Two Tall Guys Talking Sales

Kevin Lawson and Sean O'Shaughnessey

"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. read less
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Navigating B2B Sales Complexity- Insights from Membrain's CRO Paul Fuller
6日前
Navigating B2B Sales Complexity- Insights from Membrain's CRO Paul Fuller
Welcome to another engaging episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey are joined by a special guest, Paul Fuller, the Chief Revenue Officer at Membrain. In this episode, they dive deep into the world of CRM systems, discussing how salespeople can be more productive and the evolving role of technology in sales. Get ready for an insightful conversation that challenges conventional CRM perspectives and offers fresh strategies for sales success. Key Topics Discussed: Redefining CRM Systems: Exploring the shift from traditional CRM to sales optimization platforms and how this impacts sales productivity.Sales Methodology Integration: The importance of embedding sales methodologies within CRM systems for effective sales processes.Empowering Salespeople: How CRM should facilitate sales activities, asking the right questions at the right time to guide sales professionals.Complexity in B2B Sales: Addressing the increasing complexity and committee-based decision-making in B2B sales through effective CRM tools.Balancing Technology and Relationships: The role of technology in sales and the importance of focusing on relationships over automation. Key Quotes: Paul Fuller: "If every minute spent in this platform by a salesperson is not effectively helping them sell, then we're doing something wrong."Kevin Lawson: "CRM has taken on a whole new life here, but I'm really curious about your opinion. How does sales excellence evolve with a good CRM tool?"Sean O'Shaughnessey: "There's a lot of companies out there that now have more conference room buying or committee buying, and you've got to cover all of these people." Additional Resources: "The Jolt Effect" - A book recommended by Paul Fuller, discussing the fear of messing up in decision-making - https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/ref=sr_1_1?crid=N0IT45T8Q8SP&keywords=%22The+Jolt+Effect%22&qid=1701642144&sprefix=the+jolt+effect+%2Caps%2C118&sr=8-1"Changing the Game" by Larry Wilson - A book mentioned by Paul Fuller, focusing on buyer roles and decision-making processes - https://www.amazon.com/Changing-Game-New-Way-Sell/dp/0671671359/ref=sr_1_1?crid=136WAUDMJHM9C&keywords=%22Changing+the+Game%22+by+Larry+Wilson&qid=1701642108&sprefix=changing+the+game+by+larry+wilson%2Caps%2C117&sr=8-1Membrain - The sales optimization platform discussed in the episode - https://www.membrain.com/ Summary Paragraph: In this episode of "Two Tall Guys Talking Sales," hosts Kevin and Sean, along with guest Paul Fuller, delve into transforming CRM systems into tools that genuinely enhance sales productivity. They discuss the integration of sales methodologies into CRM platforms, the challenges of complex B2B sales, and the crucial balance between leveraging technology and nurturing relationships in sales. This conversation is a must-listen for sales professionals seeking to optimize their CRM usage and enhance their sales strategies. Tune in for more insights, and join us again next week for another enlightening discussion with Paul Fuller. You can reach out to Paul Full of Membrain at https://www.linkedin.com/in/psfuller/. You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Special Episode: CEO Workshop - Defining Your Corporate Sales Strategy
30-11-2023
Special Episode: CEO Workshop - Defining Your Corporate Sales Strategy
Sales Strategy Isn't Just About Hitting Numbers: It's Your Operational Backbone for Success A well-defined sales strategy is indispensable for long-term business success. Importance of Market Segmentation Don't fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact. Crafting a Unique Selling Proposition (USP) A compelling USP is your golden ticket in a saturated market. Your competitive edge makes your offer not just another option but the go-to solution for your target audience. Sales Process Flowchart: Consistency is Key A detailed sales process flowchart is the backbone of your sales execution. It provides a replicable structure and methodology, helping your team stay aligned and focused while enabling timely interventions to address bottlenecks. Balance Short-term Gains and Long-term Objectives Quick wins can boost morale but cannot derail your broader goals. CEOs must ensure alignment between immediate gains and long-term strategic objectives, further amplified when integrated with marketing initiatives. Culture of Continuous Learning Stagnation is your enemy. Cultivate a culture where past data serves as a scoreboard and a treasure trove of insights for future strategy adjustments. Regular Reviews for Adaptability The market won’t wait for you to catch up. Periodic reviews and adjustments ensure your strategy is a living, breathing entity, agile enough to adapt to market conditions and competitive pressures. Remember, a well-defined, adaptable sales strategy is the key to corporate excellence. Take control and be the strategic architect of your company's success. 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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Closing Strong: Mastering Year-End Sales Without the Discount Dilemma
28-11-2023
Closing Strong: Mastering Year-End Sales Without the Discount Dilemma
Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical aspects of sales, especially as the year winds down. This episode is a must-listen for sales professionals looking to close their year on a high note. Kevin and Sean share their seasoned perspectives on prioritizing deals, managing customer relationships, and the art of effectively closing sales without succumbing to the pressure of year-end discounts. Key Topics Discussed The Importance of Prioritizing Deals: Understanding how to focus on deals with the highest probability of closing.Effective Sales Strategies for Year-End: Tactics to avoid unnecessary discounts and focus on profitable deals.Building and Maintaining Customer Trust: Strategies for nurturing trust and client relationships.Time Management in Sales: Maximizing efficiency and effectiveness in the final sales push of the year.Navigating Internal Processes and Decision-Makers: Tips for understanding and working within a client's internal purchasing processes.Post-December 15th Strategies: How to engage with clients after the critical sales period. Key Quotes Kevin Lawson: "Focusing on the right things is never a wrong thing. This is a time management moment. Don’t get caught up in the hype of what’s my biggest deal. Get caught up in the hype of what relationships have I secured."Sean O'Shaughnessey: "You need to focus on getting deals done that are profitable for the company. Don’t focus on what if I gave him a 22 percent discount that was only good for the next three days? Those are bad deals for the profitability of your company." Summary Paragraph This episode of "Two Tall Guys Talking Sales" is a treasure trove of wisdom for sales professionals. Kevin and Sean, with their extensive experience, offer invaluable advice on prioritizing deals, building trust, and closing the year strongly without falling into the discount trap. Their conversation is not just about strategies but also about the mindset required to succeed in sales. This episode is your go-to resource if you want to refine your sales approach, especially as the year ends. Tune in to gain insights that could transform your sales journey! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Breaking the Sales Rollercoaster: Strategies for Steady Success
14-11-2023
Breaking the Sales Rollercoaster: Strategies for Steady Success
Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the B2B sales management, sharing their extensive knowledge and experience. This episode is a must listen for sales professionals who handle the entire sales cycle, from lead generation to closing deals. Kevin and Sean explore effective strategies to avoid the pitfalls of one-dimensional outreach and the rollercoaster effect in sales. Their conversation is packed with actionable advice, making it an invaluable resource for anyone looking to enhance their sales skills. Key Topics Discussed: The Full Sales Cycle Challenge: Understanding the complexities of managing every stage of the sales process.Diversifying Outreach Strategies: The importance of using multiple channels and methods in sales outreach.Avoiding the Rollercoaster Effect: Strategies to maintain a consistent pipeline and steady revenue flow.Building and Utilizing a Robust Contact List: Effective ways to create and engage with a list of potential leads.The Art of Persistent Outreach: How repeated, varied contacts can lead to successful conversions.Personalizing Sales Approaches: Tailoring strategies to meet the specific needs and preferences of potential clients. Key Quotes: Kevin: "We need to be pulling all these threads to weave the cloth that we want to cover our table."Sean: "You need to make them smarter. And in order to do it, just like when you were in high school, when you were in college, and you were trying to learn a new subject, learn a new thing, did you ever have it where your professor was trying to teach you something? It just wasn't sticking." Additional Resources: LinkedIn Sales Navigator - https://www.linkedin.com/products/linkedin-sales-navigator/Seamless AI - https://seamless.ai/Knowledge Net - https://knowledgenet.ai/"Two Tall Guys Talking Sales" CEO Workshop Series - https://www.linkedin.com/events/twotallguysceoworkshop-defining7120530607968800768/comments/Sean's Beers and Biz Public Networking Group - https://www.linkedin.com/groups/9155649/ Summary Paragraph: In this episode of "Two Tall Guys Talking Sales," Kevin and Sean provide a treasure trove of insights for sales professionals. They emphasize the importance of a multi-faceted outreach strategy, consistent engagement, and personalization in the sales process. Their practical tips and real-world examples make this episode a valuable listen for anyone in sales, from newbies to seasoned pros. Tune in to learn how to transform your sales approach, build a robust pipeline, and achieve consistent success in your sales career. You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
From Holiday Hangover to Sales Success: Planning Your Annual Kickoff
07-11-2023
From Holiday Hangover to Sales Success: Planning Your Annual Kickoff
Join hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the crucial topic of preparing for annual sales kickoffs in this insightful episode of Two Tall Guys Talking Sales. With the holiday season just around the corner, our hosts share their expert strategies for transitioning from holiday cheer to sales gear. Key Topics Discussed: The Importance of Annual Kickoff Meetings: Discover why these meetings are vital for setting the tone for the fiscal year and how they can energize your sales team.Planning for Success: Learn the steps to plan an effective sales meeting that isn't just another PowerPoint marathon.Choosing the Right Venue: Understand the significance of selecting a venue outside your usual office space to foster creativity and focus.Involving Key Players: Get insights on who should be part of your sales kickoff to maximize impact, including departments beyond sales.Guest Speakers and Motivation: Explore the benefits of inviting guest speakers to inspire your team and why it's crucial to think outside the box.Community and Team Bonding: Find out how community service can be a powerful team-building exercise and contribute to a positive company culture. Key Quotes: Kevin: "You don't just wake up and hit quota. You don't wake up and pull off an annual sales meeting. It's time to climb the mountain." Sean: "2023 is over. Now you're at 2024 and guess what? You haven't sold a single thing yet. It's time to energize the team and get them going." Summary Paragraph: In this episode of Two Tall Guys Talking Sales, Kevin and Sean provide a masterclass on transforming the annual sales kickoff from a dreaded event into a dynamic and motivating experience. They emphasize the need for meticulous planning, the power of a change in scenery, and the importance of including diverse voices and departments. With their practical advice and real-world examples, this episode is a must-listen for sales leaders and team members looking to start their fiscal year with a bang. Tune in to ensure your next sales meeting is not only productive but also truly inspiring. Remember to subscribe to Two Tall Guys Talking Sales for more valuable insights on sales strategies and leadership. Happy selling! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Mastering Sales Compensation: Strategies for Business Growth
