Two Tall Guys Talking Sales

This episode of Two Tall Guys Talking Sales is a rapid-fire masterclass in what actually happens in the field—when sales calls go sideways, when leaders show up unannounced, and when a "small" mistake exposes a bigger gap in sales management. Kevin Lawson and Sean O'Shaughnessey are joined by fractional VP of Sales Steve Landrum to swap real stories with real lessons: territory planning that's more than a map, sales processes that don't rely on charm, and value selling that holds up under negotiation pressure. If you care about sales success, business acumen, and revenue generation, this one lands. Key Topics Discussed 00:42 — The "relationship trap": knowing everything about the buyer… and leaving with no order (sales strategies vs. socializing) 03:15 — When you bring the boss and forget the basics: doing your homework and reading the room (territory planning and sales management discipline) 05:53 — Negotiation leverage in the real world: walking away, holding the line, and protecting revenue management 09:13 — "Two ears, one mouth": listening as a core sales process, not a personality trait 10:52 — Building a "secondary sales team": referrals, advocates, and credibility that sells before you speak (messaging and value selling) Key Quotes Kevin (02:06): "You're building relationships, yes, but you're in sales. You're not in order taking." Sean (07:23): "I want you to take this $20… because that's as much money as I'm going to lose to you today." Steve (09:13): "You got two ears and one mouth. Use it accordingly… Use it to that ratio." Steve (11:11): "A customer… will believe what somebody else says about you before they hear it from you." Additional Resources Dale Carnegie principles referenced (listening, getting others talking) — 09:32 StrengthsFinder concept ("Woo") referenced — 09:51 Steve Landrum https://www.linkedin.com/in/steve-landrum1/ and slandrum@salesxceleration.com — 12:53 B2B Sales Lab community - b2b-sales-lab.com — 13:35 A Significant Actionable Item from this Podcast In your next customer conversation, design a 10-minute opening that forces you to earn the right to talk: ask two buyer-centered questions, then stay silent long enough for a real answer. Immediately follow with one "proof prompt" that activates your secondary sales team: "Who else have you seen solve this well—and would you be open to an introduction?" This single move upgrades your sales processes, strengthens your messaging, and improves revenue generation because credibility enters the room before your pitch does. Summary If you've ever left a meeting thinking, "That went great," only to realize you didn't advance the deal—this episode will feel uncomfortably familiar. Between Kevin's early-career wake-up call, Steve's unannounced visit disaster, and Sean's high-wire negotiation story, the common thread is simple: sales success comes from disciplined sales management, tight sales strategies, and value selling that's backed by proof. Listen for the secondary sales team concept alone—it's one of those ideas that changes how you run calls, how you build pipeline, and how you protect revenue management. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

If you've ever tried to "coach the team" by telling everyone to sell like the top rep, this episode is your reality check. Sean O'Shaughnessey and Kevin Lawson use March Madness, dynasties, and training-room discipline to unpack a serious sales management issue: what kind of coach are you, and are your sales processes actually buildable, or just a personality contest? The conversation lands in a practical place: consistent revenue generation comes from systems, controls, and repeatable sales strategies, not heroics. It also flips the lens to the seller: if you can't explain why you're successful, you can't improve, and you definitely can't teach. Key Topics Discussed 01:50 — "What kind of coach are you?" Recruiting stars vs developing talent, and what that means for sales success 03:10 — The "learning manager" model: systems, controls, and building consistency instead of one-and-done wins 04:40 — Sean's coaching philosophy: taking B-players with A-player upside and building a winning system around them 07:00 — Why peer groups accelerate growth: where to workshop messaging, revenue management, and sales processes without doing it in public 10:05 — The seller's responsibility: understand your own value selling motion so you can replicate it (or fix it) Key Quotes Kevin (04:25): "Prospecting needs to be consistent. It can't be something you do and sprint and then stop, and then sprint, and then stop." Sean (06:20): "I don't necessarily try to get the C to a B, I'm more of a B to an A kind of a coach." Sean (11:40): "When you say, 'this is how I would respond,' and somebody says, 'why?'… you should have an answer to that question." Additional Resources B2B Sales Lab: b2b-sales-lab.com A Significant Actionable Item from this Podcast Write down your personal "sales success recipe" as a simple, teachable sequence: the 5–7 moves you make that reliably create forward motion (your messaging choices, your cadence, how you qualify, how you handle pushback, how you ask for next steps). For each move, add one sentence answering "why this works." If you can't explain the why, you're not managing a sales process—you're relying on instinct. That limits your business acumen as a seller today and blocks sales management effectiveness if you're ever asked to lead tomorrow. Summary This episode is a straight conversation about what actually drives revenue generation: leaders who know how they coach, and sellers who know how they sell. Sean and Kevin connect sports coaching to real-world sales strategies, systems, consistency, and measurable controls, then bring it home with a challenge most teams avoid: Can you articulate your process well enough to scale it? If you care about revenue management, team performance, and value selling that survives turnover, this one's worth the listen. