalesHappy Independence Day!The hosts of Two Tall Guys Talking Sales wish you a Happy Independence Day! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/
2023-07-0400 min
P&L: Priorities & LifestyleAccelerating Sales with Pete Essex Pete Essex is the Outscored VP of Sales at Sales Xceleration, a business and consulting services company and pioneer in outsourced sales leadership. With over 25 years of experience as a Vice President of Sales for Fortune 500 and start-up companies, Pete has established and rebuilt sales teams from the ground up. Using the Sales Xceleration process, Pete helps sales organizations identify trends and enhance and develop sales teams and sales strategies to execute their sales growth metrics. Pete holds a BA in Chemistry from the University of Texas at Austin and earned his MBA from Jones International University. He is...
2023-06-2949 minTwo Tall Guys Talking SalesBridging the Sales and Marketing Gap: Mastering MQLs and SQLsIn this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson delve into the crucial difference between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL). They explain how the two require different types of messaging and engagement and highlight the importance of refining the process of transitioning leads from one category to another. Key Topics Discussed Differences between MQLs and SQLs: Kevin begins the episode by comparing the difference in approach between MQLs and SQLs to the difference in speaking to a large group vs. one-on-one conversations. The messaging a...
2023-06-2716 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 min
Game of Business#26 - David JonesDavid is the President of Sales To Innovation. They are the consulting company that David started when he partnered with the Sales Xceleration organization. Sales Xceleration is the premier group of sales advisors focused on helping small business organizations, in your local community, grow their sales. The impact to a small business owner is immediate and impactful. Helping them rest easy at night knowing that their company's sales are on track for breakthrough performance.Book a call with JP today.
2023-06-1648 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 SalesMastering Mid-Year Reviews: The Sales PerspectiveIn this enlightening episode of "Two Tall Guys Talking Sales," Sean O'Shaughnessey and Kevin Lawson delve into the fundamental aspect of setting clear expectations in sales, mirroring the way parents do with their children. With mid-year reviews around the corner, it's time to reflect, analyze, and readjust your sales strategies. Kevin starts with a compelling anecdote about his childhood bedtime routine to explain the critical importance of clear communication and setting expectations. The duo emphasizes that salespeople and leaders must carry the same burden to ensure success. They then transition into discussing data, people, and customers, shedding...
2023-06-0616 minTwo Tall Guys Talking SalesThe Art of Differentiation: How to Excel in Sales and Earn More MoneyIn this episode of Two Tall Guys Talking Sales, Sean O'Shaughnessey and Kevin Lawson discuss the importance of standing out and differentiating oneself in the competitive world of sales. They explore how salespeople can escape the commodity mindset and become trusted advisors to their clients, ultimately leading to more money and success. Key takeaways from the episode include: The importance of differentiating oneself in the sales process Understanding and embracing the role of an expert in your field "The Challenger Sale" book's approach, and its impact on sales success The dangers of proposing too early and...
2023-05-3015 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 minTwo Tall Guys Talking SalesAdapting Sales Strategies in a Changing WorldIn this episode of the podcast, Kevin and Sean discuss the necessity for sales leaders to adapt their advice and strategies in today's ever-changing environment. With the numerous changes and challenges that businesses face every day, sales leaders must constantly evolve and stay ahead of the curve to help their teams succeed. The discussion touches on how being a trusted advisor to clients is crucial for success regardless of market shifts and economic turmoil. The ability to understand and professionally empathize with clients and their challenges allows salespeople to effectively guide clients and prospects toward solutions. Emphasizing...
2023-05-1614 minTwo Tall Guys Talking SalesThe Power of Service: How Giving Back Can Drive Sales Success featuring Jim Hardwick, Chief Community Officer of Sales XcelerationIn this inspiring episode of "Two Tall Guys Talking Sales," the hosts, Sean and Kevin, welcome Jim Hardwick, Chief Community Officer for Sales Xceleration and Fractional VP of Sales. As a seasoned sales professional with 36 years of experience in healthcare, Jim shares his journey from climbing the corporate ladder to finding purpose and joy in his current role. He attributes his newfound happiness to a paradigm shift towards serving others, a realization sparked by a life-changing trip to Kenya, where he and his wife started a dental clinic. Discussing the importance of servant leadership in...
