Two Tall Guys Talking Sales – Elevating Your Sales Game: Key Strategies for Pipeline Development – E66

Two Tall Guys Talking Sales – Elevating Your Sales Game: Key Strategies for Pipeline Development – E66

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the crucial topic of building a new pipeline for business growth. In this episode, Kevin shares his expertise on net new pipeline growth, offering valuable strategies for sales leaders and teams to enhance their sales processes and achieve success.

Key Topics Discussed

  1. Net New Pipeline Growth: Kevin emphasizes the importance of building a net new pipeline, focusing on strategic and tactical levels to drive sales success.
  2. Activities That Matter: The discussion highlights the significance of consistent, purposeful activities that contribute to sales success, moving beyond quotas to meaningful engagement.
  3. Sales and Marketing Synergy: Kevin stresses the need for sales and marketing to work harmoniously, focusing on acquiring and retaining customers through collaborative efforts.
  4. Role of Sales Leaders: The episode delves into the responsibilities of sales leaders in ensuring their teams focus on the right activities and engage with the right prospects.
  5. Importance of Sales Process and CRM: Kevin discusses how a well-structured sales process and effective CRM usage are crucial for managing and converting leads effectively.
  6. Personal and Professional Brand Building: The conversation touches upon the importance of salespeople growing their network and brand to attract the ideal client profiles.

Key Quotes

  • Kevin: “Activities do matter… It’s about doing the things consistently over time that we know return success.”
  • Kevin: “Sales and marketing should be complimentary, not adversarial… Our whole goal is to acquire and retain customers.”
  • Kevin: “As salespeople, we have a responsibility to be intentional… about creating enough relevant content via activity to get in front of the right people.”

Additional Resources

  • Sales methodologies like MEDDPICCC, SOAR, and BANT.

Summary

In this episode of “Two Tall Guys Talking Sales,” Kevin Lawson discusses the critical aspect of building a new pipeline for business growth. He provides a comprehensive overview of the strategies and activities necessary for sales success, emphasizing the synergy between sales and marketing, the role of sales leaders, and the importance of a well-structured sales process. This episode is a treasure trove of insights for sales professionals looking to enhance their approach to sales and achieve their goals in the coming year. Don’t miss this opportunity to learn from the experts and elevate your sales game.

Podcast, Sales Management, Sales Professionalism, Two Tall Guys Talking Sales, , , , , , , , , , , , , , , , , , , ,
Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

Two Tall Guys Talking Sales – Elevating Sales Success: Insights from Membrain’s Chief Revenue Officer Paul Fuller – E65

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets.

Key Topics Discussed

  1. The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales and revenue growth.
  2. Motivating Sales Teams for the New Year: Strategies to inspire and prepare sales teams for achieving new goals as the fiscal year resets.
  3. The Importance of Sales Methodology and CRM Tools: Discussion on how effective sales methodologies and CRM tools can enhance sales performance.
  4. Setting Realistic Sales Goals: Balancing company needs with individual salesperson goals for optimal performance.
  5. The Art and Science of Sales: Exploring the blend of methodical processes and creative problem-solving in sales.

Key Quotes

  • Paul Fuller: “Our why is to elevate the sales profession. It’s about empowering ourselves, our partners, and the companies we work with.”
  • Kevin Lawson: “Good management is always good management, whether you’re doing it with high technology influence or low technology influence.”
  • Sean O’Shaughnessey: “How do you find that importance in what you sell and in your life, especially when it’s not as inherently exciting as some products?”

Additional Resources

Summary Paragraph

This episode of “Two Tall Guys Talking Sales” is a must-listen for sales professionals seeking to start the new year on a strong note. With Paul Fuller’s insights on effective sales leadership, the importance of CRM tools, and the art of sales, listeners are equipped with valuable strategies to elevate their sales game. Whether you’re a seasoned sales leader or new to the field, this episode offers practical advice and motivation to achieve your sales goals in the upcoming year.

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Two Tall Guys Talking Sales – Navigating B2B Sales Complexity – Insights from Membrain’s CRO Paul Fuller – E64

Two Tall Guys Talking Sales – Navigating B2B Sales Complexity – Insights from Membrain’s CRO Paul Fuller – E64

By soshaughnessey0 Comments

Welcome to another engaging episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey are joined by a special guest, Paul Fuller, the Chief Revenue Officer at Membrain. In this episode, they dive deep into the world of CRM systems, discussing how salespeople can be more productive and the evolving role of technology in sales. Get ready for an insightful conversation that challenges conventional CRM perspectives and offers fresh strategies for sales success.

