『Sales Call Horror Stories with Steve Landrum That Teach Real Sales Management』のカバーアート

Sales Call Horror Stories with Steve Landrum That Teach Real Sales Management

Sales Call Horror Stories with Steve Landrum That Teach Real Sales Management

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概要

 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/
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