Is artificial intelligence coming for your sales job? Not if you understand the power of business acumen, value selling, and strategic adoption of tools that amplify, not replace, human expertise. In this high-impact episode of Two Tall Guys Talking Sales, Kevin and Sean tackle the loud claims of AI-induced layoffs with a grounded, practical message for salespeople and sales managers: evolve or fall behind. This is not a doomsday episode; it's a wake-up call, a roadmap, and a motivational boost for anyone in the world of revenue generation, sales processes, and messaging strategy.

Whether you're a frontline salesperson or a VP of sales leading a team, this conversation will inspire you to rethink how you work, what skills future-proof your career, and how AI can become your competitive advantage instead of your competitor.

• The 4 Irreplaceable Skills That Safeguard Sales Careers (01:00)
  Sean breaks down a framework for evaluating whether your job is AI-proof, hint: if you’re in B2B sales and good at it, you're likely already building a durable edge.
  
  

• How AI Mirrors the Arrival of the Internet in Sales Evolution (04:10)
  Kevin draws a compelling parallel between today's AI landscape and the early days of the internet, showing why this shift is just as transformative.
  
  

• Sales Management and Strategic Value in an AI World (02:46 & 07:31)
  From leadership and team building to messaging and workflow design, the episode highlights why sales managers need to think beyond quotas and towards long-term enablement.
  
  

• A Personal Story of Old-School Sales and the Power of Adapting Tools (08:00)
  Sean shares a nostalgic (and relevant) story about his father’s sales career before personal computers, offering perspective on how sales adapts across generations.
  
  

• Weaponizing Your Time: Using AI to Amplify Human Strengths (13:00)
  Kevin delivers a call to action on how to audit your own sales day and offload low-value tasks through automation, freeing up more time for high-impact strategy and consultation.
  
  

“You won’t lose your job to AI, you’ll lose your job to a better salesperson who uses AI.”
– Sean O’Shaughnessey (01:02)

“If you’re not using AI, or any sales technology, you’re not doing your job. You’re underperforming.”
– Kevin Lawson (06:11)

“Sales worked before computers, and it will work after AI. What changes is how well you adapt the tools available.”
– Sean O’Shaughnessey (10:04)

“Your time is your greatest asset, and your biggest liability, when you’re not using it to its highest utility.”
– Kevin Lawson (14:00)

• Sean’s original blog post on this topic (available in the B2B Sales Lab and LinkedIn) https://newsales.expert/2025/06/b2b-sales-in-the-age-of-ai-why-top-salespeople-will-thrive-while-the-repetitive-roles-disappear/
  
  

• B2B Sales Lab community discussion on sales evolution and AI https://b2b-sales-lab.com/
  
  

• Tools mentioned: ChatGPT, Perplexity, Gemini (as starting points for AI integration)
  
  

Audit your sales day for repeatable, low-value tasks that can be automated.
Pick one of them, like researching prospects, summarizing meeting notes, or drafting follow-ups, and replace it with an AI tool like ChatGPT or Perplexity. You’ll recover time, increase productivity, and move closer to building a modern, AI-augmented sales practice.

This episode of Two Tall Guys Talking Sales isn’t about fear, it’s about focus. Sales success today requires a sharp blend of strategic thinking, tool adoption, and human skills that are nearly impossible to replicate. Kevin and Sean lay out a blueprint that every sales leader, rep, and business owner should follow to thrive in this new era. If you’re serious about sales management, value selling, messaging clarity, and staying ahead of disruption, this episode will give you the mindset and tactical clarity to act now. Don’t just listen, level up.

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/

Sales isn’t about persuasion but service, resilience, and growth. In this episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O’Shaughnessey welcome sales leader and former professional athlete Jeff Parris to explore the fundamental skills that separate elite salespeople from the rest. Drawing on decades of experience, Jeff shares three often-overlooked yet foundational competencies that drive sales success, and they’re not what you’d expect. Whether you're a VP of Sales building a high-performance team or a seller looking to level up, this episode delivers sharp insights on value selling, business acumen, and sales management excellence.

• Why great salespeople see themselves as servants first (approx. 04:00)
  Jeff outlines why a “motivation to serve” mindset creates stronger client relationships and more consistent revenue generation.
  
  

• Ego Drive vs. Ego Trip: Understanding the will to win without arrogance (approx. 07:30)
  Learn how ego drive, a hunger to persuade for the buyer’s benefit, builds durable sales performance.
  
  

• Curiosity as the gateway to sales mastery (approx. 10:15)
  Jeff and Sean dig into why curiosity fuels continuous improvement and business acumen across every sales process.
  
  

• How to coach the “accidental salesperson” into a top performer (approx. 11:45)
  Kevin asks how people without formal sales backgrounds can thrive by developing the right mindset.
  
  

• Sales leaders as talent architects: Building high-performance teams (approx. 02:00)
  Jeff draws on his athletic past to share what makes a sales team championship-worthy.
  
  

“Sales isn’t something we do to people, it’s something we do for people.”
— Jeff Parris (04:00)

“The real goal of a great salesperson is: ‘Mr. Prospect, let me help you solve that problem.”
— Sean O’Shaughnessey (05:55)

“Having the right people, with the right skills, in the right seats makes winning so much easier.”
— Kevin Lawson (03:36)

“Curiosity leads to better solutions. Every interaction is a chance to learn and improve your craft.”
— Jeff Parris (10:50)

• The Challenger Sale by Matthew Dixon & Brent Adamson https://a.co/d/2Zpnlq7

• Connect with Jeff Parris on LinkedIn: Jeffrey Parris - https://www.linkedin.com/in/jeffparris/
  
  

• Learn more at Vector Sales Advisors: https://vectorsalesadvisors.com/
  
  

Evaluate your team (and yourself) on the “Service–Drive–Curiosity” Triad.
Start by asking three questions:

1. Does this salesperson show a genuine desire to serve the customer’s goals?
   
   

2. Do they take pride in persuading with purpose, not just for commission but impact?
   
   

3. Are they consistently seeking to learn more about the customer, the industry, and their performance?
   
   

Use these questions in your next 1-on-1 or team coaching session to align your talent strategy with the kind of sales success that sustains revenue generation.

