『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
無料で聴く

概要
 "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
エピソード
  • AI Can Do Your Prospecting. But Can It Earn Your Buyer's Trust?

    AI Can Do Your Prospecting. But Can It Earn Your Buyer's Trust?
    2026/11/10
    In a world where artificial intelligence can generate thousands of prospecting emails in minutes, what actually makes a B2B salesperson stand out? Trust, authenticity, and a personal brand that buyers genuinely respect. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey challenge conventional sales management thinking, particularly the obsession with activity metrics and high-volume outreach. They explore why personalized communication beats AI-generated noise, how salespeople earn the status of trusted advisor, and why professional credibility is becoming an increasingly valuable competitive advantage. Whether you're a frontline seller, a VP of Sales, or a business owner, this conversation offers practical sales strategies to build lasting relationships, strengthen your reputation, and create sustainable sales success. Key Topics Discussed 00:00 – Your Personal Brand Is Your Professional Reputation: Kevin explains why trust begins with integrity, authenticity, and consistently delivering on commitments. Discover why being genuinely helpful is more valuable than simply trying to please everyone—and how habitual over-delivery can create scope creep that actually undermines your value. 02:07 – Building Trust in an AI-Driven Sales Environment: Sean examines how artificial intelligence has made mass-produced prospecting effortless while making genuine human connections more valuable. Learn why personalized messaging, relevant business insights, and attentive listening are essential to standing out from the flood of automated B2B sales outreach. 05:17 – Why Sales Activity Metrics Can Damage Your Brand: Kevin challenges sales managers who demand 100 calls or emails a day without considering the quality of those interactions. The discussion contrasts high-volume prospecting with five thoroughly researched calls, demonstrating why meaningful engagement matters more than impressive-looking activity dashboards. 07:54 – Becoming the Trusted Advisor Your Customers Call First: Sean explores how salespeople move beyond transactional relationships to become indispensable sources of business advice. Through examples involving insurance brokers and medical professionals, he explains why customers return to experts they trust—even when those experts don't directly sell the solution they need. 10:32 – Building Sales Credibility Through Lifelong Learning: Kevin explains the connection between personal branding, earned credibility, and professional development. Reading, writing, developing informed opinions, and strengthening business acumen help sales professionals build the expertise necessary for effective value selling and meaningful customer conversations. 12:47 – Accelerating Professional Growth Through Community: Sean emphasizes the importance of learning from experienced peers, exchanging sales strategies, and challenging your assumptions. Discover how the B2B Sales Lab provides an opportunity for sales professionals and leaders to share practical knowledge and strengthen their effectiveness. Key Quotes Kevin Lawson – 00:00 "Your personal brand is like your last name. It's up to you to manage its integrity." Sean O'Shaughnessey – 04:55 "And it is by treating everybody like a human being and acting like you are a human being that is going to start the process of engendering trust in the world of AI" Kevin Lawson – 06:36 "A well-researched prospect call will outperform 100 dials every single time." Kevin Lawson – 10:32 "Trust is not something you're given, it's something that's earned." Additional Resources B2B Sales Lab – b2b-sales-lab.com Join a community of B2B sales professionals, sales managers, and business leaders who exchange practical sales techniques, discuss challenges, and learn from one another's experience. As Sean explains, developing credibility requires engaging with people who have already confronted the challenges you're trying to solve. Two Tall Guys Talking Sales Podcast Subscribe to Two Tall Guys Talking Sales on your favorite podcast player for ongoing conversations with Kevin Lawson and Sean O'Shaughnessey about sales management, professional development, sales processes, and improving sales performance. A Significant Actionable Item from this Podcast Replace Five Generic Prospecting Touches with Five Thoughtfully Researched, Personalized Conversations. Before your next prospecting session, identify five B2B prospects who deserve your attention. Rather than relying on generic AI-generated emails or repetitive call scripts, spend time understanding each prospect's business situation, current challenges, and potential opportunities. For each prospect, prepare a personalized outreach message that: Demonstrates genuine research. Reference something specific about the prospect's company, industry, recent developments, or a previous conversation. Introduces a relevant business insight. Share an observation or question that ...
    続きを読む 一部表示
    17 分
  • Stop Selling Features! Why B2B Buyers Really Buy