2023-05-0915 minTwo Tall Guys Talking SalesFrom Slump to Success: Guiding Salespeople through Tough TimesIn this podcast episode, Kevin and Sean discuss how to help a top-performing salesperson get through a slump and back on track. They emphasize the importance of a time-based sales strategy and keeping an eye on the early stages of a sale, such as lead generation and relationship building. They recommend reinforcing the positive aspects of a salesperson's work and ensuring they are following the right process to build an effective pipeline. They also suggest an intellectually honest approach to pipeline management to evaluate the pipeline's health and identify areas that need improvement. This involves looking at...
2023-05-0214 minTwo Tall Guys Talking SalesCatching People Doing Things Right: Rewarding Sales Efforts and ResultsIn this engaging podcast episode, hosts Kevin and Sean dive into the crucial topic of rewarding effort and results during sales meetings. They emphasize the importance of recognizing salespeople's achievements through monetary rewards, acknowledgment, and praise. The hosts discuss the impact of consistent processes for catching people doing things right and sharing best practices among sales teams. They also touch upon the idea of self-reward for sales practitioners, encouraging them to celebrate their successes. Throughout the conversation, Sean and Kevin provide actionable advice and tools for sales leaders to cultivate a positive work environment, ultimately leading to...
2023-04-2514 minTwo Tall Guys Talking SalesPart 2 - Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEOIn this podcast, Tim Warren, CEO of Helium-SEO, discusses his approach to handling difficult situations in a sales environment. He emphasizes the importance of coaching opportunities and scaling through challenges or problems with existing salespeople. Tim shares his approach to handling a situation where an account manager did not provide the level of service they were supposed to, causing a client to feel that the service level had dropped. He stresses the importance of being open, honest, and transparent, taking responsibility, and having a plan to fix the issue. As a CEO, Tim wants to show his team how...
2023-04-1817 minTwo Tall Guys Talking SalesBuilding and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEOIn this podcast, Kevin and Sean talk to Tim Warren, the founder and CEO of Helium SEO. Tim talks about his background and how he got into sales. He discusses his experience in building technical engineering-focused SEO and SEM campaigns for mid-size and enterprise clients. He also explains how his company has been able to drive higher ROI for its clients. Tim shares his leadership journey as a sales leader and how he has learned that star salespeople don't always make great coaches. He emphasizes the importance of having a sales process in place and training salespeople...
2023-04-1115 minTwo Tall Guys Talking SalesSelling Yourself: The Importance of Personal Branding in Sales - A Conversation With Megan O'HaraKevin and Sean continue to discuss the importance of staying relevant to customers and prospects. In the first part of the podcast, Sean interviews Megan O'Hara of EasyIT about the challenges of reaching customers in the digital age, where everyone is bombarded with emails and messages. They discuss the importance of being authentic, providing value, and standing out from the competition. They also emphasize the need for salespeople to adapt to changing technology and stay up to date with new tools and platforms. They touch upon topics such as personal branding, content creation, and the role of...
2023-04-0414 minTwo Tall Guys Talking SalesPart 2 of Communicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level StrategiesKelly Crandall returns to Two Tall Guys Talking Sales for her second episode in two weeks. Kelly is an expert in sales after working in the corporate world, running a small business, providing Fractional Sales Leadership for her customers in Florida, and now is the Visionary for Sales Xceleration. This episode centers around building a strong value proposition and creating a sales strategy that resonates with customers. In this particular episode, the topic of discussion is the third area of the sales process and how it can help build trust with customers. Kelly has agreed t...
2023-03-2814 minTwo Tall Guys Talking SalesCommunicate Your Value Proposition to Win More Deals with Kelly Crandall of Sales Xceleration and Next Level StrategiesKevin and Sean have a special guest for this episode! Kelly Crandall of Sales Xceleration and Next Level Strategies. Kelly is a sales expert who works as an advisor to help mid to small-size businesses build a path to more sales. The topic of the conversation is "The Sales Skills Required to Communicate Your Value Proposition to Win More Deals." Kelly talks about the importance of value proposition and its broader concept that focuses on why buyers should buy from a company. She stresses the importance of customizing the value proposition to each client and the need t...
