Two Tall Guys Talking Sales

Two Tall Guys Talking Sales – Sales Slumps & Hot Streaks: How to Build a Predictable Pipeline – E122

By Sean O'Shaughnessey

Sales is a game of ups and downs, but what separates top performers from the rest is their ability to keep the funnel full—even when they’re closing deals. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey dive into the art and science of building a consistent pipeline. They discuss strategic approaches to prospecting, leveraging data tools, and the importance of curiosity in sales conversations. Whether you’re starting fresh in Q1 or looking to level up your approach, this episode is packed with actionable insights to keep your sales engine running smoothly.

Key Topics Discussed

🔹 The Sales Roller Coaster – Why salespeople experience cycles of high revenue followed by dry spells and how to smooth out the dips. (00:01:15)

🔹 The First Step: Re-engage Past Clients – Why checking in with existing customers is the easiest way to generate immediate opportunities. (00:02:23)

🔹 Using Free Data Resources to Prospect – How Data Axle and Apollo.io can help salespeople generate lists of high-potential prospects at no cost. (00:03:00)

🔹 Turning Leads Into Prospects – The difference between having a database of names and actually engaging with real sales opportunities. (00:05:31)

🔹 The Power of Networking and Curiosity – How to leverage your network to gain insights about a company before reaching out to decision-makers. (00:10:39)

🔹 Climbing the Ladder to the Decision-Maker – Why you shouldn’t start at the top and how building relationships within an organization can earn you a trusted introduction. (00:14:37)

Key Quotes

💬 Sean O’Shaughnessey on avoiding the sales roller coaster:
“If I go back to my drain-the-swamp analogy, you gotta put water back in the swamp, you gotta let it rain, gotta make it rain.” (00:02:02)

💬 Kevin Lawson on the importance of planning:
“Too often, salespeople stop after the second or third introduction. Timing is everything—keep going, keep networking, and keep qualifying your ideal client profile.” (00:12:39)

💬 Sean O’Shaughnessey on reaching executives:
“You cannot send an email to the CEO and expect it to be read. You are just a salesperson. If you want to sell to the top, you need a referral—and probably from someone lower in the organization.” (00:14:37)

Additional Resources

📌 Data Axle – A powerful business database often available through public libraries. Check with your local library for free access.

📌 Apollo.io – A free tool offering up to 10,000 business contacts per month to help with prospecting.

📌 Lighthouse Sales Advisors Coaching – Kevin Lawson offers 1:1 coaching to help sales professionals refine their strategies. Learn more here.

A Significant Actionable Item from this Podcast

Take 30 minutes this week to evaluate your sales pipeline using the “circle exercise.”

Draw a circle and estimate what percentage of your revenue will come from existing clients vs. new clients.
Identify how many new deals you need to hit your quota.
Rank your existing leads based on fit and potential.
Develop a networking plan to move from a name on a list to an engaged prospect.

Doing this exercise will give you clarity on where to focus your efforts and how to strategically fill your pipeline.

Why You Should Listen to This Episode

Struggling with an empty pipeline after closing strong last year? You’re not alone. In this fast-paced, insight-packed episode, Kevin and Sean break down the fundamental strategies that separate high-performing salespeople from those stuck on the revenue roller coaster. Whether you’re looking for free prospecting tools, better ways to approach networking, or a foolproof plan to keep your sales funnel full, this episode delivers practical tactics you can apply immediately.

🎧 Tune in now and take control of your sales pipeline!

Two Tall Guys Talking Sales – Engage, Listen, Succeed: Unlocking Client Conversations That Close Deals – E121

By Sean O'Shaughnessey

In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the art of active listening and its transformative potential in sales. Building on the discussion from last week’s episode about discovery questions, Kevin and Sean provide actionable strategies to improve your listening skills, enhance your client interactions, and ultimately close more deals. Whether you’re a seasoned sales professional or new to the field, this episode is packed with valuable lessons you can apply immediately.

