エピソード

  • 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
  • John Spencer Explains Scaling Sales Teams- Turning A-Player Performance into Company-Wide Success

    John Spencer Explains Scaling Sales Teams- Turning A-Player Performance into Company-Wide Success
    2025/04/15
    In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey sit down with John Spencer, a seasoned sales leader and founder of Clear Direction Sales Development. Together, they explore the crucial differences between growth and scale, particularly in organizations leaning too heavily on a superstar seller. If you're leading a sales organization that relies on one standout performer—or trying to replicate success across your sales team—this is a must-listen conversation packed with real-world examples and hard-earned wisdom. The trio unpacks why scalable sales processes and strong business acumen matter far more than a single heroic quota-crusher and how to transform your entire team into a consistent revenue-generation engine. Key Topics Discussed [00:01:20] The difference between growth and scale—and why one without the other creates risk [00:02:30] How over-reliance on a “super seller” can mask weak sales infrastructure [00:04:00] Why building a team of B players can be the key to sales success and organizational growth [00:06:00] Why your people strategy outweighs even the best sales tech or product [00:09:00] How aligning your company around Ideal Customer Profiles (ICPs) and value selling accelerates performance [00:11:00] Inspiring second-tier sellers to level up—and the systems that make that possible Key Quotes Kevin Lawson [00:00:00]: “What do you do when you’ve got a standout salesperson and you’re trying to scale? Today’s the day to take notes and learn from best practices—and avoid the ones that put you in a bind.” John Spencer [00:01:50]: “Growth is often just out-hustling the competition. Scale is when your sales management creates repeatable success across the team.” Sean O’Shaughnessey [00:04:00]: “You can’t build a company on nothing but A players. You need B players who can perform with strong sales processes—that’s how you truly scale.” John Spencer [00:07:24]: “When one salesperson becomes the center of gravity, the whole company starts working for them. That doesn’t scale.” John Spencer [00:10:08]: “Let’s align the organization to help the salesperson like they’re a mini-CEO. That’s how we build momentum and create sustainable revenue management.” Additional Resources Connect with John Spencer: LinkedIn Profile – John Spencer (https://www.linkedin.com/in/johnspencerinc/) Company: Clear Direction Sales Development Contact: Direct phone, email, and Calendly available on John’s LinkedIn A Significant Actionable Item from this Podcast Stop idolizing your top seller—start systematizing their success. Identify what makes your A player successful, then document and distribute that knowledge across your sales organization. Build a repeatable process that supports B players in becoming high performers. Use Ideal Customer Profiles (ICPs), clear value propositions, and structured onboarding to reduce variance and elevate the middle 60% of your team. Why You Should Listen to This Episode If your company is stuck in a “hero model” of selling—where success depends on a single superstar—this episode will open your eyes to what’s truly holding your sales strategy back. With practical insights on aligning your team, refining your messaging, and unlocking scalable revenue generation, John Spencer joins Kevin and Sean in a candid conversation that blends military-grade leadership with sales precision. Whether you're a CEO, VP of Sales, or just trying to level up your sales team, this episode is your blueprint for transitioning from hustle-based growth to process-driven scale. Don’t miss it—press play and rethink what it means to grow. 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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    16 分
  • Know Your Numbers: A Sales Leader's Guide to Growth Metrics

