『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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  • Scaling Smarter: Building Sales Teams with Steve Caton

    Scaling Smarter: Building Sales Teams with Steve Caton
    2025/05/06
    What does it take to scale a sales organization in today’s unpredictable business environment? In this dynamic episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson welcome back Steve Caton, CEO of Altezza Solutions, to unpack the nuances of scaling sales teams, especially through the power of fractional sales professionals. Together, they explore the critical role that sales processes, sales management, and business acumen play in enabling organizations to grow without overspending or compromising performance. Whether you’re navigating the "zero to one" phase or planning your expansion from one rep to five, this episode offers a roadmap for smart, sustainable revenue generation. Key Topics Discussed Zero to One vs. One to One Hundred: Two Models for Scaling Sales Teams (00:01:14) Kevin and Steve outline the difference between launching your first rep and accelerating team expansion, with a focus on structured growth. Fractional Salespeople as a Low-Risk Growth Strategy (00:02:45) Steve explains how the fractional model supports learning, experimentation, and ROI without overcommitting resources too early. Determining the Right Time to Expand Territories or Add Headcount (00:04:10) The team discusses key signals—like activity level, lead flow, and deal volume—that indicate when it’s time to grow. Using Leading Indicators vs. Lagging Indicators in Sales Management (00:06:16) Steve shares the importance of measuring inputs (calls, meetings, proposals) over outputs (closed deals) to ensure predictable scale. The Power of Process-Driven Selling for Sales Success (00:13:08) Sean and Steve emphasize why experienced sales pros rely on systems, not improvisation, and why process must precede people. Key Quotes Kevin Lawson (00:01:34): “Think hockey stick versus gradual—zero to one is about getting that first good hire. That’s when you unlock real scale potential.” Steve Caton (00:02:45): “Start small, see what works, then expand. That’s the foundation of scalable revenue—and the fractional model makes that possible without spending a crazy amount of money.” Sean O'Shaughnessey (00:08:00): “Sales is about finding the customer that is going to buy—that’s not just a marketing thing, that’s a sales thing.” Steve Caton (00:13:08): “Process comes before people. If there’s no process, your reps will build one—and that distracts them from actually selling.” Additional Resources Connect with Steve Caton on LinkedIn: (https://www.linkedin.com/in/scaton/) Explore Altezza Solutions: www.altezzasolutions.com A Significant Actionable Item from this Podcast Use leading indicators—not just closed deals—to decide when it’s time to grow your sales team. Many companies scale reactively, hiring after success arrives. But Steve Caton challenges leaders to evaluate the activity level of their reps—calls made, meetings scheduled, deals created—to make data-driven decisions before hitting a bottleneck. If your top performer is maxing out their productive hours, it’s time to split territories, not overload. Review your leading indicators this week and see where your next growth step should begin. Why You Should Listen This episode is a must-listen for founders, CEOs, and sales leaders trying to build smarter, not just bigger. With deep insight into the value of fractional sales professionals, the importance of sales strategies, and how to use data for effective revenue management, Steve Caton offers a practical, grounded view of what scalable sales success looks like. If you're serious about growing your team without growing your headaches, hit play and take notes. To understand if your company is doing a great job in sales, take this quick and easy assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 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
  • Winning Without Discounting: Mastering Value Selling at Premium Prices

    Winning Without Discounting: Mastering Value Selling at Premium Prices
    2025/04/29

    When it comes to holding firm on pricing, many salespeople stumble at the finish line, undermining their value and margin in pursuit of a quick win. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey explore the essential topic of value selling, especially when offering a premium-priced solution. They break down how business acumen, sales strategy, and relationship-based selling contribute to sales success—and how to confidently command the price your product deserves. If you’ve ever been told you’re “too expensive,” this is your playbook for holding the line and still closing the deal.

    Key Topics Discussed

    • Why customers buy more than just your product—they buy your company and you (00:01:00)

    • The danger of sending a quote without a conversation (00:02:21)

    • How sales reps can create momentum in late-stage deals by previewing terms early (00:03:00)

    • Breaking away from “feeds and speeds” and focusing on business outcomes (00:05:00)

    • Real-world coaching example: winning a deal despite being $9,000 more expensive (00:08:25)

    • The importance of sales process alignment with customer learning styles (00:10:48)

    Key Quotes

    “Your customers are not just buying your product—they're buying your company, and they're buying the wisdom of the salesperson.”
    — Sean O’Shaughnessey (00:01:00)

