Your brain decides “trust” or “threat” faster than you can finish a sentence, and that split-second reaction shapes everything that happens next at work, at home, and even around the holiday dinner table. We talk with Keith Greer, a veteran executive coach and former family therapist with more than four decades in the helping profession, about what actually makes conversations productive and relationships durable.

We start with Keith’s journey from addiction counseling to family therapy to leadership coaching, and why the best coaches refuse the role of all-knowing expert. From there we get practical: why so many high performers struggle to name their strengths, how the inner critic gets reinforced by school and workplace systems, and a simple exercise that helps you build a real “strengths toolkit” you can rely on when things get hard.

Then we go deep on Conversational Intelligence, a neuroscience-based communication model created by Judith Glazer. Keith breaks down fight or flight, the trust chemicals that drive connection, and the everyday habits that quietly drain credibility such as multitasking, mismatched nonverbal signals, and the addiction of being right. We also explore how authentic vulnerability increases psychological safety and helps teams think clearly, collaborate, and innovate.

If you want better leadership communication, stronger coaching skills, and more trust in your relationships, hit play, then subscribe, share this with a leader on your team, and leave a review with your biggest takeaway.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

“Soaper” sounds like a nickname until you hear what it really means: someone who sells, troubleshoots, trains, and owns the outcome when things don’t get clean. I sit down with Josh Brown from TMA Chemnet Systems to trace his route from washing buckets in a chemical plant to building a career in chemical sales and distributor support. Along the way, Josh explains why the unglamorous parts of janitorial sales and sanitation work are exactly what make you valuable: understanding equipment, dialing in dilution, checking pH, and showing up when the dish machine or laundry program is failing.

We dig into the sales fundamentals that still separate the best reps from everyone else. Josh shares a moment he lost to a competitor simply because they walked in prepared with real examples, and he didn’t. That lesson turns into a simple operating system: overprepare, bring what you might need, and follow through fast. We also talk about a truth too many people miss in B2B: the sale isn’t complete until the customer gets the right product, on time, staged correctly, and ready to use.

If you’re hiring or job hunting, this conversation goes deep on why young people should consider jan san, foodservice chemicals, and distributor sales as a long-term career. The industry rewards self-motivation with freedom, and it runs on relationships, mentorship, and responsiveness. If you got value from this, subscribe, share it with a sales friend, and leave a review with your biggest takeaway.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

“Who says selling toilet paper isn’t glamorous?” sounds like a punchline, but we mean it as a challenge. On our second anniversary, I step back and talk about time moving fast, why you should start the thing you keep delaying, and why pride in your work matters more than the label on the outside. I also dedicate this milestone to my father, Frank, and the quiet kind of strength that shaped how I show up in business and in life. 

Then we get practical about the JanSan industry and foodservice distribution, especially for anyone looking for a stable sales career. This is a recession proof corner of B2B sales because people always need sanitation, hygiene products, and essentials. We talk about why this “nuts and bolts” business stays steady, why it can be a serious career path, and how a wave of retirements is creating a wide runway for younger sellers who are willing to work, learn, and grow. If you’ve ever wondered where the real opportunity is hiding, this conversation points right at it. 

We also share a story about a professional soccer player who applied for a sales role and what that interview revealed about commitment. The big lesson: you can’t go pro with a nine to five mindset. Selling at a high level takes dedication, hours, and constant development, just like sports. If you’re ready to treat sales like a craft and build something durable, you’ll feel seen here. 

Subscribe for more, share this with someone choosing a career path, and leave a review so more people can find the show. What part of your work deserves more respect than it gets?

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

A painting can look like a disaster right before it becomes beautiful, and that’s the most honest metaphor I’ve found for purpose. On a birthday trip to Rockland, Maine, I watch an artist struggle through an ugly middle stage on a lighthouse painting. What starts as two green blobs turns into a piece I can’t stop staring at. That change sparks a bigger question: what if our lives feel unfinished because we’re judging them mid process?

We take that “hot mess to masterpiece” moment and connect it to faith and Psalm 139: the idea that God knits us together with intention and that our lives have a design. I talk about the difference between a sketch and a finished painting, and why discovering God’s will is less about panic and pressure and more about relationship, trust, and daily movement. Purpose shows up in the gifts and talents you already carry, the work you’re drawn to, and the things that bring real joy instead of a quick hit of satisfaction.

Then we get practical. Every day we’re painting, not only on our own canvas but on other people’s lives too. Kindness adds color. Service adds light. But gossip, jealousy, anger, and constant negativity act like black paint that can stain a person for a long time. If you’ve been searching for meaning, trying to fill an empty hole with stuff, or wondering whether God is real, I offer a simple starting point: ask, and pay attention to what happens next.

Subscribe for more, share this with someone who’s searching, and leave a review with the one “color” you want to paint with this week.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

A buyer tells you, “We could never give you the business.” Most salespeople hear a wall and start pushing. I sit down with master sales trainer Steve Lentini and unpack why that moment is actually an opening, if you respond with curiosity, respect, and a real desire to help. Steve’s stories from the janitorial, packaging, and paper supply world turn “commodity sales” into a craft built on trust, not tricks. 

