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

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

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.”

  1. Draw a circle and estimate what percentage of your revenue will come from existing clients vs. new clients.
  2. Identify how many new deals you need to hit your quota.
  3. Rank your existing leads based on fit and potential.
  4. 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 – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

Two Tall Guys Talking Sales – Expanding Your Sales Horizon: Conquering New Territories in Consumable Sales – E71

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey delve into new territories’ challenges and strategies, especially in consumable sales. This episode is a treasure trove of wisdom for salespeople and leaders navigating the competitive landscape of selling products that are regularly consumed by customers. Whether you’re a seasoned sales professional or just starting in a new territory, this episode offers valuable insights into crafting successful sales strategies.

Key Topics Discussed

  1. Strategies for New Salespeople in Established Territories: Understanding how to enter and grow in a territory with established competition.
  2. Importance of Being a Trusted Advisor: The role of salespeople in becoming integral to their customers’ operations and decision-making processes.
  3. Selling Beyond the Product: Emphasizing the value of the salesperson and the company in addition to the product itself.
  4. Differentiating in a Competitive Market: How to stand out when selling products that are similar to what competitors offer.
  5. Leveraging Non-Traditional ICPs (Ideal Client Profiles): Finding success by targeting non-traditional clients who may only purchase specific items from the sales line.
  6. Building and Sustaining Customer Relationships: Strategies for maintaining long-term customer relationships in consumable sales.

Key Quotes

  • Kevin: “You’ve got to give somebody enough reason to give us a try. Whether you’ve gone through Sandler, that ‘give us a try’ is a strategy or it’s a pricing strategy, product strategy, and where you play in the market.”
  • Sean: “You need to get that prospect, that company that isn’t buying from you today, to buy something from you. You need to start to develop that relationship. You earn the right to sell more to them.”

Additional Resources

  • Book: “Challenger Sale” – Recommended by Sean for understanding how to challenge and drive customer businesses – https://a.co/d/hOtMIGp.
  • Sandler Training – Mentioned by Kevin as a resource for sales strategies – https://www.sandler.com/.

Summary

In this episode, Kevin and Sean provide a comprehensive guide on effectively breaking into new territories, especially in industries where products are consumed regularly. They emphasize the importance of being more than just a salesperson; being a trusted advisor and an integral part of the customer’s business. The discussion covers strategies for differentiating in a competitive market, leveraging non-traditional client profiles, and building sustainable customer relationships. This episode is a must-listen for sales professionals looking to expand their reach and deepen their impact in new territories. Join us next week for more insights on “Two Tall Guys Talking Sales.”

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

Two Tall Guys Talking Sales – The Trusted Advisor: Excelling in Consumable Product Sales – E70

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts, Kevin Lawson and Sean O’Shaughnessey, delve into the often-overlooked realm of consumable sales. In this episode, they explore strategies for making that initial sale and ensuring repeat business in a competitive market. Whether you’re selling paper, steel, lubricants, or any consumable product, this episode is packed with valuable insights for sales professionals at all levels.

Key Topics Discussed

  1. The Importance of Being a Trusted Advisor: Understanding the significance of building solid customer advisory relationships in consumable sales.
  2. Selling Beyond the Product: How to add value and differentiate yourself when selling widely available products that are similar across competitors.
  3. Strategies for New Territory Development: Tips for sales leaders and salespeople on effectively breaking into and growing new sales territories.
  4. Crafting a Unique Selling Proposition (USP): The necessity of developing a compelling USP, even for distributors of similar products.
  5. Role of Sales Managers and CEOs: The importance of leadership in providing tools and processes to support the sales team in delivering value.
  6. Maintaining Customer Satisfaction: Strategies for keeping customers engaged and ensuring repeat business in a competitive environment.

Key Quotes

  • Sean: “The value you bring is you. The value you bring is your ability to understand the prospect, your ability to guide the prospect.”
  • Kevin: “Figure out for yourself what makes the most value for your customers. When they say, ‘thank you,’ what do they say thank you for?”

Additional Resources

  • Book: “Challenger Sale” – Recommended for understanding the concept of challenging and driving customer business – https://a.co/d/cIUwphe.
  • Book: “Eliminate Your Competition” by Sean O’Shaughnessey https://a.co/d/4qCVNEP.

Summary

In this episode, Kevin and Sean provide a deep dive into the world of consumable sales, emphasizing the importance of being more than just a salesperson – being a trusted advisor. They discuss the necessity of understanding your product and your customer, crafting a unique selling proposition, and the critical role of sales managers and CEOs in empowering their teams. Whether you’re a seasoned sales professional or just starting, this episode offers practical advice and strategies to excel in the competitive market of consumable sales. Tune in to “Two Tall Guys Talking Sales” for these and more invaluable sales insights.