Two Tall Guys Talking Sales

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.

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.

• 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."

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!

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

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 get back 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!

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the 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 the specific needs and preferences of potential clients.

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:

• LinkedIn Sales Navigator - https://www.linkedin.com/products/linkedin-sales-navigator/
• Seamless AI - https://seamless.ai/
• Knowledge Net - https://knowledgenet.ai/
• "Two Tall Guys Talking Sales" CEO Workshop Series - https://www.linkedin.com/events/twotallguysceoworkshop-defining7120530607968800768/comments/
• Sean's Beers and Biz Public Networking Group - https://www.linkedin.com/groups/9155649/

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.

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

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 it's crucial to think outside the box.
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 not only productive but also 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 - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

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!

• 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.

• 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."

• Management by Objective (MBO): A management model for setting and tracking objectives. https://www.investopedia.com/terms/m/management-by-objectives.asp
• EOS (Entrepreneurial Operating System): A set of simple concepts and practical tools to help entrepreneurs get what they want from their businesses. https://www.eosworldwide.com/

Don't miss out on this episode if you're looking to revamp or create a sales compensation plan that truly 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 not only retains but also attracts top sales talent. Start setting your sales team—and your business—up for success today!

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

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 who are looking to scale and outperform their competition.

This is the audio version of a CEO Workshop that was recorded on LinkedIn on October 19. You can watch entire webinar (along with the slides) by going to https://www.linkedin.com/events/avoidingb2bsalesmistakesthatare7113890627339128832/comments/

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 the challenges faced by businesses, such as rising costs and limited resources. Inflation, the Consumer Price Index, and labor costs are impacting 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 discuss responding to RFPs (Request for Proposals) and suggests that businesses should decide whether or not to respond based on their industry and goals. He highlight 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 communication with clients. 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 starting with documenting a typical sales process as a foundational step towards creating an effective Sales Playbook.

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

Are you tired of potential customers walking away after hearing your pitch? Do you struggle with aligning your sales process with your customer's goals? In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the critical elements that can make or break your sales cycle. From understanding your customer's pain points to crafting a sales hypothesis that aligns with their goals, this episode is a goldmine of actionable insights for salespeople, sales leaders, and business owners alike.

1. The Importance of Aligning with Customer Goals: Understanding your customer's objectives is crucial for closing deals.
2. The Discovery Process: How to ask the right questions to uncover your customers' real challenges.
3. Leveraging Public Information: Utilizing annual reports and other public documents to tailor your sales approach.
4. Sales Hypothesis and Marketing Message: Crafting a compelling narrative that resonates with your target audience.
5. Ideal Customer Profile (ICP) and Target Account Lists: How to identify and prioritize the companies that are most likely to benefit from your product or service.

• Kevin: "Listen, pay attention to the words that are coming out of your mouth. 'Cause they're telling you how they need to change their own lives. And if that happens to align with the solution you're offering, you might have a sale."

• Sean: "Your annual report is almost like saying, 'Hey, sales guys come sell to me, but only talk about this one little thing.' Money will be spent on everything the CEO lists as issues in the annual report."

• Annual Reports: A treasure trove of information for understanding a public company's goals and challenges.
• Trade Organization Information: Useful for gaining insights into small and medium-sized businesses.
• SWOT Analysis: A strategic tool for understanding your strengths, weaknesses, opportunities, and threats in the sales process.

This episode is a must-listen if you're looking to supercharge your sales process, shorten your sales cycle, and ultimately boost your bottom line. Kevin and Sean offer a comprehensive guide to understanding your customer's needs and aligning your sales strategy accordingly. Don't miss out on these game-changing insights that could be the key to unlocking your next big deal. Tune in now!

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

Welcome to another riveting episode of Two Tall Guys Talking Sales with your hosts Kevin Lawson and Sean O'Shaughnessey. This episode is a treasure trove for CEOs, VPs of Sales, and salespeople who are looking to scale their businesses profitably. Dive in as Kevin and Sean dissect the importance of consistency in sales processes, the role of EOS (Entrepreneurial Operating System) in achieving this, and how to identify your most profitable customers. If you're struggling to grow beyond a certain revenue point, this episode is your roadmap to breaking that barrier.

1. The Importance of Consistency in Sales: How maintaining a consistent approach can standardize your sales processes and messaging.
2. EOS and Sales: How the Entrepreneurial Operating System (EOS) can set the foundation for a consistent and profitable sales strategy.
3. Identifying Profitable Customers: Why you should focus on selling to companies that are not just your favorites, but are also profitable for your business.
4. Sales Organization Structure: The need for formalizing reporting structures, job descriptions, and goals within the sales department.
5. Tools for Systematic Growth: How tools and services can help you identify look-alike audiences and scale your business.

• Kevin Lawson: "If you don't have a repeatable sales process, you don't have a repeatable sales process. You must have absolute consistency."
• Sean O'Shaughnessey: "Don't pick your favorite customers, pick your most profitable customers and identify companies that are just like that and then go sell to them."

