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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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  • Workflows, Automation, and AI: Building a Smarter Sales Organization

    Workflows, Automation, and AI: Building a Smarter Sales Organization
    2025/07/15
    In this compelling episode, co-hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial distinctions between workflows, automations, and artificial intelligence (AI), and why understanding these differences isn’t just technical trivia, but foundational to improving sales processes, enhancing sales management, and accelerating revenue generation. If you're a sales leader, business owner, or B2B rep striving to improve how you use technology to boost sales success, this episode is a must-listen. Packed with real-world examples and expert commentary, you'll walk away with a clearer understanding of how to integrate automation and AI into your selling environment without losing the human touch that drives value selling. Key Topics Discussed The Distinction Between Workflow and Automation (approx. 01:00) Kevin and Sean explain that workflows are rule-based sequences (what should happen), while automations are system-triggered actions (when they happen). Applying Workflow and Automation to Common Sales Scenarios (approx. 03:00) Sean walks through onboarding, fulfillment, and follow-up processes that can be automated to save time and reduce human error. The Role of AI in Enhancing Sales Tasks (approx. 05:00) Discover how AI moves beyond automation by adding intelligence and insight, like writing customized thank-you messages or enriching CRM data. What Sales Leaders Should Expect from Modern CRM Systems (approx. 12:00) Sean lays out a vision of AI-enabled CRMs that proactively suggest key contacts and actions for deeper account penetration. Creating Sales Infrastructure That Supports Scale (approx. 09:00) Kevin emphasizes how business logic, automation, and AI build a more agile, informed sales team that’s prepared for disruption. Key Quotes Kevin Lawson (approx. 00:46): “Workflows are trigger-based events that tell business logic what to do next... but automation is what makes things happen automatically, without human intervention.” Sean O'Shaughnessey (approx. 05:43): “We used to personalize thank-you letters with a person. Now we can automate that process and use AI to generate something that's still meaningful but takes no time.” Kevin Lawson (approx. 10:00): “AI plus workflows plus automation creates the bedrock for a better sales organization… a more nimble organization that can adapt to changes in the environment.” Sean O'Shaughnessey (approx. 13:08): “Does your CRM say, ‘Did you know there are three directors of manufacturing at that company?’ That’s where workflows, automation, and AI converge to fuel revenue growth.” Additional Resources Join the B2B Sales Lab Community – A peer-driven space where sales professionals, managers, and leaders exchange insights, share best practices, and build smarter revenue systems. A Significant Actionable Item from this Podcast Audit your CRM and lead-handling processes. Ask yourself: Is my CRM working for me, or am I working for it? Review whether incoming leads are routed automatically, if emails are logged without manual entry, and whether sales leaders receive alerts on stalled opportunities. Implement at least one automation or AI-powered enhancement, such as auto-logging emails or enriching lead data, to eliminate repetitive tasks and enable your team to focus on strategic selling. Why You Should Listen Now This episode isn’t just a primer on sales tech buzzwords; it’s a blueprint for operational excellence in B2B sales. Kevin and Sean break down complex topics with clarity and offer practical advice that can immediately improve your sales team’s responsiveness, accountability, and business acumen. If you're serious about building a scalable sales infrastructure, aligning your team with cutting-edge sales strategies, and using AI as a force multiplier for your messaging and revenue management, then queue up this episode today. You'll walk away with new ideas, sharper thinking, and a to-do list worth acting on. 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
  • Future-Proofing Your Sales Career with AI, Strategy, and Smarter Workflows

