Episoder

  • The Motivation Formula: Achieving Big Wins in Sales

    The Motivation Formula: Achieving Big Wins in Sales

    · Two Tall Guys Talking Sales

    In this compelling episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the heart of sales motivation and goal setting. They share relatable stories, actionable insights, and practical strategies for salespeople and sales leaders. Using a vivid sports analogy, Sean sets the tone for an episode packed with strategies to stay driven—even when the path isn’t clear. Whether you're grappling with setting goals or maximizing your commission potential, this episode is a goldmine for actionable advice and personal growth.

    Key Topics Discussed

    The Athlete Analogy: Personal Motivation Meets Team Success (0:00)
    Sean parallels a high school sprinter's rigorous training and the dedication needed to succeed in sales.

    The Importance of Personal "Why" in Sales Motivation (6:00)
    Kevin and Sean explore how individual motivations—whether financial goals, family obligations, or personal growth—shape sales performance.

    Breaking Down Your Sales Math to Achieve Success (10:00)
    Kevin explains how to reverse-engineer your earnings goal, calculate deal requirements, and align your activities with desired outcomes.

    Creating Personal Rewards for Milestone Achievements (9:00)
    Sean shares a story about a salesperson’s unique approach to celebrating significant deals and how small rewards can drive consistent motivation.

    The Art of Setting Goals When None Are Provided (3:30)
    Kevin and Sean discuss practical steps for creating your own sales targets when your organization hasn’t assigned any.

    Key Quotes

    Sean O'Shaughnessey (2:00):
    "What motivates you as a salesperson to do incredibly well? What are you doing to achieve your goals, and because you achieve your goals, maybe you're inspiring someone else on your team to do the same."

    Kevin Lawson (4:29):
    "If you're not given a goal, do the math that gets you to success. It starts with understanding your economic driver and building a plan from there."

    Sean O'Shaughnessey (9:20):
    "Choose something unique to reward yourself when something good happens. It’s a motivator for the day and can become the beginning of your career motivation."

    A Significant Actionable Item from this Podcast
    Reverse-engineer your sales goals for 2024. Start by defining your desired income, break it down into weekly targets, and calculate how many deals you need to close. Then, analyze your closing rates to determine how many leads and opportunities you need to generate. Finally, track your progress weekly and adjust your strategy to stay on course.

    Summary Paragraph
    This episode of Two Tall Guys Talking Sales delivers powerful insights into staying motivated and setting actionable sales goals. Sean and Kevin expertly weave relatable analogies with proven strategies to help you master the art of self-motivation and goal achievement. Whether you're working towards a personal milestone or aiming to inspire your team, this episode provides the tools to elevate your performance. Tune in and take control of your sales journey today!

    To understand if your company is doing a great job in sales, take this quick and easy assessment: https://newsales.expert/b2b-sales-capability-assessment/
  • Future-Proofing Your Sales with the Right Tech Stack

    Future-Proofing Your Sales with the Right Tech Stack

    · Two Tall Guys Talking Sales

    In this thought-provoking episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive into the transformative power of technology in sales and operations. From the essentials of adopting a CRM to leveraging AI and automation, Kevin and Sean discuss how modern businesses can streamline operations, boost productivity, and prepare for the future. Whether you’re managing a small team or a large enterprise, this episode will provide actionable insights into creating an integrated tech stack that supports growth and resilience.

    Key Topics Discussed

    The Importance of a CRM System (Approx. 00:01:00)

    Why every organization needs a CRM to centralize and share data across teams, from sales to manufacturing.

    How a CRM can prevent revenue loss during sales team transitions.

    Building an Integrated Tech Stack (Approx. 00:03:00)

    Understanding the interconnectedness of CRM, ERP, and project management tools.

    Simplifying operations with modern, cloud-based solutions.

    Preparing for the AI Revolution (Approx. 00:04:00)

    How AI and machine learning are redefining operational workflows.

    Why having an AI strategy is essential for staying competitive.

    Forecasting and Automation (Approx. 00:09:00)

    Leveraging technology to improve forecasting, pipeline management, and resource allocation.

    Automating routine tasks for efficiency and scalability.

    The Role of Sales and Marketing Alignment (Approx. 00:11:00)

    Why sales and marketing collaboration is critical for success.

    How technology bridges the gap between these teams.

    Key Quotes

    Sean O'Shaughnessey:
    “Your journey to 2035 starts right now. By staying on outdated tools, you’re not just behind—you’re making it harder to catch up later.” (Approx. 00:06:06)

    Kevin Lawson:
    “Technology is now part of the fabric of how we do business. If you want to grow and scale—or even just survive—adopting the right tools is the right battle to fight.” (Approx. 00:02:34)

    Sean O'Shaughnessey:
    “Revenue solves all problems in companies, but only if your systems are set up to support it.” (Approx. 00:12:23)

    Additional Resources

    McKinsey Report on AI in Business: September 2024 Edition.

    HubSpot Marketplace: Tools to integrate CRM with calling apps and social media management platforms.

    Ninety.io: Software for tracking KPIs and achieving quarterly goals.

    A Significant Actionable Item from this Podcast

    Start with Your CRM:
    Evaluate your current CRM system (or lack thereof) and its integration with other business tools. Focus on centralizing data and enabling seamless communication between teams. This single step can drastically improve productivity, forecasting accuracy, and cross-functional collaboration.

    Why You Should Listen

    This episode of Two Tall Guys Talking Sales is a must-listen for anyone looking to future-proof their business. Kevin and Sean offer practical advice and actionable strategies to help you streamline operations, adopt cutting-edge technologies, and align your team for success. Whether you’re planning for 2025 or 2035, the insights shared in this episode will set you on the path to achieving your goals.

    Tune in and discover how to take your sales operations to the next level!

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

    You can reach out to Sean at New Sales Expert, LLC - [email protected] - https://www.linkedin.com/in/soshaughnessey/

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  • Be Thankful This Thanksgiving

    Be Thankful This Thanksgiving

    · Two Tall Guys Talking Sales

    Happy Thanksgiving! We hope that you have much to be thankful for.

    Kevin and Sean

  • From CRM to AI: Building Your Sales Toolbox

    From CRM to AI: Building Your Sales Toolbox

    · Two Tall Guys Talking Sales

    In this episode of “Two Tall Guys Talking Sales,” Kevin Lawson and Sean O’Shaughnessey dive into the critical tools every modern salesperson needs to thrive. Whether you're equipping yourself in a tech-limited environment or looking to amplify your selling power with affordable tools, Kevin and Sean share practical insights from their decades of experience in sales and technology. This episode is packed with actionable advice for sales professionals looking to streamline their workflows and close deals more efficiently.

    Key Topics Discussed

    [00:01:00] Taking Notes Efficiently: The duo discusses tools like Evernote, OneNote, and even native apps like Notes, emphasizing the importance of accessible, synchronized note-taking for sales success.

    [00:03:00] CRM Essentials: Why Outlook or spreadsheets don’t cut it as CRMs and affordable alternatives like HubSpot and Insightly that can transform your sales process.

