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Two Tall Guys Talking Sales

Two Tall Guys Talking Sales

Auteur(s): Kevin Lawson and Sean O'Shaughnessey
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 "Two Tall Guys Talking Sales," where Sean O'Shaughnessey and Kevin Lawson discuss a single sales topic. Kevin and Sean together have about 60 years of experience in professional selling. This podcast helps people in sales, sales leadership, and business leadership or company owners realize the maximum value of their company by improving their revenue generation capability. This podcast is designed to help those people enhance their companies' sales management practices, methodologies, processes, teams, and messaging. Sean O'Shaughnessey and Kevin Lawson are Fractional Vice Presidents of Sales. They operate their own companies separately but have partnered for this podcast to advise salespeople and SMB companies on successful strategies and methodologies. Kevin is the CEO of Lighthouse Sales Advisors. Lighthouse Sales Advisors is a sales leadership solution provider for small businesses. Lighthouse helps business owners navigate the potential pitfalls around sales growth, sales turnaround, or scaling up by leveraging sales acumen and decades of experience to build effective sales teams. https://www.lighthousesalesadvisors.com/ Sean is the CEO of New Sales Expert. He helps company owners realize the maximum value of their company by improving their revenue generation capability. He helps owners enhance their sales management, methodologies, processes, teams, and messaging.2024 Développement commercial et entrepreneuriat Entrepreneurship Gestion et leadership Économie
Épisodes
  • How Great Sellers Slip: The Hidden Habits That Destroy Next Quarter's Sales Success

    How Great Sellers Slip: The Hidden Habits That Destroy Next Quarter's Sales Success
    Dec 2 2025
    Sales slumps don't hit out of nowhere; they're usually born in the quiet moments when strong sellers unintentionally drift from the fundamentals. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey unpack why salespeople often surge at the end of a quarter only to wake up on Monday realizing their pipeline is suddenly empty. They explore the habits that quietly erode performance and highlight the disciplines that sustain sales success, sales processes, and long-term revenue generation. Whether you're a veteran rep or an emerging sales leader, this episode delivers practical insight, real-world structure, and renewed respect for self-management and deliberate practice. Key Topics Discussed Why great sellers still fall into bad habits (00:26) How momentum can hide gaps in discipline—and how quickly a healthy pipeline can vanish. The three essential responsibilities of every salesperson (02:06) Managing existing customers, presenting to prospects, and staying relentless with prospecting. The overlooked fourth pillar: Self-development and practice (04:09) Why continuous improvement—and stronger business acumen—has become non-negotiable. The role of artificial intelligence in improving productivity (07:10) AI won't replace sales reps, but those who master it gain a decisive edge in efficiency and value selling. Customer Interaction Hours: A powerful KPI for predicting future revenue (08:21) Sean's long-time favorite metric for understanding meeting quality, pipeline health, and revenue management. How to identify when you're quietly sabotaging next quarter (11:11) Kevin explains the common pattern of strong Q4 performance but weak Q1 results—and how to prevent it. Key Quotes Kevin Lawson (00:26): "Good sellers can have that moment where they look out the windshield and realize they've sold through their pipeline… then wake up Monday morning and there's not much there anymore." Sean O'Shaughnessey (01:18): "Every salesperson has to be self-managed. One of the strongest classical skills is simply being a self-starter who knows what must get done today." Kevin Lawson (12:33): "Good sellers close well in Q4, but bad habits in prospecting return a desert of sales in Q1." Sean O'Shaughnessey (07:30): "Artificial intelligence is not going to replace salespeople, but it is a massive productivity tool—and if you're not staying ahead, you're going to be behind very quickly." Additional Resources While this episode is highly tactical and self-contained, listeners are encouraged to explore: LinkedIn Learning courses mentioned indirectly via the discussion on self-development Peer community groups and certifications for sharpening sales management and leadership skills AI productivity tools that support prospecting, research, and preparation (no specific products were mentioned) A Significant Actionable Item from This Podcast Block dedicated time every week for prospecting, no exceptions. Kevin and Sean both emphasize that Q4 success often masks declining early-stage activity that leads to weak Q1 results. The single best action you can take today is to protect time on your calendar for meeting new people, publishing thought leadership, asking for referrals, and cross-selling. Do it now, before the urgency of end-of-year deals consumes all available space. Your future pipeline—and your future income—depend on it. Summary This episode pulls back the curtain on the invisible habits that either sustain high performance or drag down even the most talented sellers. Kevin and Sean bring practical rigor, real-world experience, and a refreshing blend of sales strategies, sales processes, and messaging discipline to help you stay sharp when it counts most. If you've ever ended a quarter strong only to start the next one in a hole, this discussion will help you understand why—and what to do about it. Download the episode to learn how to reclaim control of your calendar, your pipeline, and your long-term sales success. B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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    18 min
  • Being Thankful on Thanksgiving

