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Two Tall Guys Talking Sales Podcast – Leading with Generosity- The Servant Leadership Approach to Sales with Tom Daly – E93

Two Tall Guys Talking Sales Podcast – Leading with Generosity- The Servant Leadership Approach to Sales with Tom Daly – E93

Welcome to another enriching episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the art of sales with special guest Tom Daly from Focus Insights Group. In this episode, we explore the concept of servant leadership in sales and how giving more can ultimately lead to receiving more in business and personal growth.

Key Topics Discussed:

  • Servant Leadership in Sales [00:01:00 – 00:10:00]: Tom Daly discusses the importance of building productive referral networks and how servant leadership has helped him succeed in sales.
  • The Power of Giving Freely [00:05:00 – 00:08:00]: A detailed exploration of how giving without expecting immediate returns can foster long-term business relationships and personal satisfaction.
  • Balancing Generosity with Business Acumen [00:05:20 – 00:06:30]: Kevin probes the delicate balance between generosity and ensuring business viability.
  • Community and Collaboration [00:06:43 – 00:07:33]: The significance of a supportive community within the sales acceleration network, emphasizing collective success over individual gains.
  • Sales as a Helping Profession [00:08:21 – 00:09:52]: Sean reflects on the philosophy that sales should focus on helping and solving problems rather than just transactional interactions.

Key Quotes:

  • Kevin Lawson: “There’s probably some who have given so much that they’re not monetizing. They’re probably actually even struggling to close deals.” [00:05:20]
  • Tom Daly: “Sometimes the best thing we can do is really share that with others and say, you should give it a try.” [00:01:50]
  • Sean O’Shaughnessey: “Stop selling and start helping. If salespeople just keep that as the philosophy, life will be better for everybody.” [00:08:21]

Additional Resources:

  • The phrase “Stop selling and start helping” is often associated with Zig Ziglar, a renowned motivational speaker and sales trainer. This concept is central to his sales philosophy, which emphasizes building relationships and providing value as the cornerstone of sales success. Ziglar discusses this approach in several of his books, but it is most prominently featured in “Secrets of Closing the Sale.” This book provides insights into how understanding and meeting the needs of others can enhance both personal and professional success in sales.


This episode is a treasure trove for anyone looking to refine their sales approach through genuine connections and servant leadership. Tom Daly’s insights, backed by Kevin and Sean’s probing questions and observations, make it clear that in sales, sometimes giving freely helps build trust and opens up new avenues for growth and satisfaction. Whether you’re a seasoned sales professional or just starting, this conversation will inspire you to think about sales more humanely and productively. Tune in to “Two Tall Guys Talking Sales” to transform how you engage with clients and colleagues, fostering a community of mutual success and growth.

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