    [00:05:00] Integration is Key: Kevin highlights how integrating tools like email, CRMs, and AI writing assistants such as ChatGPT or Claude can create a seamless selling experience.

    [00:07:30] Managing Mileage and Expenses: Sean introduces tools like MileIQ and Expensify to streamline mileage tracking and expense management for busy salespeople.

    [00:12:00] Staying Top of Mind: How CRMs help salespeople maintain relationships by tracking the timing and content of client interactions.

    Key Quotes

    Kevin [00:05:00]: “Integrate everything. All of your tools should talk to each other—most of that, you’ll find under the marketplace of your CRM.”

    Sean [00:04:00]: “Outlook is not a CRM. Gmail is not a CRM. They’re just tools. A true CRM system will help you relate multiple people together at the same company and keep track of your progress.”

    Kevin [00:13:30]: “When we write to reconnect, it’s not about us; it’s about them. The fewer times you say ‘I, me, or my’ in an email, the better your message will land.”

    Additional Resources

    HubSpot CRM: A free CRM option for individual salespeople to manage contacts and deals.

    Insightly CRM: A free CRM option for individual salespeople to manage contacts and deals.

    MileIQ: A mileage-tracking app that simplifies expense reporting.

    Expensify: A freemium tool to manage receipts and expenses with ease.

    ChatGPT and Claude: AI writing tools that improve email and content creation for sales professionals.

    Grammarly: An AI-powered writing assistant that enhances communication by providing real-time feedback on grammar, clarity, tone, and style across various platforms and devices.

    A Significant Actionable Item from this Podcast

    Build your integrated tech stack now. Start by selecting a free CRM like HubSpot or Insightly, then add complementary tools for note-taking, mileage tracking, and email integration. Use AI tools like ChatGPT to refine your communications and ensure every tool in your stack works seamlessly.

    Summary

    Whether you’re a tech-savvy salesperson or just starting to explore the power of modern tools, this episode offers a roadmap for building an affordable, effective sales tech stack. Kevin and Sean provide real-world examples and practical advice to help you stay organized, build stronger client relationships, and close deals faster. Don’t miss this episode—it could be the catalyst for taking your sales game to the next level. Listen now!



    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639 You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/
  • Sales Intelligence 101: Using AI and Networking to Target Ideal Customers

    Sales Intelligence 101: Using AI and Networking to Target Ideal Customers

    · Two Tall Guys Talking Sales

    Welcome to another compelling episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey! Kevin and Sean dive deep into a central challenge for sales teams: identifying ideal customers and building a robust prospect list. In this episode, they uncover practical strategies, share indispensable tools, and illustrate how a strong grasp of your customer can turn prospects into loyal clients. Whether you’re part of a lean sales team or managing large territories, this episode is loaded with insights to help you grow.

    Key Topics Discussed

    Building Your Prospect List (approx. 2:00): Kevin introduces the concept of creating an ideal prospect list and breaks down the importance of strategic targeting beyond mere proximity or broad industry fit.

    Activating and Leveraging Networks (approx. 3:00): Both hosts discuss the value of networking to uncover warm referrals, emphasizing the need to build a customized, one-to-one outreach strategy.

    Effective Tools for Targeting Customers (approx. 4:45): Sean and Kevin highlight essential tools like LinkedIn Sales Navigator, KnowledgeNet, and AI-powered tools like Perplexity to streamline the process of finding and qualifying leads.

    Understanding the Customer’s Goals and Structure (approx. 7:20): Sean shares a story about understanding internal company dynamics and how knowing a prospect’s structure and goals helps in creating value-oriented solutions.

    Actionable Research Insights (approx. 10:15): The duo dives into practical research techniques to understand client organizations and stakeholders, stressing that informed sellers are empowered sellers.

    Key Quotes

    Kevin: “To build a good prospect list, it doesn’t have to mean endless hours on Google or hundreds of cold calls. With the right tools, you can have a list ready before lunch.” (approx. 5:55)

    Sean: “Your job isn’t just to sell a product; it’s to solve a problem. When you start with that goal, the sale becomes almost inevitable.” (approx. 14:40)

    Kevin: “Whether you’re a team of one or a team of five, using the tools at hand to maximize your reach and impact makes you competitive.” (approx. 13:00)

    Additional Resources

    LinkedIn Sales Navigator

    KnowledgeNet

    Perplexity.ai

    A Significant Actionable Item from this Podcast

    Leverage AI-powered tools to gain deeper insights into target companies and individuals before engaging in outreach. By using resources like Perplexity to understand a client’s structure, goals, and decision-making processes, salespeople can craft highly personalized solutions that add immediate value.

    In the episode, Sean challenged people to use Perplexity to research his fellow co-host, Kevin Lawson. Here is that Perplexity search: https://www.perplexity.ai/search/can-you-help-me-with-informati-Hdjvd9OgQTWFXrODrlhHnQ


    In this episode, Kevin and Sean clarify that sales is about more than products—it’s about partnerships. Discover how to empower yourself with the right tools, refine your approach to prospecting, and bring authentic value to each client. Tune in to Two Tall Guys Talking Sales for actionable strategies to transform how you engage, connect, and close.

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/
  • The Art of Targeting: How Small Sales Teams Can Win Big in Expansive Territories

    The Art of Targeting: How Small Sales Teams Can Win Big in Expansive Territories

    · Two Tall Guys Talking Sales

    In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the challenges and strategies of managing large sales territories, especially for teams with fewer than five sellers. Reflecting on their extensive sales careers, they explore the intricacies of balancing time, travel, and targeting the right clients when facing expansive regions. Kevin and Sean share actionable insights on refining the ideal client profile (ICP) and discuss how small business owners and sales leaders can make intentional, high-impact decisions in their outreach efforts. Tune in to discover effective approaches to optimizing sales territories and maximizing limited resources to achieve sustainable growth in the new year.

    Key Topics Discussed

    The Impact of Large Sales Territories on Small Teams (00:01:38): Kevin and Sean discuss the demands of covering extensive sales regions, whether a few states or half the country and why focus and territory management are crucial for smaller sales teams.

    The Importance of Ideal Client Profiles (00:04:57): Sean explains how understanding and refining your ICP can simplify prospecting, ensure each lead mirrors your most valuable clients, and avoid wasted effort on non-ideal targets.

    Leveraging Top Clients for Networking and Referrals (00:09:03): Sean and Kevin emphasize the value of networking over cold prospecting, suggesting that current clients can provide introductions and case studies that open doors to similar high-potential accounts.

    Using Personas to Deepen Client Relationships (00:11:00): Kevin discusses how personas complement the ICP by focusing on individual motivators, ensuring sellers speak directly to what matters most to each prospect.

    Strategic Territory Planning for the Coming Year (00:12:59): The hosts explain how to plan for realistic, growth-oriented targets and advise on which regions and clients to prioritize based on resources and client potential.

