Join hosts Kevin Lawson and Sean O'Shaughnessey as they dive into the intricacies of sales strategy, drawing parallels to planning a family vacation. As we edge closer to our 100th episode, this session unpacks why having a well-documented and aligned business plan is crucial—akin to knowing your vacation destination to ensure everything goes smoothly. Whether you're a business owner or a sales professional, this episode provides vital insights into simplifying and aligning your sales strategy for maximum effectiveness.

• Vacation Planning and Sales Goals (00:00 - 02:00): Sean compares vacation planning to setting sales goals, emphasizing the importance of a clear destination or objective.
  
  

• Aligning Strategies Across Teams (02:01 - 03:47): Kevin explores how aligning individual, team, and organizational strategies can streamline efforts and enhance outcomes.
  
  

• Simplifying the Sales Process (03:48 - 05:07): The conversation shifts towards simplifying the sales process to make it easy to understand, teach, and implement.
  
  

• Setting Realistic Goals and Expectations (05:08 - 07:00): Sean stresses the necessity of setting achievable goals that reflect the company's operational capabilities and strategic direction.
  
  

• Operational Alignment with Sales Targets (07:01 - 09:00): The discussion touches on ensuring operational capabilities can support the sales targets set.
  
  

• Sean (01:44): "Just like when you're planning your vacation, you kind of have to make sure everybody understands that we are going to get on a plane on this date, at this time."
  
  

• Kevin (03:01): "People spend more time thinking about their vacation than they do about their sales strategy. And that's a miss, but it's one that we can quickly and simply fix."
  
  

In this enlightening episode, Kevin and Sean draw an engaging analogy between planning a vacation and formulating a sales strategy. They emphasize the importance of clear goals, alignment across the organization, and simplicity in execution. The hosts share personal anecdotes and decades of sales leadership experience, demonstrating how thoughtful planning can lead to predictable and successful sales outcomes. Tune in to gain actionable insights that could transform your approach to sales strategy. Download this episode of "Two Tall Guys Talking Sales" on your favorite podcast platform today, and don't forget to subscribe for more valuable discussions!

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

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Join hosts Kevin Lawson and Sean O'Shaughnessey as they welcome back Steve Caton for another insightful episode of "Two Tall Guys Talking Sales." This week, they delve deeper into the world of part-time salespeople, discussing the essential tools, traits, and strategies that make them highly effective for businesses. Whether you're a CEO, sales leader, or aspiring salesperson, this episode is packed with valuable advice and actionable tips.

• Preparing Part-Time Salespeople for Success (00:00:24): Steve Caton outlines the key factors in readying salespeople for part-time roles, emphasizing the importance of adaptability, trust-building, and research.
  
  

• Traits of Effective Part-Time Salespeople (00:04:16): Discover the personality traits and experience levels that Steve looks for when recruiting part-time salespeople, including adaptability, organizational skills, and systematic approaches.
  
  

• Measuring Success and Setting Expectations (00:07:22): Kevin and Steve discuss how to set and measure success metrics for part-time salespeople, focusing on sales activity and CRM usage.
  
  

• Transitioning from Part-Time to Full-Time Salespeople (00:10:18): Learn about the process and considerations when a company is ready to transition from part-time to full-time sales roles.
  
  

• Differentiating from Appointment Setting Services (00:11:58): Steve explains how his company focuses on the closer role, highlighting the need for leads and the differences from traditional appointment-setting services.

• Steve Caton (00:01:46): "The salesperson needs to have shown that they've actually done some research on the company like they actually know about the business before they step in and start having the first conversation with the business owner."
  
  

• Sean O'Shaughnessey (00:03:26): "Every salesperson that's looking for a job needs to be able to do those things as well. You need to say, I add value. I know I'm going to ask questions. I'm trying to learn the backstory of the company."
  
  

• Kevin Lawson (00:07:22): "How do you measure the success of a new salesperson that you've plugged into one of your first customers? What’s the dialogue there?"

