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Territory management is the hidden keystone separating exceptional salespeople from those who plateau after initial success. Mike Mirarchi tackles this critical skill by sharing practical frameworks for ranking customers, creating growth space, and managing territories with strategic precision.

The heart of effective territory management lies in customer classification. Using a four-point system based on volume, margin, payment practices, and the "PITA factor" (pain-in-the-you-know-what), Mike demonstrates how to objectively evaluate which customers deserve your time and which are secretly draining your potential. "Until a customer pays their invoice," Mike emphasizes, "you don't have a sale—you have an expensive loan."

Most salespeople fall into the trap of spending 80% of their time on their bottom 20% of customers. By reversing this ratio and focusing energy on A and B customers while systematically creating space by offloading problematic accounts, you transform your territory from a stagnant pool into a flowing river of opportunity. The same presentation that yields a $1,000 order from a difficult customer could generate a $100,000 program from an ideal client.

Mike shares his quadrant approach to physical territory management, preventing the inefficient "shot gunning" that wastes valuable selling time. He also explores the psychological aspects of territory management, contrasting the scarcity mindset that clings to every account against the abundance mentality that understands letting go creates space for exponential growth.

Whether you're a new rep wondering how to break through your first plateau or a veteran looking to double your sales, these proven territory management principles will transform how you approach your customer portfolio. As Mike's father-in-law wisely advised: "Bend over backwards for your customers, never bow down."

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

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Passion isn't confined to a single pursuit – it's portable. That's the profound lesson from Olympic rower Abby Peck, whose remarkable journey from novice rower to champion athlete to cancer advocate demonstrates how dedication and purpose can transform lives across entirely different domains.

Abby's story begins with a serendipitous challenge: "Are you going to talk about wanting to do this, or are you going to do it?" This question propelled her from casual interest to making the national rowing team in just eight months – an almost unheard-of trajectory. Unlike most of her teammates who had years of collegiate rowing experience, Abby brought a blank slate that allowed her to adapt quickly to different coaching styles. Her competitive career culminated in 12 gold medals at U.S. National Championships and an Olympic appearance that fulfilled childhood dreams.

When a back injury ended her athletic career, Abby channeled her competitive spirit into helping others. After completing a master's degree in exercise and sports science, she developed exercise programs specifically designed for cancer patients. The impact went far beyond physical improvement – participants regained confidence, independence, and what Abby describes as "making friends with their bodies again after feeling betrayed by them." The program provided a safe space for participants to share their stories outside the constraints of family dynamics or medical settings.

Throughout our conversation, Abby's infectious energy illuminates how sports teach invaluable life skills: persistence, graceful winning and losing, confidence, and teamwork. She also offers powerful insights about women breaking barriers in athletics, from her own experiences to working with Ernestine Bear, a pioneering woman who helped establish women's rowing in America.

Now pursuing watercolor painting and cycling in the Pan Mass Challenge to raise funds for Dana-Farber Cancer Institute, Abby continues to embody her philosophy that passion can transfer across life's various chapters. Her story inspires us to consider: where might your own passion take you next?

Listen now to hear Abby's full journey and discover how movement creates both physical and emotional healing – regardless of your personal challenges.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

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Are you trapped in religious obligation instead of experiencing the freedom of relationship with God? Mike Mirarchi breaks down his personal secret to success that has guided his entire life and career: putting 100% of everything in God's hands.

Drawing from his own journey, Mike explains the critical distinction between what he calls "Be-Do-Have Religion" versus "Have-Do-Be Relationship." The former requires us to follow rules, perform rituals, and earn our way to salvation. The latter starts with accepting the freely given gift of salvation through Jesus, which transforms how we live from the inside out. When Jesus died on the cross, the temple curtain tore from top to bottom—a powerful symbol of our new direct access to God without intermediaries or religious gatekeepers.

This perspective changes everything. No longer bound by religious obligations, holy days, dress codes, or endless rules, we discover the freedom of letting our actions flow naturally from our connection with God. Mike vulnerably shares how this relationship-centered approach has guided his work, relationships, and purpose. He explores Psalm 139's revelation that God designed each of us with unique purpose, and how relationship with Him helps us discover that purpose. Rather than earning God's favor through religious performance, we accept His gift of salvation and allow our lives to be transformed by His presence.

