Hit 120% of Quota: Manage Your Sales Territory Like a Business
What if the biggest obstacle to hitting your sales quota isn't your territory, your product, or even your competition, but the way you manage yourself? In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey challenge sales professionals to stop thinking only like emplo…
Why Qualified B2B Deals Still Fall Apart: MEDDPICC, Economic Buyers, and Buying Committees
Filling every box in MEDDPICC does not mean you actually understand the deal. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey dig into one of the most dangerous problems in B2B sales: confidently believing you have identified the economic buyer, decision process…
Stop Chasing More Leads: Turn Your Quote Backlog Into Revenue
Sales organizations often assume that revenue growth starts with finding more leads. Kevin Lawson and Sean O'Shaughnessey challenge that assumption in this episode of Two Tall Guys Talking Sales. For manufacturers, distributors, and other B2B companies that generate a high volume of quotes, substan…
Escape The Founder-Led Sales Trap with Kevin Lawson
Founder-led sales can feel like carrying a business on your back: you’re the rainmaker, the closer, the follow-up machine, and the “sales enablement team” all at once. We’re joined by Kevin Lawson from Lighthouse Sales Advisors to talk about the moment most owners hit the wall and what it really ta…
Find Hidden Revenue in Existing Accounts: White-Space Analysis for B2B Sales
Most sales organizations are surrounded by useful customer data, but too often, they only examine it after something goes wrong. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey explore a more proactive approach to B2B sales management: using white-space an…
Your Sales Comp Plan May Be Killing Revenue Growth
What happens when your best salesperson hits quota in October? A poorly designed compensation plan may quietly tell them to slow down. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey examine why sales compensation accelerators can be one of the most profitable t…
Stop Automating Bad Sales: Use AI to Win More B2B Deals
Artificial intelligence is changing B2B sales, but using AI to send more automated emails or accelerate ineffective sales processes misses the real opportunity. What if AI could help you understand your customers more deeply, identify hidden opportunities in your pipeline, and deliver the kind of p…
Find the Real Decision-Makers With Smarter Sales Discovery Questions
Discovery calls can determine whether a B2B sales opportunity advances or stalls, but too many salespeople rely on generic questions that reveal little about the prospect's business. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey explore how to build a di…
Why You're Losing Sales to Competitors (And How to Beat Them)
In competitive B2B sales, knowing your product is only half the battle. Do you really know who you're losing deals to, why they're winning, and what makes your company meaningfully different? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey unpack the disci…
Stop Selling Features! Why B2B Buyers Really Buy
Tired of competing on features, price, and product specifications while your prospects struggle to understand why they should buy? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey challenge one of the most persistent mistakes in B2B sales: selling what yo…
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