    Key Quotes

    Kevin Lawson (00:05:34): "When you have less than five sellers on your team, your ideal client profile becomes really, really important
 Look at your prospect list and ask yourself: do they fit my ICP? It’s something you can do today, quickly."

    Sean O'Shaughnessey (00:10:48): "If you have the world as your territory
your quota needs to be based on how many people you can actually see and deal with—not on everyone who could theoretically buy your product."

    Kevin Lawson (00:11:18): "Ask yourself this: how does your ideal client persona earn a bonus? If your product doesn’t align with what matters to them, you’re likely speaking to the wrong person."



    A Significant Actionable Item from this Podcast

    Refine Your Ideal Client Profile and Persona Today: Identify your top 10 favorite customers and analyze their shared traits. Compare these traits to your current prospect list, removing prospects that don’t align with your top client characteristics. This simple but powerful action helps ensure you’re spending time on prospects more likely to become valuable clients.


    Closing Summary:
    As you prepare for the upcoming year, Kevin and Sean's conversation provides invaluable advice for small sales teams navigating large territories. Whether you're a business owner, a solo seller, or a sales leader with a lean team, this episode reveals practical tactics for honing in on your ideal client profile, leveraging client relationships, and maximizing the impact of each sales call. Dive in to learn how to set your sales strategy up for success, and walk away with actionable tips you can implement immediately. Listen now and take your sales approach to new heights with Two Tall Guys Talking Sales!

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639 You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/
  • From First Sales Hire to Revenue Powerhouse: Essential Strategies for Business Owners

    From First Sales Hire to Revenue Powerhouse: Essential Strategies for Business Owners

    · Two Tall Guys Talking Sales

    In this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O'Shaughnessey dive into the unique challenges and opportunities of hiring your second salesperson. Many small business owners face a pivotal moment when they bring on a sales team member who may know the company but not the ins and outs of professional selling. Join Kevin and Sean as they explore how to make the first and second salespeople truly effective, how to ramp up revenue, and how to know when it's time to expand your sales team. Packed with actionable insights, this episode is a roadmap for business leaders looking to maximize their early sales hires and foster sustainable growth.

    Key Topics Discussed:

    The First Sales Hire: Opportunity or Risk? - Sean and Kevin discuss the challenges owners face when hiring a single salesperson who may lack deep sales expertise (00:00:17).

    How to Make Your Second Sales Hire Successful - Kevin emphasizes the importance of a structured onboarding process focused on accountability, consistent communication, and setting measurable outcomes for new hires (00:02:24).

    The Power of Accountability and Communication - Kevin and Sean lay out practical steps for holding a first salesperson accountable and how to provide actionable, regular feedback for improved performance (00:04:00).

    Setting Success Metrics and Revenue Goals - Sean covers the critical role of defining success metrics and how to know when it's time to hire a second salesperson or replace your current one (00:06:31).

    Shortening the Sales Ramp-Up Time - Kevin challenges the assumption that onboarding takes years, urging owners to implement processes that cut onboarding from years to months (00:10:00).

    Revenue Abundance Mindset - Sean closes with a motivational segment about the abundance of revenue potential in every industry, stressing the importance of targeting the ideal client profile (00:12:23).

    Key Quotes:

    Kevin: “The ‘how’ question is so important. How do we get someone into our organization in a way where they feel valued, are producing value, and we can all measure and feel the growth of that value throughout the organization?” (00:02:39)

    Sean: “If you're concerned that the salesperson is successful, but you’re not quite there, start by pushing two numbers—closing deals faster or bringing in more revenue per deal.” (00:07:55)

    Kevin: “We need you as an owner to set a goal for yourself that this year, this next 12 months, you’re going to reduce the ramp time to one year. And in three years, we’re going from a two-year ramp to a 90-day ramp.” (00:10:24)

    Sean: “There’s an abundance of people out there who want to buy your product and who have problems you can solve. Go after your ideal client profile, help them achieve their goals, and you will find more revenue than you ever imagined.” (00:14:23)

    Additional Resources:

    Sean’s Book - Eliminate Your Competition - Referenced as a comprehensive guide for building sales plans. Available for purchase on major book retailers’ websites. https://amzn.to/2K37ugx

    A Significant Actionable Item from this Podcast:

    Set Regular Checkpoints for New Sales Hires - Create a structured, regular feedback and accountability process for any new salesperson. Schedule weekly check-ins to evaluate progress on specific metrics such as speed of closing deals and revenue per deal. Adjust goals as needed to encourage growth and provide timely support.

    Summary: Whether you’re just starting to build your sales team or looking to improve your existing process, this episode of “Two Tall Guys Talking Sales” with Kevin Lawson and Sean O'Shaughnessey offers practical advice to drive real change. They dive deep into how to turn your first and second salesperson into a powerhouse by fostering accountability, clear communication, and a strategic growth mindset. Subscribe now and get ready to learn from the experts how to structure, support, and scale your sales efforts—taking your business to new heights.



  • Empowering Non-Sales Employees to Boost Customer Value

    Empowering Non-Sales Employees to Boost Customer Value

    · Two Tall Guys Talking Sales

    In this episode, hosts Kevin Lawson and Sean O'Shaughnessey, take listeners on a journey to understand the power of non-sales roles in supporting a sales-centric culture. Expanding on prior discussions about sales planning and execution, they explore how professionals outside the sales department—think programmers, customer service reps, delivery drivers, and even truckers—can play a pivotal role in enhancing client satisfaction and identifying new opportunities. Kevin and Sean dive into practical steps sales leaders can take to foster a collaborative environment where everyone contributes to sales success, making this an unmissable episode for business leaders, sales professionals, and anyone looking to understand the value of cross-functional synergy in achieving enterprise growth.



    Key Topics Discussed

    The Sales Quadrant Framework [00:01:00]: Kevin and Sean introduce a framework for effective sales planning, dividing it into four quadrants: Strategy, Process, People, and KPIs. This framework guides leaders on fostering a holistic sales ecosystem.

    Sales for Non-Salespeople: Defining the Role [00:01:40]: The hosts discuss how non-sales team members, from programmers to quality agents, can pass along valuable customer insights without selling directly. It’s about listening and relaying information to sales, not cold calls or quotas.

    Leveraging Customer Interactions for Insight [00:03:14]: Sean shares a vivid example from his software background, where consultants gathering customer feedback created substantial upsell opportunities. He emphasizes the value of customer-facing team members in providing sales with a view from the trenches.

    Building Relationships Across Teams [00:07:00]: Kevin discusses strategies to align cross-functional team goals with sales objectives, creating a supportive network that encourages the entire team to spot potential sales opportunities.

    The Importance of Gratitude and Recognition [00:12:07]: Sean underscores the value of acknowledging and thanking team members who help sales, reinforcing their role in supporting company-wide goals and deepening relationships across departments.



