If you've ever tried to "coach the team" by telling everyone to sell like the top rep, this episode is your reality check. Sean O'Shaughnessey and Kevin Lawson use March Madness, dynasties, and training-room discipline to unpack a serious sales management issue: what kind of coach are you, and are your sales processes actually buildable, or just a personality contest? The conversation lands in a practical place: consistent revenue generation comes from systems, controls, and repeatable sales strategies, not heroics. It also flips the lens to the seller: if you can't explain why you're successful, you can't improve, and you definitely can't teach.

• 01:50 — "What kind of coach are you?" Recruiting stars vs developing talent, and what that means for sales success

• 03:10 — The "learning manager" model: systems, controls, and building consistency instead of one-and-done wins

• 04:40 — Sean's coaching philosophy: taking B-players with A-player upside and building a winning system around them

• 07:00 — Why peer groups accelerate growth: where to workshop messaging, revenue management, and sales processes without doing it in public

• 10:05 — The seller's responsibility: understand your own value selling motion so you can replicate it (or fix it)

• Kevin (04:25): "Prospecting needs to be consistent. It can't be something you do and sprint and then stop, and then sprint, and then stop."

• Sean (06:20): "I don't necessarily try to get the C to a B, I'm more of a B to an A kind of a coach."

• Sean (11:40): "When you say, 'this is how I would respond,' and somebody says, 'why?'… you should have an answer to that question."

• B2B Sales Lab: b2b-sales-lab.com

Write down your personal "sales success recipe" as a simple, teachable sequence: the 5–7 moves you make that reliably create forward motion (your messaging choices, your cadence, how you qualify, how you handle pushback, how you ask for next steps). For each move, add one sentence answering "why this works." If you can't explain the why, you're not managing a sales process—you're relying on instinct. That limits your business acumen as a seller today and blocks sales management effectiveness if you're ever asked to lead tomorrow.

This episode is a straight conversation about what actually drives revenue generation: leaders who know how they coach, and sellers who know how they sell. Sean and Kevin connect sports coaching to real-world sales strategies, systems, consistency, and measurable controls, then bring it home with a challenge most teams avoid: Can you articulate your process well enough to scale it? If you care about revenue management, team performance, and value selling that survives turnover, this one's worth the listen.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey sit down with Keith LaHonta to unpack a truth many teams overlook: sales success is rarely a solo act. It is built through mentor-mentee relationships that sharpen judgment, accelerate business acumen, and improve real-world execution. This conversation goes beyond career nostalgia and gets practical about how mentorship strengthens sales management, improves sales processes, and directly impacts revenue generation. If you care about long-term sales success, not just short-term wins, this episode is worth downloading.

• Why mentorship is a sales force multiplier, not a "nice to have" (00:00) The episode opens with a direct challenge to the lone-wolf myth in selling. Kevin frames mentorship as a legacy engine that compounds value over time for both mentors and mentees.

• Early-career mentorship lessons that still drive performance today (01:00) Keith shares how his Xerox mentor modeled discipline, consistency, and accountability in the field, showing how foundational coaching habits still shape modern sales strategies.

• The "spare tire" story: operational preparedness as a credibility advantage (03:15) A simple field habit: keeping order forms ready becomes a bigger lesson in sales processes: prepare before the call, so opportunity never outruns execution.

• Matching the right mentor to the right sales role (04:45) Keith draws a sharp distinction between "hunters" and "farmers," explaining why mentorship must align with role design and expected outcomes in revenue management.

• How to identify high-upside mentees and build better development conversations (10:20) Keith explains how he assesses coachability, background, and team orientation in the first 10–15 minutes, critical insight for leaders hiring and developing talent.

• Where to find mentorship when your company doesn't provide it (12:50) Sean highlights community-driven mentoring through the B2B Sales Lab, positioning peer mentorship as a practical path to stronger messaging, greater value-selling confidence, and better decision-making.

• Kevin Lawson (00:00): "It is our network of mentors and mentees that are really going to build and establish us as a legacy business."

• Keith LaHonta (01:30): "He would do anything I would do… He'd sit with me while I made cold calls… Just the basics to where I would do anything for him."