Key Topics Discussed

The Role of Active Listening in Sales Success
Kevin and Sean discuss how active listening differentiates successful salespeople from the rest and why it’s critical for uncovering client pain points.
The Power of Note-Taking
Kevin shares his transition from paper to digital note-taking and how capturing accurate information leads to better follow-ups and stronger client relationships.
Body Language and Visual Cues in Client Meetings
Sean emphasizes the importance of leaning forward, maintaining eye contact, and using other non-verbal cues to demonstrate engagement during conversations.
Learning from Reporters: Listening Like a Pro
Sean compares salespeople to seasoned reporters and outlines how active listening and asking thoughtful follow-up questions can set the stage for impactful discussions.
Upskilling Through Active Listening
Kevin highlights how organizations can improve their pipeline and closing rates by investing in training that focuses on active listening and effective questioning techniques.

Key Quotes

Sean O’Shaughnessey:
“Don’t ever book a meeting without educating the client or making them a better business. That’s the only reason you’re allowed in their office.” (Approx. 8:00)
Kevin Lawson:
“Active listening is your skeleton key to unlock doors that were previously closed. It’s the gateway to uncovering real pain points and creating meaningful solutions.” (Approx. 13:15)
Sean O’Shaughnessey:
“Leaning forward in your chair isn’t just about posture; it’s a powerful signal to your client that you’re fully engaged and ready to understand their needs.” (Approx. 10:00)

Additional Resources

Sean and Kevin refer to the previous episode on discovery questions as a foundation for this discussion. If you haven’t listened to it, consider downloading it for additional context.

A Significant Actionable Item from this Podcast

Apply Active Listening in Your Next Sales Call
In your next client interaction, focus on active listening by using these three steps:

Lean forward and maintain engaged body language.
Paraphrase the client’s statements to ensure understanding.
Take detailed notes and review them to tailor your follow-up responses.

These small adjustments can significantly affect the quality of your client conversations and help you close more deals.

Summary

Active listening isn’t just a soft skill; it’s a sales superpower. In this episode of Two Tall Guys Talking Sales, Kevin and Sean unravel the nuances of listening to clients, capturing their pain points, and building trust through meaningful interactions. With tips ranging from non-verbal cues to the tactical use of note-taking, this conversation equips you with tools to elevate your sales game. Whether you’re preparing for a discovery call, a QBR, or a cold call, this episode is a must-listen for actionable insights. Tune in and transform the way you engage with your clients.

Happy listening—and selling!

Two Tall Guys Talking Sales – The Art of the Discovery Call: Build Respect and Close More Deals – E120

By Sean O'Shaughnessey

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey tackle one of the most critical yet underestimated aspects of sales: the discovery call. Are you guilty of “winging it” during these pivotal conversations? Tune in as Kevin and Sean break down the importance of crafting a tailored question bank, share actionable tips to elevate your discovery process, and reveal how asking the right questions can transform your sales game. If you’re looking to close more deals and gain the respect of your prospects, this is the episode for you.

Key Topics Discussed

The Danger of Winging It in Discovery Calls (Approx. 00:00:00)
Kevin and Sean explain why improvising during discovery calls can lead to missed opportunities and how a question bank can save the day.
Building an Effective Question Bank (Approx. 00:01:00)
Learn how to create a dynamic set of questions tailored to different industries and titles, ensuring every prospect feels understood.
The Power of Open-Ended Questions (Approx. 00:05:00)
Discover why “what” and “how” questions are more effective than “why” questions in fostering productive, trust-building conversations.
The ROI of Better Discovery Questions (Approx. 00:07:00)
Explore how better discovery leads to more accurate forecasts, stronger relationships, and increased respect from prospects.
Refining Your Question Bank Over Time (Approx. 00:12:00)
Kevin and Sean emphasize the importance of regularly reviewing and updating your questions to stay relevant and effective.

Key Quotes

Kevin Lawson: “You should never ask a question on a discovery call that you could find the answer to with public information. That’s a waste of your prospect’s time and shows you haven’t earned their business.” (Approx. 00:10:27)
Sean O’Shaughnessey: “Why questions feel like interrogation. Great discovery questions start with what and how—they build trust and uncover real insights.” (Approx. 00:06:25)
Kevin Lawson: “Writing down your questions allows you to tweak, hone, and refine them. It’s the preparation that separates good sellers from great ones.” (Approx. 00:09:05)

A Significant Actionable Item from this Podcast

Start Your Own Question Bank Today
Set aside 30 minutes to brainstorm 10-15 open-ended questions for your next discovery call. Categorize them by industry and prospect title. Use these questions in your next call, then evaluate their effectiveness. Adjust and refine over time to create a winning formula.