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey sit down with Keith LaHonta to unpack a truth many teams overlook: sales success is rarely a solo act. It is built through mentor-mentee relationships that sharpen judgment, accelerate business acumen, and improve real-world execution. This conversation goes beyond career nostalgia and gets practical about how mentorship strengthens sales management, improves sales processes, and directly impacts revenue generation. If you care about long-term sales success, not just short-term wins, this episode is worth downloading. Key Topics Discussed Why mentorship is a sales force multiplier, not a "nice to have" (00:00) The episode opens with a direct challenge to the lone-wolf myth in selling. Kevin frames mentorship as a legacy engine that compounds value over time for both mentors and mentees. Early-career mentorship lessons that still drive performance today (01:00) Keith shares how his Xerox mentor modeled discipline, consistency, and accountability in the field, showing how foundational coaching habits still shape modern sales strategies. The "spare tire" story: operational preparedness as a credibility advantage (03:15) A simple field habit: keeping order forms ready becomes a bigger lesson in sales processes: prepare before the call, so opportunity never outruns execution. Matching the right mentor to the right sales role (04:45) Keith draws a sharp distinction between "hunters" and "farmers," explaining why mentorship must align with role design and expected outcomes in revenue management. How to identify high-upside mentees and build better development conversations (10:20) Keith explains how he assesses coachability, background, and team orientation in the first 10–15 minutes, critical insight for leaders hiring and developing talent. Where to find mentorship when your company doesn't provide it (12:50) Sean highlights community-driven mentoring through the B2B Sales Lab, positioning peer mentorship as a practical path to stronger messaging, greater value-selling confidence, and better decision-making. Key Quotes Kevin Lawson (00:00): "It is our network of mentors and mentees that are really going to build and establish us as a legacy business." Keith LaHonta (01:30): "He would do anything I would do… He'd sit with me while I made cold calls… Just the basics to where I would do anything for him." Keith LaHonta (08:05): "Knowledge is king." Keith LaHonta (09:05): "Whether it'll lead to a deal or not, I'm not sure, but he gained credibility." Sean O'Shaughnessey (06:55): "If you are young in your career, [it's time] to actually reach out and try to find people that are going to guide you through this career." Additional Resources Keith LaHonta on LinkedIn https://www.linkedin.com/in/keith-lahonta-11b621/ B2B Sales Lab – peer-based mentorship community for sales professionals and leaders. Join us at b2b-sales-lab.com A Significant Actionable Item from this Podcast Build and use an "8-Question Credibility Scorecard" for your next prospect meeting. Don't stop at the three obvious discovery questions. Draft eight questions tied to your buyer's business model, operational risks, buying criteria, and success metrics. Then answer as many as possible before the meeting. Why this matters: deeper preparation improves messaging quality, signals business acumen, and supports value selling in live conversations. It also upgrades sales management conversations because reps can be coached against a consistent preparation standard, not a vague effort. Summary This episode is a practical masterclass on how mentorship improves outcomes across the full commercial system, from hiring and coaching to messaging, execution, and revenue generation. Kevin, Sean, and Keith keep it grounded in real sales behavior, not theory, and show why the right mentor relationship can tighten sales processes, improve decision quality, and elevate sales success over the long term. If you want better sales strategies and stronger, more consistent performance, this is the episode you should listen to, share, and apply immediately. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

In this episode, Sean and Kevin get brutally practical about a problem most sellers underestimate: you don't just market your company and your product—you have to market you. If prospects can't trust you, they won't trust your solution, your messaging, or your ability to deliver outcomes. The conversation turns "personal brand" into real sales processes you can run weekly to improve revenue generation, pipeline quality, and long-term sales success. Key Topics Discussed Marketing "the salesperson" as the trust layer (00:59–02:05) "Marketer, market thyself" when you don't have a marketing team (02:50–05:18) Turn sales calls into content: capture lessons, create proof points, reuse everywhere (03:46–05:00) Stop living in the calendar: carve out thinking time to improve how you sell (08:05–08:42) Network sideways to create referrals: market to the people your buyers already trust (09:01–11:39) Use social presence + networking together so referrals convert faster (12:47–13:33) Key Quotes Kevin (02:58): "When you're a salesperson who doesn't have a marketing team behind you… you must market yourself." Sean (01:17): "The number one thing you have to do is get them to trust you." Kevin (06:59): "If you're telling your story… you're a much more valuable strategic partner." Sean (10:23): "You should market to them… those people… may just hear [a problem]… 'Let me introduce you to Mike.'" Additional Resources Chris Spanier and Carpe Diem Marketing - https://www.linkedin.com/in/cspanier/ - https://www.carpediemconsultinggroup.com/ Practical Actionable Marketing - https://podcasts.apple.com/us/podcast/practical-actionable-marketing/id1697011310 The Challenger Sale - https://a.co/d/9ntWVuH Amy Connor and CMO on Loan - https://www.linkedin.com/in/amyconnor/ - https://cmo-onloan.com/ A Significant Actionable Item from this Podcast Block 45 minutes next week—no excuses—and build a simple "trust engine" from your last five sales conversations. Write down the problem, what you recommended, the proof point, and the result (even if it's partial). Turn that into one short post and one longer proof asset (a case study outline, a send-ahead, or a leave-behind). Then take the same story to your partner network—ERP reps, logistics providers, engineers, and adjacent vendors—and make your value-selling narrative easy for them to repeat. This is revenue management at the seller level: consistent story, consistent credibility, consistent pull-through. Summary If you're serious about sales success, this episode is a reminder that activity isn't the same as progress—and "waiting for marketing" is a hidden excuse. Sean and Kevin lay out sales strategies that make you more credible, more referable, and easier to trust: capture what happens in real deals, convert it into messaging, and distribute it through both social and networking channels. Listen in if you want sales processes that create a cleaner pipeline, faster referrals, and stronger revenue generation without needing a bigger team. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