• Keith LaHonta (08:05): "Knowledge is king."

• Keith LaHonta (09:05): "Whether it'll lead to a deal or not, I'm not sure, but he gained credibility."

• Sean O'Shaughnessey (06:55): "If you are young in your career, [it's time] to actually reach out and try to find people that are going to guide you through this career."

• Keith LaHonta on LinkedIn https://www.linkedin.com/in/keith-lahonta-11b621/

• B2B Sales Lab – peer-based mentorship community for sales professionals and leaders. Join us at b2b-sales-lab.com

Build and use an "8-Question Credibility Scorecard" for your next prospect meeting. Don't stop at the three obvious discovery questions. Draft eight questions tied to your buyer's business model, operational risks, buying criteria, and success metrics. Then answer as many as possible before the meeting. Why this matters: deeper preparation improves messaging quality, signals business acumen, and supports value selling in live conversations. It also upgrades sales management conversations because reps can be coached against a consistent preparation standard, not a vague effort.

This episode is a practical masterclass on how mentorship improves outcomes across the full commercial system, from hiring and coaching to messaging, execution, and revenue generation. Kevin, Sean, and Keith keep it grounded in real sales behavior, not theory, and show why the right mentor relationship can tighten sales processes, improve decision quality, and elevate sales success over the long term. If you want better sales strategies and stronger, more consistent performance, this is the episode you should listen to, share, and apply immediately.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

In this episode, Sean and Kevin get brutally practical about a problem most sellers underestimate: you don't just market your company and your product—you have to market you. If prospects can't trust you, they won't trust your solution, your messaging, or your ability to deliver outcomes. The conversation turns "personal brand" into real sales processes you can run weekly to improve revenue generation, pipeline quality, and long-term sales success.

• Marketing "the salesperson" as the trust layer (00:59–02:05)

• "Marketer, market thyself" when you don't have a marketing team (02:50–05:18)

• Turn sales calls into content: capture lessons, create proof points, reuse everywhere (03:46–05:00)

• Stop living in the calendar: carve out thinking time to improve how you sell (08:05–08:42)

• Network sideways to create referrals: market to the people your buyers already trust (09:01–11:39)

• Use social presence + networking together so referrals convert faster (12:47–13:33)

• Kevin (02:58): "When you're a salesperson who doesn't have a marketing team behind you… you must market yourself."

• Sean (01:17): "The number one thing you have to do is get them to trust you."

• Kevin (06:59): "If you're telling your story… you're a much more valuable strategic partner."

• Sean (10:23): "You should market to them… those people… may just hear [a problem]… 'Let me introduce you to Mike.'"

• Chris Spanier and Carpe Diem Marketing - https://www.linkedin.com/in/cspanier/ - https://www.carpediemconsultinggroup.com/

• Practical Actionable Marketing - https://podcasts.apple.com/us/podcast/practical-actionable-marketing/id1697011310

• The Challenger Sale - https://a.co/d/9ntWVuH

• Amy Connor and CMO on Loan - https://www.linkedin.com/in/amyconnor/ - https://cmo-onloan.com/

Block 45 minutes next week—no excuses—and build a simple "trust engine" from your last five sales conversations. Write down the problem, what you recommended, the proof point, and the result (even if it's partial). Turn that into one short post and one longer proof asset (a case study outline, a send-ahead, or a leave-behind). Then take the same story to your partner network—ERP reps, logistics providers, engineers, and adjacent vendors—and make your value-selling narrative easy for them to repeat. This is revenue management at the seller level: consistent story, consistent credibility, consistent pull-through.

If you're serious about sales success, this episode is a reminder that activity isn't the same as progress—and "waiting for marketing" is a hidden excuse. Sean and Kevin lay out sales strategies that make you more credible, more referable, and easier to trust: capture what happens in real deals, convert it into messaging, and distribute it through both social and networking channels. Listen in if you want sales processes that create a cleaner pipeline, faster referrals, and stronger revenue generation without needing a bigger team.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

Sales leaders don't lose deals on product. They lose them on trust signals—especially the ones buyers pick up before the second conversation even happens. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey break down how your team's digital presence either reinforces credibility or quietly undermines it. The throughline is simple: your sellers' profiles and posts are part of sales management, part Messaging, and part Revenue management, because they shape whether prospects believe the conversation is worth having.