Summary

Mastering the discovery call is essential for any successful salesperson, and in this episode, Kevin and Sean provide the ultimate guide to getting it right. From crafting a versatile question bank to leveraging open-ended questions that build trust and uncover insights, this episode is packed with actionable advice to transform your sales process. Don’t miss this opportunity to elevate your skills and close more deals—listen now and discover the art of the perfect discovery call!

Two Tall Guys Talking Sales – The Death of Cold Calling and the Rise of Relationship Selling – E119

By Sean O'Shaughnessey

Cold calling is dead—or so claims our guest, Ben Victorica, in this thought-provoking Two Tall Guys Talking Sales episode. Hosts Kevin Lawson and Sean O’Shaughnessey dive deep with Ben into the challenges of modern sales pipelines and explore why traditional outreach methods are no longer effective. Together, they uncover how relationship selling, fueled by emotional intelligence and strategic connections, is reshaping the future of sales. Whether you’re a seasoned sales professional or just starting out, this episode is packed with actionable insights you can’t afford to miss.

Key Topics Discussed

Why Cold Calling is Ineffective Today
Ben discusses the inefficiency of cold outreach in the modern era, citing Bank of America’s 2021 decision to ban cold calling as a pivotal moment in sales strategy. (Approx. 00:01:00)
The Economics of Cold Outreach vs. Relationship Selling
Sean explains the hidden costs of cold calling, emphasizing the expensive hourly rate of quota-bearing sales reps and its low ROI. (Approx. 00:02:20)
Leveraging LinkedIn for Strategic Connections
Ben provides a practical, step-by-step guide to mining LinkedIn connections for warm referrals, using your network intelligently without costly tools. (Approx. 00:05:35)
The Role of Emotional Intelligence in Modern Sales
Kevin and Ben discuss how sales professionals can use emotional intelligence and relationship intelligence tools to identify and nurture stronger business relationships. (Approx. 00:10:45)
Maximizing Relationship Capital with Technology
Ben introduces KnowledgeNet, a tool that helps sales teams unlock and scale their relationship capital to drive business growth. (Approx. 00:12:00)

Key Quotes

Kevin Lawson:
“Top of funnel cold outreach with no relationship is nearly impossible—it’s a cost line on any P&L.” (Approx. 00:04:48)
Sean O’Shaughnessey:
“If you hand someone a list of 100 people you’d like an introduction to, you’ll get zero. But ask for five or ten, and you’ll get meaningful connections.” (Approx. 00:07:45)
Ben Victorica:
“Cold calling is dead. Relationship selling instead.” (Approx. 00:01:49)

Additional Resources Mentioned

KnowledgeNet.ai: A powerful tool to uncover and leverage relationship capital within your organization. Visit KnowledgeNet
Wall Street Journal 2021 Article: Referenced by Ben regarding Bank of America’s decision to ban cold calling – https://www.wsj.com/articles/bank-of-americas-merrill-lynch-to-ban-trainee-brokers-from-making-cold-calls-11621850400.

A Significant Actionable Item from this Podcast

Use LinkedIn as a referral engine.
List key LinkedIn connections that align with your ideal customer profile. Then, approach your strongest network contacts—your “super connectors”—with a curated list of five to ten potential introductions. Respect their time and include a pre-written email template to make the referral process seamless.

Why You Should Listen to This Episode

The sales landscape has shifted, and the old playbook of cold calling no longer delivers results. This episode offers a fresh perspective on building pipelines using strategic relationships and modern tools like KnowledgeNet. Packed with real-world advice from Kevin, Sean, and Ben, this conversation will inspire you to rethink your sales approach. Ready to ditch outdated tactics and embrace the future of selling? Tune in now to gain the edge you need.

Two Tall Guys Talking Sales – The Motivation Formula: Achieving Big Wins in Sales – E116

By Sean O'Shaughnessey

In this compelling episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the heart of sales motivation and goal setting. They share relatable stories, actionable insights, and practical strategies for salespeople and sales leaders. Using a vivid sports analogy, Sean sets the tone for an episode packed with strategies to stay driven—even when the path isn’t clear. Whether you’re grappling with setting goals or maximizing your commission potential, this episode is a goldmine for actionable advice and personal growth.

