In this episode, hosts Kevin Lawson and Sean O’Shaughnessey tackle one of the most fundamental truths in business and sales leadership: change is inevitable. Whether you're managing a sales team, scaling from $5M to $50M, or repositioning your company for new markets, your success depends on your ability to pivot, intelligently, decisively, and confidently. Sean and Kevin unpack the concept of organizational pivots through real-world examples, from manufacturing supply challenges to Domino’s Pizza’s legendary turnaround, and offer practical advice for how sales leaders can prepare their teams to thrive through transformation.

Key Topics Discussed

• The Only Constant Is Change (00:16) — Why modern business demands leaders who can adapt and guide teams through shifting markets.

• The Power of the Pivot (02:52) — Kevin explains what a pivot really means and how small, consistent course corrections can transform outcomes.

• Real-World Example: Domino’s Pizza Reinvention (06:10) — A masterclass in transparency and messaging that rebuilt a brand from the ground up.

• Training as the Foundation of Change (09:21) — Sean breaks down how strategic training helps sales teams pivot effectively into new markets or industries.

• Peer Learning and the Role of Community (12:33) — The importance of collaboration, conversation, and communities like the B2B Sales Lab for accelerating sales success.

Key Quotes

“As CEOs and sales leaders, we have to lead through change. What got us here is not going to get us there.” — Sean O’Shaughnessey (01:34)

“Sometimes people don’t need a 180-degree pivot. They just need to be repointed — one degree of change over time can take you somewhere entirely new.” — Kevin Lawson (04:42)

“The first part of making a pivot is planting your foot — and that’s training. You can’t change direction until your team knows how.” — Sean O’Shaughnessey (11:22)

Additional Resources

• Book Mentioned: Who Moved My Cheese? by Spencer Johnson — A timeless read on navigating change in business and life. https://a.co/d/cCEXuwA

• Community Resource: B2B Sales Lab — A peer-driven community for B2B sales professionals and leaders to exchange ideas, test messaging, and sharpen their skills. www.b2b-sales-lab.com

A Significant Actionable Item from this Podcast

Before the day ends, write down five things you could do to change the trajectory of your sales growth or turnaround. Then, rank them:

• Which are big strategic plays?

• Which are medium-term moves?

• Which are quick wins you could execute immediately? Assign probability, effort, and impact to each, then commit to one action this week. Leadership begins with deliberate motion, not massive overhauls.

Summary

This episode of Two Tall Guys Talking Sales is a must-listen for anyone serious about sales management, revenue generation, and business acumen. Sean and Kevin blend experience and strategy to reveal how great sales leaders pivot, not by abandoning what works, but by rethinking sales processes, evolving messaging, and driving value selling through training and intelligent adaptation. Whether you’re running a small sales team or scaling a multimillion-dollar operation, this discussion will inspire you to make the smart moves that lead to long-term sales success and sustainable revenue management.

Tune in, take notes, and start your next pivot today.

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/