Sales leaders don't lose deals on product. They lose them on trust signals—especially the ones buyers pick up before the second conversation even happens. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey break down how your team's digital presence either reinforces credibility or quietly undermines it. The throughline is simple: your sellers' profiles and posts are part of sales management, part Messaging, and part Revenue management, because they shape whether prospects believe the conversation is worth having. Key Topics Discussed Why your LinkedIn profile is a trust asset, not an online résumé (00:47–03:35) "We trade in the currency of trust": social capital as a driver of Sales success (03:48–07:42) Posting cadence that actually supports Revenue generation (and doesn't turn sellers into marketers) (06:05–08:13) How "problem-first" positioning aligns with Value selling and modern Sales processes (05:19–06:05) How to create content without "creating content": turn your last sales call into your next post (09:48–11:53) Practical workflow: voice notes → CRM notes → LinkedIn post, improving Business acumen and forecast quality (12:01–13:11) Key Quotes Kevin (03:48): "We trade in the currency of trust." Sean (02:55): "Do I trust that you're gonna be around next week? 'Cause it looks like you're looking for a job." Sean (09:03): "You need to make your prospect think… you're essentially trying to sell trust." Kevin (12:21): "Don't wait till the evening to record your thoughts… use voice to text… copy paste into your CRM." Additional Resources The Challenger Sale - https://a.co/d/g8vSYkc B2B Sales Lab - www.b2b-sales-lab.com A Significant Actionable Item from this Podcast Run a "trust audit" on every seller's profile and posting habit, then set one non-negotiable operating standard: after every meaningful customer interaction, capture a 60–90 second voice note answering "What problem did we discuss, what insight did we provide, what changed?" Use that same note twice—paste the clean version into the CRM for tighter sales processes and forecasting, then turn one idea into a short LinkedIn post that frames the customer problem (not the seller's résumé). This is a clean Sales strategy because it upgrades credibility without adding busywork—and it compounds over time. Summary If your team's pipeline is heavy but conversion is soft, don't ignore the pre-call experience your prospects are having. This episode connects digital presence directly to trust, Value selling, and Revenue generation—and gives you a practical system for turning real sales conversations into credible Messaging that supports Sales success. Listen now if you want your sellers to look like problem-solvers buyers can trust, not candidates quietly shopping for their next role. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

If you're serious about sales success in 2026, this episode is a gut-check and a blueprint. Sean and Kevin break down what a real territory plan looks like (not a fluffy "be more productive" wish list), how to map first-half revenue to specific accounts, and how to build a second-half pipeline before it's an emergency. The throughline is sales management discipline: define the goal, allocate time intentionally, and build a plan that survives reality—because it will get punched in the face. Key Topics Discussed Why most reps are under-planned—and why that's unacceptable if you want Sales success (00:00) Sean frames the problem: Day-to-day selling without a plan is a strategy for mediocre revenue generation. Territory plan vs. account plan: what you should build first (01:00) Territory planning starts with "who will buy and how much," not activity lists or generic prospecting promises. First-half revenue mapping: list your closeable accounts and expected revenue (02:00) If your sales processes assume a sub-6-month cycle, you should already know which deals can land in the first half. Second-half pipeline sourcing: identify 3–10 prospect channels, not names (02:31) Kevin ties it to repeatable sales strategies: pipeline creation is a system, not a mood. Strategic vs. key accounts: time allocation, long-cycle wins, and reputation as an asset (04:00) Kevin introduces a time-based framework: strategic "marriage-level" accounts vs. key near-term wins, and the reputational groundwork that makes both easier. Pricing, comp alignment, and the real math of revenue management (07:42) If you're "opening a territory," your pricing plan and comp plan have to match the reality of getting noticed versus optimizing margin. Key Quotes Sean: "If you fail to plan, then you plan to fail." (00:00) A blunt reminder that planning is not optional if you want predictable revenue generation. Kevin: "At the top of the sheet, write your goal." (04:00) Start with the outcome, then design your territory plan around time and focus—not random activity. Sean: "Your plan for 2026 has to equal or exceed your quota." (10:39) Your plan should be a commitment to performance, not a narrative that explains shortfalls in advance. Sean: "Everybody has a plan until you get punched in the face." (14:00) Build for volatility—plan to 120% so you can still hit quota when reality disrupts your assumptions. Additional Resources MEDDPICCC / qualification frameworks referenced as examples of structured sales processes you should use (09:00) B2B Sales Lab mentioned as a place to get your territory plan reviewed and "beaten up" by experienced sales leaders (14:38) A Significant Actionable Item from this Podcast Write a one-page territory plan today with four elements: (1) your 2026 goal (quota and your 120% number), (2) the list of accounts you expect to close in the first half with revenue per account, (3) 3–10 specific prospecting channels you'll use to source second-half opportunities, and (4) the five companies you will learn so deeply—business model, competitors, how they make/lose money—that your messaging and value selling approach becomes inevitable, not improvised. Summary Most reps treat territory planning like paperwork. Sean and Kevin treat it like a weapon. If you want sales success that's driven by business acumen—not hope—this episode gives you a practical territory plan structure, a way to allocate time across strategic and key accounts, and a reality-based view of revenue management, pricing, and comp alignment. Listen to it early in the year, build your plan, and you'll start running your territory instead of reacting to it.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