Ready to move beyond religion to relationship? Download Mike's free guide with scripture references at www.toiletpapersalesman.com and discover how this seemingly simple shift can radically transform your spiritual journey, work life, and sense of purpose. Who knew a toilet paper salesman could bring such profound spiritual insight?

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
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Special moments sometimes align in meaningful ways. When I launched this podcast exactly one year ago on July 3rd, I had no idea it was my Pop's birthday until my sister-in-law pointed it out. Now, as we celebrate our first anniversary, we're dedicating this episode to Frank J. Mirarchi, who would have turned 99 today.

What made my Pop's generation "the greatest" wasn't just their historical significance - it was their remarkable selflessness. Growing up through the Depression, they didn't think twice about giving the shirts off their backs, helping neighbors, or extending themselves for others. It wasn't special to them; it was simply how they lived.

True selflessness means constantly tuning your awareness to opportunities where you might help. I share personal stories, from paying for a stranger's gas to giving up my hotel room, that illustrate how small acts create ripple effects far beyond their original impact. The most powerful aspect of selflessness? When done without broadcasting it to the world, it transforms from occasional good deeds into a lifestyle that brings profound meaning and satisfaction.

The contrast between selflessness and selfishness becomes starkly apparent in our daily interactions. Even when someone doesn't appreciate your help (which sometimes happens), the act itself remains meaningful and observed by others. Every day presents countless chances to make someone's day brighter through a smile, a helping hand, or simply being present for their needs.

Ready to experience the joy that comes from putting others first? Start looking for opportunities today. Imagine how different our world would be if we all lived with the selfless spirit that defined my Pop's generation. Subscribe to join our community of positive change-makers and discover how small acts of kindness can create extraordinary impact.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

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Stepping outside your comfort zone is essential for success in sales, especially when it comes to cold calling. This candid exploration takes you deep into the psychology and strategy behind effective business-to-business cold calling approaches that actually work.

We break down the crucial mindset shift from seeing cold calls as order-taking opportunities to viewing them as chances to help customers become more successful. This fundamental reframing transforms your approach from product-pushing to consultative selling - the difference between asking "Need anything this week?" and engaging in meaningful conversations about business challenges where your solutions offer help. 

The strategic approach to cold calling revealed here might surprise you. Your first cold call should focus solely on gathering three pieces of information: identifying the decision-maker, determining the best contact time, and collecting their contact information. That's it. Success isn't getting an order on the first visit - it's establishing the foundation for a relationship. Learn why Friday afternoons can be golden opportunities while other salespeople have mentally checked out for the weekend and discover practical preparation steps that demonstrate professionalism and respect.

Most striking is the revelation that 68% of customers switch suppliers not because of price or product issues, but because they feel their vendor doesn't care about them. This insight leads to the relationship banking concept - you must continually make "deposits" with your customers through attentiveness and service, especially with your easiest customers who are paradoxically the most likely to be taken for granted. The "theory of scattering mice" shows why neediness repels potential clients while confident value-offering attracts them.

Ready to transform your approach to cold calling and build genuine business relationships? This episode provides the roadmap to move beyond comfort zones and into meaningful customer connections.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

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Tracy Margol's career journey from medical field professional to manufacturing sales leader offers powerful lessons in career resilience and adaptability. What started as a "practice interview" with Fabrikal turned into a 25-year career spanning customer service, product management, and eventually national sales. Tracy shares the fascinating story of how she green fielded Canada for her company without existing distribution networks, relying on cold calling and persistence to build sustainable business relationships despite significant challenges.

The conversation delves into the importance of cross-functional experience and how learning different aspects of a business creates valuable perspective that becomes essential during major transitions. When Fabrikal was acquired by Pactiv, Tracy's diverse background helped her navigate the shift from a smaller family-owned company to a large corporate environment with 14,000 products. Her insights offer valuable guidance for professionals facing similar organizational changes.

