Two Tall Guys Talking Sales Podcast – Creating True Value in Sales: Redefining Problems and Delivering Unique Solutions – Episode 41

Two Tall Guys Talking Sales Podcast – Creating True Value in Sales: Redefining Problems and Delivering Unique Solutions – Episode 41

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In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey delve deep into the salesperson’s value in the modern sales process. Our hosts discuss how the salesperson’s role has evolved with the advent of the internet and the importance of building trust with potential buyers. They also talk about redefining buyer needs and how to differentiate your product or service in the market.

Key Topics Discussed

  1. The Salesperson as a Value Carrier: With a wealth of information available online, the salesperson’s role is to add value to a buyer’s perceived problem.
  2. The Importance of Trust: Building and transferring trust from the seller to the buyer is the essence of a successful sale.
  3. Unique Selling Propositions: Every salesperson has a unique aspect of their product, their company, and themselves.
  4. Redefining Buyer Problems: It’s important for the salesperson to understand the root cause of the buyer’s problem to provide a tailored solution.
  5. Ask Better Questions: To create value separation and reframe buyer problems, salespeople need to ask insightful questions.

Key Quotes

From Sean: “Sales is nothing more than the transfer of trust from me because I trust my product… Transferring that trust to the buyer and having the buyer then have that trust that I can actually solve the problem that’s at hand is what sales is all about.”

From Kevin: “The salesperson and sales leader, their whole job is to become the differentiators. The salesperson has to become that value. And it’s not just a value of, ‘Hey, I’m different. Hey, I’m cheaper.’ We’re not competing on price here; we’re competing on actual customer-facing value.”

In the age of readily available online information, a salesperson’s job is no longer just about conveying product details. It’s about building trust, understanding the root of the customer’s problem, and providing them with unique solutions. Join Kevin and Sean in this enlightening episode as they redefine the role of the modern salesperson and provide actionable insights to excel in the evolving sales landscape. If you’re ready to take your sales skills to the next level, this episode is a must-listen. Remember, sales success is not just about selling a product but also about being the value a buyer seeks.

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Two Tall Guys Talking Sales Podcast – Breaking Growth Barriers: When Should CEOs Stop Leading Sales?– Episode 40

Two Tall Guys Talking Sales Podcast – Breaking Growth Barriers: When Should CEOs Stop Leading Sales?– Episode 40

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In this insightful episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey deep-dive into the crucial topic of assigning the right person to the sales leadership role within a company and the risks and opportunities that come with it. Leveraging their experiences in sales consultancy and drawing from the wisdom of thought leaders and successful entrepreneurs, they explore how CEOs can de-risk their company’s growth potential by stepping back from direct sales and fostering a culture of accountability, infrastructure, and high performance in their sales teams.

Key Topics Discussed:

  1. The Risk of CEO-led Sales: The episode starts with a discussion on the potential risks of having a CEO or owner-operator as the sales leader, emphasizing how this could constrain business growth.
  2. The Theory of Constraints: The hosts explain the theory of constraints using a compelling example from a book called The Goal, drawing parallels to how constraints can hinder sales and growth within a company.
  3. Building a Sales Organization: They delve into the necessity of professional salespeople and a dedicated sales manager to bring in new revenue, enabling the CEO to focus on larger issues within the organization.
  4. EOS and Right Person, Right Seat: Sean mentions EOS (Entrepreneurial Operating System) and the importance of having the right person in the right seat to drive growth, particularly once a company reaches a certain size.
  5. Building a High-Performance Culture: The hosts discuss how to build a high-performance sales culture that is systematic and repeatable, using examples from sports dynasties and successful companies.

Key Quotes:

  1. “What is the risk of the owner-operator being the only salesperson or the sales leader when the person is leading the company and leading sales? What you end up with is a business that is constrained by the amount of time that leader has.” – Kevin Lawson
  2. “If you want to know how we know this, it’s cuz we’ve done this a few times, we’ve worked with a number of businesses, and this is how we help people grow.” – Kevin Lawson
  3. “It’s okay to ask for help, but it’s also very important that you have experts doing the job as much as possible so that you can be very, very effective at driving performance and driving your company forward.” – Sean O’Shaughnessey

Additional Resources:

In this episode, Kevin and Sean break down the importance of implementing a well-structured sales team and the necessity for CEOs to delegate sales leadership. They highlight the risks of an owner-operator leading sales and how it can limit business growth. Using their experience and the wisdom of successful entrepreneurs, they provide valuable insights into creating a systematic, repeatable, and high-performance sales culture. So, if you’re an entrepreneur looking to streamline your sales process and drive your company forward, this episode of Two Tall Guys Talking Sales is a must-listen. You won’t want to miss it!