2023-03-2114 minTwo Tall Guys Talking SalesSales Meetings Are for Educational PurposesIn this episode of "Two Tall Guys talking Sales," Sean and Kevin provide insights on how to conduct effective sales meetings that focus on education and training. They suggest assigning individual salespeople to research topics or chapters of a book to teach the team, ensuring everyone becomes an authority on the topic. The hosts stress the importance of repetition and testing knowledge by applying it to specific accounts or situations. They also highlight the need to have clear goals and contribute directly to revenue growth in every meeting. The hosts further discuss the importance of continuous education in sales...
2023-03-1416 minTwo Tall Guys Talking SalesFocus on One or Two Key Topics in Your Weekly Sales MeetingYour sales meeting should discuss the highest priority topics that require immediate attention. For broader issues, it is recommended to use other venues. To stay on point, it is important to control the agenda and flow of the meeting. Additionally, meeting minutes should be kept short and focused on action items to ensure that tasks are completed following the meeting. To promote growth, discussing one or two topics deeply rather than many topics lightly is recommended. This will encourage open dialogue and feedback among team members, which can help to generate new ideas and insights. It is...
2023-03-0716 minTwo Tall Guys Talking SalesBe Respectful – Start Team Meetings on Time, End on TimeEfficient and effective meetings are essential for the success of any business, and the EOS L10 meetings have become increasingly popular in recent times. It is important for all meetings to start and end on time, avoiding rewarding tardiness and respecting everyone's schedule. It is crucial to address individuals who regularly arrive late in private. In addition, time management is key to ensuring that each topic is discussed within the allotted time frame, and sales meetings should be approached similarly to a sales call. By adhering to these guidelines, the sales department can increase productivity and achieve its goals...
2023-02-2816 minTwo Tall Guys Talking SalesHave a Reason To Hold a Sales MeetingRegular sales team meetings are essential to keep salespeople informed, productive and on the same page. Before scheduling a sales team meeting, make sure to have a good reason for doing so. Possible topics for sales team meetings could include reviewing sales goals and strategies, discussing new leads, customer information and product updates, giving recognition to salespeople for their accomplishments, pinpointing any areas of improvement and brainstorming solutions as a team. Finally, make sure to end the meeting on a positive note! If a meeting isn't necessary or appropriate after all, consider other ways to communicate with your sales...
2023-02-2116 minTwo Tall Guys Talking SalesThe Role of a Salesperson in Their 1:1 Meetings With a ManagerIn "The Role of a Salesperson in Their 1:1 Meetings With a Manager" podcast, the hosts, Sean and Kevin, dive into a salesperson's crucial role in their one-on-one meetings with their manager. They discuss the importance of preparation and setting goals and objectives for the meeting while emphasizing the need to avoid micro-management. The podcast highlights the significance of tracking progress and updating managers on results and offers valuable tips on how to stay motivated and accountable during 1:1s. Overall, this podcast is an informative resource for sales professionals who want to make the most of their meetings with their...
2023-02-1416 minTwo Tall Guys Talking SalesManage the Expectations of Upper Management for a Sales Turnaround EffortIn this episode, Sean and Kevin discuss the struggle of a sales turnaround. It is important to define what a turnaround means for your specific sales department, as the definition may vary depending on the nature of the business, the industry, and the competitive landscape. Once you have a clear understanding of what constitutes a successful turnaround for your team, you can start outlining a plan of action that meets or exceeds the expectations of upper management. This plan should be based on a thorough analysis of the current sales process, customer needs, and market trends and s...
