Tom Nation

Evaluator
DISC Type : Dsc

Associate at Sandler South West

United Kingdom

Overview

Tom Nation is a Sales Growth Advisor and Coach with Sandler South West, helping scaling businesses achieve predictable revenue and sales performance. He is certified in Generative AI and is often described by others as knowledgeable, driven, and approachable.

Tom is a recognized speaker on AI-powered selling, having delivered insightful talks at events like AI South West.

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

AI in Sales
He holds certifications in Generative AI and speaks at events on leveraging AI to complement sales activity, making him a subject matter expert.
Predictable Revenue
His core focus is helping businesses move beyond inconsistent performance and unreliable forecasts to build scalable and predictable sales systems.
Leadership Behavior
He frequently posts about the importance of leadership alignment and consistency, believing that a company's culture and success are direct results of its leaders' actions.

Media Appearances

Tom Nation Takes Centre Stage at the Sandler US Conference. Featured in Sandler South West – Insights Blog

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Tom Nation: Two Podcasts On The Evolution of Modern Sales. Featured in Sandler South West – Podcast Episodes

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Work History

7-2024
Associate at Sandler South West
8-2022 - 7-2024
Business Consultant at Sandler South West
12-2020 - 8-2022
Business Development Manager at Vtec Group Ltd
12-2019 - 12-2020
Sales Executive at Gala Events
1-2019 - 12-2019
Event Sales Manager at Prysm Group

Education

Sandler Trainer from Sandler
Education details unavailable from Blessed William Howard Catholic High School

More Information

Social Presence :

Prographics :

Exp : 14 Location : United Kingdom Job Level : N/A Designation : Associate at Sandler South West
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Tom

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Tom take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Tom

Personality Compatibility


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