• Why your LinkedIn profile is a trust asset, not an online résumé (00:47–03:35)

• "We trade in the currency of trust": social capital as a driver of Sales success (03:48–07:42)

• Posting cadence that actually supports Revenue generation (and doesn't turn sellers into marketers) (06:05–08:13)

• How "problem-first" positioning aligns with Value selling and modern Sales processes (05:19–06:05)

• How to create content without "creating content": turn your last sales call into your next post (09:48–11:53)

• Practical workflow: voice notes → CRM notes → LinkedIn post, improving Business acumen and forecast quality (12:01–13:11)

• Kevin (03:48): "We trade in the currency of trust."

• Sean (02:55): "Do I trust that you're gonna be around next week? 'Cause it looks like you're looking for a job."

• Sean (09:03): "You need to make your prospect think… you're essentially trying to sell trust."

• Kevin (12:21): "Don't wait till the evening to record your thoughts… use voice to text… copy paste into your CRM."

• The Challenger Sale - https://a.co/d/g8vSYkc

• B2B Sales Lab - www.b2b-sales-lab.com

Run a "trust audit" on every seller's profile and posting habit, then set one non-negotiable operating standard: after every meaningful customer interaction, capture a 60–90 second voice note answering "What problem did we discuss, what insight did we provide, what changed?" Use that same note twice—paste the clean version into the CRM for tighter sales processes and forecasting, then turn one idea into a short LinkedIn post that frames the customer problem (not the seller's résumé). This is a clean Sales strategy because it upgrades credibility without adding busywork—and it compounds over time.

If your team's pipeline is heavy but conversion is soft, don't ignore the pre-call experience your prospects are having. This episode connects digital presence directly to trust, Value selling, and Revenue generation—and gives you a practical system for turning real sales conversations into credible Messaging that supports Sales success. Listen now if you want your sellers to look like problem-solvers buyers can trust, not candidates quietly shopping for their next role.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

If you're serious about sales success in 2026, this episode is a gut-check and a blueprint. Sean and Kevin break down what a real territory plan looks like (not a fluffy "be more productive" wish list), how to map first-half revenue to specific accounts, and how to build a second-half pipeline before it's an emergency. The throughline is sales management discipline: define the goal, allocate time intentionally, and build a plan that survives reality—because it will get punched in the face.

• Why most reps are under-planned—and why that's unacceptable if you want Sales success (00:00) Sean frames the problem: Day-to-day selling without a plan is a strategy for mediocre revenue generation.

• Territory plan vs. account plan: what you should build first (01:00) Territory planning starts with "who will buy and how much," not activity lists or generic prospecting promises.

• First-half revenue mapping: list your closeable accounts and expected revenue (02:00) If your sales processes assume a sub-6-month cycle, you should already know which deals can land in the first half.

• Second-half pipeline sourcing: identify 3–10 prospect channels, not names (02:31) Kevin ties it to repeatable sales strategies: pipeline creation is a system, not a mood.

• Strategic vs. key accounts: time allocation, long-cycle wins, and reputation as an asset (04:00) Kevin introduces a time-based framework: strategic "marriage-level" accounts vs. key near-term wins, and the reputational groundwork that makes both easier.

• Pricing, comp alignment, and the real math of revenue management (07:42) If you're "opening a territory," your pricing plan and comp plan have to match the reality of getting noticed versus optimizing margin.

• Sean: "If you fail to plan, then you plan to fail." (00:00) A blunt reminder that planning is not optional if you want predictable revenue generation.

• Kevin: "At the top of the sheet, write your goal." (04:00) Start with the outcome, then design your territory plan around time and focus—not random activity.

• Sean: "Your plan for 2026 has to equal or exceed your quota." (10:39) Your plan should be a commitment to performance, not a narrative that explains shortfalls in advance.

• Sean: "Everybody has a plan until you get punched in the face." (14:00) Build for volatility—plan to 120% so you can still hit quota when reality disrupts your assumptions.

