The Toilet Paper Salesman® Podcast

Send us Fan Mail “Who says selling toilet paper isn’t glamorous?” sounds like a punchline, but we mean it as a challenge. On our second anniversary, I step back and talk about time moving fast, why you should start the thing you keep delaying, and why pride in your work matters more than the label on the outside. I also dedicate this milestone to my father, Frank, and the quiet kind of strength th...

Send us Fan Mail A painting can look like a disaster right before it becomes beautiful, and that’s the most honest metaphor I’ve found for purpose. On a birthday trip to Rockland, Maine, I watch an artist struggle through an ugly middle stage on a lighthouse painting. What starts as two green blobs turns into a piece I can’t stop staring at. That change sparks a bigger question: what if our lives...

Send us Fan Mail A buyer tells you, “We could never give you the business.” Most salespeople hear a wall and start pushing. I sit down with master sales trainer Steve Lentini and unpack why that moment is actually an opening, if you respond with curiosity, respect, and a real desire to help. Steve’s stories from the janitorial, packaging, and paper supply world turn “commodity sales” into a craft...

Send us Fan Mail Most people treat closing like a finish line. In this episode, we break down a simple, repeatable way to move deals forward without pressure tactics or canned “power closes,” and I share the moments that taught me to sell like myself instead of chasing someone else’s style. Start by reframing closing as any agreement to move forward—setting a meeting, asking for samples, requestin...

Send us Fan Mail Imagine paper that’s stronger than what you use now, made without harsh chemicals, grown in weeks instead of decades, and ready to compost in your backyard. That’s the promise driving our talk with Ben Draper of the Hemp Paper Company, and it starts with a simple question: what if the future of packaging isn’t trees or plastic, but an ancient fiber returning at scale? We dig into...

Send us Fan Mail What if the difference between a “meh” team and a winning one isn’t talent, but coaching? We explore how overlooked leaders and undervalued players create astonishing turnarounds—and what that means for building high-performing sales teams. Drawing inspiration from real sports dynasties and underdog stories, we connect the dots between culture, management, and repeatable results....

Send us Fan Mail Hungry for an edge without a giant budget? Mike sits down with Luke LaBree, a veteran marketer and CMO at Dennis Foodservice, to map the playbook that actually moves the needle: build a foundation of quality, do the free stuff first, and tell a story that earns attention. We dig into how modern marketing really works—interest-driven feeds, platform-native content, and the agility...

Send us Fan Mail Ever wonder why some relationships feel effortless while others drain you dry? We unpack a simple framework that explains it all: the personal bank account. Every interaction makes a deposit or a withdrawal—at home, at work, and with customers—and understanding that ledger helps you prevent silent scorekeeping from turning into loud conflict. We start with a candid story from marr...

Send us Fan Mail Ever wonder why some sales relationships thrive while others stall out? The answer might be simpler than you think.  The formula for sales success isn't complicated, but it is profound: consistency builds confidence, confidence turns into trust, and trust becomes a relationship. This episode breaks down why 75% of what makes a top salesperson has nothing to do with sales skil...

Send us Fan Mail A 50-year career doesn’t happen by accident—it happens by learning fast, saying yes wisely, and teaching what you know. I sit down with Jeff Heeren, SVP of Sales at RJ Schinner, to unpack the real mechanics of growth in Jan-San distribution: how a family legacy informed his approach to markets, why leaving a minority stake opened a bigger path, and how a regional wholesaler became...

Send us Fan Mail Territory management is the hidden keystone separating exceptional salespeople from those who plateau after initial success. Mike Mirarchi tackles this critical skill by sharing practical frameworks for ranking customers, creating growth space, and managing territories with strategic precision. The heart of effective territory management lies in customer classification. Using a fo...

Send us Fan Mail Passion isn't confined to a single pursuit – it's portable. That's the profound lesson from Olympic rower Abby Peck, whose remarkable journey from novice rower to champion athlete to cancer advocate demonstrates how dedication and purpose can transform lives across entirely different domains. Abby's story begins with a serendipitous challenge: "Are you goi...