    Future-Proofing Your Sales Career with AI, Strategy, and Smarter Workflows
    2025/07/08
    Is artificial intelligence coming for your sales job? Not if you understand the power of business acumen, value selling, and strategic adoption of tools that amplify, not replace, human expertise. In this high-impact episode of Two Tall Guys Talking Sales, Kevin and Sean tackle the loud claims of AI-induced layoffs with a grounded, practical message for salespeople and sales managers: evolve or fall behind. This is not a doomsday episode; it's a wake-up call, a roadmap, and a motivational boost for anyone in the world of revenue generation, sales processes, and messaging strategy. Whether you're a frontline salesperson or a VP of sales leading a team, this conversation will inspire you to rethink how you work, what skills future-proof your career, and how AI can become your competitive advantage instead of your competitor. Key Topics Discussed The 4 Irreplaceable Skills That Safeguard Sales Careers (01:00) Sean breaks down a framework for evaluating whether your job is AI-proof, hint: if you’re in B2B sales and good at it, you're likely already building a durable edge. How AI Mirrors the Arrival of the Internet in Sales Evolution (04:10) Kevin draws a compelling parallel between today's AI landscape and the early days of the internet, showing why this shift is just as transformative. Sales Management and Strategic Value in an AI World (02:46 & 07:31) From leadership and team building to messaging and workflow design, the episode highlights why sales managers need to think beyond quotas and towards long-term enablement. A Personal Story of Old-School Sales and the Power of Adapting Tools (08:00) Sean shares a nostalgic (and relevant) story about his father’s sales career before personal computers, offering perspective on how sales adapts across generations. Weaponizing Your Time: Using AI to Amplify Human Strengths (13:00) Kevin delivers a call to action on how to audit your own sales day and offload low-value tasks through automation, freeing up more time for high-impact strategy and consultation. Key Quotes “You won’t lose your job to AI, you’ll lose your job to a better salesperson who uses AI.” – Sean O’Shaughnessey (01:02) “If you’re not using AI, or any sales technology, you’re not doing your job. You’re underperforming.” – Kevin Lawson (06:11) “Sales worked before computers, and it will work after AI. What changes is how well you adapt the tools available.” – Sean O’Shaughnessey (10:04) “Your time is your greatest asset, and your biggest liability, when you’re not using it to its highest utility.” – Kevin Lawson (14:00) Additional Resources Sean’s original blog post on this topic (available in the B2B Sales Lab and LinkedIn) https://newsales.expert/2025/06/b2b-sales-in-the-age-of-ai-why-top-salespeople-will-thrive-while-the-repetitive-roles-disappear/ B2B Sales Lab community discussion on sales evolution and AI https://b2b-sales-lab.com/ Tools mentioned: ChatGPT, Perplexity, Gemini (as starting points for AI integration) A Significant Actionable Item from this Podcast Audit your sales day for repeatable, low-value tasks that can be automated. Pick one of them, like researching prospects, summarizing meeting notes, or drafting follow-ups, and replace it with an AI tool like ChatGPT or Perplexity. You’ll recover time, increase productivity, and move closer to building a modern, AI-augmented sales practice. Final Summary This episode of Two Tall Guys Talking Sales isn’t about fear, it’s about focus. Sales success today requires a sharp blend of strategic thinking, tool adoption, and human skills that are nearly impossible to replicate. Kevin and Sean lay out a blueprint that every sales leader, rep, and business owner should follow to thrive in this new era. If you’re serious about sales management, value selling, messaging clarity, and staying ahead of disruption, this episode will give you the mindset and tactical clarity to act now. Don’t just listen, level up. 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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    20 分
  • Building a Sales Powerhouse—The 3 Most Underrated Skills with Jeff Parris

    Building a Sales Powerhouse—The 3 Most Underrated Skills with Jeff Parris
    2025/06/24
    Sales isn’t about persuasion but service, resilience, and growth. In this episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O’Shaughnessey welcome sales leader and former professional athlete Jeff Parris to explore the fundamental skills that separate elite salespeople from the rest. Drawing on decades of experience, Jeff shares three often-overlooked yet foundational competencies that drive sales success, and they’re not what you’d expect. Whether you're a VP of Sales building a high-performance team or a seller looking to level up, this episode delivers sharp insights on value selling, business acumen, and sales management excellence. Key Topics Discussed Why great salespeople see themselves as servants first (approx. 04:00) Jeff outlines why a “motivation to serve” mindset creates stronger client relationships and more consistent revenue generation. Ego Drive vs. Ego Trip: Understanding the will to win without arrogance (approx. 07:30) Learn how ego drive, a hunger to persuade for the buyer’s benefit, builds durable sales performance. Curiosity as the gateway to sales mastery (approx. 10:15) Jeff and Sean dig into why curiosity fuels continuous improvement and business acumen across every sales process. How to coach the “accidental salesperson” into a top performer (approx. 11:45) Kevin asks how people without formal sales backgrounds can thrive by developing the right mindset. Sales leaders as talent architects: Building high-performance teams (approx. 02:00) Jeff draws on his athletic past to share what makes a sales team championship-worthy. Key Quotes “Sales isn’t something we do to people, it’s something we do for people.” — Jeff Parris (04:00) “The real goal of a great salesperson is: ‘Mr. Prospect, let me help you solve that problem.” — Sean O’Shaughnessey (05:55) “Having the right people, with the right skills, in the right seats makes winning so much easier.” — Kevin Lawson (03:36) “Curiosity leads to better solutions. Every interaction is a chance to learn and improve your craft.” — Jeff Parris (10:50) Additional Resources The Challenger Sale by Matthew Dixon & Brent Adamson https://a.co/d/2Zpnlq7 Connect with Jeff Parris on LinkedIn: Jeffrey Parris - https://www.linkedin.com/in/jeffparris/ Learn more at Vector Sales Advisors: https://vectorsalesadvisors.com/ A Significant Actionable Item from this Podcast Evaluate your team (and yourself) on the “Service–Drive–Curiosity” Triad. Start by asking three questions: Does this salesperson show a genuine desire to serve the customer’s goals? Do they take pride in persuading with purpose, not just for commission but impact? Are they consistently seeking to learn more about the customer, the industry, and their performance? Use these questions in your next 1-on-1 or team coaching session to align your talent strategy with the kind of sales success that sustains revenue generation. Why You Should Listen to This Episode If you're tired of surface-level sales advice, this conversation will challenge your thinking and expand your toolkit. Jeff Parris brings clarity, conviction, and humility to what it means to lead with purpose in today’s complex B2B landscape. From building elite sales teams to refining your individual sales strategy, this episode is packed with practical wisdom for leaders, sellers, and anyone serious about mastering the craft of sales. Tune in now and discover the underestimated traits that drive extraordinary outcomes. 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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    18 分

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