Welcome Back to the Show!

In this week’s episode of Creating Distance, Tom Alaimo shares proven strategies for closing out Q4 strong in B2B sales. Drawing from his extensive experience in tech sales and sales training, Tom emphasizes the importance of thoroughly evaluating active deals, maintaining consistent pipeline generation, and staying organized during the year-end push. He explains why sales professionals should resist the temptation to slow down in Q4 and instead focus on executing with discipline and intention as the year comes to a close.

Tom also discusses the importance of looking ahead while finishing the year strong, encouraging sales teams to set clear, specific goals for the upcoming year. He offers actionable advice on how to prepare for future success by refining processes, staying focused, and building momentum that carries into the new year. This episode provides practical insights for sales professionals looking to maximize results now while setting themselves up for long-term growth.

Until next year!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

​In this episode of Creating Distance, we highlight Tom Alaimo’s recent appearance on the Sell Better Daily Sales Show with host James Buckley. Together, they unpack the realities of selling in December, challenging common Q4 myths - especially the notion that reps can magically “create” urgency with discounts or arbitrary year-end deadlines. Instead, they focus on how top performers uncover genuine urgency, align with the buyer’s priorities, and protect their own time amid the chaos of Q4.

Tom breaks down why qualification and prioritization are December’s most critical skills. He explains how to front-load tough discovery questions, identify true critical events, and decide which deals deserve attention now versus next quarter. Listeners will also learn the exact language to match the buyer’s urgency, whether a prospect needs to move fast before year-end or is just starting to explore solutions for Q1 and beyond.

The conversation dives into the difference between pressure and partnership in closing. Rather than pushing prospects with fake urgency, Tom shows how great sellers act as guides, reading signals on discovery calls, accelerating when speed benefits the buyer, and slowing down when a deal isn’t genuinely time-sensitive.

Finally, they tackle one of sales’ toughest challenges: staying persistent and organized with follow-up. Drawing on call data insights, they reveal that deals often die not from lack of time, but from lost momentum. Long communication gaps frequently signal deeper issues with timing, interest, or stakeholder alignment. Tom shares how he diagnoses stalled deals, revisits call recordings, and asks himself sharp questions like: “Is there real urgency? Am I talking to the right person?”

This episode is packed with practical, end‑of‑year tactics for SDRs, AEs, and sales leaders who want to close strong in Q4 while setting themselves up for a stellar Q1.

Thanks again to Sell Better Show for allowing me to join them on December 8th!

Be sure to check out Sell Better Show’s LinkedIn.

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, we feature Tom Alaimo’s recent appearance with Gabe Lullo and Lexi Graham on the Do Hard Things podcast. Tom shares his inspiring journey from an introverted kid to a record-breaking sales leader and founder of TA Sales. The conversation dives into his early days selling Cutco knives, the importance of persistence and daily routines in building a successful sales career, and the transformative impact of maintaining a growth mindset.

Tom discusses how his hands-on sales experience shapes his coaching with new sales teams, emphasizing the value of consistent preparation, follow-up, and prospecting in long-term success. He opens up about the pivotal moment he decided to start his own business, his strategic approach to building a personal brand through content, and the powerful networking opportunities that emerge as a result.

Together with Gabe and Lexi, Tom explores current challenges faced by tech sales organizations, including the evolving role of AI and the need for authentic collaboration between sales and marketing. They also discuss the benefits and hurdles of content creation, and Tom offers candid advice for sales professionals hesitant to share their experiences online.

Tune in for insights on leadership, building resilient sales teams, leveraging new technologies, and actionable tips for thriving in today’s dynamic sales landscape.

Thanks again to Gabe and Lexi for allowing me to join them on November 19th!

Be sure to check out their LinkedIn:

• Gabe Lullo
• Lexi Graham

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, Tom Alaimo sits down with Mikaela (Mohr) Lentz, GTM Strategy & Enablement Manager at Uber, to explore the rapidly evolving role of AI in modern sales. Together, they unpack how technology is reshaping the buyer–seller dynamic and redefining what effective selling looks like today.

Mikaela highlights a major shift: today’s buyers are more informed than ever, often researching sellers, companies, and solutions long before a conversation even begins. Because of this, she emphasizes the growing need for deeper preparation, sharper messaging, and a stronger understanding of buyer behavior.

She explains how AI can empower sales teams by enhancing research, uncovering patterns in buyer intent, and helping reps tailor their outreach with greater precision. Instead of relying on generic scripts, Mikaela encourages sellers to leverage AI-driven insights to personalize conversations, ask smarter questions, and focus on what truly matters to the buyer.

