Veteran sales strategist Sean O’Shaughnessy joins the Cincinnati Business Podcast to unpack 40 years of wisdom on what really drives B2B sales success — trust, process, and people. Sean shares how he helps small and mid-market companies go from chaos to scalable systems, why most businesses fail at defining their Ideal Client Profile, and how AI is transforming sales — not by replacing people, but by augmenting the best ones.

From establishing repeatable sales processes to mastering abundance thinking, this episode dives deep into how small businesses can build confident, consistent sales growth in 2025 and beyond.

Timestamps:

• (00:00) What sales really is: transferring trust

• (04:00) Why most companies live in sales chaos

• (10:00) How to build a repeatable sales process

• (16:00) Defining your Ideal Client Profile (ICP)

• (24:00) The abundance mindset in sales

• (40:00) Will AI replace salespeople?

• (47:00) Best AI tools for sales professionals

Links and Resources:

• Connect with Sean O’Shaughnessy:https://newsales.expert

• Listen to Two Tall Guys Talking Sales: https://newsales.expert/category/two-tall-guys-talking-sales/

• Listen to AI Tools for Sales Pros: https://open.spotify.com/show/1f1f5PSzLuDeO1Z1374SP3?go=1&sp_cid=f8f6d9e3ad3874cf9c3542984a936b87&utm_source=embed_player_p&utm_medium=desktop&nd=1&dlsi=2bcd6a593a4b4c21

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Connect with Brian:
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TikTok: tiktok.com/@cincybizpod
Facebook: facebook.com/people/Cincinnati-Business-Podcast/
Spotify: open.spotify.com/show/50kMVlyZokuoLwzE2fwAmt

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Tags:sales strategy, B2B sales, sales leadership, fractional CRO, Sean O’Shaughnessy, Brian Erickson, Cincinnati Business Podcast, AI in sales, sales automation, ideal client profile, small business growth, abundance mindset, building trust in sales, sales process, Cincinnati business leaders, video podcasting for business