Two Tall Guys Talking Sales

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/

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 sales success and revenue growth.   Key Topics Discussed Setting Realistic Expectations as an Owner (02:00) Kevin explores how CEOs should frame success during the first 90 days, emphasizing the importance of patience, trust-building, and understanding that sales management transformation takes time. Avoiding the "Fix This First" Trap (06:30) Sean cautions business owners against dumping old personnel problems on new leaders, explaining why cleaning up someone else's mess undermines early business acumen and trust. Building Relationships and Learning the Business (08:30) Sean shares tactical advice for new sales managers: conduct one-on-ones, ride along with reps, and build rapport across departments, marketing, operations, and finance, to master internal sales processes and interdepartmental alignment. Understanding Internal and External Tools (11:12) Kevin discusses discovering hidden tools and levers, people, systems, vendor programs, or product configurations that can immediately improve team performance and value-selling opportunities. Repackaging and Aligning Offers to the Market (12:30) The hosts outline how sales leaders can rethink product structures and messaging to better serve customer needs, thereby improving revenue management and profitability.   Key Quotes "Trust is a currency. It has to be earned by customers, by salespeople, by peers, and you can't buy it in the first 30 days.",  Kevin Lawson (03:00) "Don't make your new sales leader the bad guy. If there's a tough personnel decision, handle it before they start.",  Sean O'Shaughnessey (07:00) "Learn your company inside and out. If you don't know who runs manufacturing or how the supply chain works, you can't lead your salespeople effectively.",  Sean O'Shaughnessey (10:00) "You might have 20 products, but 100 possible solutions. The smart leader finds ways to repackage and sell in ways the customer actually values.",  Kevin Lawson (13:00)   Additional Resources Episodes on sales onboarding, marketing alignment, and ideal customer profiling (ICP) were referenced throughout the conversation. Explore more insights and tools for sales leaders at b2b-sales-lab.com.   A Significant Actionable Item from this Podcast Create a 90-Day Integration Plan. If you're a new sales manager, spend your first month listening and learning. Conduct one-on-ones with every salesperson, schedule cross-department meetings, and document what each function needs from sales. In the second month, identify process gaps and start designing improvements. By the third month, implement one or two visible wins, such as improving forecasting accuracy or clarifying sales messaging, to demonstrate value and build momentum.   Summary Your first 90 days as a sales leader can define your entire tenure. Sean and Kevin reveal that success isn't about quick wins, it's about developing relationships, earning trust, and understanding the organization's systems before making bold changes. For CEOs, this episode provides a masterclass in setting expectations. For new leaders, it's a roadmap to transition from individual contributor to strategic operator. Listen to this episode of Two Tall Guys Talking Sales to learn how to step confidently into leadership, master sales strategies, and drive lasting revenue generation through purposeful sales management and business acumen. To understand if your company is doing a great job in sales, take this quick and easy assessment: Sean's Assessment: https://newsales.expert/b2b-sales-capability-assessment/ Kevin's Assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327   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 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 success. Whether you're focused on account-based marketing, field events, or digital presence, this episode offers actionable insights on sales management, business acumen, and value selling strategies.   Key Topics Discussed Marketing and Sales Alignment in Small Businesses (00:33) – Why sales leaders must sometimes wear the marketing hat. Account-Based Marketing and Customized Messaging (01:20) – How sales professionals can market effectively to their most important accounts. Field Marketing and Local Presence (04:00) – Using shows, chambers of commerce, and local references to build credibility. The "And, Not Or" Mindset for Sales Leaders (05:23) – Balancing product, pipeline, and partner relationships to fuel revenue generation. Digital Presence and Website Strategy (10:00) – Why outsourcing web design and aligning messaging online is key to credibility. Consistency Between Messaging, Sales, and Marketing Collateral (12:34) – Building trust by keeping everything in sync.   Key Quotes Sean O'Shaughnessey (01:57): "Marketing is about getting noticed, getting people to pay attention to you. It's not about making the sale—that's what salespeople are for." Kevin Lawson (05:23): "The cavalry's not coming in small business. It's up to you to do the critical thinking that drives pipeline, customer relationships, and revenue management." Sean O'Shaughnessey (12:52): "If it's on the website, then it's real. That alignment between what sales says and what marketing publishes builds trust."   Additional Resources Chamber of Commerce networking events Professional website design services (local agencies, universities, or freelance designers) Account-based marketing resources for small and mid-sized businesses   A Significant Actionable Item from this Podcast Audit your messaging for alignment. Take one of your current sales presentations or proposals and compare it directly to your website and marketing collateral. Ask: Do they reinforce each other, or do they create confusion? Any gaps between your sales strategies and marketing assets should be closed immediately. This step builds credibility, strengthens customer trust, and accelerates revenue generation.   Summary Sales and marketing alignment isn't a luxury—it's a necessity for sales success. In this episode, Sean and Kevin show how sales leaders can think like marketers, leverage field events, and develop consistent messaging to fuel business growth. If you're ready to sharpen your sales processes, elevate your value selling, and connect more effectively with your market, this conversation is packed with insights. 🎧 Don't miss this one—download the episode now and start applying these strategies to your own revenue generation journey!  

