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PODCAST

Two Tall Guys Talking Sales

Kevin Lawson and Sean O"Shaughnessey

"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,

business management

All Episodes

18:11

With Great Pipeline Power Comes Great Responsibility:...

Two Tall Guys Talking Sales ·

2026/04/21

Two Tall Guys Talking Sales hosts Kevin Lawson and Sean O'Shaughnessey tackle one of the most overlooked drivers of sales success: forecast accuracy. This episode goes beyond the usual conversation about CRM hygiene and quota pressure to get to the real issue: salespeople and sales managers carry critical information that the rest of the company depends on for hiring, staffing, planning, and revenue generation. Sean and Kevin argue that forecasting is not administrative overhead. It is a direct

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17:30

The Sales Meeting Prep Advantage: How Top Sellers Win...

Two Tall Guys Talking Sales ·

2026/04/14

This episode of Two Tall Guys Talking Sales gets after a basic truth that too many salespeople ignore: meeting prep is not administrative overhead, it is a competitive weapon. Kevin Lawson and Sean O'Shaughnessey break down why organized sellers create better first impressions, ask sharper questions, and build trust faster than competitors who show up improvising. The conversation moves from practical prospect research to the sales management discipline, then to how modern AI tools can reduce prep

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21:44

Pipeline Hygiene, Forecast Accuracy, and Sales...

Two Tall Guys Talking Sales ·

2026/04/07

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey turn an informal B2B Sales Lab office-hours conversation into a sharp discussion on pipeline hygiene, forecast accuracy, and the habits that separate serious sellers from hopeful ones. What starts as a conversation about cleaning up Q2 quickly becomes a broader lesson in sales management, business acumen, and personal accountability. They dig into why sloppy CRM data creates bad decisions, why aspirational close

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17:31

Joe English Helps the Two Tall Guys Understand How to...

Two Tall Guys Talking Sales ·

2026/03/31

This episode of Two Tall Guys Talking Sales digs into a question that sits underneath almost every stalled growth story: why do good companies with solid offerings still fail to scale profitably? Kevin Lawson and Sean O'Shaughnessey sit down with Joe English of 360 Consulting to unpack what separates random sales activity from a real growth system. The conversation moves past personality-driven selling and into the mechanics of sales management, sales processes, messaging, and execution. Joe makes

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17:52

How to Use AI and 10-K Reports to Uncover Sales...

Two Tall Guys Talking Sales ·

2026/03/24

This episode of Two Tall Guys Talking Sales tackles a problem most B2B sellers know they should solve but rarely do: how to turn a customer's annual report into practical sales insight. Sean O'Shaughnessey and Kevin Lawson argue that modern selling requires more than relationship instinct and product knowledge. It requires stronger business acumen, sharper messaging, and a willingness to use AI as a real thinking partner. In a compact but highly practical discussion, they show how sales

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16:09

Sales Success Starts Here: Find Customer Pain, Align...

Two Tall Guys Talking Sales ·

2026/03/17

This episode of Two Tall Guys Talking Sales gets to the heart of a mistake too many sellers make: they confuse product talk with real value. Kevin Lawson and Sean O'Shaughnessey unpack the difference between pain and goals, then push the conversation further into what actually matters in sales success, understanding how buyers measure outcomes, how decisions get made, and how to connect your offer to revenue generation, business acumen, and meaningful results. This is not a discussion about clever

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14:20

Are You Coachable? The Sales Skill That Quietly...

Two Tall Guys Talking Sales ·

2026/03/10

Kevin Lawson and Sean O'Shaughnessey take on a question that exposes more than technique: Are you actually coachable? This episode of Two Tall Guys Talking Sales digs into the connection between coachability, trust, quota attainment, and long-term sales success. Along the way, they move beyond generic advice and into the real mechanics of growth in selling—how coaching sharpens business acumen, improves sales management, strengthens sales processes, and ultimately drives stronger revenue generation

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17:51

Sales Success Playbook: Ethical Gifting, Better...

Two Tall Guys Talking Sales ·

2026/03/03

Kevin Lawson and Sean O'Shaughnessey sit down with Kris Rudeegraap, Co-CEO of Sendoso, to get brutally practical about one thing most reps underestimate: how to cut through noise without sounding gimmicky or "bribey." This episode breaks down gifting as a repeatable, ethical sales strategy that supports sales management and revenue generation, whether you're trying to break into target accounts, accelerate a stalled deal, or reinforce relationships with customers who already trust you. Key Topics

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16:14

Sales Call Horror Stories with Steve Landrum That...

