Two Tall Guys Talking Sales – The Hidden Driver of Every Sale: Mike Dowhan Explains How Compelling Events Shape Business Acumen and Sales Strategies – Episode 160
In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey welcome Mike Dowhan, founder of Bedrock Sales. Together, they explore one of the most overlooked yet transformative aspects of sales management: the compelling event. Mike brings over two decades of experience helping organizations refine their sales processes, understand buyer motivation, and drive consistent revenue generation. Whether you’re a frontline seller or a sales leader guiding a team, this episode unpacks how identifying and leveraging compelling events can be the difference between chasing deals and closing them confidently.
Key Topics Discussed
The Power of the Compelling Event (01:12) – What defines a compelling event and why it’s the “why” behind every great sale.
Asking Better Discovery Questions (03:00) – How to uncover the root cause that motivates buyers to act now rather than later.
Getting Permission to Go Deep (07:17) – Why earning trust allows salespeople to ask the tough, business-critical questions.
Compelling Events vs. Compelling Needs (09:53) – The distinction between recognizing a real deadline versus a vague desire for change.
Surfacing the Cost of Inaction (10:38) – How to use timing, impact, and risk to create urgency without manufacturing pressure.
Key Quotes
Mike Dowhan (03:49): “What caused you to pick up the phone or take my call today? What’s different today than yesterday? That’s where you find the real reason a buyer is ready to move.”
Sean O’Shaughnessey (02:29): “If there’s no compelling event, it becomes very difficult. You’re pushing the boulder uphill, fighting the same battle over and over.”
Kevin Lawson (12:00): “Finding permission and tracking back to that event is where we create real value, and avoid the trap of commoditization.”
Start every discovery conversation with one simple question:
“What changed today that made you want to talk to me?”
This question reveals your buyer’s compelling event, the emotional and operational trigger that drives their need to act. Understanding that moment transforms your sales strategy from reactive to consultative. Use it to align your messaging, reinforce your value-selling approach, and accelerate revenue growth.
Summary
In this episode, Kevin and Sean guide listeners through a masterclass on the art of identifying the compelling event, the single element that separates top performers from average sellers. Guest Mike Dowhan shares practical, experience-tested frameworks for discovery, coaching, and sales process alignment that sharpen business acumen and elevate sales success.
If your deals feel stalled or your team struggles with forecasting accuracy, this conversation delivers the clarity you need. Learn how to uncover the “why now” behind every opportunity and drive meaningful progress in your revenue management strategy.
🎧 Listen now to discover how compelling events can transform your sales outcomes—and your entire approach to value selling.
