Creating Distance

Hot damn - we made it to episode 300! To commemorate the event, Tom brings on a few friends to the podcast: Ryan Warner is Tom's podcast co-creator 5 years ago and is an Enterprise AE at F5 Networks Tanner Warner is Tom's roommate and an AE at Nexum Lake Watters is the producer of the Millennial Sales Podcast We're here to talk shop, talk shit and have fun for an hour to celebrate this milestone....

Will Allred is the co-founder and COO of Lavender. In this episode, Will answers your questions about emails including: Best subject lines and CTAs How to personalize and tailor your email outreach What's the best email Will's ever gotten? And much more.. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes...

Jamie Shanks is the CEO of Sales For Life and Pipeline Signals. He is one of the godfathers of social selling and author of the bestselling book, Social Selling Mastery. In this episode, we discuss: How Jamie is the CEO of 2 businesses at once - and his time management practices The cupboard theory and how it helps you get the most important things done How to use LinkedIn to sell more deals If yo...

Dustin Deno is the SVP Global Sales at Showpad. Prior to that, he was a sales leader at several organizations including Salesforce. In this episode, we discuss: 1. How Dustin got into sales 2. The skills he learned at Salesforce 3. How business acumen helped him grow his career 4. The culture and team he's building at Showpad If you enjoy the podcast, would you please consider leaving a short revi...

Jordan Benjamin is the Principal Partner Sales Manager at Hubspot, Founder of My Core OS and Host of the Peak Performance Selling Podcast. In this episode, we discuss: 1. Jordan's path into sales 2. Why he's so focused on peak performance between body, mind & spirit 3. How getting laid off was one of the best things to happen to him 4. How he recharges after a bad day to turn things around If you...

In this episode, I walk you through my 4 step: LAER framework for handling objections. Enjoy! If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Inst...

Adam Jay is the VP Sales at Reprise and an Advisor and Investor in several start-ups. Prior to that, he's been a sales leader at organizations like SwagUp, SpotOn, Toast and several others. In this episode, we discuss: 1. Adam's path into sales 2. How to find fulfillment in your sales career 3. Why being an asshole is a bad career strategy (learned firsthand) 4. How he builds a strong sales cultur...

This is a throwback to episode 29 with Jason Feifer. One of my favorite parts of today’s world is how easily accessible successful people are.  They’re on social media, writing long-form posts and joining podcasts now more than ever. Though it’s cool to see The Rock working out or Gary V giving a keynote anytime I want, I crave the principles that led to this success.  The “behind the scenes” cut...

Rachel Gasparini is an Enterprise Account Executive at LaunchDarkly, Sales Instructor at Sales Impact Academy and Sales Mentor/Speaker at SV Academy. Before that, she rose through the ranks at Optimizely. In this conversation, we discuss: How Rachel got into sales through SV Academy The visualization techniques she used to demolish her 2021 quota How she upleveled her career from BDR to AE to Ente...

Brian Marzo is the Director of Sales at RTM Business Group. This is a LinkedIn live that we did this week, hope you enjoy! In this episode, we discuss: 1. Taking massive action in your career 2. Is "you haven't sold SaaS" a real objection 3. Toxic Traits and Superpowers 4. Systems for owning your network 5. Where you spend your time is where you'll see your results If you enjoy the podcast, would...

Sam McKenna is the Founder of #SamSales, Limited Partner at the GTMfund, angel investor and advisor in various start-ups and one of the best names in SaaS Sales. Prior to that she ran Enterprise Sales at LinkedIn and ON24. Trust me - you're going to love this one. In this conversation, we discuss: How Sam got into sales Why she's so passionate about "show me you know me" Launching her own consulti...

Arthur Castillo the Senior Manager of Field Marketing & Community at Chili Piper and the Cofounder of the Revenue Era. Prior to that, he was a top Account Executive at multiple companies, including Chili Piper. This is a crossover from the Pavilion Podcast, which I also co-host. In this conversation, we discuss: How Arthur got into sales Why he transitioned into Field Marketing Starting his own co...