31-10-2023
Mastering Sales Compensation: Strategies for Business Growth
Are you struggling to create a sales compensation plan that aligns with your business goals and motivates your sales team? Look no further! In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the intricacies of crafting effective sales compensation plans. With decades of experience in sales and management, Kevin and Sean share invaluable insights on how to set up your sales team for success. Whether you're a startup aiming for your first million or an established business looking to optimize, this episode is a must-listen! Key Topics Discussed The Importance of Timely Compensation Plans: Why releasing compensation plans in line with the fiscal year is crucial for sales teams.Simplicity is Key: The need for straightforward, easy-to-understand compensation plans.Aligning Compensation with Business Goals: How to incentivize behaviors that align with your company's objectives.Understanding Costs and Profitability: The role of CEOs and CFOs in determining the budget for sales commissions.Attracting Talent with Compensation Plans: How a well-structured plan can be a recruitment tool for top sales talent. Key Quotes Kevin Lawson: "Compensation plans are the bedrock for someone's income. And we should treat it as such, not as a cost line."Sean O'Shaughnessey: "The magic of writing a great compensation plan is to make sure that you maximize the things that you want to maximize to grow your business within that budget that you put together." Additional Resources Management by Objective (MBO): A management model for setting and tracking objectives. https://www.investopedia.com/terms/m/management-by-objectives.aspEOS (Entrepreneurial Operating System): A set of simple concepts and practical tools to help entrepreneurs get what they want from their businesses. https://www.eosworldwide.com/ Summary Don't miss out on this episode if you're looking to revamp or create a sales compensation plan that truly works. Kevin and Sean offer a comprehensive guide that covers everything from the timing of releasing plans to aligning them with your business goals. Tune in to Two Tall Guys Talking Sales and equip yourself with the knowledge to build a compensation plan that not only retains but also attracts top sales talent. Start setting your sales team—and your business—up for success today! 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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Special Episode: CEO Workshop - Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth
30-10-2023
Special Episode: CEO Workshop - Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth
Welcome to a special episode of Two Tall Guys Talking Sales, hosted by seasoned sales professionals Kevin Lawson and Sean O'Shaughnessey. Today’s episode is a goldmine for small business owners, consultants, and sales teams who are looking to scale and outperform their competition.  This is the audio version of a CEO Workshop that was recorded on LinkedIn on October 19. You can watch entire webinar (along with the slides) by going to https://www.linkedin.com/events/avoidingb2bsalesmistakesthatare7113890627339128832/comments/ Sean O'Shaughnessy and Kevin Lawson have decided to release these workshops as podcast episodes. The topic of this episode is Avoiding B2B sales Mistakes that Limit Growth. Kevin explains the importance of avoiding mistakes and continuously refining sales strategies and skills. He also discusses the challenges faced by businesses, such as rising costs and limited resources. Inflation, the Consumer Price Index, and labor costs are impacting business owners. Kevin advises businesses to adjust their prices accordingly to maintain margins. He emphasizes the need for strategic and tactical management to overcome market factors that affect business outcomes. The goal is to increase the value of the business for future saleability. Kevin also discusses the importance of being strategic and tactical in business. He emphasizes the need to be organized, focused, and create relevant content. Salespeople should also think like marketers to attract customers. Kevin then discuss responding to RFPs (Request for Proposals) and suggests that businesses should decide whether or not to respond based on their industry and goals. He highlight the low success rate of RFPs and encourages evaluating if it's worth investing time in them. The next topic is Sales Playbooks, which are comprehensive documents that help train sales teams by outlining best practices and providing guidance on communication with clients. Kevin explains the benefits of having a Sales Playbook but acknowledges that many businesses may not have one or have had lackluster results with them. Finally, Kevin suggests starting with documenting a typical sales process as a foundational step towards creating an effective Sales Playbook. You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
The Sales Alignment Blueprint: Close Deals by Understanding Customer Objectives
24-10-2023
The Sales Alignment Blueprint: Close Deals by Understanding Customer Objectives