If you're tired of surface-level sales advice, this conversation will challenge your thinking and expand your toolkit. Jeff Parris brings clarity, conviction, and humility to what it means to lead with purpose in today’s complex B2B landscape. From building elite sales teams to refining your individual sales strategy, this episode is packed with practical wisdom for leaders, sellers, and anyone serious about mastering the craft of sales. Tune in now and discover the underestimated traits that drive extraordinary outcomes.

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/

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/

Welcome to another riveting episode of Two Tall Guys Talking Sales with your dynamic hosts, Sean O'Shaughnessey and Kevin Lawson. In this episode, our duo takes on a subject that stirs strong emotions in the sales world: micromanagement. With a combined experience of several decades in sales, Sean and Kevin delve into their philosophies, personal experiences, and provide actionable insights on transitioning from micromanagement to effective leadership. Whether you're a salesperson, a manager, or a business leader, you're going to find value in their candid conversation.

Key Topics Discussed:

1. Micromanagement in Sales: Sean's personal aversion to micromanagement, his challenges, and how he navigated them during his 38-year career.
2. Transitioning from Micromanaging to Leadership: Kevin’s insights into the delicate balance between engaging the team and inadvertently falling into micromanagement.
3. Differentiating Between Green and Seasoned Salespeople: How to manage new salespeople who need structure versus seasoned reps who require trust.
4. The Importance of Trust in a Sales Team: Bad examples of trust violations and the cultivation of a culture of trust within the sales organization.
5. Becoming a Leader: Strategies and practical advice for transitioning from a micromanager to a leader, and the value it brings to the sales culture.

Key Quotes:

• Sean: "I despised anybody who was going to drive me day to day, ask me every single thing, question every single deal just didn't fit well with my personality."
• Kevin: "How can I help? That's how the shift comes in my mind from a micromanager to an effective leader. Instead of asking detail, detail, detail, they're asking about resource, resource, strategy, that's the big shift for me."

In this engaging episode of Two Tall Guys Talking Sales, Sean and Kevin don't just identify the problems associated with micromanagement but provide actionable insights and solutions for how to evolve into an effective leader. Whether you're just beginning in sales or leading a team, their candid conversation will offer you strategies to avoid micromanagement, build trust within your team, and create a culture of success. Don't miss this chance to learn from two seasoned sales veterans - tune in to this episode and take your sales leadership skills to the next level!

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/

Welcome to another exciting episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O'Shaughnessey. On this episode, we delve into the vital world of outbound sales in a post-COVID landscape. We discuss strategies for creating an effective outbound pipeline, reflecting on our experiences with trade shows, and how to nail your unique value proposition. Discover how to master omnichannel outreach and understand why persistence is key in today's competitive market.

Key Topics Discussed:

1. The Trade Show Experience: Kevin and Sean open up about the highs and lows of trade shows and how the pandemic has shifted the industry’s focus from this traditional method of sales and marketing.

2. Creating an Effective Outbound Pipeline: Our hosts emphasize the importance of having a clear, unique value proposition and understanding how it can resonate with your potential customers.

3. Omni Channel Outreach: Kevin and Sean highlight the significance of reaching out to prospects across various channels - emails, phone calls, social media, and even traditional mail. They discuss the need for persistence in reaching out and making numerous touches to get a prospect's attention.

4. Prospecting and Value Proposition: Sean shares insights on how a value proposition can differ based on the industry and target audience. They talk about understanding and tailoring your value proposition to your audience for better customer engagement.

5. Leveraging Tools for Sales Outreach: The hosts discuss a range of tools that can assist in streamlining and tracking your outreach efforts, from LinkedIn prospecting tools to CRMs and even task management tools.

Key Quotes:

• Kevin: "Trade shows in a pre COVID environment were the lifeblood of many sales organizations... But here we are in a post-COVID world, and what we saw in the midst of COVID was pipeline evacuation."

• Sean: "The first thing I tell everybody is, "What are you going to say, and what makes it unique and valuable to your prospects?"

• Sean: "Your unique value proposition may be targeted to a specific customer and you might have a different one targeted to a different customer... but then you need to make unique messaging for every one of those and unique tries for each one of those."

Additional Resources:

• CRM Tools
• LinkedIn prospecting tools
• Task management tools (Asana, Trello, Monday.com)

Summary:

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach's importance, and persistence's role in sales. You'll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound 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/

In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson get tactical on sales prospecting. They dive deep into sales strategies and tactics, discussing how to build momentum for the latter half of the year and beyond. Whether your sales pipeline is currently thriving or needs a refill, this episode offers valuable insights that apply to all sales situations.

Key Topics Discussed

1. The Art of Prospecting: Uncover practical ways to refill your sales pipeline effectively, leveraging both direct and networking-based prospecting.

2. Direct vs Networking-based Prospecting: Understand the differences, subtleties, and strategies in both approaches and learn how to optimize them based on your business context and audience.

3. Balancing Prospecting Behaviors: Discover the importance of inbound marketing, outbound sales force, and customer success models in driving a well-rounded prospecting strategy.

4. Sales Funnel Structure: Explore the analogy of a three-legged stool representing a solid sales structure consisting of networking, direct prospecting, and customer referrals.