Key Topics Discussed

The Athlete Analogy: Personal Motivation Meets Team Success (0:00)
Sean parallels a high school sprinter’s rigorous training and the dedication needed to succeed in sales.
The Importance of Personal “Why” in Sales Motivation (6:00)
Kevin and Sean explore how individual motivations—whether financial goals, family obligations, or personal growth—shape sales performance.
Breaking Down Your Sales Math to Achieve Success (10:00)
Kevin explains how to reverse-engineer your earnings goal, calculate deal requirements, and align your activities with desired outcomes.
Creating Personal Rewards for Milestone Achievements (9:00)
Sean shares a story about a salesperson’s unique approach to celebrating significant deals and how small rewards can drive consistent motivation.
The Art of Setting Goals When None Are Provided (3:30)
Kevin and Sean discuss practical steps for creating your own sales targets when your organization hasn’t assigned any.

Key Quotes

Sean O’Shaughnessey (2:00):
“What motivates you as a salesperson to do incredibly well? What are you doing to achieve your goals, and because you achieve your goals, maybe you’re inspiring someone else on your team to do the same.”
Kevin Lawson (4:29):
“If you’re not given a goal, do the math that gets you to success. It starts with understanding your economic driver and building a plan from there.”
Sean O’Shaughnessey (9:20):
“Choose something unique to reward yourself when something good happens. It’s a motivator for the day and can become the beginning of your career motivation.”

A Significant Actionable Item from this Podcast
Reverse-engineer your sales goals for 2024. Start by defining your desired income, break it down into weekly targets, and calculate how many deals you need to close. Then, analyze your closing rates to determine how many leads and opportunities you need to generate. Finally, track your progress weekly and adjust your strategy to stay on course.

Summary Paragraph
This episode of Two Tall Guys Talking Sales delivers powerful insights into staying motivated and setting actionable sales goals. Sean and Kevin expertly weave relatable analogies with proven strategies to help you master the art of self-motivation and goal achievement. Whether you’re working towards a personal milestone or aiming to inspire your team, this episode provides the tools to elevate your performance. Tune in and take control of your sales journey today!

Two Tall Guys Talking Sales – Future-Proofing Your Sales with the Right Tech Stack – E115

By Sean O'Shaughnessey

In this thought-provoking episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive into the transformative power of technology in sales and operations. From the essentials of adopting a CRM to leveraging AI and automation, Kevin and Sean discuss how modern businesses can streamline operations, boost productivity, and prepare for the future. Whether you’re managing a small team or a large enterprise, this episode will provide actionable insights into creating an integrated tech stack that supports growth and resilience.

Key Topics Discussed

The Importance of a CRM System (Approx. 00:01:00)
- Why every organization needs a CRM to centralize and share data across teams, from sales to manufacturing.
- How a CRM can prevent revenue loss during sales team transitions.
Building an Integrated Tech Stack (Approx. 00:03:00)
- Understanding the interconnectedness of CRM, ERP, and project management tools.
- Simplifying operations with modern, cloud-based solutions.
Preparing for the AI Revolution (Approx. 00:04:00)
- How AI and machine learning are redefining operational workflows.
- Why having an AI strategy is essential for staying competitive.
Forecasting and Automation (Approx. 00:09:00)
- Leveraging technology to improve forecasting, pipeline management, and resource allocation.
- Automating routine tasks for efficiency and scalability.
The Role of Sales and Marketing Alignment (Approx. 00:11:00)
- Why sales and marketing collaboration is critical for success.
- How technology bridges the gap between these teams.

Key Quotes

Sean O’Shaughnessey:
“Your journey to 2035 starts right now. By staying on outdated tools, you’re not just behind—you’re making it harder to catch up later.” (Approx. 00:06:06)
Kevin Lawson:
“Technology is now part of the fabric of how we do business. If you want to grow and scale—or even just survive—adopting the right tools is the right battle to fight.” (Approx. 00:02:34)
Sean O’Shaughnessey:
“Revenue solves all problems in companies, but only if your systems are set up to support it.” (Approx. 00:12:23)

Additional Resources

McKinsey Report on AI in Business: September 2024 Edition.
HubSpot Marketplace: Tools to integrate CRM with calling apps and social media management platforms.
Ninety.io: Software for tracking KPIs and achieving quarterly goals.

A Significant Actionable Item from this Podcast

Start with Your CRM:
Evaluate your current CRM system (or lack thereof) and its integration with other business tools. Focus on centralizing data and enabling seamless communication between teams. This single step can drastically improve productivity, forecasting accuracy, and cross-functional collaboration.

