『Two Tall Guys Talking Sales』のカバーアート

Two Tall Guys Talking Sales

Two Tall Guys Talking Sales

著者： 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 マネジメント マネジメント・リーダーシップ 経済学
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  • John McLeod Explains How to Avoid the AI Trap: Using New Tools Without Losing Your Sales Message

    John McLeod Explains How to Avoid the AI Trap: Using New Tools Without Losing Your Sales Message
    2025/06/03
    In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey are joined by veteran fractional VP of Sales, John McLeod. Together, they dive into a critical topic for today’s sales leaders: embracing artificial intelligence tools without compromising your value proposition, messaging, or sales processes. John brings deep expertise in sales management, business acumen, and revenue generation strategies, offering a measured approach to evaluating sales tech, especially AI solutions, through a risk-and-reward lens. Whether you're a business owner, sales manager, or BDR excited about AI, this conversation grounds you in practical wisdom. Key Topics Discussed The Real Risk of AI in Sales (00:01:22): How overreliance on untrained AI tools can misrepresent your brand and do more harm than good. Sales Productivity vs. Organizational Efficiency (00:02:01): Why the focus shouldn’t just be on doing more faster, but also on syncing with your company's value selling model. Three Essential AI Use Cases in Sales (00:03:25): Research, qualification, and outreach—and why each comes with its own operational risk. The Ethical Use of AI and Messaging Integrity (00:07:43): Why maintaining consistent messaging across AI-enabled tools is essential to preserving brand integrity and revenue management. Training AI for Sales Value (00:10:00): How smart prompt engineering and structured inputs drive better outcomes from generative AI tools. Key Quotes John McLeod (00:05:27): “AI tools are meant to be trained. The biggest risk is: are they in fact supporting your unique and distinctive value proposition and holding true to that?” Sean O'Shaughnessey (00:11:38): “You won’t lose your job to AI—but you might lose it to another salesperson who knows how to use AI more effectively.” Kevin Lawson (00:09:40): “When you introduce AI and efficiency, that naturally raises the bar of expectation for performance. What is the new normal when you get there?” Additional Resources John McLeod’s LinkedIn Profile - https://www.linkedin.com/in/johnmcleod1/ A Significant Actionable Item from this Podcast Train Your AI with Purpose: Don’t just “plug and play” AI tools. Take the time to structure your inputs and refine your prompts so that the tool reflects your value, not just generic sales content. Spend time A/B testing different approaches to ensure messaging aligns with your company's strategic sales positioning. Start today by reviewing your most recent outreach generated by AI and ask: “Does this truly represent our value?” If not, retrain your prompts before using them again. Why You Should Listen Now If you’ve ever been tempted by the next great sales tool or AI platform promising instant leads and effortless sales success, this episode will recalibrate your thinking. John McLeod delivers candid insights on balancing tech adoption with strategic discipline. With Sean and Kevin steering the conversation, this discussion is rich with real-world experience in sales management, messaging, and revenue generation. Tune in now to stay ahead without losing what makes your company valuable. To understand if your company is doing a great job in sales, take this quick and easy assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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    16 分
  • Patrick O'Donnell Explains How to Hire and Onboard Sales Talent That Actually Performs

