Two Tall Guys Talking Sales copertina

Two Tall Guys Talking Sales

Two Tall Guys Talking Sales

Di: Kevin Lawson and Sean O'Shaughnessey
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A proposito di questo titolo

 "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 Economia Gestione e leadership Management
Episodi
  • What Kind of Sales Coach Are You? The Leadership Styles That Drive Consistent Revenue

    What Kind of Sales Coach Are You? The Leadership Styles That Drive Consistent Revenue
    Feb 17 2026

    If you've ever tried to "coach the team" by telling everyone to sell like the top rep, this episode is your reality check. Sean O'Shaughnessey and Kevin Lawson use March Madness, dynasties, and training-room discipline to unpack a serious sales management issue: what kind of coach are you, and are your sales processes actually buildable, or just a personality contest? The conversation lands in a practical place: consistent revenue generation comes from systems, controls, and repeatable sales strategies, not heroics. It also flips the lens to the seller: if you can't explain why you're successful, you can't improve, and you definitely can't teach.

    Key Topics Discussed

    • 01:50 — "What kind of coach are you?" Recruiting stars vs developing talent, and what that means for sales success

    • 03:10 — The "learning manager" model: systems, controls, and building consistency instead of one-and-done wins

    • 04:40 — Sean's coaching philosophy: taking B-players with A-player upside and building a winning system around them

    • 07:00 — Why peer groups accelerate growth: where to workshop messaging, revenue management, and sales processes without doing it in public

    • 10:05 — The seller's responsibility: understand your own value selling motion so you can replicate it (or fix it)

    Key Quotes

    • Kevin (04:25): "Prospecting needs to be consistent. It can't be something you do and sprint and then stop, and then sprint, and then stop."

    • Sean (06:20): "I don't necessarily try to get the C to a B, I'm more of a B to an A kind of a coach."

    • Sean (11:40): "When you say, 'this is how I would respond,' and somebody says, 'why?'… you should have an answer to that question."

    Additional Resources

    • B2B Sales Lab: b2b-sales-lab.com

    A Significant Actionable Item from this Podcast

    Write down your personal "sales success recipe" as a simple, teachable sequence: the 5–7 moves you make that reliably create forward motion (your messaging choices, your cadence, how you qualify, how you handle pushback, how you ask for next steps). For each move, add one sentence answering "why this works." If you can't explain the why, you're not managing a sales process—you're relying on instinct. That limits your business acumen as a seller today and blocks sales management effectiveness if you're ever asked to lead tomorrow.

    Summary

    This episode is a straight conversation about what actually drives revenue generation: leaders who know how they coach, and sellers who know how they sell. Sean and Kevin connect sports coaching to real-world sales strategies, systems, consistency, and measurable controls, then bring it home with a challenge most teams avoid: Can you articulate your process well enough to scale it? If you care about revenue management, team performance, and value selling that survives turnover, this one's worth the listen.

    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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    15 min
  • From Rookie to Revenue Leader: Mentorship, Business Acumen, and Better Sales Processes

