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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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  • The Hidden Driver of Every Sale: How Compelling Events Shape Business Acumen and Sales Strategies

    The Hidden Driver of Every Sale: How Compelling Events Shape Business Acumen and Sales Strategies
    2025/10/28
    In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome Mike Dowhan, founder of Bedrock Sales. Together, they explore one of the most overlooked yet transformative aspects of sales management: the compelling event. Mike brings over two decades of experience helping organizations refine their sales processes, understand buyer motivation, and drive consistent revenue generation. Whether you're a frontline seller or a sales leader guiding a team, this episode unpacks how identifying and leveraging compelling events can be the difference between chasing deals and closing them confidently. Key Topics Discussed The Power of the Compelling Event (01:12) – What defines a compelling event and why it's the "why" behind every great sale. Asking Better Discovery Questions (03:00) – How to uncover the root cause that motivates buyers to act now rather than later. Getting Permission to Go Deep (07:17) – Why earning trust allows salespeople to ask the tough, business-critical questions. Compelling Events vs. Compelling Needs (09:53) – The distinction between recognizing a real deadline versus a vague desire for change. Surfacing the Cost of Inaction (10:38) – How to use timing, impact, and risk to create urgency without manufacturing pressure. Key Quotes Mike Dowhan (03:49): "What caused you to pick up the phone or take my call today? What's different today than yesterday? That's where you find the real reason a buyer is ready to move." Sean O'Shaughnessey (02:29): "If there's no compelling event, it becomes very difficult. You're pushing the boulder uphill, fighting the same battle over and over." Kevin Lawson (12:00): "Finding permission and tracking back to that event is where we create real value, and avoid the trap of commoditization." Additional Resources Bedrock Sales – Official Website Connect with Mike Dowhan on LinkedIn Email Mike: mike@bedrocksales.com A Significant Actionable Item from this Podcast Start every discovery conversation with one simple question: "What changed today that made you want to talk to me?" This question reveals your buyer's compelling event, the emotional and operational trigger that drives their need to act. Understanding that moment transforms your sales strategy from reactive to consultative. Use it to align your messaging, reinforce your value-selling approach, and accelerate revenue growth. Summary In this episode, Kevin and Sean guide listeners through a masterclass on the art of identifying the compelling event, the single element that separates top performers from average sellers. Guest Mike Dowhan shares practical, experience-tested frameworks for discovery, coaching, and sales process alignment that sharpen business acumen and elevate sales success. If your deals feel stalled or your team struggles with forecasting accuracy, this conversation delivers the clarity you need. Learn how to uncover the "why now" behind every opportunity and drive meaningful progress in your revenue management strategy. 🎧 Listen now to discover how compelling events can transform your sales outcomes—and your entire approach to value selling. 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
  • Sales Management Masterclass: Paul Rafferty's Proven Framework for Smarter Deal Reviews and Revenue Generation

    Sales Management Masterclass: Paul Rafferty's Proven Framework for Smarter Deal Reviews and Revenue Generation
    2025/10/21
    Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey. In this dynamic episode, the Tall Guys welcome Paul Rafferty from Sales Xceleration to explore the art and science of sales coaching, deal qualification, and the importance of building sales acumen. Paul brings decades of experience in sales management, value selling, and revenue generation, offering a practical framework for sales leaders who want to coach their teams more effectively and for reps who want to stop chasing the wrong deals. Discover how to transform your team's approach to sales processes—from opportunity scoring to understanding a buyer's "pain chain." This conversation is packed with actionable insights that blend sales strategy, business acumen, and real-world stories you can immediately apply to your own selling environment. Key Topics Discussed 03:00 — Building a Deal Coaching Framework: Paul introduces his 100-point scorecard system that evaluates the Ideal Prospect Profile, the Pain Chain, and Commitment to Decision. This framework transforms deal reviews into powerful coaching sessions rather than mere forecast updates. 05:10 — The "Pain Chain" and Sales Philosophy: Sean and Paul discuss how understanding buyer pain isn't optional—it's foundational to value selling. Without real pain, there's no compelling reason for your buyer to act. 06:45 — From Friendly to Effective Salesperson: Paul and Sean discuss how friendliness can open doors, but it's teaching and insight that ultimately win deals. Sales success comes from challenging your prospects and helping them think differently. 08:00 — Why Deals Get Stuck: Kevin and Paul explore how most stalled deals trace back to weak discovery. Coaching your team to go deeper early in the sales process prevents gridlock later. 10:30 — The Currency of Knowledge: Paul explains that in modern selling, gifts and lunches no longer move the needle—information does. Great salespeople earn influence by being teachers, not vendors. Key Quotes Paul Rafferty (03:50): "It's not what you do—it's what they do. The scorecard helps you coach reps to spend time where there's real buying intent, not just big logos." Sean O'Shaughnessey (05:43): "Salespeople need to understand the theory of sales. Without knowing the frameworks—like the pain chain or solution selling—you're just saying, 'I'm a nice guy, buy from me.'" Kevin Lawson (08:38): "Most deals go to die in the discovery phase. Coaching means rewinding the tape and helping reps fix what wasn't done early enough." Paul Rafferty (12:51): "Your currency is information—help your buyer look smart, get promoted, and win internally. That's real value selling." Additional Resources Paul Rafferty prafferty@salesxceleration.com https://www.linkedin.com/in/pauljrafferty/ Books referenced: Solution Selling by Michael Bosworth - https://a.co/d/hHtYSiX The Challenger Sale by Matthew Dixon & Brent Adamson - https://a.co/d/2kJsbDU Strategic Selling by Robert Miller & Stephen Heiman - https://a.co/d/icPcC6H A Significant Actionable Item from this Podcast Implement a Deal Coaching Scorecard. Instead of subjective forecasting ("This deal is 70% likely to close"), create an objective scoring model based on: Ideal Prospect Fit (25 pts) – Does this prospect align with your best customer profile? Pain Chain (25 pts) – Have they admitted to a real, solvable pain? Commitment to Decision (50 pts) – Have they engaged decision-makers and committed to next steps? Use this tool in your next pipeline review. It will sharpen your sales management coaching, improve revenue forecasting, and elevate your team's overall sales success. If you want more information about this scorecard, reach out to Paul Rafferty at his address above. Summary This episode of Two Tall Guys Talking Sales is a masterclass in sales leadership and coaching excellence. Kevin, Sean, and Paul dive deep into how great leaders use structured deal reviews to unlock stalled opportunities, develop their team's business acumen, and create consistent revenue generation. From mastering discovery to building a "pain chain," this discussion challenges sales professionals to move beyond friendliness toward measurable, strategic impact. If you're a sales leader, coach, or rep who wants to accelerate growth through more innovative sales strategies and actionable messaging, don't miss this episode. Listen now and take your next step toward true sales 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://...
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    16 分
  • What Got You Here Won't Get You There: How Sales Leaders Master the Pivot for Revenue Growth