This episode of "Two Tall Guys Talking Sales" is a must-listen for anyone interested in the dynamics of part-time sales roles and how they can significantly impact business growth. Steve Caton shares his expertise on preparing salespeople, measuring their success, and transitioning them into full-time roles. With practical advice and real-world examples, this episode offers a comprehensive guide for sales leaders and business owners aiming to optimize their sales strategies. Tune in now to learn from the best and take your sales team to the next level!

You can reach out to Steve Caton at Altezza Solutions - steve.caton@altezzasolutions.com - https://www.linkedin.com/in/scaton/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

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

In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey are joined by Steve Caton, CEO and Founder of Altezza Solutions. Steve shares his insights on how to build effective sales systems for emerging growth companies and provides a unique perspective on hiring part-time experienced salespeople. Dive into this episode to learn about the challenges and solutions in developing a robust sales strategy for small to mid-sized businesses.

1. Introduction to Steve Caton and Altezza Solutions (00:00:15)

   • Steve discusses the inception of Altezza Solutions and his motivation behind starting the company.
     
     

2. Challenges of Hiring Salespeople for Emerging Companies (00:02:36)

   • Steve talks about the common difficulties small companies face when hiring their first salesperson and offers an innovative part-time solution.
     
     

3. Importance of Sales Infrastructure (00:04:55)

   • The hosts and Steve explore the critical components of a sales infrastructure necessary for a sales team to thrive.
     
     

4. Salesperson Integration and Training (00:11:44)

   • Steve outlines a detailed onboarding process for new salespeople, emphasizing the first three months of integration.
     
     

5. Preparing for Business Exits (00:07:12)

   • Discussion on how business owners can enhance their company’s valuation by building a self-sufficient sales team before planning an exit.
     
     

• Steve Caton: “The convincing piece wasn’t as hard as I thought it would be because it was almost like the reaction was, ‘Dang, I never even thought about that. That makes a ton of sense.’” (00:03:58)
  
  

• Kevin Lawson: “Sales organizations that are evolved, mature, robust, they attract talent...let's build the organization we all want to work for that attracts the right talent.” (00:10:15)
  
  

• Sean O'Shaughnessey: “One of the challenges that I have heard from my business broker friends is that when the CEO is the salesperson...they really struggle with the selling of the company.” (00:06:53)
  
  

Don't miss this enlightening episode with Steve Caton, where he shares invaluable advice on building a scalable sales infrastructure and the benefits of hiring part-time sales professionals. Whether you're a business owner looking to strengthen your sales team or a sales professional seeking new strategies, this episode offers practical insights and actionable steps. Tune in next week for more in-depth discussions with Steve on creating successful sales organizations.

You can reach out to Steve Caton at Altezza Solutions - steve.caton@altezzasolutions.com - https://www.linkedin.com/in/scaton/

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

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Welcome to a special edition of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O'Shaughnessey. As we celebrate Independence Day this week, we're bringing you a brief yet powerful episode filled with actionable sales insights and heartfelt holiday wishes. Whether you're relaxing with family or catching up on work, this episode is designed to give you a quick boost of sales motivation and inspiration.

Additional Resources:

• Lighthouse Sales Advisors - https://www.lighthousesalesadvisors.com/

• Lighthouse Sales Advisors Resources - https://www.lighthousesalesadvisors.com/salesresources

• Sean's New Sales Expert Page - http://newsales.expert/

• Sean’s Skin Knees Blog - http://newsales.expert/blog/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

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

Welcome to another enriching episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the art of sales with special guest Tom Daly from Focus Insights Group. In this episode, we explore the concept of servant leadership in sales and how giving more can ultimately lead to receiving more in business and personal growth.

Key Topics Discussed:

• Servant Leadership in Sales [00:01:00 - 00:10:00]: Tom Daly discusses the importance of building productive referral networks and how servant leadership has helped him succeed in sales.

• The Power of Giving Freely [00:05:00 - 00:08:00]: A detailed exploration of how giving without expecting immediate returns can foster long-term business relationships and personal satisfaction.

• Balancing Generosity with Business Acumen [00:05:20 - 00:06:30]: Kevin probes the delicate balance between generosity and ensuring business viability.

• Community and Collaboration [00:06:43 - 00:07:33]: The significance of a supportive community within the sales acceleration network, emphasizing collective success over individual gains.