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Two Tall Guys Talking Sales Podcast – Bridging the Sales and Marketing Gap: Mastering MQLs and SQLs – Episode 38

Two Tall Guys Talking Sales Podcast – Bridging the Sales and Marketing Gap: Mastering MQLs and SQLs – Episode 38

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In this episode of Two Tall Guys Talking Sales, hosts Sean O’Shaughnessey and Kevin Lawson delve into the crucial difference between a Marketing Qualified Lead (MQL) and a Sales Qualified Lead (SQL). They explain how the two require different types of messaging and engagement and highlight the importance of refining the process of transitioning leads from one category to another.

Key Topics Discussed

  • Differences between MQLs and SQLs: Kevin begins the episode by comparing the difference in approach between MQLs and SQLs to the difference in speaking to a large group vs. one-on-one conversations. The messaging and engagement are distinct, and as an MQL transitions into an SQL, the engagement becomes more personalized and directed.
  • Avoiding Pipeline Clutter: Sean reflects on instances when leads aren’t adequately transitioned from marketing to sales, causing clutter and inefficiency in the sales pipeline. He emphasizes the importance of discerning when a prospect needs more time to be ready to progress in the sales process and re-engaging them through marketing efforts.
  • Sales-Marketing Synergy: Kevin stresses the need for sales and marketing teams to collaborate efficiently. Sales leaders should be grateful for the groundwork done by marketing teams as they set the stage for more specific conversations with leads.
  • Understanding Lead Progression: Kevin and Sean recommend salespeople understand a lead’s journey from an MQL to an SQL. Knowing how a lead has interacted with the brand helps salespeople improve lead quality and engagement.
  • The Importance of Problem Identification: Sean insists on the importance of early identification of the problem you’re solving for the lead. If the salesperson is convinced they can solve a specific issue, the lead becomes an SQL, and the task shifts to convincing the customer of the solution.

Key Quotes

  • Sean: “Sales brings in revenue. Customers get a product in return, and that keeps everybody employed and going forward.”
  • Kevin: “Marketing and sales all have the same goal, sell more. It’s how we stay employed.”

Additional Resources

  • ‘The Sales Acceleration Formula’ by Mark Roberge, mentioned by Kevin as a recommended read.

This episode is a must-listen for those looking to understand the crucial transition from MQLs to SQLs, how to avoid pipeline clutter, and the importance of a symbiotic relationship between sales and marketing. Whether you’re in B2B sales, a startup, or an established company, you’ll find invaluable insights to apply to your sales processes.

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Two Tall Guys Talking Sales Podcast – Navigating Your Sales Pipeline: Effective Strategies for Conversion Success – Episode 37

Two Tall Guys Talking Sales Podcast – Navigating Your Sales Pipeline: Effective Strategies for Conversion Success – Episode 37

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On this insightful episode of Two Tall Guys Talking Sales, co-hosts Kevin Lawson and Sean O’Shaughnessey dive into a crucial aspect of successful sales: managing and organizing a sales pipeline.

Episode Highlights:

  1. The Pipeline Mess: Sales pipelines, just like a room full of kids’ sports gear, can often become chaotic. Sean and Kevin discuss the importance of maintaining a clear and clean pipeline for better sales results.
  2. Salespeople vs. Customers: Sean brings attention to an essential difference between a prospect exploring an idea and a prospect making a purchase. Just because a customer is talking to a salesperson doesn’t mean they’re buying.
  3. Clarifying Sales Terminology: Kevin emphasizes the importance of using correct terminology. He defines a lead as a piece of data and a prospect as someone engaged in an active sales discussion. Establishing this common language helps untangle potential confusion in the pipeline.
  4. Understanding the Buying Process: Sean explains the importance of knowing where you stand with the customer. He suggests asking, “Does the prospect know they’re buying something?” If the answer is no, it may still be early in the buying process.
  5. Economic Buyer and Decision-making: Both Sean and Kevin delve into the role of the Economic Buyer, who can control a budget and make purchasing decisions. They illustrate how understanding the different roles within the buying process can optimize the sales strategy.
  6. Goals vs. Pain: Sean warns against focusing solely on pain points and emphasizes that it’s essential to consider the customer’s goals. The failure to achieve a goal can often be a bigger pain point and, therefore, a more significant motivator to make a purchase.

Listen to the episode to get actionable advice on managing your sales pipeline effectively. Ideal for sales leaders, business owners, and salespersons, this episode is packed with insights, real-life experiences, and strategies to boost your sales results. If you’re looking to tidy up your pipeline and refine your sales strategies, this episode is a must-listen.