The conversation also touches on how this new landscape demands a more strategic approach. Sellers are encouraged to move beyond surface-level pitches and position themselves as trusted advisors. As AI continues to advance, Mikaela notes that the most successful sellers will be those who blend technology with human empathy, curiosity, and critical thinking.

Ultimately, the episode delivers a clear takeaway: AI isn’t replacing salespeople. It is raising the bar. For those willing to adapt, it creates a powerful opportunity to elevate the quality and impact of every sales interaction.

Thanks again to Mikaela for joining us today!

Be sure to check out Mikaela’s LinkedIn.

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, Tom Alaimo sits down with Tenny Tagg, Head of Sales - Customer Growth and Account Management at Lattice, for an insightful conversation about career growth, leadership, and the future of sales in an AI-driven world.

Tenny shares her inspiring journey from customer service to sales leadership, highlighting the pivotal role of mentorship in shaping her career. She introduces her leadership philosophy, DYAB (Do Your Absolute Best), and explains how this mindset has guided her approach to developing high-performing teams.

Tom and Tenny dive deep into the evolving landscape of sales, discussing how AI is transforming workflows, decision making, and customer engagement. Together, they explore how sales professionals can adapt to change while maintaining authenticity and human connection in every interaction.

This episode is packed with lessons on personal growth, resilience, and leadership, making it a must-listen for anyone looking to level up in their sales career and navigate the future with confidence.

Thanks again to Tenny for joining us today!

Be sure to check out Tenny’s LinkedIn.

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, we feature Tom Alaimo’s recent appearance with Scott Finden, Top AE at Monday.com and Founder of BD Best Practices. Tom shares his journey from a shy beginner to a confident sales professional and trainer, emphasizing his philosophy of turning prospects into “raving fans” through research, creativity, and personal touches like handwritten notes and timely follow-ups.

They also discuss one of sales’ biggest challenges today: turning new knowledge into consistent habits. Tom offers practical strategies for building systems that stick, from blocking time for prospecting to accountability and rewards.

Tune in for practical sales advice, actionable examples, and inspiration from someone who truly believes in the craft and the impact of great selling.

Thanks again to Scott for allowing me to join him on October 28th!

Be sure to check out Scott’s LinkedIn.

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, Tom Alaimo sits down with Jordan Winston and Taylor Ouellette, founders of Not Your Dad's Media, to discuss the power of volume and persistence in achieving success. They explore how consistently producing a high quantity of work can lead to higher-quality results over time, turning effort into experience and mastery. Drawing inspiration from Hormozi’s thought-provoking quote, they encourage listeners to embrace high-volume efforts as a practical strategy for making success more attainable, even when early attempts feel imperfect.

The conversation also highlights the learning process, emphasizing that mistakes and early missteps aren’t failures but crucial opportunities for growth. By showing up consistently, experimenting, and iterating, individuals can refine their approach and accelerate both personal and professional development. Whether tackling projects, building skills, or pursuing ambitious goals, this episode underscores the value of perseverance, resilience, and embracing the journey of improvement.

Thanks again to Jordan and Taylor for joining us today!

Be sure to check out their LinkedIn:

• Jordan Winston
• Taylor Ouellette

Don't forget to check out Not Your Dad's Media!

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!

Welcome Back to the Show!

In this week’s episode of Creating Distance, Tom Alaimo sits down with Deb Jenson, a revenue enablement leader at IBM, to explore the evolving landscape of sales enablement. Deb shares her unique journey from a technical background to leading large sales teams, offering insights into the challenges and strategies of managing enablement at scale. She emphasizes the importance of personalization in sales and introduces her 'layer cake' model of enablement, which highlights the need for strong foundational skills and structured methodologies.

Deb also discusses the role of technology in enhancing sales processes, the value of viewing sales from the buyer's perspective, and the critical impact of mentorship in the enablement field. The conversation provides actionable takeaways for sales leaders looking to optimize their teams, leverage data effectively, and continuously adapt to the changing demands of sales.

Thanks again to Deb for joining us today!

Be sure to check out Deb’s LinkedIn.

Until next time!

If you enjoyed this episode, don’t forget to subscribe, rate, and leave a review — it helps more listeners find us!

🔗 Follow us on social media for behind-the-scenes, updates, and more:

📬 Newsletter

🎥 YouTube

💼 LinkedIn

📸 Instagram

🌐 Website

Got a question or topic you want us to cover? DM us or email us at tom@tasales.co — I’d love to hear from you.

Thanks for listening, and we’ll catch you in the next one! 🎧✨

New episodes drop Friday!