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/