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Two Tall Guys Talking Sales Podcast – A Roadmap for Successful Sales: Strategy, Tactics and More – Episode 36

Two Tall Guys Talking Sales Podcast – A Roadmap for Successful Sales: Strategy, Tactics and More – Episode 36

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In this dynamic episode of the “Two Tall Guys Talking Sales” podcast, hosts Kevin Lawson and Sean O’Shaughnessey, delve into the importance of strategy in successful sales performance. Using a navigational analogy, the hosts discuss how just like using an app like Waze, successful sales also requires anticipation and understanding of the challenges on the way.

Drawing parallels between navigation and sales, Kevin and Sean underscore the value of proactive strategic planning. From the importance of mapping out the sales process akin to charting a route on a map to responding to unforeseen challenges, just like navigating detours on a road trip, they highlight how a robust strategy can guide salespeople from the starting point to their goals effectively.

Touching on subjects like the sales process, tactics, and mid-year sales strategy, the hosts shed light on the importance of a sales process, likening it to a paper map providing a general path. They discuss how technology today allows for more dynamic navigation, reflecting on how modern sales techniques can help efficiently reach sales targets.

Kevin shares the difference between strategy and tactics, comparing a sales strategy to a commander’s intent in the military, emphasizing that strategies are generally long-term. Sean continues the conversation, sharing how salespeople can be proactive in their strategy, planning in advance for predictable stages in the sales process.

On a practical note, the duo also discusses how sales leaders can help their teams distinguish between strategy, tactics, and to-do items, nurturing their understanding and development in the sales process. Lastly, the hosts touch on the importance of strategic planning for the coming year, even in the middle of the current one.

Listeners are sure to find actionable insights and practical advice in this episode that could help them to formulate effective sales strategies and tactics, streamline their sales processes, and drive their sales performance forward.

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Two Tall Guys Talking Sales Podcast – Mastering Mid-Year Reviews: The Sales Perspective – Episode 35

Two Tall Guys Talking Sales Podcast – Mastering Mid-Year Reviews: The Sales Perspective – Episode 35

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In this enlightening episode of “Two Tall Guys Talking Sales,” Sean O’Shaughnessey and Kevin Lawson delve into the fundamental aspect of setting clear expectations in sales, mirroring the way parents do with their children. With mid-year reviews around the corner, it’s time to reflect, analyze, and readjust your sales strategies.

Kevin starts with a compelling anecdote about his childhood bedtime routine to explain the critical importance of clear communication and setting expectations. The duo emphasizes that salespeople and leaders must carry the same burden to ensure success. They then transition into discussing data, people, and customers, shedding light on how they interplay in the sales ecosystem.

Sean broadens the conversation to the art of adaptation and how market changes could necessitate mid-year modifications to sales processes. This aspect is brought into sharp focus with the unprecedented disruptions caused by the Covid-19 pandemic. Both hosts agree on the necessity of data-informed decision-making, underlining the importance of balancing past performance with future potential. They delve into the aspects contributing to understanding a customer’s potential, including market changes and various environmental factors.

Kevin and Sean also touch upon the essentiality of upskilling the sales team, the significance of coaching, and the benefit of taking a hard look at individual performance. The conversation concludes with a detailed discussion on data analysis, with both hosts advocating for leveraging your CRM system for a thorough assessment of your sales process, the documentation, and the distribution of deals.

So, whether you’re a seasoned salesperson or new to the game, this episode is filled with vital insights that you can incorporate into your sales strategy, setting you up for success in the latter half of the year.

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Two Tall Guys Talking Sales Podcast – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

Two Tall Guys Talking Sales Podcast – The Art of Differentiation: How to Excel in Sales and Earn More Money – Episode 34

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In this episode of Two Tall Guys Talking Sales, Sean O’Shaughnessey and Kevin Lawson discuss the importance of standing out and differentiating oneself in the competitive world of sales. They explore how salespeople can escape the commodity mindset and become trusted advisors to their clients, ultimately leading to more money and success.

Key takeaways from the episode include:

  • The importance of differentiating oneself in the sales process
  • Understanding and embracing the role of an expert in your field
  • “The Challenger Sale” book’s approach, and its impact on sales success
  • The dangers of proposing too early and devaluing your offering
  • Creating value for your clients by helping them be successful
  • Evaluating and improving your sales pipeline to increase revenue

The hosts also mention insightful books and previous podcast guests, such as Kelly Crandall and Jim Hardwick (both Fractional Sales VPs aligned with Sales Xceleration), who provide valuable perspectives on sales and leadership.