It's January, the scoreboard is still 0 to 0 for most sellers, and the difference between a clean Q1 and a scramble often comes down to one thing: getting to "zero to one" without doing something stupid to win a deal you'll regret. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey use a basketball fast-start analogy to sharpen your Sales strategies for early momentum, tighter Sales processes, and better Revenue management—without defaulting to discounting, panic, or hope-as-a-plan. Key Topics Discussed Why the first "bucket" matters in Q1 (and how fast starts change the game) (00:00–02:15) Zero to one: picking the highest-probability path to get on the board (02:15–05:30) Buyer readiness: the "fast food vs. interstate exit" test for prioritizing your pipeline (03:00–05:10) Reverify everything: deals inside 45 days, shifting priorities, and MEDDPIC discipline (06:45–10:20) Don't get squirrely: protecting Value selling and profitability when you're tempted to "do something crazy" (10:35–13:10) Sean's practical tax tip: mileage documentation that saves pain later (13:25–14:20) Key Quotes Sean: "It's time to score that first bucket. It's time to go." (02:01) Kevin: "You have to discern as a seller… who is the most likely to buy now." (03:35) Sean: "Every deal that's on your forecast for the next 45 days, you need to touch base." (08:45) Kevin: "Pause. Think about the deal you want… you're conditioning somebody how to buy from you." (10:54–11:20) Sean: "Take a picture of your odometer… you'll thank me a year from now." (13:35) Additional Resources MEDDPICCC qualification concepts referenced in the conversation (Champion vs. Coach; reconnecting with the Economic Buyer as the calendar turns). Mileage-tracking best practice: capture odometer readings now to support business mileage documentation at tax time. A Significant Actionable Item from this Podcast Pick up the phone today and re-verify every deal on your forecast that's expected to close in the next 45 days (and don't accept vague answers). Confirm priorities didn't shift post-holidays, validate your Champion and Coach are still in seat and aligned, and re-confirm the Economic Buyer's expectations and paperwork path. That single discipline move is sales management in action, and it's how you protect Revenue generation without resorting to margin-killing "quick wins." Summary If you're sitting at 0% of quota in mid-January, this episode is your gut-check and your playbook. Sean and Kevin cut through the noise with practical Business acumen: prioritize buyers who are ready now, tighten your Messaging around value instead of price, and pressure-test your forecast so Sales success doesn't depend on luck. Listen if you want a fast start that holds up all year—because January habits become full-year outcomes.  

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 January mindset matters more than motivation (and how to avoid "being behind" by month-end) (00:00) CRM data hygiene as a revenue lever: clean stages, real close dates, clear next steps (04:20) Pipeline focus: prioritizing what you can actually work on, and aligning probability to reality (06:35) Post-Q4 momentum: thank-you outreach that creates new expansion opportunities (08:05) Prospecting with structure: start with five companies this week, then build the cadence (09:35) Networking for leverage: partnering with adjacent vendors to unlock access and influence (10:40) Key Quotes Kevin Lawson (04:55): "Stop. Go to your CRM and practice good data hygiene." Kevin Lawson (05:55): "If someone has to ask you the status of your deal…your notes aren't good enough, your data hygiene isn't good enough." Sean O'Shaughnessey (02:35): "Q1 started. You have quotas, you have a quota right now, and you have revenue of zero." Sean O'Shaughnessey (08:10): "Go back and say thank you to every single one of your customers…and one of them is gonna say, 'but we need a little bit more.'" Additional Resources B2B Sales Lab community (14:35): Join to get feedback, practical coaching, and peer support from sales pros, leaders, and marketers. A Significant Actionable Item from this Podcast Do a 30-minute pipeline reset today. Update your CRM with accurate stages, real close dates, and a clear next step for every active opportunity, then choose five target accounts to contact this week with a message tied to a specific business problem you solve. This single block sharpens your Messaging, improves Revenue management, and forces the Business acumen choices that separate busywork from real Value selling. Summary If you want a stronger Q1, this episode offers a clean operating model: tighten your Sales strategies and processes early, treat data hygiene as a performance habit, and build momentum through customer outreach, a structured prospecting approach, and intelligent networking. Kevin and Sean keep it practical, direct, and immediately usable, precisely what you need when January starts from zero, and Sales success depends on what you do next.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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

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 accountability so new salespeople (and new sales leaders) ramp up with urgency and clarity. If you're building a team, refining your sales processes, or trying to improve Sales success without burning people out, this episode will sharpen your business acumen fast. Key Topics Discussed The patience vs. profitability problem in ramp time (00:30) A real-world case: when an owner questions a rockstar sales leader after 30 days (02:00) Tactical onboarding: trade shows, ride-alongs, and accelerating industry "language" (03:45) Setting expectations for sales cycles vs. quarter-one performance pressure (06:10) Hiring debate: industry expertise vs. proven selling skill (07:40) Why strong "Messaging" and open-ended questions travel across industries (13:10) Key Quotes Sean: "I believe that it's harder to teach really good sales skills than it is to teach them about an industry." (07:55) Shannon: "To bring somebody in that has the proven ability to sell and teach them your industry is much easier and much less risky." (09:35) Kevin: "Are they hiring for potential or are they hiring for production?" (10:55) Sean: "If you ask good open-ended questions, that means you're gonna have good conversations… and you're potentially gonna close the deal." (13:20) Additional Resources Connect with Shannon Muniz: https://www.linkedin.com/in/shannonmuniz/ Shannon's email: smuniz@salesxceleration.com www.strategicsalespros.com A Significant Actionable Item from this Podcast Build a 30–60 day "Ramp Reality Plan" for every new sales hire (rep or leader): define what "progress" looks like before revenue shows up. Include: A Messaging immersion plan (ride-alongs + call reviews),  An industry-language accelerator (events, trade shows, competitor research),  Weekly checkpoints that measure leading indicators tied to your sales strategies, not just closed deals.  