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

    Sales Call Horror Stories with Steve Landrum That Teach Real Sales Management
    2026/02/24
    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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    16 分
  • What Kind of Sales Coach Are You? The Leadership Styles That Drive Consistent Revenue

    What Kind of Sales Coach Are You? The Leadership Styles That Drive Consistent Revenue
    2026/02/17

    If you've ever tried to "coach the team" by telling everyone to sell like the top rep, this episode is your reality check. Sean O'Shaughnessey and Kevin Lawson use March Madness, dynasties, and training-room discipline to unpack a serious sales management issue: what kind of coach are you, and are your sales processes actually buildable, or just a personality contest? The conversation lands in a practical place: consistent revenue generation comes from systems, controls, and repeatable sales strategies, not heroics. It also flips the lens to the seller: if you can't explain why you're successful, you can't improve, and you definitely can't teach.

    Key Topics Discussed

    • 01:50 — "What kind of coach are you?" Recruiting stars vs developing talent, and what that means for sales success

    • 03:10 — The "learning manager" model: systems, controls, and building consistency instead of one-and-done wins

    • 04:40 — Sean's coaching philosophy: taking B-players with A-player upside and building a winning system around them

    • 07:00 — Why peer groups accelerate growth: where to workshop messaging, revenue management, and sales processes without doing it in public

    • 10:05 — The seller's responsibility: understand your own value selling motion so you can replicate it (or fix it)

    Key Quotes

    • Kevin (04:25): "Prospecting needs to be consistent. It can't be something you do and sprint and then stop, and then sprint, and then stop."

    • Sean (06:20): "I don't necessarily try to get the C to a B, I'm more of a B to an A kind of a coach."

    • Sean (11:40): "When you say, 'this is how I would respond,' and somebody says, 'why?'… you should have an answer to that question."

    Additional Resources

    • B2B Sales Lab: b2b-sales-lab.com

    A Significant Actionable Item from this Podcast

    Write down your personal "sales success recipe" as a simple, teachable sequence: the 5–7 moves you make that reliably create forward motion (your messaging choices, your cadence, how you qualify, how you handle pushback, how you ask for next steps). For each move, add one sentence answering "why this works." If you can't explain the why, you're not managing a sales process—you're relying on instinct. That limits your business acumen as a seller today and blocks sales management effectiveness if you're ever asked to lead tomorrow.

    Summary

    This episode is a straight conversation about what actually drives revenue generation: leaders who know how they coach, and sellers who know how they sell. Sean and Kevin connect sports coaching to real-world sales strategies, systems, consistency, and measurable controls, then bring it home with a challenge most teams avoid: Can you articulate your process well enough to scale it? If you care about revenue management, team performance, and value selling that survives turnover, this one's worth the listen.

    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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    15 分
  • From Rookie to Revenue Leader: Mentorship, Business Acumen, and Better Sales Processes

    From Rookie to Revenue Leader: Mentorship, Business Acumen, and Better Sales Processes
    2026/02/10
    In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey sit down with Keith LaHonta to unpack a truth many teams overlook: sales success is rarely a solo act. It is built through mentor-mentee relationships that sharpen judgment, accelerate business acumen, and improve real-world execution. This conversation goes beyond career nostalgia and gets practical about how mentorship strengthens sales management, improves sales processes, and directly impacts revenue generation. If you care about long-term sales success, not just short-term wins, this episode is worth downloading. Key Topics Discussed Why mentorship is a sales force multiplier, not a "nice to have" (00:00) The episode opens with a direct challenge to the lone-wolf myth in selling. Kevin frames mentorship as a legacy engine that compounds value over time for both mentors and mentees. Early-career mentorship lessons that still drive performance today (01:00) Keith shares how his Xerox mentor modeled discipline, consistency, and accountability in the field, showing how foundational coaching habits still shape modern sales strategies. The "spare tire" story: operational preparedness as a credibility advantage (03:15) A simple field habit: keeping order forms ready becomes a bigger lesson in sales processes: prepare before the call, so opportunity never outruns execution. Matching the right mentor to the right sales role (04:45) Keith draws a sharp distinction between "hunters" and "farmers," explaining why mentorship must align with role design and expected outcomes in revenue management. How to identify high-upside mentees and build better development conversations (10:20) Keith explains how he assesses coachability, background, and team orientation in the first 10–15 minutes, critical insight for leaders hiring and developing talent. Where to find mentorship when your company doesn't provide it (12:50) Sean highlights community-driven mentoring through the B2B Sales Lab, positioning peer mentorship as a practical path to stronger messaging, greater value-selling confidence, and better decision-making. Key Quotes Kevin Lawson (00:00): "It is our network of mentors and mentees that are really going to build and establish us as a legacy business." Keith LaHonta (01:30): "He would do anything I would do… He'd sit with me while I made cold calls… Just the basics to where I would do anything for him." Keith LaHonta (08:05): "Knowledge is king." Keith LaHonta (09:05): "Whether it'll lead to a deal or not, I'm not sure, but he gained credibility." Sean O'Shaughnessey (06:55): "If you are young in your career, [it's time] to actually reach out and try to find people that are going to guide you through this career." Additional Resources Keith LaHonta on LinkedIn https://www.linkedin.com/in/keith-lahonta-11b621/ B2B Sales Lab – peer-based mentorship community for sales professionals and leaders. Join us at b2b-sales-lab.com A Significant Actionable Item from this Podcast Build and use an "8-Question Credibility Scorecard" for your next prospect meeting. Don't stop at the three obvious discovery questions. Draft eight questions tied to your buyer's business model, operational risks, buying criteria, and success metrics. Then answer as many as possible before the meeting. Why this matters: deeper preparation improves messaging quality, signals business acumen, and supports value selling in live conversations. It also upgrades sales management conversations because reps can be coached against a consistent preparation standard, not a vague effort. Summary This episode is a practical masterclass on how mentorship improves outcomes across the full commercial system, from hiring and coaching to messaging, execution, and revenue generation. Kevin, Sean, and Keith keep it grounded in real sales behavior, not theory, and show why the right mentor relationship can tighten sales processes, improve decision quality, and elevate sales success over the long term. If you want better sales strategies and stronger, more consistent performance, this is the episode you should listen to, share, and apply immediately. 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 ...
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    17 分
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