2023-02-0716 minTwo Tall Guys Talking SalesIntroduction to Account Based Marketing & SellingSean O'Shaughnessey recently did a CEO Workshop on Key Account (or Named Account) sales management best practices. In this episode, Kevin and Sean dig into one of the ancillary topics that wasn't fully explored in that CEO Workshop. You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/
2023-01-2915 min
Winning Business RadioDennis Boyle - President of Seacoast Sales Solutions, and Advisor with Sales XcelerationDennis Boyle, Pres. of Seacoast Sales Solutions, Advisor with Sales Xceleration, has 30+ years of experience with large corporations and small startups.He has held both sales and marketing roles, and Senior Exec roles in Business Development, Corporate Accounts, Strategic Management, Corporate/Commercial Training and Development, Private Equity and Operations.He provides consulting to small to medium sized businesses to build sales systems and infrastructure to achieve record revenue growth.Winning Business Radio is broadcast live Mondays at 4PM ET.Winning Business TV Show is viewed on Talk 4 TV (www.talk4tv.com).
2023-01-2449 min
Business Ninjas by WeLevelHow Sales Xceleration Transforms Business Growth | Business Ninjas: WriteForMe & Sales XcelerationJoin our resident Business Ninja Andy, together with the President of Sales Xceleration, Maura Kautsky, as they talk about how businesses can actually lose money if sales processes aren’t optimized. In this video they talk about looking at this from the perspective of asking yourself where in the selling process you mess up, and ultimately, how do you improve your sales process and increase business?Sales Xceleration is the pioneer in outsourced sales leadership: they build a path to more sales. They provide business owners with an experienced Outsourced Sales Consultant to drive sales growth. A lo...
2023-01-1817 min
Genius At ScaleBen Levenbaum CEO of XcelerationMeet Ben Levenbaum, CEO of Xceleration. Ben is a native New Yorker, and oversees the growth of Xceleration with an eye on the industry and a focus on “what‘s next” as they deliver reward programs across North America and around the world.https://www.linkedin.com/in/ben-levenbaum/https://www.linkedin.com/company/xceleration-inc-/https://www.xceleration.com/To find out if you are on the brink of scaling, take the Scalability Index Scorecard and know for sure. evokinggenius.com/scale Hosted on Acast. See acast.c...
2022-11-2230 min
Always FreyDayFractional Professionals Fuel Massive GrowthThe audience will hear from someone who has over 30 years of corporate experience as an EVP Sales and Marketing in the signage, printed graphics, facilities maintenance and construction services fields. John can help SMBs build a sales engine and create record-breaking growth, on a part-time basis.What is a Fractional CRO or VP of Sales? It is an individual with significant experience, who can come in on a part-time basis, and take over the entire sales function for an SMB.There are many items comprising the sales function from managing the CRM system, to setting...
2022-11-181h 01
Two Tall Guys Talking SalesE6 - How do salespeople retain client information and document sales opportunities?In this podcast, Kevin and Sean discuss the importance of good data health in sales and customer relationship management. They begin by highlighting the challenges businesses face when trying to capture client and prospect information from various databases, including email, CRM, marketing platforms, and support tools. Sean emphasizes the need for good documentation and historical records, which can help new sales reps understand the account and enable companies to maintain customer relationships even if a salesperson leaves the company. Kevin and Sean stress that good data health drives revenue and is essential for business growth, especially in...
2022-11-0816 minTwo 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
The Retirement Fiduciary PodcastHow To Improve Your Sales Team with Tim Byrd, CSL, of Sales XcelerationAdam welcomes Tim Byrd, CSL of Sales Xceleration to chat about the current state of sales teams within a company. With so many disruptions to the world over the last few years, Tim talks about the challenges of building a sales team in this new business world. Learn more about: - The things Tim looks for when evalutating sales teams - The impact of an ineffective sales manager - Secrets of addressing the shortfalls of a sales teams - Trends business owners need to be aware of when considering th...
2022-06-3025 min
Entrepreneurial InsightsRon ColemanRon Coleman is the President of Competition Cams, a world leader in valve train technology, and under his management the company has acquired several other businesses, including TCI Automotive, LLC and Quarter Master Industries. Coleman founded the National Muscle Car Association, which is recognized as the largest national sanctioning group dedicated to street-legal vehicles. He is also the Founder, President and Chairman of Xceleration Media, LLC, which was acquired by Power Automedia. Coleman was elected to the White House Conference on Small Business twice. He served on the National Federation of Independent Business (NFIB) Advisory Council, was...