Then socialize the plan with ownership so expectations align with the actual sales cycle and protect revenue-generation decisions from impatience. Summary If you've ever hired someone you thought was right, then felt doubt creep in before they even had a fair shot, this episode will feel uncomfortably familiar (in a good way). Sean, Kevin, and Shannon cut through the noise and provide a grounded approach to thinking about ramp time, coaching, and hiring trade-offs that directly impact Sales success. Listen in for a clear framework you can use immediately to strengthen your sales management cadence, reduce mis-hires, and keep your sales processes aligned with real-world performance. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 real currencies of modern sales.   Key Topics Discussed Why 2026 Is Not "Just Another Year" (00:00–01:30) Sean sets the stage by explaining why repeating last year's sales strategies is risky. Revenue growth requires intention, experimentation, and a plan that looks beyond the next deal. The Mind Shift: Microwave vs. Crockpot Selling (01:30–03:00) Kevin introduces a powerful metaphor for sales management, balancing short-term revenue needs with long-term sales strategies that build trust and pipeline health. Territory Planning as a Trust-Building Exercise (03:00–05:00) The discussion shifts to territory planning, not as a coverage exercise, but as a way to intentionally build emotional, relational, and product-belief currency in the market. Deal Mix, Quotas, and Planning for Bigger Wins (05:00–09:30) Sean breaks down how understanding deal size, sales processes, and capacity helps sellers avoid a year filled with small deals that never add up to quota attainment. Program Sales, Supply Chains, and Selling on Value (09:30–14:30) Kevin dives deep into program sales in manufacturing and consulting environments, illustrating how value selling and messaging around impact, not product, drive revenue management and long-term sales success.   Key Quotes Sean O'Shaughnessey (05:30): "If you fail to plan, you plan to fail. And worse, you end up just repeating last year. That's boring. Plan to be great." Kevin Lawson (02:10): "We're not just selling a product. We're selling a currency of trust, and territory planning is how you invest in that currency." Kevin Lawson (13:45): "We have to stop selling tomorrow like it's just another day. We sell value. We create value. That's the shift."   Additional Resources Paul Simon, "50 Ways to Leave Your Lover" – referenced for the line "Make a new plan, Stan," as a metaphor for intentional sales planning.   A Significant Actionable Item from This Podcast Build your 2026 territory plan backward from revenue, not activity. Start with your quota plus 20%. Define your ideal deal mix, identify which accounts or regions can realistically support that goal, and map out quarterly milestones. Then review your progress honestly at the end of each quarter and adjust. This single discipline strengthens sales processes, sharpens messaging, and dramatically improves sales success.   Summary This episode is a wake-up call for sellers and sales leaders who are drifting into the new year without a clear plan. Kevin Lawson and Sean O'Shaughnessey go beyond surface-level advice to explore how territory planning, value selling, and strategic mindset shifts directly impact revenue generation. If you want 2026 to outperform 2025 and set you up to win in 2027, this conversation will reshape how you think about sales strategies, business acumen, and long-term success. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 long-term revenue generation. Whether you're a veteran rep or an emerging sales leader, this episode delivers practical insight, real-world structure, and renewed respect for self-management and deliberate practice.   Key Topics Discussed Why great sellers still fall into bad habits (00:26) How momentum can hide gaps in discipline—and how quickly a healthy pipeline can vanish. The three essential responsibilities of every salesperson (02:06) Managing existing customers, presenting to prospects, and staying relentless with prospecting. The overlooked fourth pillar: Self-development and practice (04:09) Why continuous improvement—and stronger business acumen—has become non-negotiable. The role of artificial intelligence in improving productivity (07:10) AI won't replace sales reps, but those who master it gain a decisive edge in efficiency and value selling. Customer Interaction Hours: A powerful KPI for predicting future revenue (08:21) Sean's long-time favorite metric for understanding meeting quality, pipeline health, and revenue management. How to identify when you're quietly sabotaging next quarter (11:11) Kevin explains the common pattern of strong Q4 performance but weak Q1 results—and how to prevent it.   Key Quotes Kevin Lawson (00:26): "Good sellers can have that moment where they look out the windshield and realize they've sold through their pipeline… then wake up Monday morning and there's not much there anymore." Sean O'Shaughnessey (01:18): "Every salesperson has to be self-managed. One of the strongest classical skills is simply being a self-starter who knows what must get done today." Kevin Lawson (12:33): "Good sellers close well in Q4, but bad habits in prospecting return a desert of sales in Q1." Sean O'Shaughnessey (07:30): "Artificial intelligence is not going to replace salespeople, but it is a massive productivity tool—and if you're not staying ahead, you're going to be behind very quickly."   Additional Resources While this episode is highly tactical and self-contained, listeners are encouraged to explore: LinkedIn Learning courses mentioned indirectly via the discussion on self-development Peer community groups and certifications for sharpening sales management and leadership skills AI productivity tools that support prospecting, research, and preparation (no specific products were mentioned)   A Significant Actionable Item from This Podcast Block dedicated time every week for prospecting, no exceptions. Kevin and Sean both emphasize that Q4 success often masks declining early-stage activity that leads to weak Q1 results. The single best action you can take today is to protect time on your calendar for meeting new people, publishing thought leadership, asking for referrals, and cross-selling. Do it now, before the urgency of end-of-year deals consumes all available space. Your future pipeline—and your future income—depend on it.   Summary This episode pulls back the curtain on the invisible habits that either sustain high performance or drag down even the most talented sellers. Kevin and Sean bring practical rigor, real-world experience, and a refreshing blend of sales strategies, sales processes, and messaging discipline to help you stay sharp when it counts most. If you've ever ended a quarter strong only to start the next one in a hole, this discussion will help you understand why—and what to do about it. Download the episode to learn how to reclaim control of your calendar, your pipeline, and your long-term sales success.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/  