Are you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer's goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer's pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable insights for salespeople, sales leaders, and business owners alike. Key Topics Discussed The Importance of Aligning with Customer Goals: Understanding your customer's objectives is crucial for closing deals.The Discovery Process: How to ask the right questions to uncover your customers' real challenges.Leveraging Public Information: Utilizing annual reports and other public documents to tailor your sales approach.Sales Hypothesis and Marketing Message: Crafting a compelling narrative that resonates with your target audience.Ideal Customer Profile (ICP) and Target Account Lists: How to identify and prioritize the companies that are most likely to benefit from your product or service. Key Quotes Kevin: "Listen, pay attention to the words that are coming out of your mouth. 'Cause they're telling you how they need to change their own lives. And if that happens to align with the solution you're offering, you might have a sale." Sean: "Your annual report is almost like saying, 'Hey, sales guys come sell to me, but only talk about this one little thing.' Money will be spent on everything the CEO lists as issues in the annual report." Additional Resources Annual Reports: A treasure trove of information for understanding a public company's goals and challenges.Trade Organization Information: Useful for gaining insights into small and medium-sized businesses.SWOT Analysis: A strategic tool for understanding your strengths, weaknesses, opportunities, and threats in the sales process. Summary This episode is a must-listen if you're looking to supercharge your sales process, shorten your sales cycle, and ultimately boost your bottom line. Kevin and Sean offer a comprehensive guide to understanding your customer's needs and aligning your sales strategy accordingly. Don't miss out on these game-changing insights that could be the key to unlocking your next big deal. Tune in now! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Unlocking Profitable Growth: The Power of Sales Consistency
17-10-2023
Unlocking Profitable Growth: The Power of Sales Consistency
Welcome to another riveting episode of Two Tall Guys Talking Sales with your hosts Kevin Lawson and Sean O'Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you're struggling to grow beyond a certain revenue point, this episode is your roadmap to breaking that barrier. Key Topics Discussed The Importance of Consistency in Sales: How maintaining a consistent approach can standardize your sales processes and messaging.EOS and Sales: How the Entrepreneurial Operating System (EOS) can set the foundation for a consistent and profitable sales strategy.Identifying Profitable Customers: Why you should focus on selling to companies that are not just your favorites, but are also profitable for your business.Sales Organization Structure: The need for formalizing reporting structures, job descriptions, and goals within the sales department.Tools for Systematic Growth: How tools and services can help you identify look-alike audiences and scale your business. Key Quotes Kevin Lawson: "If you don't have a repeatable sales process, you don't have a repeatable sales process. You must have absolute consistency."Sean O'Shaughnessey: "Don't pick your favorite customers, pick your most profitable customers and identify companies that are just like that and then go sell to them." Additional Resources Book Mention: "Selling The Wheel" - https://www.amazon.com/Selling-Wheel-Choosing-Company-Customers-ebook/dp/B000FC0U0I/ref=sr_1_1?crid=2E0EPQJ66PI5Q&keywords=selling+the+wheel+jeff+cox&qid=1697544950&sprefix=selling+the+whe%2Caps%2C77&sr=8-1Previous Podcast Episodes: Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo) and Part 2 - Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/part-2-building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo) Summary If you're stuck in the rut of inconsistent sales processes or you're unsure how to scale your business profitably, this episode is a must-listen. Kevin and Sean offer actionable insights and tools to help you standardize your sales processes, identify your most profitable customers, and set your business on a path to exponential growth. Don't miss out on these invaluable lessons from two seasoned sales experts. Tune in now!   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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Scaling from Your First 10 Customers to 50, 100 and Beyond
10-10-2023
Scaling from Your First 10 Customers to 50, 100 and Beyond
If you've got your first 10 customers and are wondering, "What next?" then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O'Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to the next level. Key Topics Discussed The Crucial Jump from 10 to 50 Customers Kevin and Sean examine the strategic shift required when you're looking to grow from 10 customers to a more substantial customer base. They stress the importance of formalizing and aligning your offering with a well-defined buyer persona. Understanding Buyer Personas A recurring topic was the art and science of buyer personas. Kevin emphasizes the need to revisit and revise these as your business evolves. The objective is to understand who you’re selling to and what problem you’re solving for them. Sales Leadership & Standardization Sean explores the standardization of sales processes and offerings, particularly for scaling from a one-person operation to a multi-person sales team. This standardization is crucial for scalability and profitability. The Role of the CEO in Sales The hosts delve into the inevitable shift in the sales role of the CEO as the company grows. While the CEO might be heavily involved in sales initially, scaling to 50 or 100 customers requires a dedicated sales team. Selling Tools vs. Selling Solutions Sean provides a compelling analogy between selling tools and selling solutions. He emphasizes the importance of selling a standardized product rather than a customizable toolkit, using historical examples like Henry Ford and Steve Jobs. Key Quotes Kevin: "One challenge I see here that sales leaders need to solve is how to formalize and standardize the attraction process." Sean: "You need to really start focusing on who do you sell to, what problem do you really solve, and how do you sell this thing so that other people can sell for you." Summary Don't miss this episode if you're gearing up for rapid growth. Both Kevin and Sean provide actionable insights that will equip you to transition from a startup to a scalable business. With a blend of theoretical knowledge and real-world advice, they lay down a roadmap for you to follow. Whether you're a CEO doing sales, a startup looking to break into the market, or a sales leader aiming for standardization, this episode is your guide to elevating your sales game. Tune in now to pave the way for your business growth! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Mastering the Sales Recovery: Engaging Champions and Requalifying Deals
