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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

17:48

From First Sales Hire to Revenue Powerhouse:...

Two Tall Guys Talking Sales ·

2024/10/29

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

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18:01

Empowering Non-Sales Employees to Boost Customer Value

Two Tall Guys Talking Sales ·

2024/10/22

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

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16:56

Sales Planning 101: How to Crush Your Quota and Grow...

Two Tall Guys Talking Sales ·

2024/10/15

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

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17:48

Building a Sales Plan That Works: Aligning Vision...

Two Tall Guys Talking Sales ·

2024/10/08

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

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17:07

Building a Mission-Led Sales Culture: Insights from...

Two Tall Guys Talking Sales ·

2024/10/01

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

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17:24

Strategic Sales Planning: Finish Strong and Prepare...

Two Tall Guys Talking Sales ·

2024/09/17

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

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16:56

Sales Success and Growing Pains: How to Build Systems...

Two Tall Guys Talking Sales ·

2024/09/10

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.

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17:55

Daily Habits for Deepening Sales Relationships: A...

Two Tall Guys Talking Sales ·

2024/09/03

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

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17:13

Sales Strategy Deep Dive: How to Align Offers with...

Two Tall Guys Talking Sales ·

2024/08/27

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

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16:15

Beyond the Basics: Elevating Sales Training with...

Two Tall Guys Talking Sales ·

2024/08/20

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

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22:43

From Microphones to Mountains - Reflecting on 100...

Two Tall Guys Talking Sales ·

2024/08/13

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]:

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17:49

From Process to Performance: Elevating Your Sales Game

Two Tall Guys Talking Sales ·

2024/08/06

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

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16:35

The Art of the Hire: Crafting a Winning Sales Team

Two Tall Guys Talking Sales ·

2024/07/30

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

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16:05

Destination Success: Mapping Your Sales Strategy with...

Two Tall Guys Talking Sales ·

2024/07/23

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

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16:21

Preparing Salespeople for Success: A Deep Dive with...

Two Tall Guys Talking Sales ·

2024/07/16

Join hosts Kevin Lawson and Sean O'Shaughnessey as they welcome back Steve Caton for another insightful episode of "Two Tall Guys Talking Sales." This week, they delve deeper into the world of part-time salespeople, discussing the essential tools, traits, and strategies that make them highly effective for businesses. Whether you're a CEO, sales leader, or aspiring salesperson, this episode is packed with valuable advice and actionable tips. Key Topics Discussed: Preparing Part-Time Salespeople for

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15:56

From Zero to Sales Hero: Steve Caton's Strategies for...

Two Tall Guys Talking Sales ·

2024/07/09

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey are joined by Steve Caton, CEO and Founder of Altezza Solutions. Steve shares his insights on how to build effective sales systems for emerging growth companies and provides a unique perspective on hiring part-time experienced salespeople. Dive into this episode to learn about the challenges and solutions in developing a robust sales strategy for small to mid-sized businesses. Key Topics Discussed

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01:14

Happy July 4th

Two Tall Guys Talking Sales ·

2024/07/02

Welcome to a special edition of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. As we celebrate Independence Day this week, we're bringing you a brief yet powerful episode filled with actionable sales insights and heartfelt holiday wishes. Whether you're relaxing with family or catching up on work, this episode is designed to give you a quick boost of sales motivation and inspiration. Additional Resources: Lighthouse Sales Advisors -

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15:50

Leading with Generosity- The Servant Leadership...

Two Tall Guys Talking Sales ·

2024/06/25

Welcome to another enriching episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the art of sales with special guest Tom Daly from Focus Insights Group. In this episode, we explore the concept of servant leadership in sales and how giving more can ultimately lead to receiving more in business and personal growth. Key Topics Discussed: Servant Leadership in Sales [00:01:00 - 00:10:00]: Tom Daly discusses the importance of building productive

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16:48

Activating Your Sales Ecosystem for Growth

Two Tall Guys Talking Sales ·

2024/06/18

Join Kevin Lawson and Sean O'Shaughnessey in a compelling episode of "Two Tall Guys Talking Sales," which delves into the power of networking and relationship management in sales. Whether you are a seasoned sales professional or just starting, this episode offers invaluable insights into maximizing your sales ecosystem without overwhelming your contacts. Key Topics Discussed: Activating Your Network [00:00:00]: Kevin highlights the importance of leveraging existing relationships and simple,

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15:45

Selling the Hole, Not the Drill: Understanding the...

Two Tall Guys Talking Sales ·

2024/06/11

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where our hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the complexities and strategies of sales. In this episode, they explore the nuanced dynamics of selling through distribution and understanding the real needs of your customers. Whether you're a seasoned sales veteran or just starting in your career, this episode offers a wealth of knowledge on refining your sales approach to maximize effectiveness and customer

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