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 clarity, direction, and the mindset you need for sales success.   Key Topics Discussed 1. The Shock and Reality of Promotion (≈00:50) Why moving from top producer to sales leader feels like an entirely different profession, and why the first days matter. 2. Avoiding the "I Know How to Do Your Job Better" Trap (≈01:40) Kevin shares a painful early mistake and the deeper lesson about sales management, humility, and trust-building. 3. Transition Planning: Urgency vs. Importance (≈02:57) How to use the Eisenhower Matrix to balance existing customers, new responsibilities, and the shift into leadership. 4. Using Your Sales Skills to Lead Your Team (≈07:30) Sean's powerful reminder: Treat your salespeople like your customers, sell ideas, build trust, and guide behaviors. 5. Leading from the Front Without Micromanaging (≈09:51) How to allow different working styles, leverage diverse strengths, and build a team culture focused on revenue generation rather than personal heroics. 6. Building a Winning Culture Where Everyone Rises Together (≈11:28) Kevin outlines why leaders must protect culture, reduce tension, and rally the team around shared goals and value-selling behaviors.   Key Quotes Kevin Lawson "You should probably not tell everyone how you would do their job." (≈01:40) A candid reminder that leadership isn't an invitation to dictate; it's an opportunity to understand and elevate. "Anybody with an abundance mindset wants you to win. Go find the resources." (≈04:38) A call for continuous learning and connection, hallmarks of modern sales strategies. Sean O'Shaughnessey "Think of the people who report to you as your customer. Don't tell, show. Don't pitch, engender trust." (≈07:30) A profound reframing of sales processes and leadership communication. "From this point forward, it is not your number anymore. It is our number." (≈10:47) A defining mindset shift for every new sales leader stepping into revenue management.   Additional Resources Book Referenced: 360° Leader by John Maxwell (≈11:28) Insightful guidance for leading from any position inside an organization. https://a.co/d/iDb6uvc Community Mentioned: B2B Sales Lab (≈14:24) A private membership community for salespeople and leaders seeking peer-driven support, growth, and shared best practices. b2b-sales-lab.com   A Significant Actionable Item from This Podcast Create a 30-day leadership transition plan using the Eisenhower Matrix. Before making changes, schedule one-on-one conversations, prioritize responsibilities, and map urgent vs. important tasks. This prioritization will give you the clarity to shift from producer to leader without burning out or dragging customers along with the chaos. This single step dramatically strengthens your early decision-making and establishes credibility with your team and executive leaders.   Summary This episode is an essential guide for anyone stepping into a new sales leadership position or supporting someone who is. Sean and Kevin blend humor, honesty, and practical business acumen to help you avoid the biggest early mistakes and lean into the strengths that earned your promotion in the first place. You'll walk away with strategies to lead from the front, build trust, elevate your team, and create a culture of sales success, messaging clarity, and growth-focused revenue generation. If you're ready to lead well and win together, don't miss this conversation.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 relationships that turn prospects into loyal partners and salespeople into trusted advisors.   Key Topics Discussed (00:00) – The Psychology of Trust in Sales: Why trust—not persuasion—is the real key to closing deals and building relationships. (03:00) – Reputation and Reliability: Kevin shares why trust is like a muscle that must be trained, refined, and protected. (06:45) – The Power of Networking and References: Sean explains how trust can be transferred through introductions and why relationships are the lifeblood of value selling. (10:15) – Becoming a Trusted Advisor: How sales professionals evolve from sellers to strategic partners by demonstrating consistent expertise and business acumen. (13:00) – Personal Branding and Consistency: Why showing up—both online and in person—reinforces trust and positions you as a credible voice in your industry.   Key Quotes Sean O'Shaughnessey (01:20): "The challenge in sales is not to convince someone to buy your product—it's to convey trust. The real goal is to become someone they believe in, not just someone selling to them." Kevin Lawson (04:17): "Trust is a currency. It's what keeps your professional vessel afloat. You maintain it by showing up, following through, and owning your mistakes." Sean O'Shaughnessey (07:14): "The fastest way to build trust with a prospect is through someone they already trust. That's why networking and references are invaluable—they transfer credibility instantly." Kevin Lawson (12:16): "Salespeople should be intentional about how they show up in their markets. Be present, publish insights, and make sure everything you do signals that you can be trusted."   Additional Resources Book: Eliminate Your Competition by Sean O'Shaughnessey – a deeper dive into building credibility and outperforming rivals through sales management and messaging discipline. LinkedIn Profiles: Connect with Sean and Kevin for insights on sales processes, revenue management, and modern value selling strategies. B2B Sales Lab Community: A private group for sales professionals looking to refine their sales strategies, gain peer insight, and master trust-based selling.   A Significant Actionable Item from this Podcast Post weekly on LinkedIn to build credibility before the first meeting. Don't wait until a buyer meets you to prove your expertise—show it consistently. Share insights about your industry, common customer challenges, or solutions your company provides. Prospects will research you before engaging, and your content is the proof of your business acumen. Regular, relevant posts turn "cold" introductions into warm conversations rooted in trust.   Summary Trust isn't built with a pitch—it's earned through presence, consistency, and credibility. In this episode, Sean and Kevin reveal how the best salespeople create sales success by positioning themselves as trusted advisors rather than product pushers. You'll learn practical ways to enhance trust at every stage of the sales process, from initial outreach to ongoing client relationships. If you want to elevate your revenue generation strategy and strengthen your professional reputation, this conversation is one you can't afford to miss. 