Sean and Kevin encourage our listeners to reach out with any questions or topics they would like to see covered in future episodes.

Don’t miss this episode full of practical advice and insights on improving your sales game, adding value to your clients, and ultimately making more money. Listen now to learn from the experts, and start transforming your sales approach today!

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Two Tall Guys Talking Sales Podcast – Understanding and Adapting to the Buyer’s Journey for Sales Success – Episode 33

Two Tall Guys Talking Sales Podcast – Understanding and Adapting to the Buyer’s Journey for Sales Success – Episode 33

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In this thought-provoking podcast, hosts Kevin Lawson and Sean O’Shaughnessey dive into the challenges salespeople face when their sales process doesn’t align with the buyer’s journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer’s journey to sell more effectively.

As the conversation continues, Sean and Kevin emphasize the need to understand the buyer’s process, from recognizing the signs of a good prospect to determining the right time to buy. They highlight the importance of asking the right questions, listening to the buyer, and identifying their current position in the evaluation process. The hosts also discuss the concept of commercial teaching, which involves meeting prospects at their level of knowledge about the industry, solution, or product.

In addition, the duo addresses the challenge of long sales cycles and the factors that contribute to them, such as not understanding where the buyer is in their journey or not setting up for success earlier in the sales process. They encourage salespeople to be self-reflective and analyze their pipelines, identifying deals that may be stuck or taking longer than expected due to a lack of alignment with the buyer’s journey.

Furthermore, Kevin and Sean touch upon the importance of knowing the buyer persona, recognizing that different people within an organization have different perspectives and needs. By understanding the type of person you’re speaking with, salespeople can connect more quickly and effectively.

The podcast concludes with a challenge for salespeople to be introspective and consider how they can better align their sales process with the buyer’s journey for improved results.

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Two Tall Guys Talking Sales Podcast – Adapting Sales Strategies in a Changing World – Episode 32

Two Tall Guys Talking Sales Podcast – Adapting Sales Strategies in a Changing World – Episode 32

By soshaughnessey0 Comments

In this episode of the podcast, Kevin and Sean discuss the necessity for sales leaders to adapt their advice and strategies in today’s ever-changing environment. With the numerous changes and challenges that businesses face daily, sales leaders must constantly evolve and stay ahead of the curve to help their teams succeed.

The discussion touches on how being a trusted advisor to clients is crucial for success regardless of market shifts and economic turmoil. The ability to understand and professionally empathize with clients and their challenges allows salespeople to guide clients and prospects toward solutions effectively. Emphasizing the significance of leading indicators in sales activities and reframing value propositions according to clients’ perspectives is vital.

To achieve enduring success, sales leaders must instill the importance of understanding a prospect’s business, its competitors, and its market value to the sales team. This will ultimately make them trusted advisors to their clients and help them navigate the complex and ever-changing business landscape.

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Two Tall Guys Talking Sales Podcast – The Power of Service: How Giving Back Can Drive Sales Success featuring Jim Hardwick, Chief Community Officer of Sales Xceleration – Episode 31

Two Tall Guys Talking Sales Podcast – The Power of Service: How Giving Back Can Drive Sales Success featuring Jim Hardwick, Chief Community Officer of Sales Xceleration – Episode 31

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In this inspiring episode of “Two Tall Guys Talking Sales,” the hosts, Sean and Kevin, welcome Jim Hardwick, Chief Community Officer for Sales Xceleration and Fractional VP of Sales.

As a seasoned sales professional with 36 years of experience in healthcare, Jim shares his journey from climbing the corporate ladder to finding purpose and joy in his current role. He attributes his newfound happiness to a paradigm shift towards serving others, a realization sparked by a life-changing trip to Kenya, where he and his wife started a dental clinic.

Discussing the importance of servant leadership in building better sales organizations, Jim emphasizes the impact of serving clients, employees, and the community. He believes that when business owners and sales leaders focus on understanding and helping their employees achieve their goals and aspirations, the entire organization benefits. This approach creates a positive work environment that fosters employee loyalty and drives business growth.

Moreover, Jim stresses the significance of actively listening to employees, valuing their input, and being open to change. Servant leadership, according to Jim, extends beyond grand gestures; it encompasses small acts of kindness and attentiveness, creating a ripple effect that ultimately comes back to the giver tenfold.

In this engaging conversation, Jim Hardwick leaves the audience with the powerful message of giving freely without keeping score and embracing a mentality of service instead of taking. His uplifting stories and passion for serving others will surely inspire listeners to adopt a more intentional and compassionate approach in their personal and professional lives.

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