• Sales as a Helping Profession [00:08:21 - 00:09:52]: Sean reflects on the philosophy that sales should focus on helping and solving problems rather than just transactional interactions.

Key Quotes:

• Kevin Lawson: "There's probably some who have given so much that they're not monetizing. They're probably actually even struggling to close deals." [00:05:20]

• Tom Daly: "Sometimes the best thing we can do is really share that with others and say, you should give it a try." [00:01:50]

• Sean O'Shaughnessey: "Stop selling and start helping. If salespeople just keep that as the philosophy, life will be better for everybody." [00:08:21]

Additional Resources:

• Focus Insights Group website: http://www.focusinsightsgroup.com

• The phrase "Stop selling and start helping" is often associated with Zig Ziglar, a renowned motivational speaker and sales trainer. This concept is central to his sales philosophy, which emphasizes building relationships and providing value as the cornerstone of sales success. Ziglar discusses this approach in several of his books, but it is most prominently featured in "Secrets of Closing the Sale." This book provides insights into how understanding and meeting the needs of others can enhance both personal and professional success in sales. https://a.co/d/00rz6fiR

This episode is a treasure trove for anyone looking to refine their sales approach through genuine connections and servant leadership. Tom Daly's insights, backed by Kevin and Sean's probing questions and observations, make it clear that in sales, sometimes giving freely helps build trust and opens up new avenues for growth and satisfaction. Whether you're a seasoned sales professional or just starting, this conversation will inspire you to think about sales more humanely and productively. Tune in to "Two Tall Guys Talking Sales" to transform how you engage with clients and colleagues, fostering a community of mutual success and growth.

You can reach out to Tom Daly at Focus Insights Group & Sales Xceleration at - tdaly@salesxceleration.com - https://www.linkedin.com/in/tom-d-4796bb/

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

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Join Kevin Lawson and Sean O'Shaughnessey in a compelling episode of "Two Tall Guys Talking Sales," which delves into the power of networking and relationship management in sales. Whether you are a seasoned sales professional or just starting, this episode offers invaluable insights into maximizing your sales ecosystem without overwhelming your contacts.

Key Topics Discussed:

• Activating Your Network [00:00:00]: Kevin highlights the importance of leveraging existing relationships and simple, actionable strategies to enhance your sales pipeline.

• Realistic Relationship Management [00:01:36]: Sean discusses the practical aspects of maintaining a manageable network that can drive business growth.

• Frequency of Contact [00:04:54]: Explore how often to engage with your network, including referral partners and past customers, without becoming a nuisance.

• Digital Communication vs. Personal Interaction [00:06:00]: This section dissects the balance between digital outreach and personal connection to optimize relationship value.

• Segmenting Contacts [00:08:29]: Sean shares his method of categorizing contacts into A, B, and C lists to tailor communication frequency and maintain effectiveness.

Key Quotes:

• Kevin: "Activating your network, your existing known sphere of influence, your sales ecosystem, your personal brand has connections to a lot of people." [00:00:29]

• Sean: "You don't need thousands. You need tens of maybe hundreds of people that you are constantly having communication with." [00:03:01]

This episode of "Two Tall Guys Talking Sales" is a treasure trove for anyone looking to refine their approach to sales networking. Kevin and Sean break down the art of maintaining relationships in a way that's both effective and respectful to your contacts' time. Their discussion provides practical steps and thought-provoking strategies to ensure you are not just another name in your clients' inboxes but a valued connection driving mutual growth. Tune in to discover how to make networking simple, actionable, and impactful. Don't miss this opportunity to transform your sales approach by strengthening the very relationships that define your success. Join Kevin and Sean as they guide you through optimizing your sales network for maximum return.

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

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

Welcome to another insightful episode of "Two Tall Guys Talking Sales," where our hosts Kevin Lawson and Sean O'Shaughnessey dive deep into the complexities and strategies of sales. In this episode, they explore the nuanced dynamics of selling through distribution and understanding the real needs of your customers. Whether you're a seasoned sales veteran or just starting in your career, this episode offers a wealth of knowledge on refining your sales approach to maximize effectiveness and customer satisfaction.