🎧 Listen now to discover how mastering trust transforms not only your sales—but your entire business. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 lessons that tie sales management, sales success, and revenue generation together into a system for recovery and growth.   Key Topics Discussed 00:30 – Recognizing a Sales Slump: Kevin compares slumps to sports streaks and discusses how to regain confidence and rhythm through small wins. 02:10 – Lessons from Joe Girard: Sean shares insights from the world's top car salesman on staying consistent and knowing when to take a break. 05:10 – The Power of Practice: The hosts discuss repetition and process discipline as key elements in overcoming challenges in sales processes and value selling. 07:10 – Leadership Through the Slump: Kevin explains how sales management must balance accountability and encouragement during tough times. 10:15 – Finding Your Happy Place: Sean encourages reps to reconnect with the parts of selling they love to rebuild momentum and business acumen. 12:40 – Rewarding Progress: The hosts explore how self-reward systems can reinforce good habits and lead to lasting sales success and revenue management.   Key Quotes Kevin Lawson (00:54): "Getting out of a slump often only requires one at bat. One pitch and one right feel. It's got to feel right." Sean O'Shaughnessey (03:42): "The key to getting out of a slump is doing the practice over and over again so that something is rote, something is simple—and then you just go through that motion." Kevin Lawson (07:35): "As leaders, we own the goal. And when we don't own the goal, we've got to get the big shovel out and start filling in the hole we've left." Sean O'Shaughnessey (10:31): "When you're in a slump, do something in your job that you enjoy. That will make it easier to get back to doing the hard things." Sean O'Shaughnessey (13:09): "Reward yourself when you close something meaningful—buy the gift, open the bottle, celebrate the win. It keeps you driven through the next slump."   Additional Resources How to Sell Anything to Anybody by Joe Girard – The classic sales book mentioned by Sean that explores consistency, attitude, and daily habits in sales.   A Significant Actionable Item from this Podcast Create a Personal Reward Ritual. Identify a specific milestone—like closing a deal above quota or hitting a personal performance target—and tie it to a tangible reward that matters to you. Maybe it's a special dinner, a favorite bottle, or new golf gear. This simple habit keeps motivation high and transforms abstract revenue generation goals into emotional wins that reinforce consistent effort.   Summary If you've ever felt the sting of a dry pipeline or the frustration of a lost deal, this episode is your playbook for getting back on track. Kevin and Sean bring a mix of humor, humility, and hard-won insight to help you reconnect with your purpose and rediscover the joy of selling. From mental resets to structured routines, they outline how professional sellers—and sales managers alike—can use momentum, repetition, and reward to break out of a slump and build toward long-term sales success. 🎧 Tune in now to Two Tall Guys Talking Sales—and take the first step toward your next big win. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 unpacks how identifying and leveraging compelling events can be the difference between chasing deals and closing them confidently.   Key Topics Discussed The Power of the Compelling Event (01:12) – What defines a compelling event and why it's the "why" behind every great sale. Asking Better Discovery Questions (03:00) – How to uncover the root cause that motivates buyers to act now rather than later. Getting Permission to Go Deep (07:17) – Why earning trust allows salespeople to ask the tough, business-critical questions. Compelling Events vs. Compelling Needs (09:53) – The distinction between recognizing a real deadline versus a vague desire for change. Surfacing the Cost of Inaction (10:38) – How to use timing, impact, and risk to create urgency without manufacturing pressure.   Key Quotes Mike Dowhan (03:49): "What caused you to pick up the phone or take my call today? What's different today than yesterday? That's where you find the real reason a buyer is ready to move." Sean O'Shaughnessey (02:29): "If there's no compelling event, it becomes very difficult. You're pushing the boulder uphill, fighting the same battle over and over." Kevin Lawson (12:00): "Finding permission and tracking back to that event is where we create real value, and avoid the trap of commoditization."   Additional Resources Bedrock Sales – Official Website Connect with Mike Dowhan on LinkedIn Email Mike: mike@bedrocksales.com   A Significant Actionable Item from this Podcast Start every discovery conversation with one simple question: "What changed today that made you want to talk to me?" This question reveals your buyer's compelling event, the emotional and operational trigger that drives their need to act. Understanding that moment transforms your sales strategy from reactive to consultative. Use it to align your messaging, reinforce your value-selling approach, and accelerate revenue growth.   Summary In this episode, Kevin and Sean guide listeners through a masterclass on the art of identifying the compelling event, the single element that separates top performers from average sellers. Guest Mike Dowhan shares practical, experience-tested frameworks for discovery, coaching, and sales process alignment that sharpen business acumen and elevate sales success. If your deals feel stalled or your team struggles with forecasting accuracy, this conversation delivers the clarity you need. Learn how to uncover the "why now" behind every opportunity and drive meaningful progress in your revenue management strategy. 🎧 Listen now to discover how compelling events can transform your sales outcomes—and your entire approach to value selling.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