• MEDDPICCC / qualification frameworks referenced as examples of structured sales processes you should use (09:00)

• B2B Sales Lab mentioned as a place to get your territory plan reviewed and "beaten up" by experienced sales leaders (14:38)

Write a one-page territory plan today with four elements: (1) your 2026 goal (quota and your 120% number), (2) the list of accounts you expect to close in the first half with revenue per account, (3) 3–10 specific prospecting channels you'll use to source second-half opportunities, and (4) the five companies you will learn so deeply—business model, competitors, how they make/lose money—that your messaging and value selling approach becomes inevitable, not improvised.

Most reps treat territory planning like paperwork. Sean and Kevin treat it like a weapon. If you want sales success that's driven by business acumen—not hope—this episode gives you a practical territory plan structure, a way to allocate time across strategic and key accounts, and a reality-based view of revenue management, pricing, and comp alignment. Listen to it early in the year, build your plan, and you'll start running your territory instead of reacting to it.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

It's January, the scoreboard is still 0 to 0 for most sellers, and the difference between a clean Q1 and a scramble often comes down to one thing: getting to "zero to one" without doing something stupid to win a deal you'll regret. In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O'Shaughnessey use a basketball fast-start analogy to sharpen your Sales strategies for early momentum, tighter Sales processes, and better Revenue management—without defaulting to discounting, panic, or hope-as-a-plan.

Key Topics Discussed

• Why the first "bucket" matters in Q1 (and how fast starts change the game) (00:00–02:15)

• Zero to one: picking the highest-probability path to get on the board (02:15–05:30)

• Buyer readiness: the "fast food vs. interstate exit" test for prioritizing your pipeline (03:00–05:10)

• Reverify everything: deals inside 45 days, shifting priorities, and MEDDPIC discipline (06:45–10:20)

• Don't get squirrely: protecting Value selling and profitability when you're tempted to "do something crazy" (10:35–13:10)

• Sean's practical tax tip: mileage documentation that saves pain later (13:25–14:20)

Key Quotes

• Sean: "It's time to score that first bucket. It's time to go." (02:01)

• Kevin: "You have to discern as a seller… who is the most likely to buy now." (03:35)

• Sean: "Every deal that's on your forecast for the next 45 days, you need to touch base." (08:45)

• Kevin: "Pause. Think about the deal you want… you're conditioning somebody how to buy from you." (10:54–11:20)

• Sean: "Take a picture of your odometer… you'll thank me a year from now." (13:35)

Additional Resources

• MEDDPICCC qualification concepts referenced in the conversation (Champion vs. Coach; reconnecting with the Economic Buyer as the calendar turns).

• Mileage-tracking best practice: capture odometer readings now to support business mileage documentation at tax time.

A Significant Actionable Item from this Podcast

Pick up the phone today and re-verify every deal on your forecast that's expected to close in the next 45 days (and don't accept vague answers). Confirm priorities didn't shift post-holidays, validate your Champion and Coach are still in seat and aligned, and re-confirm the Economic Buyer's expectations and paperwork path. That single discipline move is sales management in action, and it's how you protect Revenue generation without resorting to margin-killing "quick wins."

Summary

If you're sitting at 0% of quota in mid-January, this episode is your gut-check and your playbook. Sean and Kevin cut through the noise with practical Business acumen: prioritize buyers who are ready now, tighten your Messaging around value instead of price, and pressure-test your forecast so Sales success doesn't depend on luck. Listen if you want a fast start that holds up all year—because January habits become full-year outcomes.

January resets every scoreboard to zero, making your mindset and operating discipline your first competitive advantage. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey break down how to start the year with intentional sales management, tighter Sales processes, and the kind of daily actions that drive Sales success and consistent Revenue generation, especially when Q4 either "drained the swamp" or left you with deals that slipped.

• Why January mindset matters more than motivation (and how to avoid "being behind" by month-end) (00:00)

• CRM data hygiene as a revenue lever: clean stages, real close dates, clear next steps (04:20)

• Pipeline focus: prioritizing what you can actually work on, and aligning probability to reality (06:35)

• Post-Q4 momentum: thank-you outreach that creates new expansion opportunities (08:05)

• Prospecting with structure: start with five companies this week, then build the cadence (09:35)

• Networking for leverage: partnering with adjacent vendors to unlock access and influence (10:40)

• Kevin Lawson (04:55): "Stop. Go to your CRM and practice good data hygiene."