Why You Should Listen

This episode of Two Tall Guys Talking Sales is a must-listen for anyone looking to future-proof their business. Kevin and Sean offer practical advice and actionable strategies to help you streamline operations, adopt cutting-edge technologies, and align your team for success. Whether you’re planning for 2025 or 2035, the insights shared in this episode will set you on the path to achieving your goals.

Tune in and discover how to take your sales operations to the next level!

Two Tall Guys Talking Sales – From CRM to AI: Building Your Sales Toolbox – E113

By Sean O'Shaughnessey

In this episode of “Two Tall Guys Talking Sales,” Kevin Lawson and Sean O’Shaughnessey dive into the critical tools every modern salesperson needs to thrive. Whether you’re equipping yourself in a tech-limited environment or looking to amplify your selling power with affordable tools, Kevin and Sean share practical insights from their decades of experience in sales and technology. This episode is packed with actionable advice for sales professionals looking to streamline their workflows and close deals more efficiently.

Key Topics Discussed

[00:01:00] Taking Notes Efficiently: The duo discusses tools like Evernote, OneNote, and even native apps like Notes, emphasizing the importance of accessible, synchronized note-taking for sales success.
[00:03:00] CRM Essentials: Why Outlook or spreadsheets don’t cut it as CRMs and affordable alternatives like HubSpot and Insightly that can transform your sales process.
[00:05:00] Integration is Key: Kevin highlights how integrating tools like email, CRMs, and AI writing assistants such as ChatGPT or Claude can create a seamless selling experience.
[00:07:30] Managing Mileage and Expenses: Sean introduces tools like MileIQ and Expensify to streamline mileage tracking and expense management for busy salespeople.
[00:12:00] Staying Top of Mind: How CRMs help salespeople maintain relationships by tracking the timing and content of client interactions.

Key Quotes

Kevin [00:05:00]: “Integrate everything. All of your tools should talk to each other—most of that, you’ll find under the marketplace of your CRM.”
Sean [00:04:00]: “Outlook is not a CRM. Gmail is not a CRM. They’re just tools. A true CRM system will help you relate multiple people together at the same company and keep track of your progress.”
Kevin [00:13:30]: “When we write to reconnect, it’s not about us; it’s about them. The fewer times you say ‘I, me, or my’ in an email, the better your message will land.”

Additional Resources

HubSpot CRM: A free CRM option for individual salespeople to manage contacts and deals.
Insightly CRM: A free CRM option for individual salespeople to manage contacts and deals.
MileIQ: A mileage-tracking app that simplifies expense reporting.
Expensify: A freemium tool to manage receipts and expenses with ease.
ChatGPT and Claude: AI writing tools that improve email and content creation for sales professionals.
Grammarly: An AI-powered writing assistant that enhances communication by providing real-time feedback on grammar, clarity, tone, and style across various platforms and devices.

A Significant Actionable Item from this Podcast

Build your integrated tech stack now. Start by selecting a free CRM like HubSpot or Insightly, then add complementary tools for note-taking, mileage tracking, and email integration. Use AI tools like ChatGPT to refine your communications and ensure every tool in your stack works seamlessly.

Summary

Whether you’re a tech-savvy salesperson or just starting to explore the power of modern tools, this episode offers a roadmap for building an affordable, effective sales tech stack. Kevin and Sean provide real-world examples and practical advice to help you stay organized, build stronger client relationships, and close deals faster. Don’t miss this episode—it could be the catalyst for taking your sales game to the next level. Listen now!

Two Tall Guys Talking Sales – Sales Intelligence 101: Using AI and Networking to Target Ideal Customers – E112

By Sean O'Shaughnessey

Welcome to another compelling episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey! Kevin and Sean dive deep into a central challenge for sales teams: identifying ideal customers and building a robust prospect list. In this episode, they uncover practical strategies, share indispensable tools, and illustrate how a strong grasp of your customer can turn prospects into loyal clients. Whether you’re part of a lean sales team or managing large territories, this episode is loaded with insights to help you grow.

