Creating Distance

Mastering Q4 Sales Strategies: Finishing the Year Strong with Tom Alaimo

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 [https://mailchi.mp/tasales/newsletter] 🎥 YouTube [https://www.youtube.com/@tommytahoe7] 💼 LinkedIn [https://www.linkedin.com/in/tomalaimo/] 📸 Instagram [https://www.instagram.com/tommytahoe?igsh=ZXBrMmZmZTRxbW0z] 🌐 Website [https://www.tasales.co/] 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!

End-of-Year Tactics to Close More Deals with James Buckley at Sell Better

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 [https://www.linkedin.com/company/sellbetterxyz/].  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 [https://mailchi.mp/tasales/newsletter] 🎥 YouTube [https://www.youtube.com/@tommytahoe7] 💼 LinkedIn [https://www.linkedin.com/in/tomalaimo/] 📸 Instagram [https://www.instagram.com/tommytahoe?igsh=ZXBrMmZmZTRxbW0z] 🌐 Website [https://www.tasales.co/] 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!

Sales Success Unplugged: My Appearance On The Do Hard Things Podcast

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 [https://www.linkedin.com/in/lullo/] * Lexi Graham [https://www.linkedin.com/in/alexisgraham25/] 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 [https://mailchi.mp/tasales/newsletter] 🎥 YouTube [https://www.youtube.com/@tommytahoe7] 💼 LinkedIn [https://www.linkedin.com/in/tomalaimo/] 📸 Instagram [https://www.instagram.com/tommytahoe?igsh=ZXBrMmZmZTRxbW0z] 🌐 Website [https://www.tasales.co/] 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!

AI Is Raising the Bar in Sales with Mikaela (Mohr) Lentz, GTM Strategy & Enablement Manager at Uber

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 [https://www.linkedin.com/in/mikaela-mohr/]. 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 [https://mailchi.mp/tasales/newsletter] 🎥 YouTube [https://www.youtube.com/@tommytahoe7] 💼 LinkedIn [https://www.linkedin.com/in/tomalaimo/] 📸 Instagram [https://www.instagram.com/tommytahoe?igsh=ZXBrMmZmZTRxbW0z] 🌐 Website [https://www.tasales.co/] 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!

Do Your Absolute Best: Leadership and Mentorship in Sales with Tenny Tagg, Head of Sales at Lattice

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 [https://www.linkedin.com/in/tennywan/]. 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 [https://mailchi.mp/tasales/newsletter] 🎥 YouTube [https://www.youtube.com/@tommytahoe7] 💼 LinkedIn [https://www.linkedin.com/in/tomalaimo/] 📸 Instagram [https://www.instagram.com/tommytahoe?igsh=ZXBrMmZmZTRxbW0z] 🌐 Website [https://www.tasales.co/] 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!