“Two Tall Guys Talking Sales,” where Sean O’Shaughnessey and Kevin Lawson discuss a single sales topic.
Kevin and Sean together have about 70 years of experience in professional selling.
This podcast helps people in sales, sales leadership, business leadership, or company owners realize the maximum value of their company by improving their revenue generation capability. The 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 companies by improving their revenue-generating capabilities. He helps owners enhance their sales management, methodologies, processes, teams, and messaging.
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Two Tall Guys Talking Sales Podcast – Your Sales Team’s LinkedIn Profiles Are Costing You Deals: Fix the Trust Signals – Episode 173
Sales leaders don’t lose deals on product. They lose them on trust signals—especially the ones buyers pick up before the second conversation even happens. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey break down how your team’s digital presence either reinforces credibility or quietly undermines it. The throughline is…
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Two Tall Guys Talking Sales – The Hidden Driver of Every Sale: Mike Dowhan Explains How Compelling Events Shape Business Acumen and Sales Strategies – Episode 160
In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome Mike Dowhan, founder of Bedrock Sales. Together, they explore one of the most overlooked yet transformative aspects of sales management: the compelling event. Mike brings over two decades of experience helping organizations refine their sales processes, understand buyer motivation,…
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Two Tall Guys Talking Sales – Sales Management Masterclass: Paul Rafferty’s Proven Framework for Smarter Deal Reviews and Revenue Generation – Episode 159
Welcome back to Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. In this dynamic episode, the Tall Guys welcome Paul Rafferty from Sales Xceleration to explore the art and science of sales coaching, deal qualification, and the importance of building sales acumen. Paul brings decades of experience in sales management, value…
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Two Tall Guys Talking Sales – What Got You Here Won’t Get You There: How Sales Leaders Master the Pivot for Revenue Growth – Episode 158
In this episode, hosts Kevin Lawson and Sean O’Shaughnessey tackle one of the most fundamental truths in business and sales leadership: change is inevitable. Whether you’re managing a sales team, scaling from $5M to $50M, or repositioning your company for new markets, your success depends on your ability to pivot, intelligently, decisively, and confidently. Sean…
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Two Tall Guys Talking Sales – The First 90 Days as a Sales Leader: Proven Strategies for Sales Management Success – Episode 157
When a company hires or promotes its first sales manager, expectations run high, but clarity can be low. In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson unpack what the first 90 days should look like for a new sales leader. Whether you’re a CEO onboarding a new manager…
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Two Tall Guys Talking Sales – How Sales and Marketing Partnerships Drive Lead Generation and Sales Success – Episode 155
As the year draws to a close, sales leaders and professionals are already looking ahead to the next year. In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson dig into the perennial challenge of lead generation, the importance of collaborating with marketing, and why proactive planning is essential for…
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Two Tall Guys Talking Sales – How to Define Sales Territories for Maximum Revenue Generation – Episode 154
Sales leaders and sales professionals: are your territories setting you up for sales success or holding your team back? In this episode, hosts Kevin Lawson and Sean O’Shaughnessey tackle the critical role of defining territories, commission plans, and account strategies. From building fair but effective territories to creating actionable plans that drive revenue generation, this…
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Two Tall Guys Talking Sales – From Comp Plans to Territory Alignment: Sales Strategies Every Leader Needs for Revenue Generation – Episode 153
As the year draws to a close, sales leaders and business owners face a critical challenge: preparing for growth in the year ahead. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into sales management strategies that set the stage for long-term sales success. From refining compensation…
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Two Tall Guys Talking Sales – How Sales Leaders Use CRMs to Align Sales Processes, Value Selling, and Revenue Management – Episode 152
In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey build on last week’s discussion of qualification methodologies and take the conversation further—into how these frameworks should live inside your CRM. From aligning sales processes with the buyer’s journey to enforcing accountability at each stage, this conversation offers practical strategies…
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Two Tall Guys Talking Sales – Why Consistent Sales Strategies Win: Forecasting, Messaging, and Revenue Management – Episode 151
In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve into the crucial role of deal qualification in driving sales success. From simple frameworks like BANT to advanced methodologies such as MEDDIC and MEDDPICCC, Kevin and Sean explain how consistent sales processes, value selling, and business acumen can sharpen…