    Know Your Numbers: A Sales Leader's Guide to Growth Metrics
    2025/04/08
    As Q2 kicks into full gear, it's time to pause and reflect—are you ahead, on pace, or falling behind on your sales targets? In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey unpack one of a sales leader's most crucial yet often overlooked responsibilities: knowing your numbers. With equal parts practical advice and strategic vision, this conversation walks you through the foundational metrics every sales leader should track—customer acquisition cost, average transaction size, support staffing ratios, and more. Whether you're forecasting growth, scaling headcount, or simply trying to stay ahead of the competition, this episode is your playbook for building a metrics-driven sales organization that thrives. Key Topics Discussed Why "Keeping Score" Matters in Sales Leadership (00:00) Kevin kicks off the episode with a strong analogy to competitive sports, emphasizing that tracking performance metrics is non-negotiable for sales leaders aiming to grow. Building a Forward-Looking Sales Metrics Matrix (00:01) Kevin walks through how to build a simple but powerful matrix using transaction volume, average deal size, and headcount to visualize both current performance and future goals. Calculating Average Transaction Size and Quota Coverage (00:02) Learn how to reverse-engineer quota achievement by dividing sales goals by average transaction size to determine activity targets for your team. Understanding Customer Acquisition Cost (CAC) (00:05) Sean breaks down the components of CAC and explains why every sales leader must know this figure to scale sustainably and profitably. Debunking the “Geopolitics Are Killing Sales” Excuse (00:09) Sean challenges the notion that global events are valid reasons for missed quotas, reinforcing that internal execution and strategic clarity are what really matter. Aligning Sales Activity with Strategic Growth Goals (00:12) Kevin closes the episode with a systems-thinking approach to leadership, showing how small adjustments in metrics, team development, and compensation can drive exponential growth. Key Quotes Kevin Lawson: "Keeping score is important. Really important. I'm talking like March Madness. Final game. Important." (00:00) Sean O’Shaughnessey: "If it takes you more than 20 minutes to figure out this information, then you need a better bookkeeping system." (00:06) Sean O’Shaughnessey: "You need to know what your average deal size is. You need to know how long it takes you to get a customer. Your CRM should be solving that." (00:07) Kevin Lawson: "We want to gently steer our company towards our goals. So the thinking about this process is all about knowing your numbers." (00:12) A Significant Actionable Item from this Podcast Build Your Sales Metrics Matrix This Week Start with your annual revenue goal. Break it down by the number of salespeople, average transaction value, and number of transactions needed per rep per month. Then layer in your customer acquisition cost, support staffing ratios, and expected margin. This matrix becomes your roadmap for scaling intelligently—whether you're doubling headcount, expanding territory, or just trying to hit a consistent quota. Episode Summary In a world of uncertainty, Two Tall Guys Talking Sales reminds us that clarity comes from data. Kevin and Sean deliver a compelling, no-nonsense discussion about how to take control of your revenue engine by genuinely understanding the math behind your sales motion. Whether you’re a CEO, VP of Sales, or just starting to lead a team, this episode offers an essential primer on aligning your operations to your goals. Don’t miss this one—it might be the wake-up call your spreadsheet has been waiting for. 👉 Hit play now to future-proof your sales strategy by learning how to know your numbers like a pro. 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 Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ 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
  • Tom Gottlieb of Berkshire Hathaway Explains How Buyers Want Growth- How Sales Leaders Can Increase Company Worth