5. Building Trust within Your Network: Learn the value of trust-building within your network for long-term sales success and how to ensure your network is well-informed about your product/service offerings.

Key Quotes

"Prospecting your network requires a different focus and a different type of how you present yourself because you're not asking someone for business. You're asking to have someone else introduce you to the right prospect for you." - Kevin Lawson

"Don't depend on any one thing to always work within your organization. In fact, you will be more successful if all three of those legs are just as strong and just as good because if you only have two legs working well, you don't have that third leg, you've got a weak stool, you're going to fall over." - Sean O'Shaughnessey

Additional Resources

• The Sandler training, particularly the KARE acronym (Keep, Attain, Recapture, Expand), was mentioned as a beneficial framework for customer strategy focus.

Summary

In the latest episode of Two Tall Guys Talking Sales, Sean O'Shaughnessey and Kevin Lawson provide a tactical guide to refueling your sales pipeline. Drawing on their extensive experience in the field, they share the intricacies of direct prospecting and networking-based prospecting. They stress the importance of balance and resilience in a successful sales strategy, using the metaphor of a three-legged stool to represent a robust sales structure. Listen in to gain valuable insights on trust-building within your network, effectively prospecting your existing customers, and crafting an efficient sales strategy. No matter where you are in your sales journey, this episode promises practical advice and strategies to help you boost your sales performance.

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/

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve deep into the salesperson's value in the modern sales process. Our hosts discuss how the role of the salesperson has evolved with the advent of the internet and the importance of building trust with potential buyers. They also talk about redefining buyer needs and how to differentiate your product or service in the market.

Key Topics Discussed

1. The Salesperson as a Value Carrier: With a wealth of information available online, the salesperson's role is to add value to a buyer's perceived problem.

2. The Importance of Trust: Building and transferring trust from the seller to the buyer is the essence of a successful sale.

3. Unique Selling Propositions: Every salesperson has a unique aspect of their product, their company, and themselves.

4. Redefining Buyer Problems: It's important for the salesperson to understand the root cause of the buyer's problem to provide a tailored solution.

5. Ask Better Questions: To create value separation and reframe buyer problems, salespeople need to ask insightful questions.

Key Quotes

From Sean: “Sales is nothing more than the transfer of trust from me because I trust my product... Transferring that trust to the buyer and having the buyer then have that trust that I can actually solve the problem that's at hand is what sales is all about."

From Kevin: “The salesperson and sales leader, their whole job is to become the differentiators. The salesperson has to become that value. And it's not just a value of, 'Hey, I'm different. Hey, I'm cheaper.' We're not competing on price here; we're competing on actual customer-facing value."

In the age of readily available online information, a salesperson's job is no longer just about conveying product details. It's about building trust, understanding the root of the customer's problem, and providing them with unique solutions. Join Kevin and Sean in this enlightening episode as they redefine the role of the modern salesperson and provide actionable insights to excel in the evolving sales landscape. If you're ready to take your sales skills to the next level, this episode is a must-listen. Remember, sales success is not just about selling a product but also about being the value a buyer seeks.

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/

In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey deep-dive into the crucial topic of assigning the right person to the sales leadership role within a company, and the risks and opportunities that come with it. Leveraging their experiences in sales consultancy and drawing from the wisdom of thought leaders and successful entrepreneurs, they explore how CEOs can de-risk their company's growth potential by stepping back from direct sales and fostering a culture of accountability, infrastructure, and high performance in their sales teams.

Key Topics Discussed:

1. The Risk of CEO-led Sales: The episode starts with a discussion on the potential risks of having a CEO or owner-operator as the sales leader, emphasizing how this could constrain business growth.

2. The Theory of Constraints: The hosts explain the theory of constraints using a compelling example from a book called The Goal, drawing parallels to how constraints can hinder sales and growth within a company.

3. Building a Sales Organization: They delve into the necessity of professional salespeople and a dedicated sales manager to bring in new revenue, enabling the CEO to focus on larger issues within the organization.

4. EOS and Right Person, Right Seat: Sean mentions EOS (Entrepreneurial Operating System) and the importance of having the right person in the right seat to drive growth, particularly once a company reaches a certain size.

5. Building a High-Performance Culture: The hosts discuss how to build a high-performance sales culture that is systematic and repeatable, using examples from sports dynasties and successful companies.

Key Quotes:

1. "What is the risk of the owner-operator being the only salesperson or the sales leader when the person is leading the company and leading sales? What you end up with is a business that is constrained by the amount of time that leader has." - Kevin Lawson

2. "If you want to know how we know this, it's cuz we've done this a few times, we've worked with a number of businesses and this is how we help people grow." - Kevin Lawson

3. "It's okay to ask for help, but it's also very important that you have experts doing the job as much as possible so that you can be very, very effective at driving performance and driving your company forward." - Sean O'Shaughnessey

Additional Resources:

• The Goal by Eliyahu M. Goldratt (https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951)
• Traction by Gino Wickman (https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837)
• Previous episodes featuring Tim Warren, CEO of Helium SEO - https://sites.libsyn.com/458454/building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo and https://sites.libsyn.com/458454/part-2-building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo
•  

In this episode, Kevin and Sean break down the importance of implementing a well-structured sales team and the necessity for CEOs to delegate sales leadership. They highlight the risks of an owner-operator leading sales and how it can limit business growth. Using their experience and the wisdom of successful entrepreneurs, they provide valuable insights into creating a systematic, repeatable, and high-performance sales culture. So, if you're an entrepreneur looking to streamline your sales process and drive your company forward, this episode of Two Tall Guys Talking Sales is a must-listen. You won't want to miss it!

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/

The hosts of Two Tall Guys Talking Sales wish you a Happy Independence Day!