Key Topics Discussed

  1. Redefining CRM Systems: Exploring the shift from traditional CRM to sales optimization platforms and how this impacts sales productivity.
  2. Sales Methodology Integration: Embedding sales methodologies within CRM systems for effective sales processes is important.
  3. Empowering Salespeople: How CRM should facilitate sales activities, asking the right questions at the right time to guide sales professionals.
  4. Complexity in B2B Sales: Addressing the increasing complexity and committee-based decision-making in B2B sales through effective CRM tools.
  5. Balancing Technology and Relationships: The role of technology in sales and the importance of focusing on relationships over automation.

Key Quotes

  • Paul Fuller: “If every minute spent in this platform by a salesperson is not effectively helping them sell, then we’re doing something wrong.”
  • Kevin Lawson: “CRM has taken on a whole new life here, but I’m really curious about your opinion. How does sales excellence evolve with a good CRM tool?”
  • Sean O’Shaughnessey: “There’s a lot of companies out there that now have more conference room buying or committee buying, and you’ve got to cover all of these people.”

Additional Resources:

  • “The Jolt Effect” – A book recommended by Paul Fuller, discussing the fear of messing up in decision-making – https://a.co/d/iyXz8rd
  • “Changing the Game” by Larry Wilson – A book mentioned by Paul Fuller, focusing on buyer roles and decision-making processes – https://a.co/d/53LQA6T
  • Membrain – The sales optimization platform discussed in the episode – https://www.membrain.com/

Summary Paragraph

In this episode of “Two Tall Guys Talking Sales,” hosts Kevin and Sean and guest Paul Fuller delve into transforming CRM systems into tools that genuinely enhance sales productivity. They discuss the integration of sales methodologies into CRM platforms, the challenges of complex B2B sales, and the crucial balance between leveraging technology and nurturing relationships in sales. This conversation is a must-listen for sales professionals seeking to optimize their CRM usage and enhance their sales strategies. Tune in for more insights, and join us again next week for another enlightening discussion with Paul Fuller.

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Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Defining Your Corporate Sales Strategy – E63

By soshaughnessey0 Comments

Sales Strategy Isn’t Just About Hitting Numbers: It’s Your Operational Backbone for Success

A well-defined sales strategy is indispensable for long-term business success.

Importance of Market Segmentation

Don’t fall into the trap of a one-size-fits-all approach. Market segmentation is your tool to tailor unique strategies for distinct customer profiles, ensuring maximized reach and impact.

Crafting a Unique Selling Proposition (USP)

A compelling USP is your golden ticket in a saturated market. Your competitive edge makes your offer not just another option but the go-to solution for your target audience.

Sales Process Flowchart: Consistency is Key

A detailed sales process flowchart is the backbone of your sales execution. It provides a replicable structure and methodology, helping your team stay aligned and focused while enabling timely interventions to address bottlenecks.

Balance Short-term Gains and Long-term Objectives

Quick wins can boost morale but cannot derail your broader goals. CEOs must ensure alignment between immediate gains and long-term strategic objectives, further amplified when integrated with marketing initiatives.

Culture of Continuous Learning

Stagnation is your enemy. Cultivate a culture where past data serves as a scoreboard and a treasure trove of insights for future strategy adjustments.

Regular Reviews for Adaptability

The market won’t wait for you to catch up. Periodic reviews and adjustments ensure your strategy is a living, breathing entity, agile enough to adapt to market conditions and competitive pressures.

Remember, a well-defined, adaptable sales strategy is the key to corporate excellence. Take control and be the strategic architect of your company’s success.

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Two Tall Guys Talking Sales – Closing Strong: Mastering Year-End Sales Without the Discount Dilemma – E62

Two Tall Guys Talking Sales – Closing Strong: Mastering Year-End Sales Without the Discount Dilemma – E62

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey delve into the critical aspects of sales, especially as the year winds down. This episode is a must-listen for sales professionals looking to close their year on a high note. Kevin and Sean share their seasoned perspectives on prioritizing deals, managing customer relationships, and the art of effectively closing sales without succumbing to the pressure of year-end discounts.

Key Topics Discussed

  1. The Importance of Prioritizing Deals: Understanding how to focus on deals with the highest probability of closing.
  2. Effective Sales Strategies for Year-End: Tactics to avoid unnecessary discounts and focus on profitable deals.
  3. Building and Maintaining Customer Trust: Strategies for nurturing trust and client relationships.
  4. Time Management in Sales: Maximizing efficiency and effectiveness in the final sales push of the year.
  5. Navigating Internal Processes and Decision-Makers: Tips for understanding and working within a client’s internal purchasing processes.
  6. Post-December 15th Strategies: How to engage with clients after the critical sales period.