    “Don’t just throw a document on their desk that says, ‘here’s my price.’ That’s not value selling. That’s transactional noise.”
    — Kevin Lawson (00:03:21)

    “I told her: thank them for the feedback. Tell them you can’t meet the price because you’re delivering something of higher value—and she won the deal.”
    — Sean O’Shaughnessey (00:09:01)

    “If you’re always responding with a discount, you’re not putting forward the confidence that your product actually delivers value.”
    — Kevin Lawson (00:10:28)



    A Significant Actionable Item from this Podcast

    Stop emailing quotes—start previewing them. Before sending out another proposal or quote, schedule a call or meeting with your prospect to review the terms and value proposition. Use that time to reinforce the business impact of your solution and clarify any remaining concerns. This approach increases close rates and reduces last-minute pricing objections, protecting revenue and margin.

    Summary

    In today’s ultra-competitive B2B environment, salespeople must do more than deliver specs—they must deliver confidence. This episode of Two Tall Guys Talking Sales arms you with a clear, repeatable strategy for commanding premium pricing through value selling. If you're serious about improving your sales management, sales processes, and revenue generation tactics, then this 15-minute episode could be the most profitable quarter-hour of your week. Tune in now and elevate your ability to win—without discounting.

    To understand if your company is doing a great job in sales, take this quick and easy assessment: https://newsales.expert/b2b-sales-capability-assessment/

    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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    18 分
  • The Four Buckets of Sales Growth with Steve Wittal

    The Four Buckets of Sales Growth with Steve Wittal
    2025/04/22
    In this dynamic episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome Canadian SalesXceleration expert Steve Wittal for an in-depth look into the foundations of effective sales strategies. Steve brings decades of experience in startup advisory, sales management, and business growth, sharing a robust framework that simplifies complex growth challenges into four digestible buckets: desirability, clarity, predictability, and deliverability. If you’re a business leader looking to strengthen your sales processes, sharpen your messaging, or improve revenue generation, this conversation is a goldmine. Key Topics Discussed The Power of Leadership in Change Management (~01:02) Steve opens by explaining why leadership is the starting point for any growth initiative, especially when change is involved. The Four Buckets Framework for Growth (~03:00) Steve outlines his method for diagnosing and resolving growth issues by focusing on four pillars: desirability, clarity, predictability, and deliverability. Desirability and Understanding the Customer’s Pain (~04:00) Why identifying whether your product is a “must-have” or “nice-to-have” is critical to sales success. The Importance of Clarity and Quantifying the Cost of Inaction (~06:39) Sean and Steve unpack how clarity in messaging and value proposition can move buyers from indecision to action. Predictability, Scalability, and Sales Playbooks (~09:20) How aligning your sales process with the customer’s buying journey enables scale and drives predictable revenue. Deliverability and the Voice of the Customer (~10:50) Steve emphasizes the importance of retention, early wins, and referrals as indicators that your solution truly delivers. Key Quotes Steve Wittal: “A problem well-defined is a problem half-solved. Before we prescribe, we have to truly understand.” (~02:46) Kevin Lawson: “When you’ve dotted all those i’s, it makes you a market-facing product. That’s how you achieve market fit.” (~13:25) Sean O'Shaughnessey: “When a customer comes to you and says, ‘Can you help me solve this?’ — that’s sales nirvana.” (~08:35) Additional Resources Connect with Steve Wittal on LinkedIn - https://www.linkedin.com/in/stevewittal/ Steve’s email: Steve Wittal A Significant Actionable Item from this Podcast Audit Your Sales Strategy Through the Four Buckets. Take a moment to evaluate your organization’s performance across Steve’s four key areas: Desirability: Is your product essential or optional to your buyers? Clarity: Can your team articulate your value proposition in a way that resonates with prospects and highlights the cost of inaction? Predictability: Do you have a repeatable sales process that aligns with how your customers buy? Deliverability: Are you consistently delivering on promises and capturing client feedback to validate success? This self-assessment will uncover gaps in your current sales approach and point to immediate areas for improvement. Summary Whether you're leading a startup or managing a growing sales team, this episode delivers a concise yet powerful framework for achieving sales success. Steve Wittal’s “Four Buckets” offer practical, business acumen–driven insights that will help you reframe your growth strategy and improve every stage of your sales process. If you're serious about improving revenue generation and becoming a trusted advisor in your client relationships, don’t miss this episode. Tune in now and transform your approach to value selling. To understand if your company is doing a great job in sales, take this quick and easy assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 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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    18 分

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