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/

In this episode of Two Tall Guys Talking Sales, hosts Sean O'Shaughnessey and Kevin Lawson delve into the crucial difference between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL). They explain how the two require different types of messaging and engagement and highlight the importance of refining the process of transitioning leads from one category to another.

• Differences between MQLs and SQLs: Kevin begins the episode by comparing the difference in approach between MQLs and SQLs to the difference in speaking to a large group vs. one-on-one conversations. The messaging and engagement are distinct, and as an MQL transitions into an SQL, the engagement becomes more personalized and directed.
• Avoiding Pipeline Clutter: Sean reflects on instances when leads aren't adequately transitioned from marketing to sales, causing clutter and inefficiency in the sales pipeline. He emphasizes the importance of discerning when a prospect needs more time to be ready to progress in the sales process and re-engaging them through marketing efforts.
• Sales-Marketing Synergy: Kevin stresses the need for sales and marketing teams to collaborate efficiently. Sales leaders should be grateful for the groundwork done by marketing teams as they set the stage for more specific conversations with leads.
• Understanding Lead Progression: Kevin and Sean recommend salespeople understand a lead's journey from an MQL to an SQL. Knowing how a lead has interacted with the brand helps salespeople improve lead quality and engagement.
• The Importance of Problem Identification: Sean insists on the importance of early identification of the problem you're solving for the lead. If the salesperson is convinced they can solve a specific issue, the lead becomes an SQL, and the task shifts to convincing the customer of the solution.

• Sean: "Sales brings in revenue. Customers get a product in return, and that keeps everybody employed and going forward."
• Kevin: "Marketing and sales all have the same goal, sell more. It's how we stay employed."

• 'The Sales Acceleration Formula' by Mark Roberge, mentioned by Kevin as a recommended read.

This episode is a must-listen for those looking to understand the crucial transition from MQLs to SQLs, how to avoid pipeline clutter, and the importance of a symbiotic relationship between sales and marketing. Whether you're in B2B sales, a startup, or an established company, you'll find invaluable insights to apply to your sales processes.

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/

On this insightful episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O'Shaughnessey dive into a crucial aspect of successful sales: managing and organizing a sales pipeline.

1. The Pipeline Mess: Sales pipelines, just like a room full of kids' sports gear, can often become a chaotic. Sean and Kevin discuss the importance of maintaining a clear and clean pipeline for better sales results.

2. Salespeople vs. Customers: Sean brings attention to an essential difference between a prospect exploring an idea and a prospect making a purchase. Just because a customer is talking to a salesperson doesn't mean they're buying.

3. Clarifying Sales Terminology: Kevin emphasizes the importance of using correct terminology. He defines a lead as a piece of data and a prospect as someone engaged in an active sales discussion. Establishing this common language helps untangle potential confusion in the pipeline.

4. Understanding the Buying Process: Sean explains the importance of knowing where you stand with the customer. He suggests asking, "Does the prospect know they're buying something?" If the answer is no, it may still be early in the buying process.

5. Economic Buyer and Decision-making: Both Sean and Kevin delve into the role of the Economic Buyer, who can control a budget and make purchasing decisions. They illustrate how understanding the different roles within the buying process can optimize the sales strategy.

6. Goals vs. Pain: Sean warns against focusing solely on pain points and emphasizes that it's essential to consider the customer's goals. The failure to achieve a goal can often be a bigger pain point and, therefore, a more significant motivator to make a purchase.

Listen to the episode to get actionable advice on managing your sales pipeline effectively. Ideal for sales leaders, business owners, and salespersons, this episode is packed with insights, real-life experiences, and strategies to boost your sales results. If you're looking to tidy up your pipeline and refine your sales strategies, this episode is a must-listen.

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/

In this dynamic episode of the "Two Tall Guys Talking Sales" podcast, hosts Kevin Lawson and Sean O'Shaughnessey, delve into the importance of strategy in successful sales performance. Using a navigational analogy, the hosts discuss how just like using an app like Waze, successful sales also requires anticipation and understanding of the challenges on the way.

Drawing parallels between navigation and sales, Kevin and Sean underscore the value of proactive strategic planning. From the importance of mapping out the sales process akin to charting a route on a map to responding to unforeseen challenges, just like navigating detours on a road trip, they highlight how a robust strategy can guide salespeople from the starting point to their goals effectively.

Touching on subjects like the sales process, tactics, and mid-year sales strategy, the hosts shed light on the importance of a sales process, likening it to a paper map providing a general path. They discuss how technology today allows for more dynamic navigation, reflecting on how modern sales techniques can help efficiently reach sales targets.

Kevin shares the difference between strategy and tactics, comparing a sales strategy to a commander's intent in the military, emphasizing that strategies are generally long-term. Sean continues the conversation, sharing how salespeople can be proactive in their strategy, planning in advance for predictable stages in the sales process.

On a practical note, the duo also discusses how sales leaders can help their teams distinguish between strategy, tactics, and to-do items, nurturing their understanding and development in the sales process. Lastly, the hosts touch on the importance of strategic planning for the coming year, even when in the middle of the current one.

Listeners are sure to find actionable insights and practical advice in this episode that could help them to formulate effective sales strategies and tactics, streamline their sales processes, and drive their sales performance forward.

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/

In this enlightening episode of "Two Tall Guys Talking Sales," Sean O'Shaughnessey and Kevin Lawson delve into the fundamental aspect of setting clear expectations in sales, mirroring the way parents do with their children. With mid-year reviews around the corner, it's time to reflect, analyze, and readjust your sales strategies.

Kevin starts with a compelling anecdote about his childhood bedtime routine to explain the critical importance of clear communication and setting expectations. The duo emphasizes that salespeople and leaders must carry the same burden to ensure success. They then transition into discussing data, people, and customers, shedding light on how they interplay in the sales ecosystem.