    Stop Selling Features! Why B2B Buyers Really Buy
    2026/11/03
    Tired of competing on features, price, and product specifications while your prospects struggle to understand why they should buy? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey challenge one of the most persistent mistakes in B2B sales: selling what your product does instead of what your customer wants to accomplish. From breaking through revenue growth ceilings to uncovering the business outcomes that actually get funded, Kevin and Sean explain why effective value selling requires more than a polished presentation or an impressive feature list. Discover how stronger business acumen, sharper competitive positioning, and customer-focused messaging can transform your sales strategies, boost revenue, and give buyers a compelling reason to choose you over the competition. Key Topics Discussed (00:00) Nobody Wakes Up Wanting Your Product—They Want the Results: Sean opens with a revealing observation: nobody wakes up needing a fractional VP of Sales. Kevin explains why customers don't buy services, coaching, or sales management systems for their own sake. They invest in solutions that deliver predictable revenue, stronger profitability, and sustainable business growth. The lesson applies to every B2B salesperson. (02:16) Why Business Goals Get Funded Before Business Problems: Kevin challenges conventional pain-based selling methodologies, arguing that achieving a meaningful business goal often commands more funding than simply eliminating a problem. Sean connects this principle to the artificial growth ceilings that prevent companies from reaching their next level. Understanding what executives are trying to accomplish changes the entire sales conversation. (04:12) WIIFM: The Foundation of Effective Value Selling: Sean revisits the timeless sales training principle "What's In It For Me?" and explains why features rarely create compelling purchasing decisions. Whether you're selling industrial equipment, consulting services, or CRM software, your messaging must connect capabilities to measurable business benefits. Ultimately, your solution needs to help customers make money or save money. (07:47) Understanding What Your Buyer Actually Values: Kevin introduces a powerful discovery technique: determine how your prospect earns a bonus, achieves performance objectives, or advances their business. He demonstrates how two simple words—"so that"—can connect technical capabilities to meaningful financial and operational outcomes. This approach strengthens business acumen and helps sales professionals build a defensible value proposition. (09:41) Competitive Selling Beyond Feature Comparisons: Traditional product comparison sheets and feature-by-feature battles are increasingly ineffective. Kevin explains why superior technical specifications don't necessarily create customer value, particularly when existing operations cannot capitalize on those improvements. The discussion challenges salespeople to stop confusing product superiority with business impact. (10:51) The Ben Franklin T-Chart and Meaningful Competitive Differentiation: Sean examines the limitations of traditional side-by-side competitive analysis. A product winning seven feature comparisons against a competitor's three doesn't automatically make it the better purchase. Buyers care about the handful of differences that affect their objectives—not the dozens of specifications that make no difference. Learn why focusing on meaningful differentiation is essential to improving sales success. Key Quotes Kevin Lawson (02:35): "The why is the goal. The why is why people spend money. It's not pain." Sean O'Shaughnessey (04:26): "Don't sell features, sell benefits. Because it's the benefits that matter." Kevin Lawson (07:11): "The customers don't buy the product you have; they buy the problem you solve." Sean O'Shaughnessey (13:11): "Things that don't make a difference are something that you should not talk about." Additional Resources B2B Sales Lab (14:00): Sean invites listeners to join Kevin and him in the B2B Sales Lab, a community where sales professionals can ask questions, discuss real-world sales challenges, exchange ideas, and learn from one another. Membership begins with a free 30-day trial. Continue the conversation about value selling, competitive differentiation, and whether your solution helps customers generate revenue or reduce costs. WIIFM—What's In It For Me? (04:46): Sean shares a practical sales training concept that reminds sellers to communicate in the customer's language and explain the business benefits of their solutions. The Ben Franklin T-Chart (10:51): A traditional two-column comparison method that Sean uses to illustrate why feature-based competitive analysis often fails to capture what customers truly value. A Significant Actionable Item from this Podcast Rewrite Your Value Proposition Around the Customer's Business Goal. Choose one active B2B sales opportunity and examine...
    続きを読む 一部表示
    18 分
  • Go Vote!

    Go Vote!
    2026/11/02
    2 分
adbl_web_anon_alc_button_suppression_t1
まだレビューはありません