Key Topics Discussed:

1. Selling Through Distribution: Sean shares his early career mistakes and the pivotal lessons of focusing beyond just the product features.

2. Understanding Your Customer's Needs: Strategies to grasp what the end-user truly requires from a product, rather than just its specifications.

3. The Importance of Simplicity in Sales: Kevin emphasizes how simplifying your sales message can vastly improve understanding and efficiency in sales processes.

4. Sales Training and Knowledge Transfer: Both hosts discuss how proper training and knowledge sharing with channel partners and sales teams can lead to better sales outcomes.

5. The Role of Value in Sales: How to communicate the unique value of a product or service to stand out in a competitive market.

6. Referral Partnerships and Networks: Sean elaborates on the significance of nurturing relationships with referral partners to enhance lead generation for smaller businesses.

Key Quotes:

• Sean: "Don't just sell the drill, or the hole, sell what's going into the hole. Understanding what the salesperson needs to hear, not just the end consumer, transforms your approach."

• Kevin: "Complex is the enemy of progress. In your sales life, focus on how the end-user will benefit from the product. This simplification is key."

Join Kevin and Sean in a robust discussion that challenges conventional sales tactics and encourages a more thoughtful, value-oriented approach. This episode is a must-listen for anyone looking to enhance their sales strategies and truly understand the layers of effective selling. From refining your pitch to recognizing your true customer, the insights shared here are designed to transform your sales approach and propel your career forward. Don’t miss this opportunity to learn from the experts and make your sales efforts more impactful. Tune in to "Two Tall Guys Talking Sales" for this and more transformative sales discussions.

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

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

Join Kevin Lawson and Sean O'Shaughnessey in another insightful episode of "Two Tall Guys Talking Sales." This week, they welcome back Chris Goade from 360 Consulting in Dallas. Chris dives deep into the importance of customer retention and intentional engagement strategies. Discover how to transform average customers into great ones and learn practical techniques to elevate your sales game.

1. Defining Ideal Customers: Chris emphasizes the need for businesses to understand and define what makes a great customer, moving beyond just high revenue.

2. Intentional Customer Interactions: Pre-call planning and intentionality in customer meetings are important to foster deeper relationships and uncover more business opportunities.

3. Handling Customer Problems: How addressing and solving problems can turn challenging customers into loyal advocates.

4. Roadmapping Conversations: Strategies for sales leaders to guide their teams in having structured, meaningful conversations with clients.

5. Growing Existing Customers: Real-world examples of how focusing on existing customers can lead to significant business growth without new customer acquisition.

6. Salesperson Development: Techniques to help salespeople grow comfortable with engaging higher-level executives and having more strategic business conversations.

• Sean O'Shaughnessey: "Reaching out to existing clients and understanding their evolving needs opens up numerous opportunities for both the client and the business."

• Chris Goade: "Every problem is an opportunity depending on how you handle it. Some of the best customers I've had were ones we solved big problems for."

• Kevin Lawson: "Understanding your customer’s business through frameworks like PESTEL can dramatically improve the quality of your conversations."

• PESTEL Framework: Learn about analyzing the macro-environmental factors that impact a business. - https://blog.oxfordcollegeofmarketing.com/2016/06/30/pestel-analysis/

• Business Model Canvas: A strategic management tool for developing new or documenting existing business models. - https://en.wikipedia.org/wiki/Business_Model_Canvas

• Sales Xceleration Framework: Explore the framework that Chris Goade and his team use to manage and grow sales organizations. - https://salesxceleration.com/client-solutions/

Chris Goade highlights the often-overlooked strategy of maximizing existing customer relationships in this episode. With practical advice and real-world examples, Chris, Kevin, and Sean discuss how intentionality, problem-solving, and strategic engagement can transform your sales approach. Whether you're a seasoned sales leader or new to the field, this episode is packed with actionable insights you won't want to miss. Tune in to elevate your sales strategy and achieve greater success with your current customer base.

You can reach out to Chris of 360 Consulting & Sales Xceleration - cgoade@salesxceleration.com - https://www.linkedin.com/in/chris-goade-535b2831/

You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/

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