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 to stop chasing the wrong deals. Discover how to transform your team's approach to sales processes—from opportunity scoring to understanding a buyer's "pain chain." This conversation is packed with actionable insights that blend sales strategy, business acumen, and real-world stories you can immediately apply to your own selling environment.   Key Topics Discussed 03:00 — Building a Deal Coaching Framework: Paul introduces his 100-point scorecard system that evaluates the Ideal Prospect Profile, the Pain Chain, and Commitment to Decision. This framework transforms deal reviews into powerful coaching sessions rather than mere forecast updates. 05:10 — The "Pain Chain" and Sales Philosophy: Sean and Paul discuss how understanding buyer pain isn't optional—it's foundational to value selling. Without real pain, there's no compelling reason for your buyer to act. 06:45 — From Friendly to Effective Salesperson: Paul and Sean discuss how friendliness can open doors, but it's teaching and insight that ultimately win deals. Sales success comes from challenging your prospects and helping them think differently. 08:00 — Why Deals Get Stuck: Kevin and Paul explore how most stalled deals trace back to weak discovery. Coaching your team to go deeper early in the sales process prevents gridlock later. 10:30 — The Currency of Knowledge: Paul explains that in modern selling, gifts and lunches no longer move the needle—information does. Great salespeople earn influence by being teachers, not vendors.   Key Quotes Paul Rafferty (03:50): "It's not what you do—it's what they do. The scorecard helps you coach reps to spend time where there's real buying intent, not just big logos." Sean O'Shaughnessey (05:43): "Salespeople need to understand the theory of sales. Without knowing the frameworks—like the pain chain or solution selling—you're just saying, 'I'm a nice guy, buy from me.'" Kevin Lawson (08:38): "Most deals go to die in the discovery phase. Coaching means rewinding the tape and helping reps fix what wasn't done early enough." Paul Rafferty (12:51): "Your currency is information—help your buyer look smart, get promoted, and win internally. That's real value selling."   Additional Resources Paul Rafferty prafferty@salesxceleration.com  https://www.linkedin.com/in/pauljrafferty/ Books referenced: Solution Selling by Michael Bosworth - https://a.co/d/hHtYSiX The Challenger Sale by Matthew Dixon & Brent Adamson - https://a.co/d/2kJsbDU Strategic Selling by Robert Miller & Stephen Heiman - https://a.co/d/icPcC6H   A Significant Actionable Item from this Podcast Implement a Deal Coaching Scorecard. Instead of subjective forecasting ("This deal is 70% likely to close"), create an objective scoring model based on: Ideal Prospect Fit (25 pts) – Does this prospect align with your best customer profile? Pain Chain (25 pts) – Have they admitted to a real, solvable pain? Commitment to Decision (50 pts) – Have they engaged decision-makers and committed to next steps? Use this tool in your next pipeline review. It will sharpen your sales management coaching, improve revenue forecasting, and elevate your team's overall sales success. If you want more information about this scorecard, reach out to Paul Rafferty at his address above.   Summary This episode of Two Tall Guys Talking Sales is a masterclass in sales leadership and coaching excellence. Kevin, Sean, and Paul dive deep into how great leaders use structured deal reviews to unlock stalled opportunities, develop their team's business acumen, and create consistent revenue generation. From mastering discovery to building a "pain chain," this discussion challenges sales professionals to move beyond friendliness toward measurable, strategic impact. If you're a sales leader, coach, or rep who wants to accelerate growth through more innovative sales strategies and actionable messaging, don't miss this episode. Listen now and take your next step toward true sales success.   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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/  

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 Pizza's legendary turnaround, and offer practical advice for how sales leaders can prepare their teams to thrive through transformation.   Key Topics Discussed The Only Constant Is Change (00:16) — Why modern business demands leaders who can adapt and guide teams through shifting markets. The Power of the Pivot (02:52) — Kevin explains what a pivot really means and how small, consistent course corrections can transform outcomes. Real-World Example: Domino's Pizza Reinvention (06:10) — A masterclass in transparency and messaging that rebuilt a brand from the ground up. Training as the Foundation of Change (09:21) — Sean breaks down how strategic training helps sales teams pivot effectively into new markets or industries. Peer Learning and the Role of Community (12:33) — The importance of collaboration, conversation, and communities like the B2B Sales Lab for accelerating sales success.   Key Quotes "As CEOs and sales leaders, we have to lead through change. What got us here is not going to get us there." — Sean O'Shaughnessey (01:34) "Sometimes people don't need a 180-degree pivot. They just need to be repointed — one degree of change over time can take you somewhere entirely new." — Kevin Lawson (04:42) "The first part of making a pivot is planting your foot — and that's training. You can't change direction until your team knows how." — Sean O'Shaughnessey (11:22)   Additional Resources Book Mentioned: Who Moved My Cheese? by Spencer Johnson — A timeless read on navigating change in business and life. https://a.co/d/cCEXuwA Community Resource: B2B Sales Lab — A peer-driven community for B2B sales professionals and leaders to exchange ideas, test messaging, and sharpen their skills. www.b2b-sales-lab.com   A Significant Actionable Item from this Podcast Before the day ends, write down five things you could do to change the trajectory of your sales growth or turnaround. Then, rank them: Which are big strategic plays? Which are medium-term moves? Which are quick wins you could execute immediately? Assign probability, effort, and impact to each, then commit to one action this week. Leadership begins with deliberate motion, not massive overhauls.   Summary This episode of Two Tall Guys Talking Sales is a must-listen for anyone serious about sales management, revenue generation, and business acumen. Sean and Kevin blend experience and strategy to reveal how great sales leaders pivot, not by abandoning what works, but by rethinking sales processes, evolving messaging, and driving value selling through training and intelligent adaptation. Whether you're running a small sales team or scaling a multimillion-dollar operation, this discussion will inspire you to make the smart moves that lead to long-term sales success and sustainable revenue management. Tune in, take notes, and start your next pivot today. 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   You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/   You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/   You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin   You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/