Sean broadens the conversation to the art of adaptation and how market changes could necessitate mid-year modifications to sales processes. This aspect is brought into sharp focus with the unprecedented disruptions caused by the Covid-19 pandemic. Both hosts agree on the necessity of data-informed decision-making, underlining the importance of balancing past performance with future potential. They delve into the aspects that contribute to understanding a customer's potential, including market changes and various environmental factors.

Kevin and Sean also touch upon the essentiality of upskilling the sales team, the significance of coaching, and the benefit of taking a hard look at individual performance. The conversation concludes with a detailed discussion on data analysis, with both hosts advocating for leveraging your CRM system for a thorough assessment of your sales process, the documentation, and the distribution of deals.

So, whether you're a seasoned salesperson or new to the game, this episode is filled with vital insights that you can incorporate into your sales strategy, setting you up for success in the latter half of the year.

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/

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.

• [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
  
  

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.”

• 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
  
  

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.

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/

In this episode of Two Tall Guys Talking Sales, Sean O'Shaughnessey and Kevin Lawson discuss the importance of standing out and differentiating oneself in the competitive world of sales. They explore how salespeople can escape the commodity mindset and become trusted advisors to their clients, ultimately leading to more money and success.

Key takeaways from the episode include:

• The importance of differentiating oneself in the sales process
• Understanding and embracing the role of an expert in your field
• "The Challenger Sale" book's approach, and its impact on sales success
• The dangers of proposing too early and devaluing your offering
• Creating value for your clients by helping them be successful
• Evaluating and improving your sales pipeline to increase revenue

The hosts also mention insightful books and previous podcast guests, such as Kelly Crandall and Jim Hardwick (both Fractional Sales VPs aligned with Sales Xceleration), who provide valuable perspectives on sales and leadership.

Sean and Kevin encourage our listeners to reach out with any questions or topics they would like to see covered in future episodes.

Don't miss this episode full of practical advice and insights on improving your sales game, adding value to your clients, and ultimately making more money. Listen now to learn from the experts, and start transforming your sales approach today!

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/

In this thought-provoking podcast, hosts Kevin Lawson and Sean O'Shaughnessey dive into the challenges salespeople face when their sales process doesn't align with the buyer's journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer's journey to sell more effectively.

As the conversation continues, Sean and Kevin emphasize the need to understand the buyer's process, from recognizing the signs of a good prospect to determining the right time to buy. They highlight the importance of asking the right questions, listening to the buyer, and identifying their current position in the evaluation process. The hosts also discuss the concept of commercial teaching, which involves meeting prospects at their level of knowledge about the industry, solution, or product.

In addition, the duo addresses the challenge of long sales cycles and the factors that contribute to them, such as not understanding where the buyer is in their journey or not setting up for success earlier in the sales process. They encourage salespeople to be self-reflective and analyze their pipelines, identifying deals that may be stuck or taking longer than expected due to a lack of alignment with the buyer's journey.

Furthermore, Kevin and Sean touch upon the importance of knowing the buyer persona, recognizing that different people within an organization have different perspectives and needs. By understanding the type of person you're speaking with, salespeople can connect more quickly and effectively.

The podcast concludes with a challenge for salespeople to be introspective and consider how they can better align their sales process with the buyer's journey for improved results.

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/

In this episode of the podcast, Kevin and Sean discuss the necessity for sales leaders to adapt their advice and strategies in today's ever-changing environment. With the numerous changes and challenges that businesses face every day, sales leaders must constantly evolve and stay ahead of the curve to help their teams succeed.

The discussion touches on how being a trusted advisor to clients is crucial for success regardless of market shifts and economic turmoil. The ability to understand and professionally empathize with clients and their challenges allows salespeople to effectively guide clients and prospects toward solutions. Emphasizing the significance of leading indicators in sales activities and reframing value propositions according to clients' perspectives is vital.

To achieve enduring success, sales leaders must instill the importance of understanding a prospect's business, its competitors, and its market value to the sales team. This will ultimately make them trusted advisors to their clients and help them navigate the complex and ever-changing business landscape.

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/

In this inspiring episode of "Two Tall Guys Talking Sales," the hosts, Sean and Kevin, welcome Jim Hardwick, Chief Community Officer for Sales Xceleration and Fractional VP of Sales.

As a seasoned sales professional with 36 years of experience in healthcare, Jim shares his journey from climbing the corporate ladder to finding purpose and joy in his current role. He attributes his newfound happiness to a paradigm shift towards serving others, a realization sparked by a life-changing trip to Kenya, where he and his wife started a dental clinic.

Discussing the importance of servant leadership in building better sales organizations, Jim emphasizes the impact of serving clients, employees, and the community. He believes that when business owners and sales leaders focus on understanding and helping their employees achieve their goals and aspirations, the entire organization benefits. This approach creates a positive work environment that fosters employee loyalty and drives business growth.

Moreover, Jim stresses the significance of actively listening to employees, valuing their input, and being open to change. Servant leadership, according to Jim, extends beyond grand gestures; it encompasses small acts of kindness and attentiveness, creating a ripple effect that ultimately comes back to the giver tenfold.

In this engaging conversation, Jim Hardwick leaves the audience with the powerful message of giving freely without keeping score and embracing a mentality of service instead of taking. His uplifting stories and passion for serving others will surely inspire listeners to adopt a more intentional and compassionate approach in their personal and professional lives.