• Kevin Lawson (05:55): "If someone has to ask you the status of your deal…your notes aren't good enough, your data hygiene isn't good enough."

• Sean O'Shaughnessey (02:35): "Q1 started. You have quotas, you have a quota right now, and you have revenue of zero."

• Sean O'Shaughnessey (08:10): "Go back and say thank you to every single one of your customers…and one of them is gonna say, 'but we need a little bit more.'"

• B2B Sales Lab community (14:35): Join to get feedback, practical coaching, and peer support from sales pros, leaders, and marketers.

Do a 30-minute pipeline reset today. Update your CRM with accurate stages, real close dates, and a clear next step for every active opportunity, then choose five target accounts to contact this week with a message tied to a specific business problem you solve. This single block sharpens your Messaging, improves Revenue management, and forces the Business acumen choices that separate busywork from real Value selling.

If you want a stronger Q1, this episode offers a clean operating model: tighten your Sales strategies and processes early, treat data hygiene as a performance habit, and build momentum through customer outreach, a structured prospecting approach, and intelligent networking. Kevin and Sean keep it practical, direct, and immediately usable, precisely what you need when January starts from zero, and Sales success depends on what you do next.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

Sean and Kevin are joined by Shannon Muniz, a fractional VP of Sales based in Orlando, for a practical conversation about one of the most expensive tensions in sales management: giving new hires enough runway to become effective, without giving so much patience that it quietly damages revenue management and profitability. They unpack a real hiring story, explain why "industry terminology" can be a misleading early warning sign, and share how leaders can balance coaching, expectations, and accountability so new salespeople (and new sales leaders) ramp up with urgency and clarity. If you're building a team, refining your sales processes, or trying to improve Sales success without burning people out, this episode will sharpen your business acumen fast.

• The patience vs. profitability problem in ramp time (00:30)

• A real-world case: when an owner questions a rockstar sales leader after 30 days (02:00)

• Tactical onboarding: trade shows, ride-alongs, and accelerating industry "language" (03:45)

• Setting expectations for sales cycles vs. quarter-one performance pressure (06:10)

• Hiring debate: industry expertise vs. proven selling skill (07:40)

• Why strong "Messaging" and open-ended questions travel across industries (13:10)

• Sean: "I believe that it's harder to teach really good sales skills than it is to teach them about an industry." (07:55)

• Shannon: "To bring somebody in that has the proven ability to sell and teach them your industry is much easier and much less risky." (09:35)

• Kevin: "Are they hiring for potential or are they hiring for production?" (10:55)

• Sean: "If you ask good open-ended questions, that means you're gonna have good conversations… and you're potentially gonna close the deal." (13:20)

• Connect with Shannon Muniz: https://www.linkedin.com/in/shannonmuniz/

• Shannon's email: [email protected]

• www.strategicsalespros.com

Build a 30–60 day "Ramp Reality Plan" for every new sales hire (rep or leader): define what "progress" looks like before revenue shows up. Include:

1. A Messaging immersion plan (ride-alongs + call reviews),

2. An industry-language accelerator (events, trade shows, competitor research),

3. Weekly checkpoints that measure leading indicators tied to your sales strategies, not just closed deals.

Then socialize the plan with ownership so expectations align with the actual sales cycle and protect revenue-generation decisions from impatience.

If you've ever hired someone you thought was right, then felt doubt creep in before they even had a fair shot, this episode will feel uncomfortably familiar (in a good way). Sean, Kevin, and Shannon cut through the noise and provide a grounded approach to thinking about ramp time, coaching, and hiring trade-offs that directly impact Sales success. Listen in for a clear framework you can use immediately to strengthen your sales management cadence, reduce mis-hires, and keep your sales processes aligned with real-world performance.

B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com

You can reach out to Sean at New Sales Expert, LLC - [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/

You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin

You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/