    What Got You Here Won't Get You There: How Sales Leaders Master the Pivot for Revenue Growth
    2025/10/14
    In this episode, hosts Kevin Lawson and Sean O'Shaughnessey tackle one of the most fundamental truths in business and sales leadership: change is inevitable. Whether you're managing a sales team, scaling from $5M to $50M, or repositioning your company for new markets, your success depends on your ability to pivot, intelligently, decisively, and confidently. Sean and Kevin unpack the concept of organizational pivots through real-world examples, from manufacturing supply challenges to Domino's Pizza's legendary turnaround, and offer practical advice for how sales leaders can prepare their teams to thrive through transformation. Key Topics Discussed The Only Constant Is Change (00:16) — Why modern business demands leaders who can adapt and guide teams through shifting markets. The Power of the Pivot (02:52) — Kevin explains what a pivot really means and how small, consistent course corrections can transform outcomes. Real-World Example: Domino's Pizza Reinvention (06:10) — A masterclass in transparency and messaging that rebuilt a brand from the ground up. Training as the Foundation of Change (09:21) — Sean breaks down how strategic training helps sales teams pivot effectively into new markets or industries. Peer Learning and the Role of Community (12:33) — The importance of collaboration, conversation, and communities like the B2B Sales Lab for accelerating sales success. Key Quotes "As CEOs and sales leaders, we have to lead through change. What got us here is not going to get us there." — Sean O'Shaughnessey (01:34) "Sometimes people don't need a 180-degree pivot. They just need to be repointed — one degree of change over time can take you somewhere entirely new." — Kevin Lawson (04:42) "The first part of making a pivot is planting your foot — and that's training. You can't change direction until your team knows how." — Sean O'Shaughnessey (11:22) Additional Resources Book Mentioned: Who Moved My Cheese? by Spencer Johnson — A timeless read on navigating change in business and life. https://a.co/d/cCEXuwA Community Resource: B2B Sales Lab — A peer-driven community for B2B sales professionals and leaders to exchange ideas, test messaging, and sharpen their skills. www.b2b-sales-lab.com A Significant Actionable Item from this Podcast Before the day ends, write down five things you could do to change the trajectory of your sales growth or turnaround. Then, rank them: Which are big strategic plays? Which are medium-term moves? Which are quick wins you could execute immediately? Assign probability, effort, and impact to each, then commit to one action this week. Leadership begins with deliberate motion, not massive overhauls. Summary This episode of Two Tall Guys Talking Sales is a must-listen for anyone serious about sales management, revenue generation, and business acumen. Sean and Kevin blend experience and strategy to reveal how great sales leaders pivot, not by abandoning what works, but by rethinking sales processes, evolving messaging, and driving value selling through training and intelligent adaptation. Whether you're running a small sales team or scaling a multimillion-dollar operation, this discussion will inspire you to make the smart moves that lead to long-term sales success and sustainable revenue management. Tune in, take notes, and start your next pivot today. 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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