『Joe English Helps the Two Tall Guys Understand How to Build Profitable Growth with Better Sales Management and Sales Processes』のカバーアート

Joe English Helps the Two Tall Guys Understand How to Build Profitable Growth with Better Sales Management and Sales Processes

Joe English Helps the Two Tall Guys Understand How to Build Profitable Growth with Better Sales Management and Sales Processes

無料で聴く

ポッドキャストの詳細を見る

今ならプレミアムプランが3カ月 月額99円

2026年5月12日まで。4か月目以降は月額1,500円で自動更新します。

概要

 This episode of Two Tall Guys Talking Sales digs into a question that sits underneath almost every stalled growth story: why do good companies with solid offerings still fail to scale profitably? Kevin Lawson and Sean O'Shaughnessey sit down with Joe English of 360 Consulting to unpack what separates random sales activity from a real growth system. The conversation moves past personality-driven selling and into the mechanics of sales management, sales processes, messaging, and execution. Joe makes the case that revenue generation becomes fragile when a business depends on heroics, and durable when leaders build repeatable systems around the right customers, the right value, and the right internal structure. For leaders focused on sales success, business acumen, and profitable scale, this episode is a sharp discussion of how to turn growth into an engineered outcome instead of a hopeful one. Key Topics Discussed 00:43 – Profitable growth versus growth for its own sake Sean frames the central issue: many companies have decent products and some good processes, yet still are not growing at the rate their model demands. Joe responds by arguing that growth matters only if it produces EBITDA and bankable outcomes, not just top-line growth. 01:42 – The four pillars of a repeatable growth system Joe outlines the foundation he uses with clients: go-to-market, people, process, and execution. His point is straightforward—sales success is not driven by charisma alone. Sustainable revenue generation comes from combining the art of selling with disciplined system design. 04:15 – Why ICP, value selling, and sales processes come first When Kevin asks what Joe looks for first, Joe explains that his advisory process starts by clarifying the ideal customer profile, then refining the company's value propositions, and then documenting the actual sales process. That sequence matters because weak positioning and vague targeting often lead to poor execution downstream. 06:23 – The danger of selling the wrong value Sean raises a common market mistake: companies often describe their offering one way while customers actually buy it for a different reason. That disconnect creates weak messaging, confused sales conversations, and slower growth. Joe agrees and argues that many firms try to be all things to all buyers instead of owning a specific problem they solve exceptionally well. 08:07 – Change management and getting people to adopt better selling habits The conversation shifts into change management, where Joe says the hardest part of any transformation is people. His approach is to help individuals understand how structure, tools, and clearer expectations make them better and more efficient rather than simply creating management overhead. 10:39 – Why sales is often not the strongest function in a growing company Sean asks whether owners truly think their job is to make salespeople great. Joe's answer is nuanced: most owners do want success for their people, but they often only know how to systematize the function they personally came from. In many firms, that means operations is stronger than sales, and sales management becomes an afterthought until growth stalls. Key Quotes Kevin Lawson (00:00) "Success is determined by the eyes of the beholder." Joe English (01:42) "Growth is super important for any business, right? You're growing or you're shrinking." Joe English (03:29) "It has to be profitable growth. It can't just be growth for growth's sake." Joe English (05:38) "How do we have conversations and tell stories to clients that are relevant to them, not us pitching?" Sean O'Shaughnessey (06:23) "You're not actually talking about what the value is that the customer gets from your product." Joe English (09:55) "We're here to make you better because if you are successful in your role, that just makes everybody else more successful." Additional Resources Joe English, 360 Consulting DFW - Joe@360consultingdfw.com Jim Collins' Good to Great - https://a.co/d/05TQ0K3d A Significant Actionable Item from this Podcast Audit whether your company's messaging matches the value your best customers actually receive. That sounds simple, but it is usually where revenue management starts to break. If your team describes the product one way while customers buy it for another outcome, your sales strategies, value selling, and sales processes are all built on a false premise. Start with three questions: Who is our best customer? What problem do they uniquely hire us to solve? What does our sales team say that proves we understand the problem better than our competitors? That exercise forces sharper messaging, stronger sales management, and more reliable revenue generation. Summary If you care about sales success beyond motivational noise, this episode is worth your time. Kevin, Sean, and Joe English get into the real mechanics of profitable growth: ideal customer profile discipline, stronger messaging, better sales processes, ...
adbl_web_anon_alc_button_suppression_c
まだレビューはありません