    Patrick O'Donnell Explains How to Hire and Onboard Sales Talent That Actually Performs
    2025/05/27
    In this high-impact episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey welcome sales acceleration expert Patrick O'Donnell to tackle one of the toughest challenges facing small business CEOs: hiring and onboarding top-performing sales talent. Together, they dive deep into proven sales strategies that help CEOs find strong candidates and keep them engaged, successful, and driving revenue. If you’ve ever hired a salesperson who didn’t work out, or you’re planning to hire your first, this conversation is your roadmap to sales success. From creating a robust onboarding plan to integrating soft skills training and cultural alignment, this episode is packed with value-selling insights you can apply immediately. Key Topics Discussed: [00:01:00] Why small business CEOs struggle to attract and retain top salespeople [00:03:00] Patrick’s proven hiring and onboarding process for sales roles [00:05:10] The importance of structured 30-60-90 day plans and Sean’s GUTS framework [00:07:00] Kevin’s NASA Plan for onboarding: A granular, hourly approach to early success [00:10:00] The role of soft skills and professional development in retaining talent [00:11:50] A lighthearted look at entrepreneurship: Why Patrick bought a historic Indianapolis tavern Key Quotes: "They're in such a hurry to take the sales hat off their head that they hire the first person who looks okay on the surface. That rushed approach almost always ends poorly." – Patrick O'Donnell [00:02:06] "I hand every new rep a GUTS document—Getting Up To Speed. It’s a 30-60-90 plan that clearly spells out what they need to accomplish. They can be ahead, but they can’t fall behind." – Sean O'Shaughnessey [00:05:10] "Most small business owners think they have a plan because it's in their head. But if it’s not written down, it doesn’t exist." – Kevin Lawson [00:07:29] "We want every new hire to be the most professional person in the company, because it's their job to make everyone around them better." – Sean O'Shaughnessey [00:10:35] Additional Resources: LinkedIn profile for Patrick O'Donnell https://www.linkedin.com/in/patrickwodonnell/ Soft skills training programs referenced by Sean for onboarding enrichment GUTS (Getting Up To Speed) framework and NASA Plan discussed during onboarding best practices A Significant Actionable Item from this Podcast: Implement a Written 30-60-90 Onboarding Plan with a Two-Week NASA Schedule. Salespeople need clarity to succeed. Whether you're a first-time sales manager or a seasoned executive, stop relying on verbal plans or “tribal knowledge.” Create a written 30-60-90 onboarding plan that details expectations, milestones, and key outcomes. For the first two weeks, apply the NASA method: a daily, hour-by-hour schedule that aligns the new hire with every department, cultural cue, and technical requirement. Doing so sets a strong foundation for success and dramatically reduces early turnover. Summary Paragraph: If you’re serious about improving your sales management, elevating your sales processes, and building a team that drives real revenue generation, this episode of Two Tall Guys Talking Sales is essential listening. Kevin, Sean, and Patrick break down what too many business owners get wrong—and how you can get it right. Whether you're scaling a team or hiring your first rep, these insights around onboarding, messaging, and business acumen will accelerate your journey toward consistent sales success. Press play now and walk away with tools you can use today. To understand if your company is doing a great job in sales, take this quick and easy assessment: https://newsales.expert/b2b-sales-capability-assessment/ You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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    16 分
  • Mastering Sales Hiring with John Lee – Sales Management Insights for Growth-Focused Teams

    Mastering Sales Hiring with John Lee – Sales Management Insights for Growth-Focused Teams
    2025/05/20
    In this week’s episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey are joined by the “Elder Statesman” of fractional sales management: John Lee. With nearly four decades of experience and a deep track record of helping companies hire top-performing sales professionals, John shares a masterclass in sales hiring strategy. Whether you’re scaling from a two-person team to ten or trying to avoid costly hiring mistakes, this episode delivers practical, field-tested advice on building elite sales teams, strengthening your sales processes, and aligning talent with company culture. Don't miss this conversation if you're committed to improving your sales success through smarter hiring, better business acumen, and scalable revenue generation. Key Topics Discussed: The Hiring Mindset for Growth Companies (00:01:45) Why hiring rock stars—not warm bodies—matters and how John filters for high performers. From First Hire to Scaling a Team (00:04:44) CEOs and sales leaders must ask the evolving questions when hiring their 3rd, 5th, or 10th rep. Psychographics, Not Just Resumes (00:05:24) How John builds candidate profiles that match top performers using behavior and motivation, not just skills. Parallel Sales and Hiring Processes (00:08:00) Why a successful sales hiring process mirrors your value selling strategy—with defined steps, assessments, and clear messaging. Avoiding Common Hiring Mistakes (00:11:43) The critical danger of hiring salespeople who are better at selling themselves than your solution. Top 3 Rules for Hiring Sales Talent (00:13:33) John’s unfiltered checklist for hiring decisions that fuel revenue growth and protect your sales culture. Key Quotes: John Lee: “Don’t hire someone who can’t show they’ve been successful—and don’t hire someone who doesn’t fit your culture.” (00:13:57) Sean O’Shaughnessey: “A salesperson might not be able to sell your product to save their life—but they’re often great at selling themselves. That’s a trap for business owners.” (00:11:55) Kevin Lawson: “You talk about hiring the way you talk about sales infrastructure—it’s all about process, fit, and purpose.” (00:07:42) Additional Resources Mentioned: OMG Sales Candidate Assessment (Objective Management Group) – John’s preferred tool for evaluating candidate sales DNA and fit. LinkedIn: John Lee - https://www.linkedin.com/in/johnleeportlandoregon/ A Significant Actionable Item from this Podcast: Design a Hiring Process Like a Sales Process Treat your hiring efforts with the same rigor as your sales process. Start by defining a psychographic profile based on your top performers. Use structured assessments to evaluate “sales DNA” and focus interviews on demonstrated success, not just confidence. Then, make cultural fit a deal-breaker. Great hires aren’t just competent—they’re aligned with your mission, methods, and team dynamics. Summary Paragraph: This episode is essential listening for sales leaders and business owners looking to scale their teams without sacrificing culture, performance, or momentum. John Lee brings a rare mix of seasoned sales management expertise and real-world hiring acumen to the table. If you want to improve revenue generation through smarter hiring and better sales strategies, you'll find actionable insights packed into every minute. Don’t settle for average; build a sales team that drives success. Tune in now. To understand if your company is doing a great job in sales, take this quick and easy assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=28995327 You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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    17 分

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