    Key Quotes

    Kevin Lawson: “We're not asking non-salespeople to sell, but we are asking them to raise their hand when they see something we might need to know about to help our customers better.” [00:01:59]

    Sean O'Shaughnessey: “In every company, people need help achieving their goals. And often, the folks who see where we can help the most aren’t in the sales department—they’re on the front lines, interacting with customers daily.” [00:04:11]

    Kevin Lawson: “Be a better person in business. Support your teammates, your vendors, and your community, and that support will circle back, lifting everyone’s success.” [00:14:04]

    Sean O'Shaughnessey: “A simple ‘thank you’ can be the most valuable recognition, and it builds bridges with your team. Make it a habit.” [00:12:46]

    A Significant Actionable Item from this Podcast

    Empower Non-Sales Team Members to Listen for Opportunities
    Sales leaders should hold short training sessions or casual discussions with non-sales staff, educating them on key signals that may indicate an opportunity. Encourage these team members to feel comfortable sharing insights with sales and clarify that they won’t be pressured to sell—just to observe and communicate.

    Summary: This Two Tall Guys Talking Sales episode delivers essential insights for any sales-driven organization. Kevin and Sean emphasize the untapped potential within non-sales teams, showing how they can indirectly yet powerfully support sales efforts by sharing customer feedback and needs. With practical strategies for fostering collaboration and recognizing the contributions of non-sales staff, this episode is a must-listen for sales leaders looking to unlock every possible avenue of client satisfaction and revenue growth. Tune in and discover how even a small tweak in team communication can significantly impact your bottom line.

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment:

    https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/



  • Sales Planning 101: How to Crush Your Quota and Grow New Accounts

    Sales Planning 101: How to Crush Your Quota and Grow New Accounts

    · Two Tall Guys Talking Sales

    Welcome back to Two Tall Guys Talking Sales! In this episode, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the nuts and bolts of individual sales planning. This conversation moves beyond just hitting quotas—it’s about creating a personal strategy that drives you toward success. Whether you’re starting fresh in a new fiscal year or planning for growth, Kevin and Sean have you covered with actionable advice, real-world examples, and inspiration for developing your own winning sales plan. Get ready to sharpen your tools and plan to exceed your quota!

    Key Topics Discussed

    Building Your Sales Plan (2:00): Sean breaks down the critical elements of creating your personal sales plan, including setting a quota, calculating the number of deals you need to close, and how to push yourself beyond expectations.

    Analyzing Your Existing Customer Base (4:10): Kevin emphasizes the importance of understanding your existing customers, maintaining relationships, and strategically growing accounts that can carry you through the year.

    Knowing Your Competitors and Market (6:30): Both hosts discuss the significance of competitor analysis and knowing your market, down to the behaviors and needs of your customers.

    Planning for New Accounts (9:00): Sean challenges listeners to add new accounts to their plan and start treating those prospective clients like they are essential to your financial future.

    Collaborating with Marketing (11:00): Sean and Kevin stress the importance of working hand-in-hand with your marketing team to fill the gaps in your sales plan and generate quality leads.

    Key Quotes

    Sean (2:50): “If you’re supposed to do 50 deals to hit your million-dollar quota, guess what? You have to do 60. We’re going over quota—no excuses!”

    Kevin (4:40): “Am I taking care of the customers that I know I should be taking care of? Yes or no. It’s really straightforward.”

    Kevin (5:50): “Know who your competitors are, and know who you want to do business with. Don’t just rely on marketing to tell you—figure it out for yourself.”

    Sean (9:55): “You need to think of these prospective accounts as your best friends. If they are important to your success, know everything about them.”

    Additional Resources

    If you missed last week’s episode on Building a Sales Plan That Works: Aligning Vision with Execution, go back and listen for an in-depth look at building sales strategies from a leadership perspective. https://sites.libsyn.com/458454/site/building-a-sales-plan-that-works-aligning-vision-with-execution

    A Significant Actionable Item from this Podcast

    Identify 20 new accounts you do not currently have a relationship with and begin learning everything about them—competitors, pain points, goals, and market behaviors. Integrating these targets into your sales plan today can set you up for growth and success as early as January.

    Summary

    This episode of Two Tall Guys Talking Sales is packed with valuable insights for every sales professional looking to take control of their personal sales plan. Kevin and Sean encourage you to meet your quota and exceed it by going the extra mile—analyzing existing customers, targeting new ones, understanding your competitors, and working closely with marketing to generate leads. Whether you’re an individual salesperson or a sales leader, this conversation will leave you energized and ready to tackle the coming months with a winning strategy. Don't miss this episode!

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/
  • Building a Sales Plan That Works: Aligning Vision with Execution

    Building a Sales Plan That Works: Aligning Vision with Execution

    · Two Tall Guys Talking Sales

    Join Kevin Lawson and Sean O'Shaughnessy, your hosts on Two Tall Guys Talking Sales, as they delve into the crucial topic of building a comprehensive corporate sales plan. Fresh off last week’s enlightening episode with Richard Cogswell, Kevin and Sean are back to share actionable strategies for creating a robust sales plan that aligns with corporate goals, ensures sales team success, and drives growth. Whether you’re a VP of Sales or a business owner looking to scale, this episode is packed with insights to help you reach your sales targets effectively.

    Key Topics Discussed:

    The Importance of Sales Plan Alignment (Approx. 01:32) Kevin explains why sales reps and leaders must understand and align with the company's long-term vision, ensuring goals cascade from top-level leadership to every sales team member.

    Bottom-Up vs. Top-Down Sales Planning (Approx. 03:17) Sean and Kevin outline the tactical approaches to sales planning, with bottom-up focusing on individual sales potential and top-down focusing on company-wide aspirations and limitations.

    Risk-Adjusted Goal Setting (Approx. 02:55) Kevin highlights how to factor in both realistic and aspirational targets while accounting for potential risks, offering a pragmatic approach to sales planning.

    Understanding Limiting Factors in Sales Growth (Approx. 06:30) Sean shares an example of a client that couldn’t scale due to manufacturing constraints, emphasizing the need to account for operational bottlenecks in the sales plan.

    The Value of Discovery Questions (Approx. 08:45) Sean underscores the importance of including tailored discovery questions for different buyer personas, ensuring salespeople are prepared to ask the right questions during prospecting.

    Key Quotes:

    Kevin Lawson:
    "As a VP of Sales, my compensation was directly tied to helping the board, the leader, the owner achieve their vision. What we’re doing is creating alignment between the company’s big picture and the sales team's tactical execution." (Approx. 01:32)

    Sean O'Shaughnessy:
    "When you're thinking top-down, think about what your limitations are for delivering on those goals. It's not just about setting lofty sales targets; it's about asking, ‘How are we going to deliver on this?’" (Approx. 05:10)

    Additional Resources:

    Previous Episode:
    If you missed last week's discussion with Richard Cogswell on culture and developing sales plans, be sure to catch up for more insights that build upon today’s conversation.
    https://sites.libsyn.com/458454/site/building-a-mission-led-sales-culture-insights-from-richard-cogswell

    A Significant Actionable Item from this Podcast:

    Write down the top 10 companies that fit your ideal client profile but aren’t currently customers. Challenge your sales team to convert at least one of these prospects into a paying customer by year-end. The simple act of documenting these targets can dramatically improve your chances of success by keeping everyone focused and accountable.