2022-06-2248 min
Moore on Manufacturing with James Moore & CompanyS3:E4: Moore On Manufacturing: Sales Strategy as a Key Part of Business ValueOn this episode of Moore on Manufacturing, we’re joined by Sales Xceleration fractional VP Tom Daly. Sales Xceleration helps SMB companies achieve their best sales performances. Mike and Tom discuss sales and sales strategies, developing a sales process, how value proposition is a key part of that strategy, and the steps to get started.
Sign up to receive Moore in Manufacturing notifications when new episodes are released: https://www.jmco.com/moore-on-manufacturing/.
To learn more about the James Moore Manufacturing Team: https://www.jmco.com/industries/manufacturing/
2022-04-0528 min
Cutoffs and CoffeeEpisode 29: Daniel Back Creator of Jump ScienceEpisode 29: Daniel Back
Cutoffs and Coffee Episode 29
CT & James DiBiasio, with Daniel Back, Xceleration Sports Performance Lab Coach, Speed and Jump Coach, and Creator of Jump Science.
Where to find them:
IG: @therealct @jpdibiasio_ @t3performance
@jump.science
www.jump.science
YouTube: Jump Science
Daniel Back grew up as a, self proclaimed, “Culdesac Kid.” Learning his love for performance, competition, and athleticism from participating in games like capture the flag, tag, and roller hockey. He turned his passion for recreational sports into a comple...
2022-01-191h 33
Building Teams with TEAMES & COAn Interview with Dino Skerlos, Sustainable Sales SolutionsIn this week’s episode, Tracy and Mike interview Dino Skerlos, the Outsourced Vice President of Sales at Sales Xceleration. We dive into many important topics from setting sales goals, how sales and marketing can work better together, and how you can foster friendly competition and most importantly collaboration within your teams.Show Highlights:Dino introduces himself and shares about his background as a fractional sales leader with client organizations, including the success of his his previous ventures resulting in 4 company exits due to growth that Dino and his teams have driven: (0:58)The group discusses the te...
2021-09-0243 min
Dabi's Daughter presents... "HerStory"Jamie Bush - Technology DiscussionJamie is the Vice President of Technology Development at Xceleration, where he leads a team responsible for all aspects of the company’s technology, including the software development and infrastructure for the company’s enterprise customer-facing platform, the company’s corporate network as well as internal IT support for employees’ laptops, company printers, etc. Jamie obtained a BS in Business Administration Degree from Appalachian State University in 1994. With the help of working alongside more experienced developers and leveraging every resource possible to increase his coding skills, it wasn’t long before he made the full transition to the engineering team writi...
2020-11-2143 min
808 Podcast#650 Marc Metz - Optimus Sales Group powered by Sales XcelerationMarc Metz the CEO of Optimus Sales Group powered by Sales Xceleration tells you how to make sure your sales team is happy and making money.
You can check him out at https://www.OptimusSales.com/
2020-11-1008 min
Funnel Radio’s Behind the MicOn average 75% of Sales Managers Don't Have a Sales Plan, But It Isn’t Too Late
Program title: It isn't Too Late to Have a Sales Plan for 2020
Did you know that on average only 25% of B2B sales managers have a sales plan? Aside from a forecast, compensation plan, and territory alignments and additions, 75% of sales managers aren’t creating a written, objective-strategies and tactics plan similar to a marketing plan. A sales forecast is not a sales plan.
Our guest this week, Matt McKnight, Founder of McKnight Advisors LLC, a Sales Xceleration Partner, says few managers have a SWOT, customer plan, target market programs, territory expansion strategies, a tactical actio...
2020-01-1023 min
Coach Kub PodcastEpisode #67: Friday Discussion ~ Ben BoudroIn today’s Friday Discussion, we will be hearing from Ben Boudro. Ben is the owner of Xceleration Fitness located in Auburn Hills, MI, which was just named, for the second year in a row, Metro-Detroit’s Top Fitness Facility. Xceleration offers runs world class adult fitness program where they help clients with fat loss,muscle building, and confidence building! In addition to the these program, Ben and his team also offer specific training for youth, high school, collegiate and professional athletes.
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· Anchor: The easiest way to make a podcast. https://ancho...
2019-09-2033 min