Two Tall Guys Talking Sales

It's January, the scoreboard is still 0 to 0 for most sellers, and the difference between a clean Q1 and a scramble often comes down to one thing: getting to "zero to one" without doing something stupid to win a deal you'll regret. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey use a basketball fast-start analogy to sharpen your Sales strategies for early mome...

January resets every scoreboard to zero, making your mindset and operating discipline your first competitive advantage. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey break down how to start the year with intentional sales management, tighter Sales processes, and the kind of daily actions that drive Sales success and consistent Revenue generation, especi...

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Sean and Kevin are joined by Shannon Muniz, a fractional VP of Sales based in Orlando, for a practical conversation about one of the most expensive tensions in sales management: giving new hires enough runway to become effective, without giving so much patience that it quietly damages revenue management and profitability. They unpack a real hiring story, explain why "industry terminology" can be a...

Hosts Kevin Lawson and Sean O'Shaughnessey challenge a dangerous assumption many sellers make: that next year will look just like this year. It won't. In this conversation, they unpack why sales success in 2026 demands a deliberate mindset shift, sharper territory planning, and a renewed focus on value selling. This is a strategic discussion for sales professionals who want to generate revenue wit...

Sales slumps don't hit out of nowhere; they're usually born in the quiet moments when strong sellers unintentionally drift from the fundamentals. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey unpack why salespeople often surge at the end of a quarter only to wake up on Monday realizing their pipeline is suddenly empty. They explore the habits that quiet...

Stepping into sales leadership is equal parts exhilarating and disorienting. In this episode, hosts Kevin Lawson and Sean O'Shaughnessey unpack the real emotions, real transitions, and real responsibilities that come with moving from individual sales producer to leading a revenue team. With candid stories, practical frameworks, and relatable missteps, they help new sales leaders navigate uncertain...

In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson explore one of the most essential—and often overlooked—pillars of sales success: trust. From the first cold call to long-term client relationships, they unpack how credibility, reliability, and integrity form the foundation of effective sales strategies and revenue generation. Whether you're leading a team o...

In this energizing episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey explore one of the most relatable challenges in sales—how to break free from a slump. Whether your pipeline has slowed, your motivation has dipped, or you're struggling to find your rhythm again, this episode offers practical, proven techniques to reignite momentum. From the psychology of small wi...

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome Mike Dowhan, founder of Bedrock Sales. Together, they explore one of the most overlooked yet transformative aspects of sales management: the compelling event. Mike brings over two decades of experience helping organizations refine their sales processes, understand buyer motivation, and drive consiste...

Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey. In this dynamic episode, the Tall Guys welcome Paul Rafferty from Sales Xceleration to explore the art and science of sales coaching, deal qualification, and the importance of building sales acumen. Paul brings decades of experience in sales management, value selling, and revenue generation, offering a pra...

In this episode, hosts Kevin Lawson and Sean O'Shaughnessey tackle one of the most fundamental truths in business and sales leadership: change is inevitable. Whether you're managing a sales team, scaling from $5M to $50M, or repositioning your company for new markets, your success depends on your ability to pivot,  intelligently, decisively, and confidently. Sean and Kevin unpack the concept of or...

When a company hires or promotes its first sales manager, expectations run high, but clarity can be low. In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson unpack what the first 90 days should look like for a new sales leader. Whether you're a CEO onboarding a new manager or that manager stepping into the role themselves, this discussion provides practical g...

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive into the critical relationship between sales and marketing. For small businesses, founder-led sales teams, and even larger organizations, aligning sales processes with marketing efforts is crucial for sustained long-term revenue growth. Sean and Kevin break down practical strategies to ensure your messa...

As the year draws to a close, sales leaders and professionals are already looking ahead to the next year. In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson dig into the perennial challenge of lead generation, the importance of collaborating with marketing, and why proactive planning is essential for sales success. From refining your messaging to building th...

Sales leaders and sales professionals: are your territories setting you up for sales success or holding your team back?  In this episode, hosts Kevin Lawson and Sean O'Shaughnessey tackle the critical role of defining territories, commission plans, and account strategies. From building fair but effective territories to creating actionable plans that drive revenue generation, this conversation blen...

As the year draws to a close, sales leaders and business owners face a critical challenge: preparing for growth in the year ahead. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into sales management strategies that set the stage for long-term sales success. From refining compensation plans and aligning territories to planning product lifecycle...

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey build on last week's discussion of qualification methodologies and take the conversation further—into how these frameworks should live inside your CRM. From aligning sales processes with the buyer's journey to enforcing accountability at each stage, this conversation offers practical strategies that every sa...

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial role of deal qualification in driving sales success. From simple frameworks like BANT to advanced methodologies such as MEDDIC and MEDDPICCC, Kevin and Sean explain how consistent sales processes, value selling, and business acumen can sharpen forecasting, strengthen messaging, and ult...

In today's fast-changing sales landscape, everyone is talking about AI, automation, and digital tools, but are these the keys to sales success? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey explore why documenting your sales processes, defining your ideal client profile (ICP), and sharpening your value selling approach must come before chasing shiny new...

Pipeline reviews don't need to feel like an ambush. In this episode, Kevin Lawson and Sean O'Shaughnessey break down how to turn pipeline meetings into high-value working sessions that improve sales management, strengthen sales processes, and accelerate revenue generation. The conversation focuses on preparation discipline, trust, and transparency, as well as a practical playbook for advancing com...

When your sales pipeline hits a wall—or worse, goes completely flat—it can feel like you're spinning your wheels. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into what to do when your sales team is facing a revenue generation stall. This is a fast-paced, actionable conversation focused entirely on what sales leaders can do to recharge a stal...

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey dive deep into one of the most misunderstood dynamics in business: the relationship between sales and marketing. Pulled directly from a thought-provoking question inside the B2B Sales Lab community, this conversation explores how sales teams can contribute meaningfully to marketing efforts and why that collaborati...