Stop Selling in Silence: Personal Messaging That Fuels Revenue Growth
Mon Feb 02 2026
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.
Key Topics Discussed 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)
Key Quotes 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.'"
Additional Resources 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/
A Significant Actionable Item from this Podcast 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.
Summary 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 - 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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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. Key Topics Discussed 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) Key Quotes 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.'" Additional Resources 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/ A Significant Actionable Item from this Podcast 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. Summary 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 - 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/