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 sharpen your sales processes. Key Topics Discussed Why Salespeople Always Say "I Need More Leads" (01:00) The Importance of Partnering with Marketing for Effective Sales Strategies (03:40) Going Beyond Marketing—Referrals, Networking, and Thought Leadership (05:07) Leveraging LinkedIn and Personal Branding to Generate Leads (06:25) The Three Things Every Salesperson Really Sells (09:00) Planning with Intention: Mapping the Next 12 Months for Sales Success (12:57) Key Quotes Sean O'Shaughnessey (01:48): "You as a salesperson… it's your job to sit with the marketing people you have and map out the next 12 months of how to get better leads and cover your territory more effectively." Kevin Lawson (03:40): "Go down the hallway, knock on the door and say, here's what I'm working on, what are you working on, and how can I help? Be a resource, be a partner to marketing." Sean O'Shaughnessey (09:24): "There are three things you sell: your product, your company, and—most importantly—you." Kevin Lawson (13:16): "If you're only giving 50% effort to your professional practice, you can't expect championship-level results." Additional Resources B2B Sales Lab Community – A peer group for sales professionals to exchange best practices and strengthen their sales management and revenue generation capabilities. Go to https://b2b-sales-lab.com/ A Significant Actionable Item from this Podcast Schedule a working session with your marketing team this week. Map out the next 12 months of sales and marketing activities, focusing on how you'll generate leads, build messaging, and increase visibility in your target accounts. Even if it starts with a simple spreadsheet, writing down the plan creates accountability and aligns sales strategies with marketing efforts. Summary This episode of Two Tall Guys Talking Sales is a must-listen for sales leaders and professionals ready to elevate their business acumen. Sean and Kevin cut through the noise with practical insights on sales processes, value selling, and revenue management. Whether it's refining your messaging, building your presence on LinkedIn, or creating opportunities for thought leadership, the conversation offers actionable sales strategies to fuel your growth. Tune in now and take the first step toward building a stronger pipeline and accelerating your sales success. To understand if your company is doing a great job in sales, take this quick and easy assessment: Sean's Assessment: https://newsales.expert/b2b-sales-capability-assessment/ Kevin's Assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327   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 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 with intention. Key Topics Discussed Defining Territories with Purpose (00:23) – Why intentional design matters more than "spray and pray" selling. Fairness vs. Evenness in Territories (01:27) – Sean explains why territories don't need to be identical, but they must be logical and fair to prevent turnover. How Salespeople Should Approach New Territories (04:53) – Kevin outlines the mindset and business acumen required to succeed under a new commission plan. Planning Ahead for Sales Success (08:21) – Sean breaks down how early planning impacts Q1 results, revenue management, and long-term sales processes. The Power of Written Territory and Account Plans (12:23) – Kevin explains how documenting your strategies in a CRM enhances value selling and accountability. Key Quotes Sean O'Shaughnessey (01:10): "When you're driving down the road, you're not driving with the mirrors—you're driving with the windshield. Defining your territory is incredibly important to know where you're going." Kevin Lawson (06:00): "A new commission plan is not an indictment of past performance; it's your executives telling you how and where they want the company to grow." Kevin Lawson (12:42): "When a plan is written, it's real. You win more often when your goals and account strategies are captured, documented, and revisited." A Significant Actionable Item from this Podcast Write down your territory and account growth plan before the new year begins. Identify 20 accounts to expand, document the cast of characters (champions, blockers, decision-makers), and map a path to increase revenue generation. Then, enter this plan into your CRM to hold yourself accountable and align with your company's sales strategies. Summary Defining sales territories creates opportunities for consistent sales success, fair expectations, and scalable revenue management. In this episode, Sean and Kevin deliver practical guidance on territory design, commission planning, and how salespeople can leverage written strategies to win bigger deals. Whether you're a sales leader refining your sales management approach or a salesperson building momentum, this episode is packed with actionable business acumen and proven sales processes to elevate your results. 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/