    Summary:

    In this episode of Two Tall Guys Talking Sales, Kevin and Sean lay out the blueprint for developing a high-impact sales plan that aligns with your company’s goals and sales targets. With practical examples and actionable advice, they explain how to approach sales planning from both the bottom-up and top-down perspectives, highlighting the importance of understanding your business’s limitations and opportunities for growth. If you’re looking to elevate your sales strategy, this episode is a must-listen!

    Don't miss out on this engaging conversation that could help you transform your sales results—download the episode now! Happy selling!

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment:

    https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/


    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

  • Building a Mission-Led Sales Culture: Insights from Richard Cogswell

    Building a Mission-Led Sales Culture: Insights from Richard Cogswell

    · Two Tall Guys Talking Sales

    In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey sit down with Richard Cogswell, a 20-year sales veteran and author who leads the APAC region in the FinTech space. Richard shares his journey from commission-only sales in the insurance industry to becoming a B2B sales leader in the complex world of payments. Together, they discuss the critical importance of developing a mission-led culture, the pitfalls of sales leadership without a plan, and actionable strategies for creating a structured sales environment.

    Join the conversation as they explore how sales leaders can move beyond the typical financial-year focus and elevate their teams with clarity, focus, and purpose. Whether you're a sales leader or a single contributor looking to up your game, this episode is packed with insights to help you build a more robust sales foundation.

    Key Topics Discussed:

    The Importance of a Go-to-Market Sales Plan (00:01:47): Richard highlights why many organizations lack an articulated sales strategy and the repercussions this can have on cross-functional alignment and growth.

    From Surviving Year-to-Year to a Mission-Led Culture (00:04:22): The hosts dive into how sales leaders can shift from short-term financial targets to a long-term, mission-driven approach.

    Creating a Structured Sales Environment (00:06:18): Richard explains the necessity of documenting your big bets and aligning your team with cross-functional partners.

    Identifying and Empowering Sales Leaders (00:11:00): Learn how to recognize key players within your team and use them to foster growth and cohesion.

    The Power of Salespeople Creating Their Own Plans (00:12:48): Richard shares the importance of involving sales reps in the planning process and how it strengthens accountability and execution.

    Key Quotes:

    Richard Cogswell: "If you're a commercial leader and you don't have a structured sales plan, I'm sorry, but that is your responsibility to create one. How else do you align your team and cross-functional leaders toward the same goals?" (00:03:18)

    Sean O'Shaughnessey: "You have to have a plan. Kevin and I are often brought in as fractional VPs of sales, and the first thing we see is the absence of a plan, which is exactly why we’re needed." (00:04:43)

    Kevin Lawson: "I love what you said about getting beyond the fiscal year focus and building a mission-led culture. That’s a simple, but powerful, shift every sales leader needs to understand." (00:10:31)

    Additional Resources:

    Richard Cogswell’s book, The Cultural Sales Leader: Sustaining People, Attaining Results, is available on Amazon, Barnes & Noble, and other retailers. https://a.co/d/1sc187j

    Connect with Richard on LinkedIn for more insights into sales leadership and cultural transformation in business. https://www.linkedin.com/in/richardcogswell/

    A Significant Actionable Item from this Podcast: Sales leaders should implement a one-page sales plan for their team. This document should clearly define the financial goals, top priorities, values and behaviors expected, and specific actions needed to achieve success. Ensure this plan is regularly revisited and adjusted to align with short-term and long-term goals.

    Summary: In this episode, Richard Cogswell brings a wealth of experience to the table, sharing his journey from commission-only sales to leading an entire region in the FinTech industry. His insights into the necessity of structured sales plans, mission-led cultures, and empowering sales leaders are invaluable for anyone in sales leadership or aspiring to be. Whether you're managing a team or just starting out, the principles Richard discusses can help take your sales strategy from surviving to thriving. Don't miss this chance to learn how to build a focused, intentional sales culture that drives long-term success!


    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment:

    https://salesxceleration.com/sales-agility-assessment/?locationid=28995327

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/




  • Strategic Sales Planning: Finish Strong and Prepare for FY25

    Strategic Sales Planning: Finish Strong and Prepare for FY25

    · Two Tall Guys Talking Sales

    As the year winds down and football season takes over, Sean O’Shaughnessey and Kevin Lawson remind us that it’s time for sales leaders to focus on the coming year. In this episode of Two Tall Guys Talking Sales, Sean and Kevin dive into actionable strategies for building a strong foundation in FY25, including compensation plan design, strategic projects, and investing in your sales team. Whether you’re a sales leader, business owner, or manager, this episode provides expert advice on how to finish strong and gear up for the year ahead.

    Key Topics Discussed:

    The Importance of Sales Compensation Plans (00:01:57): Sean and Kevin highlight the need to deliver next year’s compensation plans by December 1st and the impact of “cliffs” and “escalators” on driving end-of-year sales.

    Prioritizing Strategic Projects for FY25 (00:08:00): From technology investments to adding resources, the hosts explain how to plan for success beyond basic sales goals.

    Incentivizing Sales Success Without Caps (00:04:38): Kevin discusses why capping commissions can limit growth, and how uncapped plans can drive higher performance and retention.

    Skills Building as a Strategic Investment (00:09:22): Sean encourages sales leaders to invest in skill development, particularly for small businesses, to boost overall sales team performance.

    Assessing Your Sales Organization (00:13:51): Sean and Kevin emphasize the value of conducting a sales assessment to identify areas for improvement before the new year begins.

    Key Quotes:

    Sean O'Shaughnessey: "The time to write your sales compensation plan is October 15th or November 1st so you can deliver it by December. This year is what we’re being graded on, so we need to finish strong." (00:03:48)

    Kevin Lawson: "If you're trying to 3x, 4x, 5x your business, putting a cap on commissions will stall that growth. We need to incentivize success, not limit it." (00:05:19)

    Sean O'Shaughnessey: "It's not just about closing deals, it’s about investing in your team’s skills so they can deliver more revenue next year." (00:10:24)

    A Significant Actionable Item from this Podcast:

    Deliver your sales compensation plans by December 1st. Incorporate "cliffs" to incentivize end-of-year performance and use "escalators" to reward ongoing success throughout the year. This structure not only pushes deals forward but ensures your team is focused on finishing the year strong and starting the next with momentum.

    Summary:

    Don’t wait until January to plan your sales strategy! In this episode, Kevin and Sean break down the crucial elements you need to set your team up for success in FY25, from delivering well-timed compensation plans to strategic project planning and skills development. Tune in now for expert advice and practical tips on how to finish this year strong and hit the ground running next year.