03-10-2023
Mastering the Sales Recovery: Engaging Champions and Requalifying Deals
Welcome to another episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. This episode is a must-listen for sales professionals, managers, and business leaders who want to understand how to recover when they've skipped a step in the sales process. Kevin and Sean delve into the nuances of backing up, requalifying deals, and how to engage your champions effectively. Whether you're dealing with large corporations or small family-owned businesses, this episode offers actionable insights to help you get back on track and close deals successfully. Key Topics Discussed The Realization Moment: Recognizing that you've skipped a step in the sales process and how to recover without losing trust.The Role of a Champion: How to engage your champion to help you navigate through the complexities of the deal.Resource Limitations: Understanding the constraints that every company faces, regardless of its size, and how to address them.Requalifying Deals: The importance of requalifying a deal, especially one that previously went to a 'no decision'.Sales Process in Small Businesses: How the sales process differs when dealing with small family-owned businesses and how to adapt your approach. Key Quotes Kevin: "Skipping steps happens, and when you have that realization moment, it's not a moment to try and beat somebody up."Sean: "You got to go to your champion and say, help me out. Save me because I'm in a bad way. I need to get all these people on board."Kevin: "We have to really forecast those because we could invest a lot of money. The most expensive way to buy an ERP is to buy it twice." Additional Resources Last week's episode on the consequences of skipping steps in the sales process. https://sites.libsyn.com/458454/site/mastering-the-sales-process-the-cost-of-skipping-steps Summary Don't miss this episode if you want to master the art of recovering from missed steps in your sales process. Kevin and Sean provide theoretical knowledge, practical steps, and real-world advice that can be immediately applied to your sales strategies. Whether you're a seasoned sales professional or new to the field, this episode will equip you with the tools to navigate complex deals and emerge successful. Tune in now to elevate your sales game! Ready to dive in? Click here to listen to this insightful episode of Two Tall Guys Talking Sales. 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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Special Episode: CEO Workshop - Understand Your Client's Business To Sell More Effectively
02-10-2023
Special Episode: CEO Workshop - Understand Your Client's Business To Sell More Effectively
This special episode of Two Tall Guys Talking Sales comes from a recent CEO Workshop put on by Sean O'Shaughnessey and Kevin Lawson. It was taken from a LinkedIn Live presentation that aired on September 29, 2023. You can listen to this episode or click over to the LinkedIn Live presentation at https://www.linkedin.com/events/ceoworkshop-understandyourclien7106962760084688896/ Are you a sales leader or CEO looking to supercharge your sales strategy? In this episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the art of understanding your client's business to sell more effectively. Sean, a seasoned sales expert, shares invaluable insights on transitioning from being just a vendor to becoming a trusted advisor. This episode is a treasure trove of actionable advice, real-world examples, and strategies that can be immediately implemented to elevate your sales game. Key Topics Discussed The Power Matrix: Learn how to identify and engage with key stakeholders in your client's organization, from decision-makers to influencers. Consultative Selling: Discover the essence of becoming a trusted advisor rather than just a vendor and how this approach can significantly impact your sales. Financial Acumen: Understand why knowing your client's financial position can give you a competitive edge and how to gather this information. Interdepartmental Relationships: Sean discusses the importance of having touchpoints across various departments in your client's organization and how it can lead to a more tailored sales pitch. Customer Journey Mapping: Learn how to map out the customer journey to gain a 360-degree understanding of your client's needs and motivations. Key Quotes from Sean "You elevate yourself from a vendor to a partner in the B2B sales arena.""Your proposition becomes not just a response to an RFP, but a comprehensive strategy of partnership.""This alignment leads to a consultative selling approach, one that evolves from being transactional to being deeply relational." Additional Resources Sean's book on sales strategies "Eliminate Your Competition" You may purchase “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.The CEO workshop "Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth" scheduled for Thursday, October 19, at 10:00 A.M. Eastern. Register at https://www.linkedin.com/events/7113890627339128832/comments/ Summary Paragraph Don't miss this enlightening special episode that promises to transform your approach to B2B sales. Whether you're a seasoned sales professional or a CEO looking to revamp your sales strategy, this episode offers a comprehensive guide to understanding your client's business like never before. Tune in to "Two Tall Guys Talking Sales" and equip yourself with the tools and insights to become not just a vendor but a strategic partner in your client's success journey. Subscribe today and stay ahead of the sales game! Ready to take your sales strategy to the next level? Click the download button now and dive into this episode of "Two Tall Guys Talking Sales."