Key Quotes

  • Kevin Lawson: “Focusing on the right things is never a wrong thing. This is a time management moment. Don’t get caught up in the hype of what’s my biggest deal. Get caught up in the hype of what relationships have I secured.”
  • Sean O’Shaughnessey: “You need to focus on getting deals done that are profitable for the company. Don’t focus on what if I gave him a 22 percent discount that was only good for the next three days? Those are bad deals for the profitability of your company.”

Summary Paragraph

This episode of “Two Tall Guys Talking Sales” is a treasure trove of wisdom for sales professionals. Kevin and Sean, with their extensive experience, offer invaluable advice on prioritizing deals, building trust, and closing the year strongly without falling into the discount trap. Their conversation is not just about strategies but also about the mindset required to succeed in sales. This episode is your go-to resource if you want to refine your sales approach, especially as the year ends. Tune in to gain insights that could transform your sales journey!

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Two Tall Guys Talking Sales – Happy Thanksgiving from Two Tall Guys Talking Sales – E61

Two Tall Guys Talking Sales – Happy Thanksgiving from Two Tall Guys Talking Sales – E61

By soshaughnessey0 Comments

Kevin and Sean hope our listeners have much to be thankful for in 2023. Most of you will be taking time off this week so we have kept this episode short.

Remember, when you return to work on Monday after Thanksgiving, you will only have about three weeks of selling time left in the year. It is really hard to close significant business after December 15!

Two Tall Guys Talking Sales
Two Tall Guys Talking Sales – Breaking the Sales Rollercoaster: Strategies for Steady Success – E60

Two Tall Guys Talking Sales – Breaking the Sales Rollercoaster: Strategies for Steady Success – E60

By soshaughnessey0 Comments

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey dive deep into B2B sales management, sharing their extensive knowledge and experience. This episode is a must-listen for sales professionals who handle the entire sales cycle, from lead generation to closing deals. Kevin and Sean explore effective strategies to avoid the pitfalls of one-dimensional outreach and the rollercoaster effect in sales. Their conversation is packed with actionable advice, making it an invaluable resource for anyone looking to enhance their sales skills.

Key Topics Discussed

  1. The Full Sales Cycle Challenge: Understanding the complexities of managing every stage of the sales process.
  2. Diversifying Outreach Strategies: The importance of using multiple channels and methods in sales outreach.
  3. Avoiding the Rollercoaster Effect: Strategies to maintain a consistent pipeline and steady revenue flow.
  4. Building and Utilizing a Robust Contact List: Effective ways to create and engage with a list of potential leads.
  5. The Art of Persistent Outreach: How repeated, varied contacts can lead to successful conversions.
  6. Personalizing Sales Approaches: Tailoring strategies to meet potential clients’ specific needs and preferences.

Key Quotes:

  • Kevin: “We need to be pulling all these threads to weave the cloth that we want to cover our table.”
  • Sean: “You need to make them smarter. And in order to do it, just like when you were in high school, when you were in college, and you were trying to learn a new subject, learn a new thing, did you ever have it where your professor was trying to teach you something? It just wasn’t sticking.”

Additional Resources

Summary Paragraph

In this episode of “Two Tall Guys Talking Sales,” Kevin and Sean provide a treasure trove of insights for sales professionals. They emphasize the importance of a multi-faceted outreach strategy, consistent engagement, and personalization in the sales process. Their practical tips and real-world examples make this episode a valuable listen for anyone in sales, from newbies to seasoned pros. Tune in to learn how to transform your sales approach, build a robust pipeline, and achieve consistent success in your sales career.

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Two Tall Guys Talking Sales – From Holiday Hangover to Sales Success: Planning Your Annual Kickoff – E59

Two Tall Guys Talking Sales – From Holiday Hangover to Sales Success: Planning Your Annual Kickoff – E59

By soshaughnessey0 Comments

Join hosts Kevin Lawson and Sean O’Shaughnessey as they dive into the crucial topic of preparing for annual sales kickoffs in this insightful episode of Two Tall Guys Talking Sales. With the holiday season just around the corner, our hosts share their expert strategies for transitioning from holiday cheer to sales gear.

Key Topics Discussed:

  1. The Importance of Annual Kickoff Meetings: Discover why these meetings are vital for setting the tone for the fiscal year and how they can energize your sales team.
  2. Planning for Success: Learn the steps to plan an effective sales meeting that isn’t just another PowerPoint marathon.
  3. Choosing the Right Venue: Understand the significance of selecting a venue outside your usual office space to foster creativity and focus.
  4. Involving Key Players: Get insights on who should be part of your sales kickoff to maximize impact, including departments beyond sales.
  5. Guest Speakers and Motivation: Explore the benefits of inviting guest speakers to inspire your team and why thinking outside the box is crucial.
  6. Community and Team Bonding: Find out how community service can be a powerful team-building exercise and contribute to a positive company culture.