Beyond professional wisdom, Tracy reveals how her passion for gardening provides both personal satisfaction and surprising parallels to business development. Like nurturing a career, gardening requires patience, consistent attention, and finding joy in the process of growth. The discussion concludes with timely insights on current tariff challenges, exploring how market uncertainty creates both disruption and opportunity for businesses willing to adapt.

Whether you're contemplating a career change, facing organizational transition, or simply seeking to balance professional demands with personal interests, Tracy's journey demonstrates how embracing new challenges with patience and curiosity can lead to unexpected success. Listen now to discover how sometimes the most rewarding paths emerge from what initially seems like just "practice."

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

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Unlock the secrets to overcoming discouragement and start painting a vibrant picture of your life today. As we celebrate the 10th milestone episode of the Toilet Paper Salesman Podcast, I'm Mike Mirarchi, your guide to dismantling the anchors holding you back. We dive deep into the heart of discouragement, exploring how some people—often driven by their own insecurities—try to pull us back just as we begin to excel. Drawing inspiration from the legendary motivational speaker Earl Nightingale, we uncover why success can sometimes be a lonely journey and why aligning with like-minded, uplifting individuals is essential for growth.

Words are powerful, and self-talk can profoundly shape our personal and professional paths. Negative self-talk can trap us in a cycle of doubt, while positive affirmations can propel us toward success and fulfillment. Every day provides a fresh canvas for painting our lives, and the colors we choose—whether bright or dark—are determined by our thoughts and actions. Join this insightful conversation as we explore the impact of discouragement from others and ourselves, and learn strategies to break free from these chains, allowing you to unlock your true potential and create a masterpiece of your life.

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Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

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Fear often serves as an anchor, holding us back from achieving our goals and reaching our fullest potential. This episode explores practical strategies to overcome fear, emphasizing the importance of small steps, embracing failure, and surrounding ourselves with supportive people. 
• Understanding fear's dual role in life 
• Exploring the comfort zone and its impact 
• Challenging the fear of failure as a learning tool 
• The importance of taking small steps toward growth 
• Surrounding yourself with positive influences 
• Faith and fear cannot coexist 
• The secret to my success

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Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

Send us a text

Ever wondered how selecting the right clients can transform your business success? Tune into the Toilet Paper Salesman Podcast, where we reveal the secrets to mastering the art of building customer relationships. We discuss treating your job as your own business, making intentional choices about who you work with, and aligning yourself with clients who share your values and ambitions. This approach not only boosts your personal and professional growth but also elevates your skill set. Discover the pivotal differences between achieving mere customer satisfaction and striving for customer success, and learn how to foster enduring, mutually beneficial relationships by prioritizing your customers' goals.

In the second half, we unravel the essential tactics for earning respect and constructing robust client relationships. Learn why training your customers on how to engage with you is key to establishing mutual respect and understanding right from the beginning. With stories from personal experiences, we highlight the critical balance between maintaining respect and recognizing when it's time to step away from disrespectful or overly demanding prospects. Forget about price-driven clients; discover how to secure quality customers who truly value your service. We provide insights on avoiding customers who constantly nitpick, moving beyond price-focused relationships to build more productive and satisfactory business connections.

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Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home

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Ever wonder why your New Year's resolutions seem to fizzle out faster than you can say "gym membership"? Join me, Mike Mirarchi, on the Toilet Paper Salesman Podcast as we unravel the mystery behind setting and achieving goals. From grappling with the societal pressures that dictate our ambitions to questioning whether your goals are truly yours or borrowed from others, this episode challenges you to redefine success on your terms. We'll pinpoint the sneaky pitfalls that lead to abandoned aspirations and equip you with strategies to make your goals stick, even when life throws curveballs your way.

As we ring in a new year, let's talk timing and the art of realistic goal-setting. Is your goal too big, or perhaps the timing is just off? We'll tackle these questions while exploring how significant life events can be catalysts for genuine change. Plus, I share insights on fostering individuality in our children’s aspirations, ensuring they pursue what genuinely lights them up. Get ready for a transformative conversation that empowers you to align your targets with your personal purpose, making your path to success uniquely yours.

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Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books

Link to David Mirarchi's website
David Mirarchi

Link to RJ Schinner Co, Inc
RJ Schinner | Home