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment:

    https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

  • Sales Success and Growing Pains: How to Build Systems That Scale

    Sales Success and Growing Pains: How to Build Systems That Scale

    · Two Tall Guys Talking Sales

    In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey explore the complexities of rapid sales growth. While many companies aspire to grow, not all are ready for the operational strain accompanying success. The hosts share insights on scaling systems, optimizing sales operations, and ensuring growth doesn’t break your business. This episode offers actionable strategies for businesses facing fast-paced expansion, from onboarding salespeople to expanding infrastructure.

    Key Topics Discussed:

    Recognizing the Pain of Growth (00:01:00)
    Sean discusses the challenge of managing growth when sales outpace operational capabilities, posing critical questions about when to add resources like marketing or legal support.

    Building Systems That Scale (00:02:30)
    Kevin shares how building robust, repeatable processes—whether hiring one salesperson or ten—ensures sustainable and scalable growth.

    When to Hire Sales Support Staff (00:03:32)
    The discussion highlights the importance of adding operational roles such as sales analysts or revenue operations personnel to ease the workload on sales teams.

    Maximizing Sales Efficiency (00:07:14)
    Sean advises identifying which tasks to delegate from high-performing salespeople to specialists, increasing overall efficiency and productivity.

    Tailoring Sales Strategy to Industry Needs (00:09:26)
    Kevin elaborates on how different industries may require unique sales strategies, emphasizing the need to adapt based on business size and market demands.

    Key Quotes:

    Sean: "We need to grow, but can the rest of the organization grow with us?" (00:05:00)

    Kevin: "Growth is a cash event. Growth is a change event. When you 2x, 3x a business in sales, you often break things." (00:02:48)

    Sean: "Think about how much time high-performing people spend doing things that are not high-performing tasks, and figure out how you can take that off their plate." (00:12:52)

    A Significant Actionable Item from this Podcast:

    Conduct a time audit for your sales team. Identify non-sales tasks that consume their time, such as data entry or order processing. Delegate these tasks to a dedicated admin or sales operations role. This can significantly boost productivity and allow your top performers to focus on closing deals.

    Summary:

    In this episode, Kevin and Sean break down the key challenges of scaling a business during periods of fast growth. They offer practical advice on creating efficient processes, hiring the right support staff, and ensuring your sales operations keep pace with your revenue expansion. Whether your company is rapidly expanding or preparing for future growth, this episode is packed with actionable insights that can help you maintain momentum without breaking your business. Tune in to learn how to balance growth and efficiency for long-term success!

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/



  • Daily Habits for Deepening Sales Relationships: A Guide for Busy Sales Professionals

    Daily Habits for Deepening Sales Relationships: A Guide for Busy Sales Professionals

    · Two Tall Guys Talking Sales

    In this insightful episode, Kevin Lawson and Sean O'Shaughnessey delve into practical strategies for deepening relationships and boosting sales without extensive outreach efforts. Whether you're a seasoned sales professional or just starting out, this episode is packed with actionable tips to enhance your sales approach by focusing on the people you already know.

    Key Topics Discussed:

    Building Relationships with Minimal Effort (00:01:03) - Strategies to maintain and strengthen relationships with minimal outreach, including personalized interactions beyond generic newsletters.

    Utilizing Personal Interests in Sales (00:03:11) - How personal interests and hobbies can be leveraged to maintain contact with clients and build a deeper connection.

    The Importance of Customized Communication (00:08:44) - Discuss how tailored communication can enhance customer relationships and trust.

    Systematizing Relationship Management (00:12:51) - Sean's methodical approach to managing relationships through strategic use of CRM and personalized content.

    Sales as a Guiding Principle (00:13:00) - How consistent, targeted outreach is foundational to a successful sales strategy and organizational culture.

    Key Quotes:

    Kevin: "The currency of trust is what we're building here... The idea that I'm passionate about running is an example of, Hey, we want to pay attention to our customers." (00:06:10)

    Sean: "Just send an article that made you think of them... This personal touch is what keeps the relationship strong and their interest in doing business with you alive." (00:04:00)

    Additional Resources:

    Book: "Atomic Habits" by James Clear - referenced by Kevin as a core to building better processes - https://a.co/d/cHE8akb

    A Significant Actionable Item from this Podcast:

    Daily Personalized Outreach: Dedicate a few minutes daily to send personalized articles or messages to a few contacts. This habit keeps the relationship warm and ensures you remain top of mind, increasing the likelihood of continued business and referrals.

    Summary

    This episode is a gold mine for anyone looking to effectively maintain and grow their sales networks. Kevin and Sean break down the art of nurturing relationships with existing contacts through simple yet impactful daily habits. By integrating personalized communication and maintaining a consistent presence, sales professionals can foster deeper connections and ensure a robust network. If you want to refine your sales and relationship management approach, this episode is a must-listen.

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639 You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/
    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/



  • Sales Strategy Deep Dive: How to Align Offers with Client Expectations

    Sales Strategy Deep Dive: How to Align Offers with Client Expectations

    · Two Tall Guys Talking Sales

    Join hosts Kevin Lawson and Sean O'Shaughnessey in a dynamic episode of "Two Tall Guys Talking Sales," where they dive deep into the essential elements of crafting an effective sales strategy. Whether you're a sales newbie or a seasoned pro, this episode promises insights into refining your approach to acquiring new clients and boosting your sales performance.

    Key Topics Discussed:

    Ideal Client Profiles (Approx. 00:01:00): Discover the power of tailoring your approach to fit the perfect client profile and why it's the cornerstone of any successful sales strategy.

    Messaging in Sales (Approx. 00:03:27): Learn the art of crafting messages that resonate with your target audience, ensuring your communication aligns perfectly with their expectations and needs.

    Designing Compelling Offers (Approx. 00:06:31): Explore how to frame your products or services in a way that emphasizes their value and addresses the aspirational needs of your clients.

    Strategic Alignment (Approx. 00:12:11): Understand the synergy between client profiles, messaging, and offers and how aligning these elements can lead to sales success.

    Sales Process Optimization (Approx. 00:10:59): Gain insights into organizing your sales strategies to ensure they are effective, repeatable, and scalable.

    Key Quotes:

    Kevin: "If you're a dentist and all you get is people with foot pain, you're sending out the wrong message about your practice." (Approx. 00:03:52)

    Sean: "The goal for really selling and eliminating your competition and really setting yourself up for success is to teach them to aspire to something greater." (Approx. 00:09:04)

    Additional Resources:

    "Strategic Selling" by Miller Heiman - A seminal book on sales strategies, mentioned for its impactful concepts that have shaped modern sales approaches. - https://a.co/d/iPykhyA

    RAIN Group Sales Training - Recommended for those looking to further their understanding of sales aspirations and strategic customer alignment.

    A Significant Actionable Item from this Podcast:

    Reflect on Your Client Profiles: Take a moment to revisit and refine your ideal client profiles. This exercise will help ensure that your sales messaging and offers are perfectly tailored to meet your target audience's specific needs and aspirations, significantly increasing your chances of closing more deals.