Vin Matano is a Sr. Account Executive at Demandbase, Host of the Project Growth Podcast and one of the top names in the B2B sales world. This is an all-time podcast and we really gelled on all things sales, personal development, mindset and doing hard shit to become a better version of yourself. Trust me - you're going to love this one. In this conversation, we discuss: How Vin got his career star...

Zoe Hartsfield runs community over at Spekit and is one of THE TOP voices in sales and brand building on LinkedIn. Prior to that, she ran the community at Dooly and was an SDR at BombBomb. In this conversation, we discuss: How Zoe got into sales Sending thousands of prospecting videos at BombBomb Transition into community and building a brand Some REAL TALK about mental health And much more If you...

Today, I'm sharing my interview on the "I'm Not Selling You Anything" Podcast with Brian Montoya over at Salesbricks. In this conversation, we discuss: How I got into sales through Cutco Some of the biggest lessons I've learned What it's like to sell at Gong Why I love hip-hop music so much :) If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes le...

Alexis Scott is a Partnerships Manager at Aspireship. Prior to that, she spent time in sales, marketing and customer success at Vacasa, The Krazy Coupon Lady and Hint Water. In this conversation, we discuss: Matchmaking as Alexis' superpower What a career in partnerships is really like How to rebound when life and your career take you by surprise And much more... If you enjoy the podcast, would yo...

“Some people want it to happen, some wish it would happen, others make it happen” — Michael Jordan JT McCormick has overcome a lot of obstacles. I mean, a LOT of obstacles. I feel very fortunate to have had the opportunity to interview and develop a relationship with him. His mother was an orphan. His father was a pimp and drug dealer. Upon being deserted, JT was forced to live with his father’s p...

Sam Silverman is the VP Sales at Prometric and Founder of Silverman Capital. Prior to that, he led Sales Development at LivePerson and was a top SDR at Outreach. In this episode, we discuss: Sam's start as an SDR and what made him successful How to run a world-class Sales Development Org How & Why he invests in Real Estate And much more... If you enjoy the podcast, would you please consider leavin...

There are a lot of reasons to create a side hustle. One that doesn't get talked about often? Playing defense to hedge against financial disaster. Look at everything that happened in 2020. Look at the layoffs at "hot companies" that seemingly happen every week. Nassim Taleb would call this a black swan event, an event that is so rare, so unpredictable and so catastrophic, that it changes everything...

Torrance Hart is the Founder and CEO of Teak & Twine. Formerly, she spent 7+ years in the Air Force. In this episode, we discuss: What Torrance learned in the military The steps she took to start a business The 4-day workweek adoption at Tweak & Twine Best tips for sending gifts to prospects & customers And much more... If you enjoy the podcast, would you please consider leaving a short review on...

Want to gain more respect from your sales leader this year? Send them a weekly update on your business. Here's how 👇 Every week, send your manager (and exec sales leader if you're feeling it) an email. I'd recommend either on Friday afternoon, Monday morning or Sunday night. Include these things for the week ahead: - Your revenue sold and % to goal for the quarter and year (and month, if applicab...

Ernest Owusu is the Sr Director of Sales Development at 6sense. Before his sales career, Ernest spent 3+ years playing professional football in the NFL, CFL and AFL. Since hanging up the cleats, Ernest has made noise in the world of sales, quickly climbing the ranks and becoming a top voice in B2B sales. In this conversation, we discuss: How Ernest balances fatherhood (of triplets) with his career...

I read a Slack thread the other day about sales books. The best sales books aren’t necessarily about sales 🤫 Only 1 of my top 10 books has “sales” in the title. Half of them probably don’t have the word “sales” anywhere in the book. But if I was starting all over as a salesperson… This is where I’d start. Build the fundamentals first before worrying about which cold call opener is better or how t...

Throwback to an all-time great interview with Dr. Michael Gervais. This podcast was first published on November 26th, 2017. “Everyday is an opportunity to create a living masterpiece” — Michael Gervais How do you attain peak performance? To help find these answers, I turned to a high-performance psychologist, Michael Gervais. Put simply, Dr. Gervais knows how to craft mastery. He has worked with s...

I joined Ryan Atkinson on his "Business Cloud" Podcast to talk about my story, how I launched the podcast, and my most effective selling techniques. Really hope you enjoy this one to get to know me a bit better! If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show a...