Tom McConnell

Initiator
DISC Type : Di

VP of Sales at Crescendo

Sacramento, California, United States

Overview

Tom is a growth-driven sales leader and GTM expert at Crescendo, with over 15 years of experience building high-performing sales organizations and expanding market share in enterprise software. He is passionate about helping customers realize the value of modern software solutions.

Outside of work, Tom is an active advisory board member for the University of California, Irvines Customer Experience Program. He holds certifications in DAP Manager and DAP Builder.

Tom is committed to eliminating channel and context switching to help businesses convert first-time visitors into loyal customers.

Personality Overview

Conviction Driven

Risk-Accepting

Impact-Oriented

They respond well to objective pitches but also attach some value to relationships.  They measure a product on its merit but can be influenced by strong testimonials. They usually prefer to drive the conversation.

Topics They Care About

AI Transformation
Tom actively promotes how Crescendo uses advanced AI to transform enterprise operations, blurring the lines between sales and service.
Customer Experience
He serves on the UCI Advisory Board for their Customer Experience Program and is dedicated to enhancing knowledge in this space.
High-Performing Sales
Tom's career highlights include building and leading high-performing sales teams, consistently exceeding sales targets.

Media Appearances

Tom has no verified media appearances

Work History

8-2025
VP of Sales at Crescendo
2-2025 - 8-2025
Senior Director of Sales at Crescendo
4-2024 - 2-2025
Senior Director, Growth at Netlify
6-2022 - 3-2024
Director Of Midmarket Sales at Netlify
8-2021 - 8-2025
Advisory Board Member at University of California, Irvine Division of Continuing Education

Education

2006 - 2010
Organizational Studies from University of California, Davis
3-2021 - 7-2021
CORe Program from Harvard Business School Online

More Information

Social Presence :

Prographics :

Exp : 17 Location : Sacramento, California, United States Job Level : Senior Designation : VP of Sales at Crescendo
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Look like someone who is on top of their game

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Don't be unorganized, be prepared for the pitch
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Tom

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Tom take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Tom

Personality Compatibility


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