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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

16:15

Transforming Opportunities: Chris Cocca's Insights on...

Two Tall Guys Talking Sales ·

2024/04/30

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial nuances of discovery meetings with the seasoned sales leader, Chris Cocca. They explore why many deals falter at this stage and how refining the process can dramatically enhance sales outcomes. Tune in to gain deep insights on optimizing discovery meetings to ensure you're not just participating but capitalizing on these opportunities. Key Topics Discussed: Understanding

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16:09

From Missed Quotas to Major Wins: Turning Sales...

Two Tall Guys Talking Sales ·

2024/04/23

In this insightful episode, hosts Kevin Lawson and Sean O'Shaughnessey discuss common pitfalls in sales management and strategies for maintaining customer relationships through effective tools like CRM systems. If you’ve ever missed a deal due to a forgotten follow-up or struggled with customer engagement, this episode is packed with practical advice to enhance your sales processes and hit your targets consistently. Key Topics Discussed The Importance of Follow-up: How missing follow-ups can impact

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14:52

Empowered by ESOP: Enhancing Sales Management in...

Two Tall Guys Talking Sales ·

2024/04/16

In this enlightening episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey continue their engaging dialogue with Marc Metz, a seasoned expert in the sales and business transition arena. Building on the momentum of their previous conversation, they delve into the intricacies of transitioning a business through an Employee Stock Ownership Plan (ESOP). Marc shares firsthand experiences and practical insights, making this a must-listen for business owners contemplating a

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16:18

Mastering the Art of Business Transition: Insights...

Two Tall Guys Talking Sales ·

2024/04/09

In this riveting episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome a special guest, Marc Metz, President of Optimus Sales Group. Together, they delve into the critical yet often overlooked topic of business transitions, providing invaluable insights and strategies for companies navigating the journey from one generation to the next. This episode is a treasure trove of knowledge for business owners, sales leaders, and anyone involved in the business's

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15:59

Enrico Parodi's Blueprint for Building...

Two Tall Guys Talking Sales ·

2024/04/02

In this engaging episode of "Two Tall Guys Talking Sales," we're treated to an insightful session with Enrico Parodi, a seasoned sales consultant with a rich international background and a passion for transforming sales organizations. With host Sean O'Shaughnessey guiding the conversation, listeners are invited to explore the nuanced world of sales strategies, focusing on developing the ideal client profile and crafting an effective sales coverage model. Key Topics Discussed: The Importance of an

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16:08

Sales Mastery with Tom Daly: Transforming Newbies...

Two Tall Guys Talking Sales ·

2024/03/26

Join hosts Kevin Lawson and Sean O'Shaughnessey on "Two Tall Guys Talking Sales" for another enriching episode, this time featuring the insightful Tom Daly from Focus Insights Group. Building on the momentum of our previous conversation last episode of Two Tall Guys Talking Sales, Tom delves deeper into the world of sales, sharing his expertise on nurturing new talent and guiding companies to refine their sales strategies for sustained success. Whether you're a fledgling salesperson or a seasoned

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15:40

Scoring Big in Sales: Lessons from March Madness

Two Tall Guys Talking Sales ·

2024/03/19

In this sports-oriented episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey dive into the fascinating parallels between March Madness NCAA basketball tournaments and sales strategies. Kevin and Sean take this opportunity to explore how the tournament's structure and the season leading up to it offer valuable lessons for developing winning sales strategies. Key Topics Discussed: Preseason Preparation and Regular Season: The significance of constant improvement and

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16:01

Building Trust and Credibility in Sales: A...

Two Tall Guys Talking Sales ·

2024/03/12

Dive into the world of sales with "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey engage in a candid conversation with Tom Daly from Focus Insights Group. This episode, rich with insights and anecdotes, peels back the layers of what makes or breaks sales strategies, highlighting the crucial elements of successful sales encounters. Join us as Tom shares his wealth of experience, offering invaluable advice to sales novices and veterans alike on how to excel in the sales

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16:09

Carving Success: Chris Spanier on Sales-Marketing...

Two Tall Guys Talking Sales ·

2024/03/05

In this insightful episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey continue their conversation with Chris Spanier, a seasoned marketing expert and the founder of Carpe Diem Consulting Group. Building on the momentum from last week's discussion on storytelling and marketing alignment, Chris delves deeper into strategies for small businesses aiming to enhance their sales and marketing focus without the luxury of a large budget. Tune in to discover actionable advice

en

15:50

Uniting Sales and Marketing: A Masterclass with Chris...

Two Tall Guys Talking Sales ·

2024/02/27

In this enlightening episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey welcome Chris Spanier, a marketing maven with deep expertise in fostering collaboration between sales and marketing teams. Chris shares his insights on building synergy around B2B sales cycles and how to effectively align sales and marketing efforts for maximum impact. Join us as we delve into the dynamics of this crucial partnership and uncover strategies for achieving mutual success. Key

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15:58

From Stories to Sales: Leveraging Narrative Power...