    Being Thankful on Thanksgiving
    Nov 25 2025
    1 min
  • From Top Sales Rep to Sales Leader: Proven Strategies to Win Your First 30 Days

    From Top Sales Rep to Sales Leader: Proven Strategies to Win Your First 30 Days
    Nov 18 2025
    Stepping into sales leadership is equal parts exhilarating and disorienting. In this episode, hosts Kevin Lawson and Sean O'Shaughnessey unpack the real emotions, real transitions, and real responsibilities that come with moving from individual sales producer to leading a revenue team. With candid stories, practical frameworks, and relatable missteps, they help new sales leaders navigate uncertainty with confidence. If you've just stepped into a new role or aspire to, this conversation offers clarity, direction, and the mindset you need for sales success. Key Topics Discussed 1. The Shock and Reality of Promotion (≈00:50) Why moving from top producer to sales leader feels like an entirely different profession, and why the first days matter. 2. Avoiding the "I Know How to Do Your Job Better" Trap (≈01:40) Kevin shares a painful early mistake and the deeper lesson about sales management, humility, and trust-building. 3. Transition Planning: Urgency vs. Importance (≈02:57) How to use the Eisenhower Matrix to balance existing customers, new responsibilities, and the shift into leadership. 4. Using Your Sales Skills to Lead Your Team (≈07:30) Sean's powerful reminder: Treat your salespeople like your customers, sell ideas, build trust, and guide behaviors. 5. Leading from the Front Without Micromanaging (≈09:51) How to allow different working styles, leverage diverse strengths, and build a team culture focused on revenue generation rather than personal heroics. 6. Building a Winning Culture Where Everyone Rises Together (≈11:28) Kevin outlines why leaders must protect culture, reduce tension, and rally the team around shared goals and value-selling behaviors. Key Quotes Kevin Lawson "You should probably not tell everyone how you would do their job." (≈01:40) A candid reminder that leadership isn't an invitation to dictate; it's an opportunity to understand and elevate. "Anybody with an abundance mindset wants you to win. Go find the resources." (≈04:38) A call for continuous learning and connection, hallmarks of modern sales strategies. Sean O'Shaughnessey "Think of the people who report to you as your customer. Don't tell, show. Don't pitch, engender trust." (≈07:30) A profound reframing of sales processes and leadership communication. "From this point forward, it is not your number anymore. It is our number." (≈10:47) A defining mindset shift for every new sales leader stepping into revenue management. Additional Resources Book Referenced: 360° Leader by John Maxwell (≈11:28) Insightful guidance for leading from any position inside an organization. https://a.co/d/iDb6uvc Community Mentioned: B2B Sales Lab (≈14:24) A private membership community for salespeople and leaders seeking peer-driven support, growth, and shared best practices. b2b-sales-lab.com A Significant Actionable Item from This Podcast Create a 30-day leadership transition plan using the Eisenhower Matrix. Before making changes, schedule one-on-one conversations, prioritize responsibilities, and map urgent vs. important tasks. This prioritization will give you the clarity to shift from producer to leader without burning out or dragging customers along with the chaos. This single step dramatically strengthens your early decision-making and establishes credibility with your team and executive leaders. Summary This episode is an essential guide for anyone stepping into a new sales leadership position or supporting someone who is. Sean and Kevin blend humor, honesty, and practical business acumen to help you avoid the biggest early mistakes and lean into the strengths that earned your promotion in the first place. You'll walk away with strategies to lead from the front, build trust, elevate your team, and create a culture of sales success, messaging clarity, and growth-focused revenue generation. If you're ready to lead well and win together, don't miss this conversation. B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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    17 min
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