    From Rookie to Revenue Leader: Mentorship, Business Acumen, and Better Sales Processes
    Feb 10 2026
    In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey sit down with Keith LaHonta to unpack a truth many teams overlook: sales success is rarely a solo act. It is built through mentor-mentee relationships that sharpen judgment, accelerate business acumen, and improve real-world execution. This conversation goes beyond career nostalgia and gets practical about how mentorship strengthens sales management, improves sales processes, and directly impacts revenue generation. If you care about long-term sales success, not just short-term wins, this episode is worth downloading. Key Topics Discussed Why mentorship is a sales force multiplier, not a "nice to have" (00:00) The episode opens with a direct challenge to the lone-wolf myth in selling. Kevin frames mentorship as a legacy engine that compounds value over time for both mentors and mentees. Early-career mentorship lessons that still drive performance today (01:00) Keith shares how his Xerox mentor modeled discipline, consistency, and accountability in the field, showing how foundational coaching habits still shape modern sales strategies. The "spare tire" story: operational preparedness as a credibility advantage (03:15) A simple field habit: keeping order forms ready becomes a bigger lesson in sales processes: prepare before the call, so opportunity never outruns execution. Matching the right mentor to the right sales role (04:45) Keith draws a sharp distinction between "hunters" and "farmers," explaining why mentorship must align with role design and expected outcomes in revenue management. How to identify high-upside mentees and build better development conversations (10:20) Keith explains how he assesses coachability, background, and team orientation in the first 10–15 minutes, critical insight for leaders hiring and developing talent. Where to find mentorship when your company doesn't provide it (12:50) Sean highlights community-driven mentoring through the B2B Sales Lab, positioning peer mentorship as a practical path to stronger messaging, greater value-selling confidence, and better decision-making. Key Quotes Kevin Lawson (00:00): "It is our network of mentors and mentees that are really going to build and establish us as a legacy business." Keith LaHonta (01:30): "He would do anything I would do… He'd sit with me while I made cold calls… Just the basics to where I would do anything for him." Keith LaHonta (08:05): "Knowledge is king." Keith LaHonta (09:05): "Whether it'll lead to a deal or not, I'm not sure, but he gained credibility." Sean O'Shaughnessey (06:55): "If you are young in your career, [it's time] to actually reach out and try to find people that are going to guide you through this career." Additional Resources Keith LaHonta on LinkedIn https://www.linkedin.com/in/keith-lahonta-11b621/ B2B Sales Lab – peer-based mentorship community for sales professionals and leaders. Join us at b2b-sales-lab.com A Significant Actionable Item from this Podcast Build and use an "8-Question Credibility Scorecard" for your next prospect meeting. Don't stop at the three obvious discovery questions. Draft eight questions tied to your buyer's business model, operational risks, buying criteria, and success metrics. Then answer as many as possible before the meeting. Why this matters: deeper preparation improves messaging quality, signals business acumen, and supports value selling in live conversations. It also upgrades sales management conversations because reps can be coached against a consistent preparation standard, not a vague effort. Summary This episode is a practical masterclass on how mentorship improves outcomes across the full commercial system, from hiring and coaching to messaging, execution, and revenue generation. Kevin, Sean, and Keith keep it grounded in real sales behavior, not theory, and show why the right mentor relationship can tighten sales processes, improve decision quality, and elevate sales success over the long term. If you want better sales strategies and stronger, more consistent performance, this is the episode you should listen to, share, and apply immediately. 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 ...
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    17 min
  • Stop Selling in Silence: Personal Messaging That Fuels Revenue Growth

    Stop Selling in Silence: Personal Messaging That Fuels Revenue Growth
    Feb 2 2026
    In this episode, Sean and Kevin get brutally practical about a problem most sellers underestimate: you don't just market your company and your product—you have to market you. If prospects can't trust you, they won't trust your solution, your messaging, or your ability to deliver outcomes. The conversation turns "personal brand" into real sales processes you can run weekly to improve revenue generation, pipeline quality, and long-term sales success. Key Topics Discussed Marketing "the salesperson" as the trust layer (00:59–02:05) "Marketer, market thyself" when you don't have a marketing team (02:50–05:18) Turn sales calls into content: capture lessons, create proof points, reuse everywhere (03:46–05:00) Stop living in the calendar: carve out thinking time to improve how you sell (08:05–08:42) Network sideways to create referrals: market to the people your buyers already trust (09:01–11:39) Use social presence + networking together so referrals convert faster (12:47–13:33) Key Quotes Kevin (02:58): "When you're a salesperson who doesn't have a marketing team behind you… you must market yourself." Sean (01:17): "The number one thing you have to do is get them to trust you." Kevin (06:59): "If you're telling your story… you're a much more valuable strategic partner." Sean (10:23): "You should market to them… those people… may just hear [a problem]… 'Let me introduce you to Mike.'" Additional Resources Chris Spanier and Carpe Diem Marketing - https://www.linkedin.com/in/cspanier/ - https://www.carpediemconsultinggroup.com/ Practical Actionable Marketing - https://podcasts.apple.com/us/podcast/practical-actionable-marketing/id1697011310 The Challenger Sale - https://a.co/d/9ntWVuH Amy Connor and CMO on Loan - https://www.linkedin.com/in/amyconnor/ - https://cmo-onloan.com/ A Significant Actionable Item from this Podcast Block 45 minutes next week—no excuses—and build a simple "trust engine" from your last five sales conversations. Write down the problem, what you recommended, the proof point, and the result (even if it's partial). Turn that into one short post and one longer proof asset (a case study outline, a send-ahead, or a leave-behind). Then take the same story to your partner network—ERP reps, logistics providers, engineers, and adjacent vendors—and make your value-selling narrative easy for them to repeat. This is revenue management at the seller level: consistent story, consistent credibility, consistent pull-through. Summary If you're serious about sales success, this episode is a reminder that activity isn't the same as progress—and "waiting for marketing" is a hidden excuse. Sean and Kevin lay out sales strategies that make you more credible, more referable, and easier to trust: capture what happens in real deals, convert it into messaging, and distribute it through both social and networking channels. Listen in if you want sales processes that create a cleaner pipeline, faster referrals, and stronger revenue generation without needing a bigger team. 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
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