Send us Fan Mail Are you trapped in religious obligation instead of experiencing the freedom of relationship with God? Mike Mirarchi breaks down his personal secret to success that has guided his entire life and career: putting 100% of everything in God's hands. Drawing from his own journey, Mike explains the critical distinction between what he calls "Be-Do-Have Religion" versus &q...

Send us Fan Mail Special moments sometimes align in meaningful ways. When I launched this podcast exactly one year ago on July 3rd, I had no idea it was my Pop's birthday until my sister-in-law pointed it out. Now, as we celebrate our first anniversary, we're dedicating this episode to Frank J. Mirarchi, who would have turned 99 today. What made my Pop's generation "the greates...

Send us Fan Mail Stepping outside your comfort zone is essential for success in sales, especially when it comes to cold calling. This candid exploration takes you deep into the psychology and strategy behind effective business-to-business cold calling approaches that actually work. We break down the crucial mindset shift from seeing cold calls as order-taking opportunities to viewing them as chanc...

Send us Fan Mail Tracy Margol's career journey from medical field professional to manufacturing sales leader offers powerful lessons in career resilience and adaptability. What started as a "practice interview" with Fabrikal turned into a 25-year career spanning customer service, product management, and eventually national sales. Tracy shares the fascinating story of how she green f...

Send us Fan Mail Unlock the secrets to overcoming discouragement and start painting a vibrant picture of your life today. As we celebrate the 10th milestone episode of the Toilet Paper Salesman Podcast, I'm Mike Mirarchi, your guide to dismantling the anchors holding you back. We dive deep into the heart of discouragement, exploring how some people—often driven by their own insecurities—try t...

Send us Fan Mail Fear often serves as an anchor, holding us back from achieving our goals and reaching our fullest potential. This episode explores practical strategies to overcome fear, emphasizing the importance of small steps, embracing failure, and surrounding ourselves with supportive people.  • Understanding fear's dual role in life  • Exploring the comfort zone and its impact  • Challe...

Send us Fan Mail Ever wondered how selecting the right clients can transform your business success? Tune into the Toilet Paper Salesman Podcast, where we reveal the secrets to mastering the art of building customer relationships. We discuss treating your job as your own business, making intentional choices about who you work with, and aligning yourself with clients who share your values and ambiti...

Send us Fan Mail Ever wonder why your New Year's resolutions seem to fizzle out faster than you can say "gym membership"? Join me, Mike Mirarchi, on the Toilet Paper Salesman Podcast as we unravel the mystery behind setting and achieving goals. From grappling with the societal pressures that dictate our ambitions to questioning whether your goals are truly yours or borrowed from oth...

Send us Fan Mail Ever wondered why you often feel you're running out of time despite having the same 1,440 minutes in a day as everyone else? Discover the three major time suckers that are silently draining your productivity and learn actionable strategies to regain control of your precious minutes. Mike Mirarchi, your host of the Toilet Paper Salesman Podcast, breaks down how negative people...

Send us Fan Mail Ever had a hilarious yet enlightening moment of miscommunication with your family? Join us as we kick off this episode of the Toilet Paper Salesman Podcast with a humorous story about a mix-up between my parents that brilliantly underscores the complexities of conveying messages accurately. We then unpack the three primary modes of communication—words, voice, and body language—to...

Send us Fan Mail What if a simple piece of clothing could reconnect you with a long-lost mentor? In Episode 4 of the Toilet Paper Salesman Podcast, I share the touching story of how an old sweatshirt bearing the Huff Paper Company logo reignited memories and helped me find my way back to my incredible mentor, Phil Sullivan. Listen as I recount the years under Phil’s leadership, where I managed to...

Send us Fan Mail Ever wonder how the right leadership can unlock hidden potential? I share a personal story from my peewee football days, where Coach Bright recognized my strengths and placed me in the perfect position to excel. This episode is all about how great leaders, like Coach Bright, harness their team's unique skills, foster trust without micromanagement, and create a flourishing wor...

Send us Fan Mail Ever wondered why some salespeople consistently outperform others? Discover the secret sauce to becoming a standout in sales with our latest episode. I reveal that mastering the basics is your key to success. Uncover the three pillars of great salesmanship: showing up, following up, being likable and credible, and perfecting your sales skills and product knowledge. Learn how to cr...