Two Tall Guys Talking Sales

Welcome 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. Wh...

Welcome 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 pa...

Welcome 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...

Welcome 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 s...

Welcome 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...

Welcome 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 Disc...

Welcome 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 Rol...

Welcome 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 conversatio...

Sales 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. Craftin...

Welcome 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,...

Kevin 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 S...

Welcome 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 pit...

Join 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...

Are 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 insigh...

Welcome 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 webin...

Are 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...

Welcome 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...

If 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 m...

Welcome 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....

This 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 lead...

In 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 irr...

Dive 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 im...

Join 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...

Welcome 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 res...

Dive 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 g...