You can reach out to Jim Hardwick at Aspire Sales & Sales Xceleration - jhardwick@salesxceleration.com - https://www.linkedin.com/in/jimhardwick/

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/

In this podcast episode, Kevin and Sean discuss how to help a top-performing salesperson get through a slump and back on track. They emphasize the importance of a time-based sales strategy and keeping an eye on the early stages of a sale, such as lead generation and relationship building. They recommend reinforcing the positive aspects of a salesperson's work and ensuring they are following the right process to build an effective pipeline.

They also suggest an intellectually honest approach to pipeline management to evaluate the pipeline's health and identify areas that need improvement. This involves looking at close rates and the average time taken to close deals. Moreover, they discuss setting realistic goals for salespeople, focusing on the right activities for the right prospects, and practicing delivering the right message to the target market.

They stress the importance of patience and confidence-building for salespeople in a slump, as well as celebrating successes. Lastly, they highlight the role of a sales leader in supporting their team members rather than taking over their tasks.

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/

In this engaging podcast episode, hosts Kevin and Sean dive into the crucial topic of rewarding effort and results during sales meetings. They emphasize the importance of recognizing salespeople's achievements through monetary rewards, acknowledgment, and praise. The hosts discuss the impact of consistent processes for catching people doing things right and sharing best practices among sales teams. They also touch upon the idea of self-reward for sales practitioners, encouraging them to celebrate their successes.

Throughout the conversation, Sean and Kevin provide actionable advice and tools for sales leaders to cultivate a positive work environment, ultimately leading to better results. They also highlight the human aspect of sales, acknowledging the challenges that salespeople face daily.

If you're a sales leader or a sales practitioner looking for valuable insights and strategies to elevate your team's performance, don't miss out on this podcast. Subscribe now on your favorite podcast player to stay up-to-date with the latest episodes and learn from industry experts like Kevin and Sean. Happy listening and happy selling!

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/

In this podcast, Tim Warren, CEO of Helium-SEO, discusses his approach to handling difficult situations in a sales environment. He emphasizes the importance of coaching opportunities and scaling through challenges or problems with existing salespeople. Tim shares his approach to handling a situation where an account manager did not provide the level of service they were supposed to, causing a client to feel that the service level had dropped. He stresses the importance of being open, honest, and transparent, taking responsibility, and having a plan to fix the issue. As a CEO, Tim wants to show his team how to take ownership and responsibility for handling similar situations and eventually be able to handle them independently.

Tim emphasizes the importance of building a strong culture in a business. According to Tim, a company's culture should be grounded in its core values, which should guide the behavior and actions of every team member. The culture should be so strong that it feels like a cult, somewhere between a business and a religion. Tim believes that a strong company culture can significantly impact business success by attracting and retaining top talent and creating an environment where everyone feels valued, motivated, and committed to achieving the company's goals.

To maintain the company's culture, Tim emphasizes the importance of hiring according to core values and being strict with those values when people do not live up to them. He suggests promoting and praising team members who embody the company's core values. By doing so, it reinforces the importance of these values and helps to maintain the culture. Overall, Tim believes that building and maintaining a solid company culture is essential for business success.

You can reach Tim at https://www.linkedin.com/in/timwarrenhelium/ and Helium SEO is at https://helium-seo.com/.

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/

In this podcast, Kevin and Sean talk to Tim Warren, the founder and CEO of Helium SEO. Tim talks about his background and how he got into sales. He discusses his experience in building technical engineering-focused SEO and SEM campaigns for mid-size and enterprise clients. He also explains how his company has been able to drive higher ROI for its clients.

Tim shares his leadership journey as a sales leader and how he has learned that star salespeople don't always make great coaches. He emphasizes the importance of having a sales process in place and training salespeople effectively to ensure consistency in performance. Tim also talks about the challenges of growing a sales team, such as hiring the right people and scaling the team without sacrificing quality. He reinforces why his LinkedIn profile says that he is "Recruiting rockstars to build Helium to $100M. Are you ready to take your career to the next level?"

This podcast provides insights into Tim Warren's sales journey and his approach to building and leading successful sales teams.

You can reach Tim at https://www.linkedin.com/in/timwarrenhelium/ and Helium SEO is at https://helium-seo.com/.

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/

Kevin and Sean continue to discuss the importance of staying relevant to customers and prospects.

In the first part of the podcast, Sean interviews Megan O’Hara of EasyIT about the challenges of reaching customers in the digital age, where everyone is bombarded with emails and messages. They discuss the importance of being authentic, providing value, and standing out from the competition. They also emphasize the need for salespeople to adapt to changing technology and stay up to date with new tools and platforms. They touch upon topics such as personal branding, content creation, and the role of social media in sales. Megan does this by sending out her video series called Mondays with Megan, and she goes into detail about how this helps her grow her business.

In the second part of the podcast, Kevin and Sean praise sales professional Megan for her effective approach to engaging with prospects and customers. They highlight the value of her short, actionable tips and tricks, which immediately benefit to her listeners. They also discuss the importance of constantly learning and improving, regardless of age or experience. They end the podcast by emphasizing the three things that every salesperson sells: their product, their company, and themselves.

Overall, the podcast provides valuable insights and tips for sales professionals on how to stay relevant, provide value, and engage with customers in the digital age. It emphasizes the importance of authenticity, personal branding, and continuous learning and improvement. The podcast also highlights the potential impact of short, actionable content in driving customer engagement and business growth.

You can reach Megan at https://www.linkedin.com/in/megan-o-hara-0b71b5a7/

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/

Mondays with Megan can be found at https://www.youtube.com/playlist?list=PLlJUGvMaVOLm64wul81R51Aj-2JuM2mxL

Kelly Crandall returns to Two Tall Guys Talking Sales for her second episode in two weeks. Kelly is an expert in sales after working in the corporate world, running a small business, providing Fractional Sales Leadership for her customers in Florida, and now is the Visionary for Sales Xceleration. 

