『Two Tall Guys Talking Sales』のカバーアート

Two Tall Guys Talking Sales

Two Tall Guys Talking Sales

著者： Kevin Lawson and Sean O'Shaughnessey
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 "Two Tall Guys Talking Sales," where Sean O'Shaughnessey and Kevin Lawson discuss a single sales topic. Kevin and Sean together have about 60 years of experience in professional selling. This podcast helps people in sales, sales leadership, and business leadership or company owners realize the maximum value of their company by improving their revenue generation capability. This podcast is designed to help those people enhance their companies' sales management practices, methodologies, processes, teams, and messaging. Sean O'Shaughnessey and Kevin Lawson are Fractional Vice Presidents of Sales. They operate their own companies separately but have partnered for this podcast to advise salespeople and SMB companies on successful strategies and methodologies. Kevin is the CEO of Lighthouse Sales Advisors. Lighthouse Sales Advisors is a sales leadership solution provider for small businesses. Lighthouse helps business owners navigate the potential pitfalls around sales growth, sales turnaround, or scaling up by leveraging sales acumen and decades of experience to build effective sales teams. https://www.lighthousesalesadvisors.com/ Sean is the CEO of New Sales Expert. He helps company owners realize the maximum value of their company by improving their revenue generation capability. He helps owners enhance their sales management, methodologies, processes, teams, and messaging.2024 マネジメント マネジメント・リーダーシップ 経済学
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  • Merry Christmas from Two Tall Guys

    Merry Christmas from Two Tall Guys
    2025/12/23
    1 分
  • Shannon Muniz Explains Hiring Sales Talent: Why Ramp Time and Sales Skills Matter More Than Industry Experience

    Shannon Muniz Explains Hiring Sales Talent: Why Ramp Time and Sales Skills Matter More Than Industry Experience
    2025/12/16
    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/
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    17 分
  • Why 2026 Requires a New Sales Plan: Territory Planning, Value Selling, and Revenue Growth

    Why 2026 Requires a New Sales Plan: Territory Planning, Value Selling, and Revenue Growth
    2025/12/09
    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/
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    17 分
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