Tom Whalen didn’t set out to be in sales - he just needed a job. Fast forward a few decades, and he’s built his entire career (and even a college course) around it. In this episode, we talk about how modern sales has evolved past cheesy scripts and high-pressure tactics. From building trust with customers to staying human in hybrid teams, Tom shares real stories and practical wisdom on what it means to lead, teach, and sell in today’s world.

Key Takeaways:

• Why reluctant sellers often make the best long-term sales leaders
• How to keep remote and hybrid teams connected through small, intentional rituals
• The real value of AI in sales (hint: it’s not doing your job for you)

Key Moments:

00:00 Introduction and Guest Welcome
00:21 Tom's Origin Story
04:09 The Evolution of Sales
08:57 ...