How Great Sellers Slip: The Hidden Habits That Destroy Next Quarter's Sales Success

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How Great Sellers Slip: The Hidden Habits That Destroy Next Quarter's Sales Success

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Sales slumps don't hit out of nowhere; they're usually born in the quiet moments when strong sellers unintentionally drift from the fundamentals. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey unpack why salespeople often surge at the end of a quarter only to wake up on Monday realizing their pipeline is suddenly empty. They explore the habits that quietly erode performance and highlight the disciplines that sustain sales success, sales processes, and long-term revenue generation. Whether you're a veteran rep or an emerging sales leader, this episode delivers practical insight, real-world structure, and renewed respect for self-management and deliberate practice. Key Topics Discussed Why great sellers still fall into bad habits (00:26) How momentum can hide gaps in discipline—and how quickly a healthy pipeline can vanish. The three essential responsibilities of every salesperson (02:06) Managing existing customers, presenting to prospects, and staying relentless with prospecting. The overlooked fourth pillar: Self-development and practice (04:09) Why continuous improvement—and stronger business acumen—has become non-negotiable. The role of artificial intelligence in improving productivity (07:10) AI won't replace sales reps, but those who master it gain a decisive edge in efficiency and value selling. Customer Interaction Hours: A powerful KPI for predicting future revenue (08:21) Sean's long-time favorite metric for understanding meeting quality, pipeline health, and revenue management. How to identify when you're quietly sabotaging next quarter (11:11) Kevin explains the common pattern of strong Q4 performance but weak Q1 results—and how to prevent it. Key Quotes Kevin Lawson (00:26): "Good sellers can have that moment where they look out the windshield and realize they've sold through their pipeline… then wake up Monday morning and there's not much there anymore." Sean O'Shaughnessey (01:18): "Every salesperson has to be self-managed. One of the strongest classical skills is simply being a self-starter who knows what must get done today." Kevin Lawson (12:33): "Good sellers close well in Q4, but bad habits in prospecting return a desert of sales in Q1." Sean O'Shaughnessey (07:30): "Artificial intelligence is not going to replace salespeople, but it is a massive productivity tool—and if you're not staying ahead, you're going to be behind very quickly." Additional Resources While this episode is highly tactical and self-contained, listeners are encouraged to explore: LinkedIn Learning courses mentioned indirectly via the discussion on self-development Peer community groups and certifications for sharpening sales management and leadership skills AI productivity tools that support prospecting, research, and preparation (no specific products were mentioned) A Significant Actionable Item from This Podcast Block dedicated time every week for prospecting, no exceptions. Kevin and Sean both emphasize that Q4 success often masks declining early-stage activity that leads to weak Q1 results. The single best action you can take today is to protect time on your calendar for meeting new people, publishing thought leadership, asking for referrals, and cross-selling. Do it now, before the urgency of end-of-year deals consumes all available space. Your future pipeline—and your future income—depend on it. Summary This episode pulls back the curtain on the invisible habits that either sustain high performance or drag down even the most talented sellers. Kevin and Sean bring practical rigor, real-world experience, and a refreshing blend of sales strategies, sales processes, and messaging discipline to help you stay sharp when it counts most. If you've ever ended a quarter strong only to start the next one in a hole, this discussion will help you understand why—and what to do about it. Download the episode to learn how to reclaim control of your calendar, your pipeline, and your long-term sales success. 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 - 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/ 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/

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