This episode centers around building a strong value proposition and creating a sales strategy that resonates with customers. In this particular episode, the topic of discussion is the third area of the sales process and how it can help build trust with customers.

Kelly has agreed to stick around for the second episode, where she focuses on the validation needed to create trust.

A great sales strategy starts with answering the questions of why act and why act now. Then answer the question of why choose us. Then you need to validate that your product solves the problem so that you can have the conversation about trust (because #b2bsales is simply the transferring of the trust from the sales team to the prospect). The hosts and the guest emphasize the importance of having all three areas covered to create a strong value proposition.

Kelly explains that proof is the key. Salespeople should be authentic, transparent, and empathetic while using data and statistics to support their claims. Testimonials, case studies, and stories help build trust with customers. The goal is to anticipate objections and provide proof in advance.

Salespeople transfer their trust in the product to the prospect. The hosts also explain that salespeople sell three things: the product, the company that makes the product, and themselves as salespeople. Building trust is an essential part of the selling process.

Validation events can be expensive for young companies. Owners should help get customer testimonials and create case studies to leverage for future sales pitches.

This podcast episode provides a comprehensive overview of creating trust and how it can help build customer revenue. Kelly emphasizes the importance of having all three areas covered to create a strong value proposition. She provides practical tips on using proof to build trust and anticipate objections.

This podcast episode is a valuable resource for anyone looking to improve their sales strategy and build a stronger value proposition.

You can reach out to Kelly at Kelly Crandal - Next Level Strategies, LLC & Sales Xceleration - kcrandall@salesxceleration.com - https://www.linkedin.com/in/kellycrandall1/

You can reach out to Kevin at Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

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.

• 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.
  
  

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)

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.

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/

Kevin and Sean have a special guest for this episode! Kelly Crandall of Sales Xceleration and Next Level Strategies. 

Kelly is a sales expert who works as an advisor to help mid to small-size businesses build a path to more sales. The topic of the conversation is "The Sales Skills Required to Communicate Your Value Proposition to Win More Deals." Kelly talks about the importance of value proposition and its broader concept that focuses on why buyers should buy from a company. She stresses the importance of customizing the value proposition to each client and the need to consider customer feedback, industry trends, and client resonance.

According to Kelly, a strong value proposition can help businesses gain customer loyalty, win more sales, and charge premium fees. However, she highlights that companies need to tailor the concept of the value proposition to each client, which requires a customized approach. The conversation also highlights that teaching salespeople how to articulate their value proposition compellingly and tangibly is critical. Therefore, businesses must shift their thought process and create a value proposition based on customer feedback, needs, and industry trends.

Kelly has a background in sales, sales leadership, and entrepreneurship, and her experience indicates that any company can learn to create a strong value proposition. However, it requires a tailored approach that considers each client's specific needs and requirements. The conversation provides valuable insights for businesses and salespeople on the importance of customizing the value proposition and the benefits of having a solid value proposition.

You can reach out to Kelly at: Kelly Crandal - Next Level Strategies, LLC & Sales Xceleration - kcrandall@salesxceleration.com - https://www.linkedin.com/in/kellycrandall1/

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

In this episode of "Two Tall Guys talking Sales," Sean and Kevin provide insights on how to conduct effective sales meetings that focus on education and training. They suggest assigning individual salespeople to research topics or chapters of a book to teach the team, ensuring everyone becomes an authority on the topic. The hosts stress the importance of repetition and testing knowledge by applying it to specific accounts or situations. They also highlight the need to have clear goals and contribute directly to revenue growth in every meeting. The hosts further discuss the importance of continuous education in sales, suggesting attending conferences, reading books and articles, and practicing role play. They emphasize the value of asking questions to peers and customers to gain insights into their needs and preferences. The hosts recommend a three-column format when approaching prospects or customers and conclude by advising sales leaders to sell their new ideas to their team members instead of telling them what to do.

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

Your sales meeting should discuss the highest priority topics that require immediate attention. For broader issues, it is recommended to use other venues. To stay on point, it is important to control the agenda and flow of the meeting. Additionally, meeting minutes should be kept short and focused on action items to ensure that tasks are completed following the meeting.

To promote growth, discussing one or two topics deeply rather than many topics lightly is recommended. This will encourage open dialogue and feedback among team members, which can help to generate new ideas and insights. It is important not to play with new meeting tools until you are proficient to avoid wasting time.

Assigning specific tasks to individuals following each meeting is also essential to ensure that projects progress. Additionally, it is recommended to have a team member present at each meeting to learn leadership skills and be acknowledged for their contributions. Following these guidelines can make meetings more productive and focused, and the team can work together to achieve their goals.

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Efficient and effective meetings are essential for the success of any business, and the EOS L10 meetings have become increasingly popular in recent times. It is important for all meetings to start and end on time, avoiding rewarding tardiness and respecting everyone's schedule. It is crucial to address individuals who regularly arrive late in private. In addition, time management is key to ensuring that each topic is discussed within the allotted time frame, and sales meetings should be approached similarly to a sales call. By adhering to these guidelines, the sales department can increase productivity and achieve its goals promptly and efficiently.

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

Regular sales team meetings are essential to keep salespeople informed, productive and on the same page. Before scheduling a sales team meeting, make sure to have a good reason for doing so. Possible topics for sales team meetings could include reviewing sales goals and strategies, discussing new leads, customer information and product updates, giving recognition to salespeople for their accomplishments, pinpointing any areas of improvement and brainstorming solutions as a team. Finally, make sure to end the meeting on a positive note! If a meeting isn't necessary or appropriate after all, consider other ways to communicate with your sales team such as through email or hosting an online webinar.