Mastering the Sales Process: The Cost of Skipping Steps
26-09-2023
Mastering the Sales Process: The Cost of Skipping Steps
In this episode of "Two Tall Guys Talking Sales," hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the intricacies of the sales process. Sean opens up about his impatience with time-wasting and the challenges he's faced with sales reps skipping crucial steps in the sales process. Kevin emphasizes the importance of understanding why steps are skipped, whether it's due to reluctance or irrelevance. Both hosts stress the significance of aligning the sales process with the decision-making process of the customer. They also touch upon the financial implications of not following the sales process, highlighting the potential costs and the importance of cost containment. The episode concludes with a teaser for the next episode, where they will discuss how to recover when a step is skipped. Key Topics Discussed: The importance of following the sales process.Reasons why salespeople skip steps in the process.The financial implications of not adhering to the sales process.Aligning the sales process with the customer's decision-making process.The concept of cost containment in sales. Key Quotes: Kevin: "The process is what drives your business. It's what helps you forecast, determine cash flows."Sean: "The danger of not asking questions high enough and not following your sales process is when you don't allow your sales process to drive the decision process by the buyer." Summary: Dive into the world of sales with Kevin Lawson and Sean O'Shaughnessey as they unpack the essence of the sales process. From understanding why steps are skipped to the financial repercussions of not adhering to the process, this episode is a goldmine of insights for anyone in the sales industry. Whether you're a CEO, a sales rep, or just curious about the intricacies of sales, this episode promises valuable takeaways. And stay tuned for the next episode, where the duo will explore how to bounce back when a step in the sales process is missed. Don't miss out on this enlightening discussion! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
From Salesperson to Trusted Advisor: The Art of Problem Solving
19-09-2023
From Salesperson to Trusted Advisor: The Art of Problem Solving
Dive deep into the heart of sales and sales leadership with Kevin Lawson and Sean O'Shaughnessey as they unravel the essence of problem-solving in the sales arena. This episode isn't just about identifying problems but understanding the art of solving them. If you aim to transition from just selling a product to becoming a trusted advisor, this episode is your roadmap. Key Topics Discussed: The importance of becoming a trusted advisor in sales.Building and maintaining long-lasting relationships with clients.The role of curiosity in understanding a client's business.The significance of being well-read and informed about current business challenges.Networking is a tool for gaining insights and asking better questions. Key Quotes: Kevin: "How you become a trusted advisor is solving a business problem, not selling a product."Sean: "The key to the kingdom is to become a trusted advisor to your client. So that that advisor says, I wonder what Kevin thinks about this."Kevin: "Are you the person who's reliable? Do you always cancel at the last minute? Do you put somebody to voicemail every time and forget to call them back? That's a withdrawal from the trusted advisor list."Sean: "The key is don't just show up as a salesperson. Don't just show up as a vendor. Show up as an interested third party that is trying to figure out about their business." Additional Resources: CEO Workshop: A live video session with Kevin and Sean, focusing on understanding customer businesses and the challenges therein. https://www.linkedin.com/events/ceoworkshop-understandyourclien7106962760084688896/comments/ Summary: In this enlightening episode of "Two Tall Guys Talking Sales," Kevin and Sean emphasize the importance of evolving from a mere salesperson to a trusted advisor. They discuss the nuances of building genuine relationships, the significance of being curious, and the need to be well-informed about the business landscape. Whether you're a sales newbie or a seasoned professional, this episode offers invaluable insights that can transform your approach to sales. Don't miss out on this opportunity to elevate your sales game. Tune in now! 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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Beyond the Pitch: How Trust and Personal Brand Shape Sales Success
12-09-2023
Beyond the Pitch: How Trust and Personal Brand Shape Sales Success
Join hosts Sean O'Shaughnessey and Kevin Lawson as they delve deep into the art of sales, emphasizing the importance of trust, personal branding, and the role of a salesperson in today's market. In this episode, they discuss the nuances of transferring trust, the significance of personal branding, and how sales leaders can guide their teams to success. Key Topics Discussed: Transferring Trust: The essence of sales lies in transferring trust from the salesperson to the prospect, ensuring decisions are made in the desired timeframe.Three Pillars of Sales: Selling your company, your product, and most importantly, yourself.Personal Branding: The importance of building a personal brand that accelerates trust and how sales leaders can foster this among their teams.LinkedIn and References: Utilizing LinkedIn as a tool for validation and building credibility.Professional Appearance: The impact of a salesperson's appearance on the perception of trust and professionalism.Empathy