    Summary:

    In this episode, Kevin and Sean break down the intricate dance of aligning client profiles, messaging, and offers to craft a sales strategy that meets and exceeds expectations. Their conversation is filled with actionable advice backed by real-world examples and seasoned insights, making it a must-listen for anyone looking to enhance their sales effectiveness. Tune in to refine your approach and learn how to construct sales pitches that are heard and truly resonate.

    To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/



  • Beyond the Basics: Elevating Sales Training with Effective Coaching

    Beyond the Basics: Elevating Sales Training with Effective Coaching

    · Two Tall Guys Talking Sales

    In this riveting episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey explore the often overlooked nuances of effective sales training and coaching. Listen in as they share their seasoned insights on transforming routine sales training into a dynamic tool for substantial growth and success in sales.

    Key Topics Discussed:

    The Misconception of Sales Training Returns [00:00:20] Sean questions salespeople's low expectations regarding training, sparking a discussion on the intrinsic value of continuous professional development.

    The Role of Sales Leaders in Training [00:01:00] Kevin emphasizes the critical role of sales leaders in setting the right expectations and fostering an environment conducive to growth, drawing parallels with professional sports training regimes.

    Training vs. Coaching [00:07:05] The conversation pivots to the essential distinction between sales training and coaching, highlighting how each plays a unique role in a salesperson’s career.

    Integration of Training into Routine [00:06:22] Kevin discusses the challenges of integrating training into the normal workflow of sales teams and the importance of practice and repetition.

    The Power of Reinforcement [00:04:05] Sean underscores the necessity of reinforcing training through regular coaching, using the analogy of professional athletes to illustrate his point.

    Key Quotes:

    Kevin: "We practice every day for the championship game. We don’t play the championship game every day. It’s about getting that 1 percent edge." [00:01:14]

    Sean: "You forget 80 percent of what you heard after two weeks. It's the coaching after the fact that reinforces the entire attitude and the daily behavior of what you learned in the class." [00:03:40]

    Additional Resources:

    MEDDPICCC Sales Methodology - Mentioned multiple times throughout the podcast, this methodology is crucial for understanding customer dynamics and improving sales strategies. You can learn more about MEDDPICCC at https://youtu.be/RBcGmyeBp1I?si=No_0Ob1V4Wch6erI

    Summary:

    Join Kevin and Sean as they dissect the common pitfalls of sales training and explore effective strategies to make learning stick. They share invaluable advice on how sales leaders can profoundly influence their teams' performance through intentional coaching and robust training frameworks. This episode is a must-listen for sales professionals eager to elevate their game and harness the full potential of their training experiences.

    A Significant Actionable Item from this Podcast:

    Reflect on your current approach to sales training and coaching. Are you actively ensuring that your team learns new concepts and applies them consistently? Consider adopting a more structured follow-up coaching plan to reinforce new skills and knowledge, enhancing the overall effectiveness of training sessions.

    To understand if your company is doing a great job in sales, take this quick and easy 10 question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

  • From Microphones to Mountains - Reflecting on 100 Episodes of Sales Wisdom

    From Microphones to Mountains - Reflecting on 100 Episodes of Sales Wisdom

    · Two Tall Guys Talking Sales

    Join hosts Kevin Lawson and Sean O'Shaughnessey in this milestone 100th episode of "Two Tall Guys Talking Sales." They take a nostalgic trip down memory lane, revisiting the evolution of their podcast from simple LinkedIn live events to a thriving sales discussion platform on Spotify and Apple Podcasts. They delve into their personal growth, the transformative insights gained, and the invaluable lessons they’ve shared across 100 episodes.

    Key Topics Discussed:

    Evolution of the Podcast [00:00:21]: Kevin and Sean reflect on the technological and methodological shifts they've embraced to enhance their podcast experience.

    Insights on Sales Excellence [00:01:35]: Sean shares his journey of continuous learning in sales, emphasizing the wisdom imparted by Kevin and its impact on his professional development.

    Role of Content Creation [00:03:11]: Kevin discusses the significance of creating and repurposing valuable content, drawing parallels with daily writing practices to improve skill.

    Interviews with Industry Experts [00:04:14]: The hosts highlight the diverse insights gained from interviews with visionaries across various sectors, from SaaS founders to business coaches.

    Future of the Podcast [00:08:31]: Looking ahead, Kevin outlines their aspirations to scale the podcast’s impact and deepen listener engagement.

    Key Quotes:

    Kevin [00:00:00]: "It's basically a stack of wires and plastic...a lost and found of sorts for electronics equipment."

    Sean [00:01:35]: "Listening to Kevin explain sales is insightful...I have learned an immense amount in the last 100 episodes."

    Additional Resources:

    Books by Zig Ziglar mentioned for deeper insights into effective sales strategies. - https://www.amazon.com/stores/author/B000AP7VIY

    Previous episodes on building a comprehensive sales process.

    https://sites.libsyn.com/458454/site/e1-inaugural-episode-why-should-a-company-assess-its-practices-in-sales

    https://sites.libsyn.com/458454/site/e2-how-do-you-determine-your-companys-sales-objectives-each-year

    https://sites.libsyn.com/458454/site/e3-are-your-sales-representatives-consistently-hitting-their-assigned-quotas

    https://sites.libsyn.com/458454/site/e4-how-do-you-compensate-your-salespeople

    https://sites.libsyn.com/458454/site/e5-do-you-have-a-documented-sales-process-that-is-followed-all-the-time

    https://sites.libsyn.com/458454/site/e6-how-do-salespeople-retain-client-information-and-document-sales-opportunities

    https://sites.libsyn.com/458454/site/e8-can-your-salespeople-clearly-communicate-your-unique-selling-proposition-what-makes-you-different-than-your-competition

    https://sites.libsyn.com/458454/site/e9-do-you-have-a-dashboard-view-into-the-major-determinants-of-sales-success

    https://sites.libsyn.com/458454/site/e10-do-you-feel-you-have-the-right-salespeople-to-get-you-where-you-want-to-go

    https://sites.libsyn.com/458454/site/e11-does-your-organization-hold-salespeople-accountable-for-lack-of-performance

    Summary:

    This 100th episode is a celebration and a testament to continuous improvement and shared growth in the sales world. Kevin and Sean unpack the layers of learning they've experienced and the wealth of knowledge they’ve gathered from various experts. Whether you're a seasoned sales professional or a newcomer to the field, this episode offers a wealth of practical advice, humor, and insights that can transform your approach to sales and leadership.

    A Significant Actionable Item from this Podcast:

    Adopt the practice of discussing and refining your craft regularly. As highlighted by Kevin, talking about your sales strategies and processes, much like writers improve by writing daily, can significantly enhance your expertise and execution in sales.

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

  • From Process to Performance: Elevating Your Sales Game

    From Process to Performance: Elevating Your Sales Game

    · Two Tall Guys Talking Sales

    Join hosts Kevin Lawson and Sean O'Shaughnessey as they edge closer to their milestone 100th episode, diving deep into the critical components of a successful sales organization.