Two Tall Guys Talking Sales ·

2026/02/24

This episode of Two Tall Guys Talking Sales is a rapid-fire masterclass in what actually happens in the field—when sales calls go sideways, when leaders show up unannounced, and when a "small" mistake exposes a bigger gap in sales management. Kevin Lawson and Sean O'Shaughnessey are joined by fractional VP of Sales Steve Landrum to swap real stories with real lessons: territory planning that's more than a map, sales processes that don't rely on charm, and value selling that holds up under

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15:03

What Kind of Sales Coach Are You? The Leadership...

Two Tall Guys Talking Sales ·

2026/02/17

If you've ever tried to "coach the team" by telling everyone to sell like the top rep, this episode is your reality check. Sean O'Shaughnessey and Kevin Lawson use March Madness, dynasties, and training-room discipline to unpack a serious sales management issue: what kind of coach are you, and are your sales processes actually buildable, or just a personality contest? The conversation lands in a practical place: consistent revenue generation comes from systems, controls, and repeatable sales

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17:21

From Rookie to Revenue Leader: Mentorship, Business...

Two Tall Guys Talking Sales ·

2026/02/10

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey sit down with Keith LaHonta to unpack a truth many teams overlook: sales success is rarely a solo act. It is built through mentor-mentee relationships that sharpen judgment, accelerate business acumen, and improve real-world execution. This conversation goes beyond career nostalgia and gets practical about how mentorship strengthens sales management, improves sales processes, and directly impacts revenue generation

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17:30

Stop Selling in Silence: Personal Messaging That...

Two Tall Guys Talking Sales ·

2026/02/02

In this episode, Sean and Kevin get brutally practical about a problem most sellers underestimate: you don't just market your company and your product—you have to market you. If prospects can't trust you, they won't trust your solution, your messaging, or your ability to deliver outcomes. The conversation turns "personal brand" into real sales processes you can run weekly to improve revenue generation, pipeline quality, and long-term sales success. Key Topics Discussed Marketing "the salesperson"

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16:50

Your Sales Team's LinkedIn Profiles Are Costing You...

Two Tall Guys Talking Sales ·

2026/01/27

Sales leaders don't lose deals on product. They lose them on trust signals—especially the ones buyers pick up before the second conversation even happens. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey break down how your team's digital presence either reinforces credibility or quietly undermines it. The throughline is simple: your sellers' profiles and posts are part of sales management, part Messaging, and part Revenue management, because they shape whether

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17:59

Sales Territory Plan 2026: The Sales Management...

Two Tall Guys Talking Sales ·

2026/01/20

If you're serious about sales success in 2026, this episode is a gut-check and a blueprint. Sean and Kevin break down what a real territory plan looks like (not a fluffy "be more productive" wish list), how to map first-half revenue to specific accounts, and how to build a second-half pipeline before it's an emergency. The throughline is sales management discipline: define the goal, allocate time intentionally, and build a plan that survives reality—because it will get punched in the face. Key

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17:09

From 0% to First Deal: January Sales Strategies to...

Two Tall Guys Talking Sales ·

2026/01/13

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 momentum, tighter Sales processes, and better Revenue management—without defaulting to discounting, panic,

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18:19

Start From Zero: January Sales Mindset, Pipeline...

Two Tall Guys Talking Sales ·

2026/01/06

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, especially when Q4 either "drained the swamp" or left you with deals that slipped. Key Topics Discussed Why

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01:13

Happy New Year - Make it a great year!

Two Tall Guys Talking Sales ·

2025/12/30

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

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01:01

Merry Christmas from Two Tall Guys

Two Tall Guys Talking Sales ·

2025/12/23

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16:48

Shannon Muniz Explains Hiring Sales Talent: Why Ramp...

Two Tall Guys Talking Sales ·

2025/12/16

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 misleading early warning sign, and share how leaders can balance coaching, expectations, and

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17:03

Why 2026 Requires a New Sales Plan: Territory...

Two Tall Guys Talking Sales ·

2025/12/09

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 without simply working more hours, and who understand that trust, planning, and business acumen are the

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184 results

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