and Curiosity: Starting conversations with genuine interest and understanding of the client's business. Key Quotes: Kevin: "To build trust early, you have to be referenceable... People could commercially find us, so to speak."Sean: "You sell your company. You sell your product, and you sell yourself."Kevin: "Nine-tenths of the law is perception."Sean: "The more you understand your client's business, the bigger your brand will be." Additional Resources: LinkedIn - A platform for professional networking and validation.WKRP in Cincinnati - A classic TV show mentioned in the context of professional appearance. Summary: In a world where trust is paramount, Kevin and Sean highlight the significance of personal branding in the sales process. From the importance of being referenceable on platforms like LinkedIn to the impact of professional appearance, this episode offers a comprehensive guide for salespeople and leaders alike. Whether you're a seasoned sales professional or just starting out, the insights shared will undoubtedly enhance your approach. Tune in to "Two Tall Guys Talking Sales" every Tuesday for more invaluable sales advice! Don't miss out on this enlightening conversation about trust, personal branding, and the evolving world of sales. Listen now! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
Know Your Customer: Mastering Buyer Personas in Modern Sales
05-09-2023
Know Your Customer: Mastering Buyer Personas in Modern Sales
Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you're listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in to find out how to create accurate buyer personas that can help you make smarter sales and marketing decisions. 📝 Key Topics Discussed: Defining Buyer Personas: Kevin and Sean explore what a buyer persona really is and why it's crucial for sales success. The Importance of SWOT Analysis: Kevin explains that creating a buyer persona isn't a one-off task; it begins with understanding your SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis. Ideal Client Profiles & Unique Selling Proposition: Why understanding these can help fine-tune your buyer personas. Digging into Demographics and Psychographics: How to gather and utilize this data to develop detailed buyer personas. Quarterly Business Reviews (QBRs): Sean shares insights into who should be involved in these reviews and the type of questions that can help enrich your buyer personas. 🗨️ Key Quotes: "If you're out there and wondering how to get this process started, thinking that you've already done a SWOT analysis...now's the time to talk about buyer personas." - Kevin Lawson "Salespeople are valuable. Salespeople are important to the sales process. And it is your job to teach your company about your customers." - Sean O'Shaughnessey "Salespeople are great people day in day out. We shouldn't have to pay a tax because of bad salespeople doing bad things in the marketplace." - Kevin Lawson 📚 Additional Resources: HubSpot's Buyer Persona TemplatesSWOT Analysis Guide 🎧 Why You Should Listen: Crafting an accurate and effective buyer persona isn't just a task; it's an art. This episode provides not only the theory but also the actionable steps you can take to create buyer personas that resonate with your target market. From initial concepts to understanding your customer needs during a QBR, Kevin and Sean have packed this episode with tools you can use immediately. Listen now to avoid the pitfalls and fast-track your way to sales success. Ready to revolutionize your sales approach? Hit that download button and tune in now! 🎧
Mastering the Competitive Landscape: Insights and Strategies for Sales Success
29-08-2023
Mastering the Competitive Landscape: Insights and Strategies for Sales Success
Dive deep into the world of competitive analysis with Kevin Lawson and Sean O'Shaughnessey in this engaging episode of Two Tall Guys Talking Sales. In the fast-paced world of sales, it's not just about knowing your product, but about understanding your competition, your customers, and the nuances that drive decisions. Let Kevin and Sean guide you through actionable insights to elevate your sales game. Key Topics Discussed: The Power of Competitive Analysis: Unlock the benefits of understanding your competition and how it empowers you as a sales leader.Understanding 'No Decision': Learn why some prospects choose to remain indecisive and how you can navigate this challenge effectively.The Role of SWOT in Sales: Deciphering how SWOT, PESTEL, and SOAR analyses can help shape your sales strategies.Unpacking Unique Selling Proposition (USP): Knowing your USP and leveraging it against your competitors is important.Importance of Feedback in Pricing: Sean emphasizes the need for real-time feedback, especially when your price points are met with resistance.The Salesperson as a Guide: The role of a salesperson is to guide clients, understand their needs, and sell existing products confidently. Key Quotes: Kevin: "No decision comes, in my opinion, when you haven't done a good job qualifying the prospect."Sean: "Looking at companies that are massively successful... It's just a good way for a company to get better. Looking at those people and learning from them is really, really important."Kevin: "If you've already thought through how they measure value, you know how to talk to them. You become a better salesperson because you put in the work."Sean: "Your job is to sell the product that exists today, not the product that you wish they would hurry up and build." Additional Resources: Microsoft's package offeringsPrevious episode on Competitive Analysis Summary: In the competitive realm of sales, it's not just about standing out, but about understanding every piece of the puzzle. Whether it's diving deep into SWOT analyses, ensuring that your pricing strategy aligns with market expectations, or guiding your client toward a mutually beneficial decision, every step matters. Join Kevin and Sean as they unpack these topics and more, providing you with actionable strategies to ensure your sales pitch stands out. If you're serious about mastering the art of sales, this is an episode you won't want to miss. Dive in now! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/
