Tom is the author of Selling 180º and he continues to challenge the way many of us think about traditional sales communication.
His work is designed to help professional services providers move stalled deals off the fence, be more compelling in how they talk about their unique value, create email language that breaks through the clutter, and ask key qualifying questions to a prospect every time to minimize wasted time and wheel-spinning. Tom is interested in the psychology of sales, negotiations and “the human condition” – why we don’t do certain things we know we should do and do others we know we shouldn’t.
He is committed to helping thoughtful professionals make sustainable changes in how they communicate, how they work, and how they live their life. Tom has thirty years of experience in sales, and twenty years in professional coaching with thoughtful, growth-oriented leaders and business development teams within professional services and technology organizations. He is a refreshingly honest speaker and author who believes that we can all be ourselves, and at the same time sell more. It just takes a little more awareness and discipline of one’s Thoughts, Words and Actions. His easy to apply approaches to effective sales communication apply in all areas of life.
Tom received a B.A. in communications from Indiana University and has completed extensive graduate level studies in counseling psychology at the California Institute of Integral Studies in San Francisco.