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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

17:30

Fixing the Funnel – Building a Sales Pipeline That...

Two Tall Guys Talking Sales ·

2025/03/25

Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. In this episode, the tall guys dive deep into one of the most critical yet commonly broken elements in any sales organization: the sales funnel. Whether you're stuck with a clunky three-stage process that tells you nothing or overwhelmed with 35 micro-stages that only confuse your reps, Sean and Kevin offer a practical guide to rethinking and rebuilding your pipeline strategy. Packed with metaphors (yes,

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16:47

Prepping for Q2 – Getting Ahead, Catching Up, and...

Two Tall Guys Talking Sales ·

2025/03/18

As the first quarter comes to a close, sales leaders and professionals must assess their performance and gear up for the challenges and opportunities ahead in Q2. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down the essential strategies for both those ahead of plan and those struggling to catch up. From refining your sales process to maximizing customer relationships, this discussion is packed with insights that can help you dominate your numbers in the

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17:51

From Regular Season to Postseason: Coaching Your...

Two Tall Guys Talking Sales ·

2025/03/11

As a sales leader, are you coaching your team for the long haul, or are you scrambling in the final weeks of the quarter? In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down the difference between regular season and postseason play—whether in sports or sales. They explore why last-minute Hail Mary strategies can be damaging, how to manage time, and the importance of consistent coaching effectively. With March Madness and The Masters as the backdrop, this

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17:42

Sales Prospecting: Are You Chasing Leads or...

Two Tall Guys Talking Sales ·

2025/03/04

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the art of sales prospecting using an unusual but powerful analogy—chasing butterflies versus building a garden. Are you tirelessly running after leads, or are you cultivating an environment where ideal prospects naturally come to you? Learn how to create a long-term strategy for consistent revenue growth by positioning your business as the go-to solution for your ideal customers. Key Topics Discussed:

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15:22

Measuring Marketing Success with Amy Connor of CMO...

Two Tall Guys Talking Sales ·

2025/02/25

Welcome back to another episode of Two Tall Guys Talking Sales with Kevin Lawson and Sean O’Shaughnessey! This week, we’re diving deep into the essential topic of measuring marketing effectiveness with special guest Amy Connor, founder of CMO OnLoan. This episode is for you if you’ve ever struggled to connect marketing strategies to real business results. Grab your marketing colleague and tune in—because understanding what’s working (and what’s not) in your marketing is the key to driving sales

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17:15

Amy Connor discusses Salespeople vs. Lead Generation:...

Two Tall Guys Talking Sales ·

2025/02/18

How do you measure the success of your sales and marketing efforts? If you’ve ever found yourself wondering whether your marketing dollars are actually driving revenue or if your sales team is making the most of their leads, this episode is for you. Kevin Lawson and Sean O’Shaughnessey sit down with Amy Connor, founder of CMO on Loan, to discuss how marketing and sales should work together for growth. Amy brings her extensive experience from Procter & Gamble, Luxottica, and other top brands to help

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17:33

AI for Sales Success: Tools, Tactics, and Why You...

Two Tall Guys Talking Sales ·

2025/02/11

Artificial intelligence (AI) is transforming the sales industry, but does that mean salespeople are becoming obsolete? Absolutely not! In this high-energy episode, Kevin and Sean debunk the myth that AI will replace sales professionals. Instead, they reveal how AI can be a game-changing tool for sales success. From using AI to refine communication to automating time-consuming tasks, this episode is packed with insights on how AI can help sales leaders and reps work smarter, sell better, and stay

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18:31

Mastering Time Management: Essential Strategies for...

Two Tall Guys Talking Sales ·

2025/02/04

Time is the most valuable resource for any professional, but for sales managers, it is the linchpin of success. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the critical strategies for effective time management as a sales leader. Whether you’re a new sales manager, an aspiring leader, or a business owner overseeing a sales team, this discussion is packed with insights to help you optimize your calendar, empower your team, and drive performance

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17:56

Sales Slumps & Hot Streaks: How to Build a...

Two Tall Guys Talking Sales ·

2025/01/28

Sales is a game of ups and downs, but what separates top performers from the rest is their ability to keep the funnel full—even when they're closing deals. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the art and science of building a consistent pipeline. They discuss strategic approaches to prospecting, leveraging data tools, and the importance of curiosity in sales conversations. Whether you’re starting fresh in Q1 or looking to level up your

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17:48

Engage, Listen, Succeed: Unlocking Client...

Two Tall Guys Talking Sales ·

2025/01/21

In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the art of active listening and its transformative potential in sales. Building on the discussion from last week’s episode about discovery questions, Kevin and Sean provide actionable strategies to improve your listening skills, enhance your client interactions, and ultimately close more deals. Whether you’re a seasoned sales professional or new to the field, this episode is packed

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16:04

The Art of the Discovery Call: Build Respect and...

Two Tall Guys Talking Sales ·

2025/01/14

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey tackle one of the most critical yet underestimated aspects of sales: the discovery call. Are you guilty of “winging it” during these pivotal conversations? Tune in as Kevin and Sean break down the importance of crafting a tailored question bank, share actionable tips to elevate your discovery process, and reveal how asking the right questions can transform your sales game. If you're looking to close more deals and

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16:21

The Death of Cold Calling and the Rise of...

Two Tall Guys Talking Sales ·

2025/01/07

Cold calling is dead—or so claims our guest, Ben Victorica, in this thought-provoking Two Tall Guys Talking Sales episode. Hosts Kevin Lawson and Sean O’Shaughnessey dive deep with Ben into the challenges of modern sales pipelines and explore why traditional outreach methods are no longer effective. Together, they uncover how relationship selling, fueled by emotional intelligence and strategic connections, is reshaping the future of sales. Whether you're a seasoned sales professional or just

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0:52

Happy New Year

Two Tall Guys Talking Sales ·

2024/12/31

For most of us, our revenue-to-date is going back to zero. We are 0% of quota YTD. Time to go out and blow away your quota. Happy New Year from Kevin Lawson and Sean O'Shaughnessey.

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0:50

Merry Christmas

Two Tall Guys Talking Sales ·

2024/12/24

Keven Lawson and Sean O'Shaughnessey thank you for your gift of listening to us talk about Sales. We hope we have returned that gift by imparting some wisdom that can make you more successful.

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18:16

The Motivation Formula: Achieving Big Wins in Sales

Two Tall Guys Talking Sales ·

2024/12/17

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

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17:43

Future-Proofing Your Sales with the Right Tech Stack

Two Tall Guys Talking Sales ·

2024/12/10

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

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03:21

Be Thankful This Thanksgiving

Two Tall Guys Talking Sales ·

2024/11/26

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

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17:43

From CRM to AI: Building Your Sales Toolbox

Two Tall Guys Talking Sales ·

2024/11/19

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

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18:10

Sales Intelligence 101: Using AI and Networking to...

Two Tall Guys Talking Sales ·

2024/11/12

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

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17:21

The Art of Targeting: How Small Sales Teams Can Win...

Two Tall Guys Talking Sales ·

2024/11/05

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

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