From SWOT to Success: Navigating the Competitive Sales Landscape
22-08-2023
From SWOT to Success: Navigating the Competitive Sales Landscape
In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the realm of competition in sales. From understanding the various forms competition can take to harnessing the power of artificial intelligence in competitive analysis, this episode is packed with insights and actionable advice for sales professionals at all levels. Key Topics Discussed: The Essence of Competition in Sales: Why understanding and overcoming your competition is crucial.Recognizing Different Types of Competition: Beyond direct competitors, why the 'no decision' outcome is the hidden enemy.Leveraging SWOT Analysis: Sean and Kevin's take on its relevance and how to use it effectively for competitive advantage.The Role of Artificial Intelligence in Sales: How tools like Chat GPT can help get a leg up on your competition.The Importance of Competitive Awareness: Why 57% of companies are at a disadvantage and how not to be one of them. Key Quotes: Kevin: "Every professional sports team watches game film... we're sales professionals. We should be watching the game film of sorts."Sean: "Who is your prospect talking to? That is your competition."Kevin: "Doing nothing is unacceptable. It's like prospecting. If you don't prospect, that is an unacceptable behavior."Sean: "If you're in a small company right now, you need to figure out, you need to be one of the 43%, not one of the 57%." Additional Resources: Eliminate Your Competition by Sean O'Shaughnessey.Sales Xceleration's national research on companies' competitive awareness.Tools like Chat GPT for AI-based SWOT analysis. Don't be a part of the 57% that remains oblivious to their competition. Whether you're in the early stages of your sales journey or a seasoned professional, Sean and Kevin's insights from this episode offer invaluable strategies and tools to elevate your game. Tune in to "Two Tall Guys Talking Sales" to get the upper hand, understand your market better, and, ultimately, eliminate your competition. 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 & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
Driving Sales Success: Why KPIs Are More Than Just Numbers
15-08-2023
Driving Sales Success: Why KPIs Are More Than Just Numbers
Get ready to unlock the secrets of mastering the sales game with Two Tall Guys Talking Sales! This episode delves into the nuances of key performance indicators (KPIs), their significance in measuring sales efficiency, and the art of mentorship among salespeople. Listen as our hosts Sean and Kevin uncover the analogy of KPIs and share insights about setting the right measures for salespeople at various career stages. Key Topics Discussed: Understanding Leading vs. Lagging Indicators: Foreseeing future trends and not just measuring past achievements is important.KPIs and the Marriage Analogy: Setting the right measures to cultivate relationships, just as one nurtures a romantic relationship.Differentiating KPIs for New vs. Veteran Salespeople: Tailoring strategies for those new to the profession, the company, or the industry.The Power of Mentorship: Leveraging the experiences of veteran salespeople and fostering growth among younger salespeople.Sales Training and Coaching: How combining formal sales training with hands-on coaching can amplify results. Key Quotes: Kevin: "KPIs are not about only the number of deals you sold. It's about, 'Am I doing the right behaviors over time?'" Sean: "Those KPIs can't be a hundred percent looking backward. We need to look ahead and say, what are we doing to generate business?" Kevin: "Activity measures for new salespeople are different. I'm talking about doing the well-researched, planned prospecting call." Sean: "The real advantage of The RAIN Group is its training combined with my coaching." Additional Resources: CEO workshop series: A detailed session on 'dashboards for CEOs', focusing more on current pipeline activities. https://www.linkedin.com/events/6917582648336875520/comments/ and also available at https://youtu.be/Oz9HTyQtz8oThe RAIN Group: Renowned sales training organization that combines training with actionable coaching. Contact Sean at Sean@NewSales.Expert for more information about this, or contact Kevin at kevin@lighthousesalesadvisors.com for more information. Summary Paragraph: With a blend of engaging analogies, actionable insights, and personal experiences, Sean and Kevin illuminate the complex world of sales KPIs. Whether you're a seasoned salesperson or just beginning your journey, this episode is packed with nuggets of wisdom that can transform your approach to sales. Dive deep into the essence of mentorship, discover the right measures for tracking success, and unearth the significance of forward-looking indicators. Don't miss out on this chance to elevate your sales strategies and metrics. Listen now and redefine your sales mastery with Two Tall Guys Talking Sales! You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - 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/