Key Topics Discussed

Building Your Prospect List (approx. 2:00): Kevin introduces the concept of creating an ideal prospect list and breaks down the importance of strategic targeting beyond mere proximity or broad industry fit.
Activating and Leveraging Networks (approx. 3:00): Both hosts discuss the value of networking to uncover warm referrals, emphasizing the need to build a customized, one-to-one outreach strategy.
Effective Tools for Targeting Customers (approx. 4:45): Sean and Kevin highlight essential tools like LinkedIn Sales Navigator, KnowledgeNet, and AI-powered tools like Perplexity to streamline the process of finding and qualifying leads.
Understanding the Customer’s Goals and Structure (approx. 7:20): Sean shares a story about understanding internal company dynamics and how knowing a prospect’s structure and goals helps in creating value-oriented solutions.
Actionable Research Insights (approx. 10:15): The duo dives into practical research techniques to understand client organizations and stakeholders, stressing that informed sellers are empowered sellers.

Key Quotes

Kevin: “To build a good prospect list, it doesn’t have to mean endless hours on Google or hundreds of cold calls. With the right tools, you can have a list ready before lunch.” (approx. 5:55)
Sean: “Your job isn’t just to sell a product; it’s to solve a problem. When you start with that goal, the sale becomes almost inevitable.” (approx. 14:40)
Kevin: “Whether you’re a team of one or a team of five, using the tools at hand to maximize your reach and impact makes you competitive.” (approx. 13:00)

Additional Resources

A Significant Actionable Item from this Podcast

Leverage AI-powered tools to gain deeper insights into target companies and individuals before engaging in outreach. By using resources like Perplexity to understand a client’s structure, goals, and decision-making processes, salespeople can craft highly personalized solutions that add immediate value.

In the episode, Sean challenged people to use Perplexity to research his fellow co-host, Kevin Lawson. Here is that Perplexity search: https://www.perplexity.ai/search/can-you-help-me-with-informati-Hdjvd9OgQTWFXrODrlhHnQ

In this episode, Kevin and Sean clarify that sales is about more than products—it’s about partnerships. Discover how to empower yourself with the right tools, refine your approach to prospecting, and bring authentic value to each client. Tune in to Two Tall Guys Talking Sales for actionable strategies to transform how you engage, connect, and close.

Two Tall Guys Talking Sales Podcast – The Art of Targeting: How Small Sales Teams Can Win Big in Expansive Territories – E111

By Sean O'Shaughnessey

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the challenges and strategies of managing large sales territories, especially for teams with fewer than five sellers. Reflecting on their extensive sales careers, they explore the intricacies of balancing time, travel, and targeting the right clients when facing expansive regions. Kevin and Sean share actionable insights on refining the ideal client profile (ICP) and discuss how small business owners and sales leaders can make intentional, high-impact decisions in their outreach efforts. Tune in to discover effective approaches to optimizing sales territories and maximizing limited resources to achieve sustainable growth in the new year.

Key Topics Discussed

The Impact of Large Sales Territories on Small Teams (00:01:38): Kevin and Sean discuss the demands of covering extensive sales regions, whether a few states or half the country and why focus and territory management are crucial for smaller sales teams.
The Importance of Ideal Client Profiles (00:04:57): Sean explains how understanding and refining your ICP can simplify prospecting, ensure each lead mirrors your most valuable clients, and avoid wasted effort on non-ideal targets.
Leveraging Top Clients for Networking and Referrals (00:09:03): Sean and Kevin emphasize the value of networking over cold prospecting, suggesting that current clients can provide introductions and case studies that open doors to similar high-potential accounts.
Using Personas to Deepen Client Relationships (00:11:00): Kevin discusses how personas complement the ICP by focusing on individual motivators, ensuring sellers speak directly to what matters most to each prospect.
Strategic Territory Planning for the Coming Year (00:12:59): The hosts explain how to plan for realistic, growth-oriented targets and advise on which regions and clients to prioritize based on resources and client potential.

Key Quotes

Kevin Lawson (00:05:34): “When you have less than five sellers on your team, your ideal client profile becomes really, really important… Look at your prospect list and ask yourself: do they fit my ICP? It’s something you can do today, quickly.”
Sean O’Shaughnessey (00:10:48): “If you have the world as your territory…your quota needs to be based on how many people you can actually see and deal with—not on everyone who could theoretically buy your product.”
Kevin Lawson (00:11:18): “Ask yourself this: how does your ideal client persona earn a bonus? If your product doesn’t align with what matters to them, you’re likely speaking to the wrong person.”