    Tom Gottlieb of Berkshire Hathaway Explains How Buyers Want Growth- How Sales Leaders Can Increase Company Worth
    2025/04/01
    In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome business intermediary Tom Gottlieb of Berkshire Hathaway. Tom brings decades of experience in buying, selling, and valuing businesses across the Midwest. The conversation dives deep into what truly drives the value of a company—and how sales leaders and business owners alike can prepare their organizations for a future transition. Whether you’re a business owner considering a sale or a sales executive interested in how sales performance impacts company valuation, this episode delivers invaluable guidance. It’s part education, part strategy session, and all high-value insight. Key Topics Discussed The Three Core Approaches to Business Valuation – Asset, income, and comparative market methods explained simply and practically. (04:22) Preparing a Business for Sale: Lessons from Real Estate – Why “curb appeal” matters for companies and how to improve it over time. (07:36) What Buyers Want: Sales Growth, Consistency, and Processes – How prospective buyers assess the health of a business beyond profit margins. (09:00) The Hidden Red Flag: When the Owner Is the Only Salesperson – Risks for buyers and strategies for mitigating dependency on the founder. (13:31) Leveraging AI to Gain Competitive Market Intelligence – How technology is transforming buyer and seller knowledge in M&A. (11:32) Key Quotes Tom Gottlieb: “Every buyer wants the same thing: a business that works without the owner. That means strong processes, steady sales growth, and predictable profitability.” (09:01) Sean O’Shaughnessey: “So if you don’t want to stick around after the sale, then train your sales team now—and watch the value of your company go up.” (14:16) Kevin Lawson: “Tom, every time we talk, I walk away with something new. This episode is no exception.” (11:31) Tom Gottlieb: “Buyers rarely show up with a bag of cash. There’s a timeline. A deal doesn’t close in a weekend—it’s often a year-long journey.” (07:00) Additional Resources Connect with Tom Gottlieb on LinkedIn Tom’s Email: tgottlieb@bhhspro.com Direct Contact: (562) 225-4567 Berkshire Hathaway HomeServices Professional Realty – Business Brokerage Services A Significant Actionable Item from this Podcast Start documenting your sales process today. If you are a business owner—or advise one—and the majority of revenue hinges on a single salesperson (often the owner themselves), that’s a red flag for any future buyer. Begin formalizing your sales process, distribute responsibilities among team members, and track sales metrics consistently. This not only improves operational resilience but significantly enhances company value in a potential sale. Why You Should Listen to This Episode Selling a business isn’t just about profit—it’s about perception, process, and preparedness. In this episode, Kevin and Sean extract wisdom from Tom Gottlieb that applies to any B2B organization considering an exit in the next 3 to 10 years. It’s packed with strategic takeaways, sales insights, and behind-the-scenes truths about what makes a business attractive to buyers. Whether you're a founder, an investor, or a sales leader, this episode will reshape how you think about long-term value creation. Tune in and learn how to make your business sell-ready—starting now. 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
  • Fixing the Funnel – Building a Sales Pipeline That Actually Works

    Fixing the Funnel – Building a Sales Pipeline That Actually Works
    2025/03/25
    Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. In this episode, the tall guys dive deep into one of the most critical yet commonly broken elements in any sales organization: the sales funnel. Whether you're stuck with a clunky three-stage process that tells you nothing or overwhelmed with 35 micro-stages that only confuse your reps, Sean and Kevin offer a practical guide to rethinking and rebuilding your pipeline strategy. Packed with metaphors (yes, even superhero ones) and sharp analysis, this episode will leave you inspired to take a hard look at your funnel—and finally fix it. Key Topics Discussed Why Most Sales Funnels Are Broken (00:00:45) Sean unpacks the common pitfalls in how companies define and manage their sales stages, including oversimplified or overly complex CRM setups. Defining Sales Stages Based on the Buyer Journey (00:04:30) Kevin emphasizes the need to align your sales stages with how buyers actually buy—not how your company wants to sell. How Many Sales Stages Are Too Many? (00:05:00) The guys explore the delicate balance between not enough insight and too much complexity in stage design. The Case for Multiple Pipelines (00:08:00) When does it make sense to separate budgetary planning pipelines from active sales discussions? Kevin and Sean explain. What a Healthy Funnel Actually Looks Like (00:10:45) Sean introduces a visual and mathematical approach to evaluating whether your funnel is properly shaped—and what to do if it’s not. Key Quotes “The Avengers became a team, not just Iron Man. You need to have a team. Even superhero salespeople like to have support.” — Sean O’Shaughnessey (00:02:50) “Fixing the funnel starts visually. Does it fit well on one sheet of paper? If not, you’ve already lost the battle for clarity.” — Kevin Lawson (00:04:45) “Stages should be built to qualify someone into the next step—not just to log an activity. Every transition should represent progress, not busyness.” — Kevin Lawson (00:06:15) “If your pipeline doesn’t look like a funnel, then you’re either wasting time or losing deals. Probably both.” — Sean O’Shaughnessey (00:12:20) Additional Resources Referenced Previous episodes featuring CMO Amy: Deep dives into top-of-funnel strategies, lead quality, and the marketing–sales handoff. https://sites.libsyn.com/458454/site/measuring-marketing-success-with-amy-connor-of-cmo-onloan https://sites.libsyn.com/458454/site/amy-connor-discusses-salespeople-vs-lead-generation-are-you-using-your-team-wisely "Chasing Butterflies vs. Building a Garden" episode: A useful metaphorical framework for thinking about inbound sales strategies. https://sites.libsyn.com/458454/site/sales-prospecting-are-you-chasing-leads-or-cultivating-success A Significant Actionable Item from this Podcast Audit Your Sales Funnel for Shape and Stage Effectiveness Pull a report from your CRM and visualize your current pipeline by number of deals and total revenue per stage. Does it actually look like a funnel? If it doesn’t, dig deeper. Are your stages aligned with your buyer’s journey? Are reps stuck in certain stages too long? UThis snapshot identifiesgaps and opportunities for stage redefinition or activity refinement. Summary Whether you’re managing a sales team or closing deals yourself, this episode of Two Tall Guys Talking Sales gives you the blueprint to diagnose and repair a misaligned funnel. Sean and Kevin combine humor, hard truths, and highly actionable insights to help you bring structure and sanity back to your sales process. If you're ready to create a pipeline that reflects how buyers buy—and helps your team win more deals—this episode is a must-listen. 🎧 Listen now and take the first step in fixing your funnel for good. 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 Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ 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
  • Prepping for Q2 – Getting Ahead, Catching Up, and Staying on Track

