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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

14:33

Elevating Sales Success: Insights from Membrain's...

Two Tall Guys Talking Sales ·

2023/12/12

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets. Key Topics Discussed: The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales

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14:48

Navigating B2B Sales Complexity- Insights from...

Two Tall Guys Talking Sales ·

2023/12/05

Welcome to another engaging episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey are joined by a special guest, Paul Fuller, the Chief Revenue Officer at Membrain. In this episode, they dive deep into the world of CRM systems, discussing how salespeople can be more productive and the evolving role of technology in sales. Get ready for an insightful conversation that challenges conventional CRM perspectives and offers fresh strategies for sales success. Key

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58:14

Special Episode: CEO Workshop - Defining Your...

Two Tall Guys Talking Sales ·

2023/11/30

Sales Strategy Isn't Just About Hitting Numbers: It's Your Operational Backbone for Success A well-defined sales strategy is indispensable for long-term business success. Importance of Market Segmentation Don't fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact. Crafting a Unique Selling Proposition (USP) A compelling USP is your golden ticket in a saturated market

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15:55

Closing Strong: Mastering Year-End Sales Without the...

Two Tall Guys Talking Sales ·

2023/11/28

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical aspects of sales, especially as the year winds down. This episode is a must-listen for sales professionals looking to close their year on a high note. Kevin and Sean share their seasoned perspectives on prioritizing deals, managing customer relationships, and the art of effectively closing sales without succumbing to the pressure of year-end discounts. Key

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02:34

Happy Thanksgiving from Two Tall Guys Talking Sales

Two Tall Guys Talking Sales ·

2023/11/21

Kevin and Sean hope our listeners have much to be thankful for in 2023. Most of you will be taking time off this week so we have kept this episode short. Remember, when you get back to work on Monday after Thanksgiving, you will only have about three weeks of selling time left in the year. It is really hard to close significant business after December 15! You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com -

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15:43

Breaking the Sales Rollercoaster: Strategies for...

Two Tall Guys Talking Sales ·

2023/11/14

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the B2B sales management, sharing their extensive knowledge and experience. This episode is a must listen for sales professionals who handle the entire sales cycle, from lead generation to closing deals. Kevin and Sean explore effective strategies to avoid the pitfalls of one-dimensional outreach and the rollercoaster effect in sales. Their conversation is packed

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15:47

From Holiday Hangover to Sales Success: Planning Your...

Two Tall Guys Talking Sales ·

2023/11/07

Join hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the crucial topic of preparing for annual sales kickoffs in this insightful episode of Two Tall Guys Talking Sales. With the holiday season just around the corner, our hosts share their expert strategies for transitioning from holiday cheer to sales gear. Key Topics Discussed: The Importance of Annual Kickoff Meetings: Discover why these meetings are vital for setting the tone for the fiscal year and how they can energize your sales

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15:51

Mastering Sales Compensation: Strategies for Business...

Two Tall Guys Talking Sales ·

2023/10/31

Are you struggling to create a sales compensation plan that aligns with your business goals and motivates your sales team? Look no further! In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the intricacies of crafting effective sales compensation plans. With decades of experience in sales and management, Kevin and Sean share invaluable insights on how to set up your sales team for success. Whether you're a startup aiming for your first million

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46:43

Special Episode: CEO Workshop - Avoiding B2B Sales...

Two Tall Guys Talking Sales ·

2023/10/30

Welcome to a special episode of Two Tall Guys Talking Sales, hosted by seasoned sales professionals Kevin Lawson and Sean O'Shaughnessey. Today’s episode is a goldmine for small business owners, consultants, and sales teams who are looking to scale and outperform their competition. This is the audio version of a CEO Workshop that was recorded on LinkedIn on October 19. You can watch entire webinar (along with the slides) by going to

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15:52

The Sales Alignment Blueprint: Close Deals by...

Two Tall Guys Talking Sales ·

2023/10/24

Are you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer's goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer's pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable insights for salespeople, sales

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15:06

Unlocking Profitable Growth: The Power of Sales...

Two Tall Guys Talking Sales ·

2023/10/17

Welcome to another riveting episode of Two Tall Guys Talking Sales with your hosts Kevin Lawson and Sean O'Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you're struggling to grow beyond a certain

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16:05

Scaling from Your First 10 Customers to 50, 100 and...

Two Tall Guys Talking Sales ·

2023/10/10

If you've got your first 10 customers and are wondering, "What next?" then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O'Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to the next level. Key

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17:11

Mastering the Sales Recovery: Engaging Champions and...

Two Tall Guys Talking Sales ·

2023/10/03

Welcome to another episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. This episode is a must-listen for sales professionals, managers, and business leaders who want to understand how to recover when they've skipped a step in the sales process. Kevin and Sean delve into the nuances of backing up, requalifying deals, and how to engage your champions effectively. Whether you're dealing with large corporations or small family-owned businesses, this episode offers

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55:30

Special Episode: CEO Workshop - Understand Your...

Two Tall Guys Talking Sales ·

2023/10/02

This special episode of Two Tall Guys Talking Sales comes from a recent CEO Workshop put on by Sean O'Shaughnessey and Kevin Lawson. It was taken from a LinkedIn Live presentation that aired on September 29, 2023. You can listen to this episode or click over to the LinkedIn Live presentation at https://www.linkedin.com/events/ceoworkshop-understandyourclien7106962760084688896/ Are you a sales leader or CEO looking to supercharge your sales strategy? In this episode of "Two Tall Guys Talking

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15:25

Mastering the Sales Process: The Cost of Skipping Steps

Two Tall Guys Talking Sales ·

2023/09/26

In this episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the intricacies of the sales process. Sean opens up about his impatience with time-wasting and the challenges he's faced with sales reps skipping crucial steps in the sales process. Kevin emphasizes the importance of understanding why steps are skipped, whether it's due to reluctance or irrelevance. Both hosts stress the significance of aligning the sales process with the decision-making

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15:44

From Salesperson to Trusted Advisor: The Art of...

Two Tall Guys Talking Sales ·

2023/09/19

Dive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O'Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn't just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: The importance of becoming a trusted advisor in sales. Building and maintaining long-lasting relationships

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15:24

Beyond the Pitch: How Trust and Personal Brand Shape...

Two Tall Guys Talking Sales ·

2023/09/12

Join hosts Sean O'Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today's market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success. Key Topics Discussed: Transferring Trust: The essence of sales lies in transferring trust from the salesperson to the prospect, ensuring decisions

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15:57

Know Your Customer: Mastering Buyer Personas in...

Two Tall Guys Talking Sales ·

2023/09/05

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you're listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in to find out how to create accurate buyer personas that can

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15:02

Mastering the Competitive Landscape: Insights and...

Two Tall Guys Talking Sales ·

2023/08/29

Dive deep into the world of competitive analysis with Kevin Lawson and Sean O'Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it's not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game. Key Topics Discussed: The Power of Competitive Analysis: Unlock the benefits of understanding

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15:47

From SWOT to Success: Navigating the Competitive...

Two Tall Guys Talking Sales ·

2023/08/22

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: The Essence of Competition in Sales: Why understanding and overcoming your competition is

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