Sales Game Changers | Tips from Successful Sales Leaders The Science Behind Selling Effectiveness with Tom Snyder from Funnel Clarity
Oct 30, 2025
In this engaging conversation, Tom Snyder, the Founder of Funnel Clarity and 2024 IEPS Sales Speaker of the Year, dives into the complexities of sales performance. He emphasizes that training alone isn't enough without structured practice. Tom advocates for a decision-focused sales process and highlights the importance of teaching new salespeople persuasion techniques. He also discusses the role of AI in sales—more as a tool than a replacement—while cautioning against reliance on overly optimistic sales forecasts. Practical tips for immediate improvement are shared.
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From White House To Sales Science
- Tom Snyder left a White House staff job after 11 years and became a serial entrepreneur seeking scientific answers for sales performance.
- He spent time with a sales scientist, joined for 90 days, stayed 11 years, and became CEO before founding Funnel Clarity.
Practice Trumps One-Off Training
- Training alone doesn't create mastery because interactive skills require repetitive practice and reinforcement.
- Without a culture or platform for practice, training effects fade within weeks and don't improve long-term performance.
Start With A Buyer-Centered Sales Process
- Start sales improvement by defining a sales process built around how buyers make decisions, not seller activity.
- Provide sellers with task clarity: show them how to do it, not just what outcomes you expect.