    Prepping for Q2 – Getting Ahead, Catching Up, and Staying on Track
    2025/03/18

    As the first quarter comes to a close, sales leaders and professionals must assess their performance and gear up for the challenges and opportunities ahead in Q2. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down the essential strategies for both those ahead of plan and those struggling to catch up. From refining your sales process to maximizing customer relationships, this discussion is packed with insights that can help you dominate your numbers in the coming months.

    Key Topics Discussed:

    • The Reality of Q1 Performance and the Need for Urgency (00:00:31)

      • Why waiting until Q2 to fix Q1 is too late, and how to position yourself for success early in the year.

    • Strategies for Those Ahead of Plan (00:01:00)

      • How to maintain momentum, close key deals, and ensure a strong Q4 while staying ahead of quota.

    • Critical Steps for Those Behind on Quota (00:04:01)

      • Conducting a win-loss analysis, diagnosing deal flow issues, and fine-tuning lead generation strategies.

    • The Importance of CRM Usage and Sales Efficiency (00:06:35)

      • How sales leaders and reps can maximize their CRM to drive efficiency and uncover missed opportunities.

    • Pricing Strategies and Customer Engagement (00:09:13)

      • Why now is the time to strengthen relationships with your top customers and confidently raise prices to improve margins.

    Key Quotes:

    • Sean O’Shaughnessey (00:01:32): “You have a chance at greatness if you are even or ahead at the end of Q1. Now’s the time to double down and make sure you close deals that will set you up for an incredible year.”

    • Kevin Lawson (00:05:00): “Everyone has a leads problem. Either you don’t have enough, they’re not the right fit, or you’re not communicating your value effectively. That’s where the real focus should be.”

    • Sean O’Shaughnessey (00:11:00): “Your best customers likely don’t know you as well as you think. Strengthening those relationships can open up new revenue streams and prevent you from falling behind.”

    Additional Resources:

    • Free sales planning tools, lead scoring resources, and ideal client profiles available on Kevin and Sean’s websites.

      https://newsales.expert/

      https://www.lighthousesalesadvisors.com/

    A Significant Actionable Item from this Podcast:

    Perform a rapid win-loss analysis on your Q1 deals. If you’re ahead, identify the behaviors and strategies that got you there and double down. If you’re behind, determine whether the issue is a lack of quality leads, poor messaging, or weak follow-through. Adjust your sales approach immediately so you can enter Q2 with a clear plan to recover lost ground.

    Summary:

    Whether you’re ahead of plan, right on track, or scrambling to catch up, the strategies discussed in this episode will help you refine your sales process and make Q2 a success. Sean and Kevin share actionable insights on deal flow, CRM optimization, pricing strategies, and customer engagement that will set you up for a strong year. Don’t let another quarter slip away—tune in now to get ahead, stay ahead, and finish the year on top!

    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 Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

    You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin
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