    Episode 99 zooms in on the third pillar: "Process." Kevin revisits his iconic saying, exploring the significance of a repeatable sales process and the consequences of lacking one, framed by rich personal anecdotes and professional insights.

    Don't miss this episode packed with practical advice on refining your sales techniques and strategies.

    Key Topics Discussed:

    The Importance of a Repeatable Sales Process: Discussing the necessity of having a structured approach to sales. [00:00:44]

    Emotional Intelligence and Its Impact on Sales: Exploring how emotional intelligence influences sales interactions and outcomes. [00:01:19]

    The Role of Discovery in Sales Success: Emphasizing discovery as a critical phase in understanding customer needs. [00:04:23]

    Integrating Marketing and Sales for Better Customer Acquisition: How aligning marketing and sales efforts can enhance customer acquisition strategies. [00:06:59]

    The Essential Nature of Trust in Sales: Identifying trust as the cornerstone of successful sales relationships. [00:05:24]

    Sales Process Alignment with Buyer's Journey: Highlighting the importance of aligning the sales process with the buyer's procedures and expectations. [00:11:17]

    Key Quotes:

    Kevin: "If you don't have a repeatable sales process, you don't have a repeatable sales process." [00:00:44]

    Sean: "Sales is nothing more than the transferring of trust." [00:05:24]

    Additional Resources:

    Harvard Business Review Study on Sales Process Effectiveness - Mentioned by Kevin as a source confirming the impact of a documented process on sales performance. [00:13:48] - https://hbr.org/2015/01/companies-with-a-formal-sales-process-generate-more-revenue

    Summary:

    In this episode, Kevin and Sean unpack the essence of a repeatable sales process and its undeniable role in achieving consistent success. Whether you're a seasoned sales professional or new to the field, this discussion offers invaluable insights into making your sales efforts more effective and efficient. From the foundational role of trust to integrating marketing and sales, this episode is a must-listen for anyone looking to enhance their sales strategies.

    As we approach the 100th episode, stay tuned for more wisdom from "Two Tall Guys Talking Sales." Ready to elevate your sales game? Listen to this episode now on your favorite podcast platform!

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

  • The Art of the Hire: Crafting a Winning Sales Team

    The Art of the Hire: Crafting a Winning Sales Team

    · Two Tall Guys Talking Sales

    Join hosts Kevin Lawson and Sean O'Shaughnessey on this revealing episode of "Two Tall Guys Talking Sales" where they dive deep into the intricacies of hiring and motivating sales teams. Whether you're a solopreneur or heading a growing business, this episode delivers crucial insights into creating a robust sales force to propel your business forward.

    Key Topics Discussed

    Hiring Challenges and Solutions [00:00:00]: Kevin opens the discussion by highlighting the universal challenge of hiring effective sales personnel, emphasizing their critical role in delivering solutions to the market.

    Diversity in Sales Recruitment [00:01:19]: Sean expands on the need for a varied recruitment strategy that aligns with business geography and market scope, from local to global scales.

    Strategic Hiring Practices [00:02:00]: The conversation shifts towards strategic hiring, avoiding common pitfalls, and setting up a structured hiring process.

    Aligning Sales and Hiring Processes [00:03:42]: Kevin parallels the sales process with hiring, stressing the importance of a methodical approach to selecting the right candidates.

    Cultural Fit and Skills Assessment [00:04:52]: This section discusses the importance of cultural fit and rigorous skills assessment in the hiring process, which ensures candidates align with company values and capabilities.

    Long-term Sales Success [00:06:48]: Sean discusses the broader implications of hiring decisions for long-term sales success and the essential qualities of a top-notch salesperson.

    Key Quotes

    Kevin Lawson [00:00:00]: "When it comes down to delivering your solution to the market, that solution is often sold and carried forward by a salesperson."

    Sean O'Shaughnessey [00:02:17]: "You can't have the strategy to grow at 3X this year if you don't have enough people or a big enough factory."

    Additional Resources

    Episode with Steve Caton: Revisit the discussion on alternatives to hiring and outsourcing parts of the sales department. https://sites.libsyn.com/458454/site/from-zero-to-sales-hero-steve-catons-strategies-for-small-business-growth

    Predictive Analysis Tests: Objective Management Group (OMG) is the leading provider of sales team analyses, salesperson evaluations, and sales candidate assessments. https://salesxceleration.com/news-events/sales-xceleration-and-objective-management-group-partner-to-optimize-your-sales-team/

    Summary

    In this episode, Kevin and Sean tackle the often-overlooked but vital elements of building a successful sales team. From the necessity of a diverse hiring strategy to aligning the recruitment process with your business’s sales methodology, they cover a spectrum of topics that promise to enhance your hiring practices. Insightful, practical, and filled with expert advice, this episode is a must-listen for anyone looking to scale their sales efforts effectively. Tune in to "Two Tall Guys Talking Sales" to transform your approach to hiring and watch your business grow!

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

  • Destination Success: Mapping Your Sales Strategy with Precision

    Destination Success: Mapping Your Sales Strategy with Precision

    · Two Tall Guys Talking Sales

    Join hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the intricacies of sales strategy, drawing parallels to planning a family vacation. As we edge closer to our 100th episode, this session unpacks why having a well-documented and aligned business plan is crucial—akin to knowing your vacation destination to ensure everything goes smoothly. Whether you're a business owner or a sales professional, this episode provides vital insights into simplifying and aligning your sales strategy for maximum effectiveness.

    Key Topics Discussed

    Vacation Planning and Sales Goals (00:00 - 02:00): Sean compares vacation planning to setting sales goals, emphasizing the importance of a clear destination or objective.

    Aligning Strategies Across Teams (02:01 - 03:47): Kevin explores how aligning individual, team, and organizational strategies can streamline efforts and enhance outcomes.

    Simplifying the Sales Process (03:48 - 05:07): The conversation shifts towards simplifying the sales process to make it easy to understand, teach, and implement.

    Setting Realistic Goals and Expectations (05:08 - 07:00): Sean stresses the necessity of setting achievable goals that reflect the company's operational capabilities and strategic direction.

    Operational Alignment with Sales Targets (07:01 - 09:00): The discussion touches on ensuring operational capabilities can support the sales targets set.

    Key Quotes

    Sean (01:44): "Just like when you're planning your vacation, you kind of have to make sure everybody understands that we are going to get on a plane on this date, at this time."

    Kevin (03:01): "People spend more time thinking about their vacation than they do about their sales strategy. And that's a miss, but it's one that we can quickly and simply fix."

    Summary

    In this enlightening episode, Kevin and Sean draw an engaging analogy between planning a vacation and formulating a sales strategy. They emphasize the importance of clear goals, alignment across the organization, and simplicity in execution. The hosts share personal anecdotes and decades of sales leadership experience, demonstrating how thoughtful planning can lead to predictable and successful sales outcomes. Tune in to gain actionable insights that could transform your approach to sales strategy. Download this episode of "Two Tall Guys Talking Sales" on your favorite podcast platform today, and don't forget to subscribe for more valuable discussions!

    You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

    You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

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