A Significant Actionable Item from this Podcast

Refine Your Ideal Client Profile and Persona Today: Identify your top 10 favorite customers and analyze their shared traits. Compare these traits to your current prospect list, removing prospects that don’t align with your top client characteristics. This simple but powerful action helps ensure you’re spending time on prospects more likely to become valuable clients.

Closing Summary:

As you prepare for the upcoming year, Kevin and Sean’s conversation provides invaluable advice for small sales teams navigating large territories. Whether you’re a business owner, a solo seller, or a sales leader with a lean team, this episode reveals practical tactics for honing in on your ideal client profile, leveraging client relationships, and maximizing the impact of each sales call. Dive in to learn how to set your sales strategy up for success, and walk away with actionable tips you can implement immediately. Listen now and take your sales approach to new heights with Two Tall Guys Talking Sales!

Two Tall Guys Talking Sales Podcast – From First Sales Hire to Revenue Powerhouse: Essential Strategies for Business Owners – E110

By Sean O'Shaughnessey

In this episode of “Two Tall Guys Talking Sales,” hosts Kevin Lawson and Sean O’Shaughnessey dive into the unique challenges and opportunities of hiring your second salesperson. Many small business owners face a pivotal moment when they bring on a sales team member who may know the company but not the ins and outs of professional selling. Join Kevin and Sean as they explore how to make the first and second salespeople truly effective, how to ramp up revenue, and how to know when it’s time to expand your sales team. Packed with actionable insights, this episode is a roadmap for business leaders looking to maximize their early sales hires and foster sustainable growth.

Key Topics Discussed:

The First Sales Hire: Opportunity or Risk? – Sean and Kevin discuss the challenges owners face when hiring a single salesperson who may lack deep sales expertise (00:00:17).
How to Make Your Second Sales Hire Successful – Kevin emphasizes the importance of a structured onboarding process focused on accountability, consistent communication, and setting measurable outcomes for new hires (00:02:24).
The Power of Accountability and Communication – Kevin and Sean lay out practical steps for holding a first salesperson accountable and how to provide actionable, regular feedback for improved performance (00:04:00).
Setting Success Metrics and Revenue Goals – Sean covers the critical role of defining success metrics and how to know when it’s time to hire a second salesperson or replace your current one (00:06:31).
Shortening the Sales Ramp-Up Time – Kevin challenges the assumption that onboarding takes years, urging owners to implement processes that cut onboarding from years to months (00:10:00).
Revenue Abundance Mindset – Sean closes with a motivational segment about the abundance of revenue potential in every industry, stressing the importance of targeting the ideal client profile (00:12:23).

Key Quotes:

Kevin: “The ‘how’ question is so important. How do we get someone into our organization in a way where they feel valued, are producing value, and we can all measure and feel the growth of that value throughout the organization?” (00:02:39)
Sean: “If you’re concerned that the salesperson is successful, but you’re not quite there, start by pushing two numbers—closing deals faster or bringing in more revenue per deal.” (00:07:55)
Kevin: “We need you as an owner to set a goal for yourself that this year, this next 12 months, you’re going to reduce the ramp time to one year. And in three years, we’re going from a two-year ramp to a 90-day ramp.” (00:10:24)
Sean: “There’s an abundance of people out there who want to buy your product and who have problems you can solve. Go after your ideal client profile, help them achieve their goals, and you will find more revenue than you ever imagined.” (00:14:23)

Additional Resources:

Sean’s Book – Eliminate Your Competition – Referenced as a comprehensive guide for building sales plans. Available for purchase on major book retailers’ websites. https://amzn.to/2K37ugx

A Significant Actionable Item from this Podcast:

Set Regular Checkpoints for New Sales Hires – Create a structured, regular feedback and accountability process for any new salesperson. Schedule weekly check-ins to evaluate progress on specific metrics such as speed of closing deals and revenue per deal. Adjust goals as needed to encourage growth and provide timely support.

Summary:

Whether you’re just starting to build your sales team or looking to improve your existing process, this episode of “Two Tall Guys Talking Sales” with Kevin Lawson and Sean O’Shaughnessey offers practical advice to drive real change. They dive deep into how to turn your first and second salesperson into a powerhouse by fostering accountability, clear communication, and a strategic growth mindset. Subscribe now and get ready to learn from the experts how to structure, support, and scale your sales efforts—taking your business to new heights.