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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

18:19

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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17:59

How Great Sellers Slip: The Hidden Habits That...

Two Tall Guys Talking Sales ·

2025/12/02

Sales slumps don't hit out of nowhere; they're usually born in the quiet moments when strong sellers unintentionally drift from the fundamentals. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey unpack why salespeople often surge at the end of a quarter only to wake up on Monday realizing their pipeline is suddenly empty. They explore the habits that quietly erode performance and highlight the disciplines that sustain sales success, sales processes, and

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0:45

Being Thankful on Thanksgiving

Two Tall Guys Talking Sales ·

2025/11/25

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17:03

From Top Sales Rep to Sales Leader: Proven Strategies...

Two Tall Guys Talking Sales ·

2025/11/18

Stepping into sales leadership is equal parts exhilarating and disorienting. In this episode, hosts Kevin Lawson and Sean O'Shaughnessey unpack the real emotions, real transitions, and real responsibilities that come with moving from individual sales producer to leading a revenue team. With candid stories, practical frameworks, and relatable missteps, they help new sales leaders navigate uncertainty with confidence. If you've just stepped into a new role or aspire to, this conversation offers

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17:15

Building Trust in Sales: The Hidden Key to Sales...

Two Tall Guys Talking Sales ·

2025/11/11

In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson explore one of the most essential—and often overlooked—pillars of sales success: trust. From the first cold call to long-term client relationships, they unpack how credibility, reliability, and integrity form the foundation of effective sales strategies and revenue generation. Whether you're leading a team or refining your sales processes, this episode will help you understand how to build lasting

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17:01

How to Get Out of a Sales Slump: Proven Sales...

Two Tall Guys Talking Sales ·

2025/11/04

In this energizing episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey explore one of the most relatable challenges in sales—how to break free from a slump. Whether your pipeline has slowed, your motivation has dipped, or you're struggling to find your rhythm again, this episode offers practical, proven techniques to reignite momentum. From the psychology of small wins to building daily discipline and rewarding yourself for progress, Sean and Kevin share timeless

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16:56

The Hidden Driver of Every Sale: How Compelling...

Two Tall Guys Talking Sales ·

2025/10/28

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome Mike Dowhan, founder of Bedrock Sales. Together, they explore one of the most overlooked yet transformative aspects of sales management: the compelling event. Mike brings over two decades of experience helping organizations refine their sales processes, understand buyer motivation, and drive consistent revenue generation. Whether you're a frontline seller or a sales leader guiding a team, this episode

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16:26

Sales Management Masterclass: Paul Rafferty’s Proven...

Two Tall Guys Talking Sales ·

2025/10/21

Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. In this dynamic episode, the Tall Guys welcome Paul Rafferty from Sales Xceleration to explore the art and science of sales coaching, deal qualification, and the importance of building sales acumen. Paul brings decades of experience in sales management, value selling, and revenue generation, offering a practical framework for sales leaders who want to coach their teams more effectively and for reps who want

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17:48

What Got You Here Won’t Get You There: How Sales...

Two Tall Guys Talking Sales ·

2025/10/14

In this episode, hosts Kevin Lawson and Sean O’Shaughnessey tackle one of the most fundamental truths in business and sales leadership: change is inevitable. Whether you're managing a sales team, scaling from $5M to $50M, or repositioning your company for new markets, your success depends on your ability to pivot, intelligently, decisively, and confidently. Sean and Kevin unpack the concept of organizational pivots through real-world examples, from manufacturing supply challenges to Domino’s

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17:33

The First 90 Days as a Sales Leader: Proven...

Two Tall Guys Talking Sales ·

2025/10/07

When a company hires or promotes its first sales manager, expectations run high, but clarity can be low. In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson unpack what the first 90 days should look like for a new sales leader. Whether you’re a CEO onboarding a new manager or that manager stepping into the role themselves, this discussion provides practical guidance on setting realistic expectations, building trust, and establishing the foundation for long-term

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16:48

Aligning Sales and Marketing for Sales Success:...

Two Tall Guys Talking Sales ·

2025/09/30

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive into the critical relationship between sales and marketing. For small businesses, founder-led sales teams, and even larger organizations, aligning sales processes with marketing efforts is crucial for sustained long-term revenue growth. Sean and Kevin break down practical strategies to ensure your messaging resonates, your sales team is empowered, and your marketing activities directly support sales

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16:57

How Sales and Marketing Partnerships Drive Lead...

Two Tall Guys Talking Sales ·

2025/09/23

As the year draws to a close, sales leaders and professionals are already looking ahead to the next year. In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson dig into the perennial challenge of lead generation, the importance of collaborating with marketing, and why proactive planning is essential for sales success. From refining your messaging to building thought leadership, this conversation is packed with strategies to help you drive revenue generation and

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17:40

How to Define Sales Territories for Maximum Revenue...

Two Tall Guys Talking Sales ·

2025/09/16

Sales leaders and sales professionals: are your territories setting you up for sales success or holding your team back? In this episode, hosts Kevin Lawson and Sean O’Shaughnessey tackle the critical role of defining territories, commission plans, and account strategies. From building fair but effective territories to creating actionable plans that drive revenue generation, this conversation blends sales management insight with practical sales strategies to help you win more consistently and grow

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16:41

From Comp Plans to Territory Alignment: Sales...

Two Tall Guys Talking Sales ·

2025/09/09

As the year draws to a close, sales leaders and business owners face a critical challenge: preparing for growth in the year ahead. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into sales management strategies that set the stage for long-term sales success. From refining compensation plans and aligning territories to planning product lifecycles and avoiding the dreaded “hockey stick” growth trap, this conversation is packed with insights on

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17:33

How Sales Leaders Use CRMs to Align Sales Processes,...

Two Tall Guys Talking Sales ·

2025/09/02

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey build on last week’s discussion of qualification methodologies and take the conversation further—into how these frameworks should live inside your CRM. From aligning sales processes with the buyer’s journey to enforcing accountability at each stage, this conversation offers practical strategies that every sales leader and salesperson can implement. Expect a deep dive into sales management, revenue generation,

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16:53

Why Consistent Sales Strategies Win: Forecasting,...

Two Tall Guys Talking Sales ·

2025/08/26

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve into the crucial role of deal qualification in driving sales success. From simple frameworks like BANT to advanced methodologies such as MEDDIC and MEDDPICCC, Kevin and Sean explain how consistent sales processes, value selling, and business acumen can sharpen forecasting, strengthen messaging, and ultimately accelerate revenue generation. Whether you’re managing a sales team or selling solo, this

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