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

In "The Role of a Salesperson in Their 1:1 Meetings With a Manager" podcast, the hosts, Sean and Kevin, dive into a salesperson's crucial role in their one-on-one meetings with their manager. They discuss the importance of preparation and setting goals and objectives for the meeting while emphasizing the need to avoid micro-management. The podcast highlights the significance of tracking progress and updating managers on results and offers valuable tips on how to stay motivated and accountable during 1:1s. Overall, this podcast is an informative resource for sales professionals who want to make the most of their meetings with their managers and achieve their targets effectively.

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

In this episode, Sean and Kevin discuss the struggle of a sales turnaround. 

It is important to define what a turnaround means for your specific sales department, as the definition may vary depending on the nature of the business, the industry, and the competitive landscape. Once you have a clear understanding of what constitutes a successful turnaround for your team, you can start outlining a plan of action that meets or exceeds the expectations of upper management. This plan should be based on a thorough analysis of the current sales process, customer needs, and market trends and should be realistic and achievable within a specific timeframe.

Communication is key to any successful turnaround. You need to share your plan with all sales team members and get their buy-in. This involves explaining the rationale behind the plan, outlining their specific roles and responsibilities, and addressing any concerns or objections they may have. Once everyone is on board, you can start executing the plan and tracking progress on a regular basis. Celebrating successes along the way is important to maintain team morale, but you should also stay focused on the ultimate goal and be prepared to adjust course as necessary based on feedback from management and results achieved. Following these steps can increase your chances of achieving a successful sales turnaround and positioning your department for long-term growth and profitability.

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

Sean O'Shaughnessey recently did a CEO Workshop on Key Account (or Named Account) sales management best practices. In this episode, Kevin and Sean dig into one of the ancillary topics that wasn't fully explored in that CEO Workshop.

You can reach out to Sean at: Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at: Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Sean O'Shaughnessey and Kevin Lawson gave everyone a bit of a break last week as we implored sales and company leaders to quickly do the necessary items that are required to allow salespeople to start the new year and be successful.

Now it is time to accelerate into the sales year. Since Marketing can still affect the success of the sales year (even in long sales cycle companies), it is fitting that Sean and Kevin talk about those two departments working together. We hope that our marketing partners, such as Susan Gold, Jennifer Panepinto, Amy Connor, Brien Gearin, and Kara Williams, will be able to listen in on this conversation and give us ideas of how they work with sales teams.

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.

• 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)
  
  

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)

• 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
  
  

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.

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/

In this podcast, Kevin and Sean discuss the importance of good data health in sales and customer relationship management. They begin by highlighting the challenges businesses face when trying to capture client and prospect information from various databases, including email, CRM, marketing platforms, and support tools. Sean emphasizes the need for good documentation and historical records, which can help new sales reps understand the account and enable companies to maintain customer relationships even if a salesperson leaves the company.

Kevin and Sean stress that good data health drives revenue and is essential for business growth, especially in the digital age. They explain that good data health means having a defined sales process, using CRMs, and capturing customer data at different stages of the sales process. They also discuss the importance of custom and standard fields in CRMs and highlight the standard fields common across most CRM systems.

The conversation shifts to the unique fields that companies might need to keep track of, such as the industry the customer is in or their competitors. Sean suggests using note-taking tools like OneNote or Evernote to capture this information and highlights the importance of keeping the data organized and accessible in a centralized location.

Kevin and Sean summarize the importance of good data health in sales and customer relationship management and its impact on a business's overall success and growth. They stress that companies need to be good information managers and keep their data clean and organized, which can be achieved through the use of CRMs, note-taking tools, and other platforms that enable good data health.

You can reach out to Kevin at Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/events/6990381118378164224/comments/ or listen to this audio-only version on your favorite podcast player.

The podcast features a conversation between Kevin Lawson and Sean O'Shaughnessey, who discuss commission structures in sales. They examine how commission structures incentivize certain behaviors and when to pay incentives. 

They use examples from different industries, such as construction and software, to illustrate how commission structures can vary based on the nature of the sale. They also explore the benefits and drawbacks of paying incentives monthly or quarterly and how more extended contracts can help lock in customers. 

Throughout the conversation, they emphasize the importance of creating a commission structure that aligns with company goals and incentivizes the desired behaviors from sales teams.

Overall, the podcast episode offers valuable insights into the world of sales compensation plans and provides practical tips for companies and sales teams looking to create effective and fair strategies that drive results.

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/

--

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/events/6987145798669017088/comments/ or listen to this audio-only version on your favorite podcast player.

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)

• 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
  
  

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.

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/

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/video/event/urn:li:ugcPost:6987143341901586432/ or listen to this audio-only version on your favorite podcast player.

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/video/event/urn:li:ugcPost:6983225335962107904/ or listen to the audio-only version on your favorite podcast player.

In this episode, Kevin and Sean discussed the importance of setting appropriate sales goals for a company. They suggested starting with the end goal in mind and then working backward to set achievable but challenging targets. They also advise avoiding pitfalls such as not considering attrition or overstating possibilities when setting goals. Finally, they emphasize the importance of dedicating resources to new markets or initiatives to grow the business rather than only replacing lost customers.

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode (our first together) is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/video/live/urn:li:ugcPost:6983217868096114688/ or just listen to the audio-only version on your favorite podcast player.

In this podcast, Kevin and Sean discuss why it is important for companies to assess their sales plans and processes. They explain that having a sales plan is about more than just setting quotas and involves figuring out how to bring value to the customer. It is also important for smaller businesses that are transitioning from founder-led sales organizations to have an assessment to build the right infrastructure. The conversation also touches on how CEOs should still be involved in customer conversations regardless of company size and that competition, complacency, and consistency should all be considered when assessing one's own organization. Lastly, they invite listeners to reach out with any questions they may have about creating a great sales organization.