Two Tall Guys Talking Sales ·

2024/02/20

Join hosts Kevin Lawson and Sean O'Shaughnessey on "Two Tall Guys Talking Sales" for a captivating conversation with special guest Jeff Clair, a fractional VP of sales and the brain behind ClairVoyant Consulting LLC. In this episode, Jeff shares his invaluable insights on the power of storytelling in sales, offering practical tips for salespeople to engage and connect with their prospects effectively. Whether you're a seasoned sales professional or new to the field, this discussion is packed with

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15:19

Navigating the Sales Process: Insights from Jeff...

Two Tall Guys Talking Sales ·

2024/02/13

Dive into the world of sales excellence with "Two Tall Guys Talking Sales," as hosts Kevin Lawson and Sean O'Shaughnessey welcome Jeff Clair from ClairVoyant Consulting LLC. In this compelling episode, Jeff, a seasoned fractional VP of Sales, shares his East Coast insights into overcoming common sales challenges, utilizing innovative strategies, and enhancing the sales process. Join us as we explore the nuances of sales from different regional perspectives, offering valuable advice for sales

en

16:02

Building Robust Sales Pipelines: Expert Insights for...

Two Tall Guys Talking Sales ·

2024/02/06

In this enlightening episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve into the perennial challenges sales professionals face: the need for more leads and adding value to existing leads. They share their expert insights on building robust sales pipelines, identifying ideal customer profiles, and effective strategies for increasing sales efficiency. Whether you're a CEO, sales manager, or a salesperson, this episode offers valuable guidance to enhance your

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15:47

Cultivating Multi-Threaded Relationships in Sales

Two Tall Guys Talking Sales ·

2024/01/30

Welcome to another insightful episode of "Two Tall Guys Talking Sales" with hosts Kevin Lawson and Sean O'Shaughnessey. In this episode, we delve into the nuances of building a robust sales pipeline, focusing on creating a team of buyers rather than sellers. This discussion is crucial for sales leaders, managers, and salespeople across various industries, whether involved in enterprise sales, repetitive sales, consumable sales, or professional services. Key Topics Discussed: Building Multi-Threaded

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15:22

Expanding Your Sales Horizon: Conquering New...

Two Tall Guys Talking Sales ·

2024/01/23

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the challenges and strategies of breaking into new territories, especially in consumable sales. This episode is a treasure trove of wisdom for salespeople and leaders navigating the competitive landscape of selling products that are regularly consumed by customers. Whether you're a seasoned sales professional or just starting in a new territory, this episode offers

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14:58

The Trusted Advisor: Excelling in Consumable Product...

Two Tall Guys Talking Sales ·

2024/01/16

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts, Kevin Lawson and Sean O'Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you're selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels. Key Topics Discussed: The Importance

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15:25

Selling Repeat Products: A Guide to Thriving in...

Two Tall Guys Talking Sales ·

2024/01/09

Welcome to another insightful episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. In this episode, the duo delves into the often overlooked but crucial sales aspect - selling consumable products. They explore strategies and insights for salespeople who deal with regularly consumed and repurchased products, such as manufacturing supplies, paper products, and even everyday items like toilet paper. Key Topics Discussed: The Unique Challenges of Selling Consumable

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21:50

Mastering the Art of Sales: Strategies to Outshine...

Two Tall Guys Talking Sales ·

2024/01/02

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the art of salesmanship. In this episode, Sean, author of "Eliminate Your Competition," shares his expertise on outmaneuvering the competition and achieving sales success in 2024. Join us for a deep dive into the strategies that can transform your sales approach and set you up for a prosperous year. Key Topics Discussed: Understanding Competition: Sean emphasizes the

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01:49

Holiday Reflections and Giving Back: A Special Episode

Two Tall Guys Talking Sales ·

2023/12/26

Welcome to a special holiday edition of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey share a heartwarming and reflective episode. As we wind down the year, Kevin and Sean take a moment to step back from the hustle of sales strategies and focus on the essence of the holiday season, sharing personal anecdotes and extending warm wishes to their listeners. Key Topics Discussed: Holiday Reflections: Sean reminisces about a memorable holiday season experience that

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15:52

Elevating Your Sales Game: Key Strategies for...

Two Tall Guys Talking Sales ·

2023/12/19

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the crucial topic of building a new pipeline for business growth. In this episode, Kevin shares his expertise on net new pipeline growth, offering valuable strategies for sales leaders and teams to enhance their sales processes and achieve success. Key Topics Discussed: Net New Pipeline Growth: Kevin emphasizes the importance of building a net new pipeline,

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