• Book Mention: "Selling The Wheel" - https://www.amazon.com/Selling-Wheel-Choosing-Company-Customers-ebook/dp/B000FC0U0I/ref=sr_1_1?crid=2E0EPQJ66PI5Q&keywords=selling+the+wheel+jeff+cox&qid=1697544950&sprefix=selling+the+whe%2Caps%2C77&sr=8-1
• Previous Podcast Episodes: Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo) and Part 2 - Building and Scaling Successful Sales Teams: A Conversation with Tim Warren of Helium SEO (https://sites.libsyn.com/458454/site/part-2-building-and-scaling-successful-sales-teams-a-conversation-with-tim-warren-of-helium-seo)

If you're stuck in the rut of inconsistent sales processes or you're unsure how to scale your business profitably, this episode is a must-listen. Kevin and Sean offer actionable insights and tools to help you standardize your sales processes, identify your most profitable customers, and set your business on a path to exponential growth. Don't miss out on these invaluable lessons from two seasoned sales experts. Tune in now!

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

If you've got your first 10 customers and are wondering, "What next?" then this episode of Two Tall Guys Talking Sales is essential listening. Hosts Kevin Lawson and Sean O'Shaughnessey explore the transformational journey from acquiring your first customers to scaling up your business. Dive into critical topics like product-market fit, market messaging, the role of the CEO as a salesperson, and much more. Arm yourself with practical, real-world advice to take your business to the next level.

Kevin and Sean examine the strategic shift required when you're looking to grow from 10 customers to a more substantial customer base. They stress the importance of formalizing and aligning your offering with a well-defined buyer persona.

A recurring topic was the art and science of buyer personas. Kevin emphasizes the need to revisit and revise these as your business evolves. The objective is to understand who you're selling to and what problem you're solving for them.

Sean explores the standardization of sales processes and offerings, particularly for scaling from a one-person operation to a multi-person sales team. This standardization is crucial for scalability and profitability.

The hosts delve into the inevitable shift in the sales role of the CEO as the company grows. While the CEO might be heavily involved in sales initially, scaling to 50 or 100 customers requires a dedicated sales team.

Sean provides a compelling analogy between selling tools and selling solutions. He emphasizes the importance of selling a standardized product rather than a customizable toolkit, using historical examples like Henry Ford and Steve Jobs.

Kevin: "One challenge I see here that sales leaders need to solve is how to formalize and standardize the attraction process."

Sean: "You need to really start focusing on who do you sell to, what problem do you really solve, and how do you sell this thing so that other people can sell for you."

Don't miss this episode if you're gearing up for rapid growth. Both Kevin and Sean provide actionable insights that will equip you to transition from a startup to a scalable business. With a blend of theoretical knowledge and real-world advice, they lay down a roadmap for you to follow. Whether you're a CEO doing sales, a startup looking to break into the market, or a sales leader aiming for standardization, this episode is your guide to elevating your sales game. Tune in now to pave the way for your business growth!

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

Welcome to another episode of Two Tall Guys Talking Sales, hosted by Kevin Lawson and Sean O'Shaughnessey. This episode is a must-listen for sales professionals, managers, and business leaders who want to understand how to recover when they've skipped a step in the sales process. Kevin and Sean delve into the nuances of backing up, requalifying deals, and how to engage your champions effectively. Whether you're dealing with large corporations or small family-owned businesses, this episode offers actionable insights to help you get back on track and close deals successfully.

1. The Realization Moment: Recognizing that you've skipped a step in the sales process and how to recover without losing trust.
2. The Role of a Champion: How to engage your champion to help you navigate through the complexities of the deal.
3. Resource Limitations: Understanding the constraints that every company faces, regardless of its size, and how to address them.
4. Requalifying Deals: The importance of requalifying a deal, especially one that previously went to a 'no decision'.
5. Sales Process in Small Businesses: How the sales process differs when dealing with small family-owned businesses and how to adapt your approach.

• Kevin: "Skipping steps happens, and when you have that realization moment, it's not a moment to try and beat somebody up."
• Sean: "You got to go to your champion and say, help me out. Save me because I'm in a bad way. I need to get all these people on board."
• Kevin: "We have to really forecast those because we could invest a lot of money. The most expensive way to buy an ERP is to buy it twice."

• Last week's episode on the consequences of skipping steps in the sales process. https://sites.libsyn.com/458454/site/mastering-the-sales-process-the-cost-of-skipping-steps

Don't miss this episode if you want to master the art of recovering from missed steps in your sales process. Kevin and Sean provide theoretical knowledge, practical steps, and real-world advice that can be immediately applied to your sales strategies. Whether you're a seasoned sales professional or new to the field, this episode will equip you with the tools to navigate complex deals and emerge successful. Tune in now to elevate your sales game!

Ready to dive in? Click here to listen to this insightful episode of Two Tall Guys Talking Sales.

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/