Kevin Lawson and Sean O'Shaughnessey

Two Tall Guys Talking Sales

Business EN ↓ 195 episodes

"Two Tall Guys Talking Sales," where Sean O'Shaughnessey and Kevin Lawson discuss a single sales topic. Kevin and Sean together have about 60 years of experience in professional selling. This podcast helps people in sales, sales leadership, and business leadership or company owners realize the maximum value of their company by improving their revenue generation capability. This podcast is designed to help those people enhance their companies' sales management practices, methodologies, processes, teams, and messaging. Sean O'Shaughnessey and Kevin Lawson are Fractional Vice Presidents of Sales....

Author

Kevin Lawson and Sean O'Shaughnessey

Episodes

Be Respectful – Start Team Meetings on Time, End on Time 28.02.2023 16:23

Efficient 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 ensurin...

Have a Reason To Hold a Sales Meeting 21.02.2023 16:24

Regular 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 accomplis...

The Role of a Salesperson in Their 1:1 Meetings With a Manager 14.02.2023 16:39

In "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 a...

Manage the Expectations of Upper Management for a Sales Turnaround Effort 07.02.2023 16:15

In 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 pla...

Introduction to Account Based Marketing & Selling 29.01.2023 15:59

Sean 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...

E16 - The Value of Sales Coaching 17.01.2023 15:20

E15 - Sales & Marketing Working Together 10.01.2023 15:19

Sean O'Shaughnessey and Kevin Lawson gave everyone a bit of a break last week as we implored sales and company leaders to quickly do the necessary items that are required to allow salespeople to start the new year and be successful. Now it is time to accelerate into the sales year. Since Marketing can still affect the success of the sales year (even in long sales cycle companies), it is fitting th...

E13 - Happy Holidays 27.12.2022 2:53

E12 - Sales Leadership - Territory Design 20.12.2022 14:53

E11 - Does your organization hold salespeople accountable for lack of performance? 13.12.2022 15:23

E10 - Do you feel you have the right salespeople to get you where you want to go? 06.12.2022 15:12

E9 - Do you have a dashboard view into the major determinants of sales success? 29.11.2022 15:16

E8 - Can your salespeople clearly communicate your Unique Selling Proposition (what makes you different than your competition)? 22.11.2022 14:42

E7 - Is your compensation plan ready to deploy before Jan 1? 15.11.2022 13:48

E6 - How do salespeople retain client information and document sales opportunities? 08.11.2022 16:20

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 c...

E5 - Do you have a documented sales process that is followed all the time? 01.11.2022 15:53

E4 - How do you compensate your salespeople? 25.10.2022 17:37

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 expl...

E3 - Are your sales representatives consistently hitting their assigned quotas? 18.10.2022 16:04

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from. You can find this original episode on LinkedIn at https://www.linkedin.com/video/event/urn:li:ugcPost:6987143341901586432/ or listen to this audio-only...

E2 - How do you determine your company's sales objectives each year? 11.10.2022 21:16

E1 - (inaugural episode) Why should a company assess its practices in sales? 05.10.2022 17:30

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode (our first together) is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from. You can find this original episode on LinkedIn at https://www.linkedin.com/video/live/urn:li:ugcPost:6983217868096114688/ or just l...