Key Quotes:

Kevin: “You don’t just wake up and hit quota. You don’t wake up and pull off an annual sales meeting. It’s time to climb the mountain.”

Sean: “2023 is over. Now you’re at 2024 and guess what? You haven’t sold a single thing yet. It’s time to energize the team and get them going.”

Summary Paragraph:

In this episode of Two Tall Guys Talking Sales, Kevin and Sean provide a masterclass on transforming the annual sales kickoff from a dreaded event into a dynamic and motivating experience. They emphasize the need for meticulous planning, the power of a change in scenery, and the importance of including diverse voices and departments. With their practical advice and real-world examples, this episode is a must-listen for sales leaders and team members looking to start their fiscal year with a bang. Tune in to ensure your next sales meeting is productive and truly inspiring.

Remember to subscribe to Two Tall Guys Talking Sales for more valuable insights on sales strategies and leadership. Happy selling!

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration – 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/

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Two Tall Guys Talking Sales – Mastering Sales Compensation: Strategies for Business Growth – Episode 58

Two Tall Guys Talking Sales – Mastering Sales Compensation: Strategies for Business Growth – Episode 58

By soshaughnessey0 Comments

Are you struggling to create a sales compensation plan that aligns with your business goals and motivates your sales team? Look no further! In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the intricacies of crafting effective sales compensation plans. With decades of experience in sales and management, Kevin and Sean share invaluable insights on how to set up your sales team for success. Whether you’re a startup aiming for your first million or an established business looking to optimize, this episode is a must-listen!

Key Topics Discussed

  • The Importance of Timely Compensation Plans: Why releasing compensation plans in line with the fiscal year is crucial for sales teams.
  • Simplicity is Key: The need for straightforward, easy-to-understand compensation plans.
  • Aligning Compensation with Business Goals: How to incentivize behaviors that align with your company’s objectives.
  • Understanding Costs and Profitability: The role of CEOs and CFOs in determining the budget for sales commissions.
  • Attracting Talent with Compensation Plans: How a well-structured plan can be a recruitment tool for top sales talent.

Key Quotes

  • Kevin Lawson: “Compensation plans are the bedrock for someone’s income. And we should treat it as such, not as a cost line.”
  • Sean O’Shaughnessey: “The magic of writing a great compensation plan is to make sure that you maximize the things that you want to maximize to grow your business within that budget that you put together.”

Additional Resources

Summary

Don’t miss out on this episode if you want to revamp or create a sales compensation plan that works. Kevin and Sean offer a comprehensive guide that covers everything from the timing of releasing plans to aligning them with your business goals. Tune in to Two Tall Guys Talking Sales and equip yourself with the knowledge to build a compensation plan that retains and attracts top sales talent. Start setting your sales team—and your business—up for success today!

Podcast, Two Tall Guys Talking Sales, , , , , , , , , ,
Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

Two Tall Guys Talking Sales – Special Episode: CEO Workshop – Avoiding B2B Sales Mistakes That Are Limiting Revenue Growth – Episode 57

By soshaughnessey0 Comments

Welcome to a special episode of Two Tall Guys Talking Sales, hosted by seasoned sales professionals Kevin Lawson and Sean O’Shaughnessey. Today’s episode is a goldmine for small business owners, consultants, and sales teams looking to scale and outperform their competition. 

This is the audio version of a CEO Workshop recorded on LinkedIn on October 19. You can watch the entire webinar (along with the slides) by going to 

Sean O’Shaughnessy and Kevin Lawson have decided to release these workshops as podcast episodes. The topic of this episode is Avoiding B2B Sales Mistakes that Limit Growth.

Kevin explains the importance of avoiding mistakes and continuously refining sales strategies and skills. He also discusses businesses’ challenges, such as rising costs and limited resources. Inflation, the Consumer Price Index, and labor costs impact business owners. Kevin advises businesses to adjust their prices accordingly to maintain margins. He emphasizes the need for strategic and tactical management to overcome market factors that affect business outcomes. The goal is to increase the value of the business for future saleability.

Kevin also discusses the importance of being strategic and tactical in business. He emphasizes the need to be organized, focused, and create relevant content. Salespeople should also think like marketers to attract customers.

Kevin then discusses responding to RFPs (Request for Proposals) and suggests that businesses should decide whether or not to respond based on their industry and goals. He highlights the low success rate of RFPs and encourages evaluating if it’s worth investing time in them.

The next topic is Sales Playbooks, which are comprehensive documents that help train sales teams by outlining best practices and providing guidance on client communication. Kevin explains the benefits of having a Sales Playbook but acknowledges that many businesses may not have one or have had lackluster results with them. Finally, Kevin suggests documenting a typical sales process as a foundational step toward creating an effective Sales Playbook.

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