We get concrete about what works in B2B sales: why price-list quoting often backfires, how walking the storeroom and reviewing top items creates a value conversation, and how territory management is really pruning so you can grow. Steve shares two unforgettable wins where partnership beats price, including a supplier-consolidation process that seemed impossible until the buyer finally felt understood. If you lead a sales team, you’ll hear coaching cues you can use immediately: watch body language, stop overselling, and honor the agenda the customer gave you. 

Then the conversation takes a deeper turn. Steve opens up about a near-death experience that changed how he sees work, faith, and the “small voice” he calls the acorn brain. We connect spirituality and neuroscience in a grounded way: reacting versus responding, building new neural pathways, and bringing presence into sales calls and leadership. Whether you’re in sales training, account management, or just trying to live with less anxiety and more purpose, you’ll leave with language and practices you can try today. 

If this resonated, subscribe to the show, share it with a friend in sales, and leave a review so more people can find these conversations. What’s one objection or trigger you want to handle better next time?

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Most people treat closing like a finish line. In this episode, we break down a simple, repeatable way to move deals forward without pressure tactics or canned “power closes,” and I share the moments that taught me to sell like myself instead of chasing someone else’s style.

Start by reframing closing as any agreement to move forward—setting a meeting, asking for samples, requesting pricing—and why “singles” beat home runs in relationship-driven B2B sales. Then I walk through the 50-25-25 framework: How showing up and following up is half the battle; adding likability and credibility gets you to 75 percent; applying sales skills, product knowledge, and soft skills help you to finish strong. You’ll hear how consistency creates confidence, confidence becomes trust, and trust opens relationships that last.

From purpose to practice, staying focused on the buyer’s world: asking grounded questions, diagnosing real problems, and applying solutions that matter to their outcomes. We dig into one high-leverage behavior—ask for the next step, then stay silent—and show how that one habit exposes timelines, real objections, and true intent. When price pops up, we demonstrate how to uncover what’s underneath and address the full concern before asking for the start again. Finally, I talk about the power of gratitude as a growth strategy, why taking business for granted is the first step out the door, and how mutual accountability (including payment conversations) protects long-term partnerships.

If you want a closing process that feels natural, reduces anxiety, and builds trust at every step, this episode lays out the playbook. Subscribe, share with a teammate who hates “hard closes,” and leave a review with your favorite “single” that moves deals forward.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Imagine paper that’s stronger than what you use now, made without harsh chemicals, grown in weeks instead of decades, and ready to compost in your backyard. That’s the promise driving our talk with Ben Draper of the Hemp Paper Company, and it starts with a simple question: what if the future of packaging isn’t trees or plastic, but an ancient fiber returning at scale?

We dig into how industrial hemp differs from CBD and marijuana, and why the fiber-and-grain side matters for real-world products. Ben walks us through the lost decades—policy confusion, outdated stigma, and dismantled supply chains—that delayed hemp’s comeback. Then he maps the rebuild: partnering with mills, proving performance with high-strength paper bags and boards, and targeting cartons for brands that want premium packaging without the environmental hangover. Along the way, you’ll hear why hemp’s rapid growth and low-input processing can slash water use and chemicals, how cover-cropping helps pull toxins from soil, and why hemp paper can be recycled more times than typical tree paper, locking up carbon for longer.

The heart of the episode is circularity. Hawaii becomes a prototype for a full loop: grow hemp, decorticate locally, explore hemp-derived fuels to power processing, convert to products that either reenter the system or safely compost. We talk candidly about the pitfalls of plastic bans without composting infrastructure, the economics of early-stage materials, and creative pricing models that make adoption easier. If you care about sustainable packaging, microplastics, soil health, or practical climate wins, this conversation brings a grounded, ambitious route forward—one bag, one box, one supply chain at a time.

If this resonates, follow the show, share it with a friend who works in packaging or retail, and leave a review with one question you want answered about hemp materials next time.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

What if the difference between a “meh” team and a winning one isn’t talent, but coaching? We explore how overlooked leaders and undervalued players create astonishing turnarounds—and what that means for building high-performing sales teams. Drawing inspiration from real sports dynasties and underdog stories, we connect the dots between culture, management, and repeatable results.

We get specific about what great managers actually do: flip the pyramid to serve the team, remove obstacles, ditch micromanagement, and make the day-to-day fun enough to sustain relentless effort. You’ll hear why role alignment matters more than raw potential, how to teach people to win by celebrating concrete progress, and why getting your hands dirty during hard weeks builds trust that no pep talk can replace. The throughline is simple: the right coaching behaviors turn good contributors into confident closers.

Then we shift to recruiting. Instead of chasing titles, we look for capacity, measurable outcomes, and the grinder mindset. We break down how to spot self-motivation, humor that eases pressure, and curiosity that compounds knowledge in complex industries. Coachability becomes the hinge for long-term growth, while undervalued candidates with something to prove bring the fire that transforms a room. Creativity—whether from artists, athletes, or builders—shows up as disciplined problem solving that moves deals forward when standard playbooks stall.

If you’re ready to build a team that loves coming to work and knows how to win, this conversation maps the path: recruit for results and drive, align roles with strengths, and coach like your job is to make everyone else’s job easier. Hit follow, share this with a manager who needs a fresh playbook, and leave a review with the one coaching habit you’ll change this week.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Hungry for an edge without a giant budget? Mike sits down with Luke LaBree, a veteran marketer and CMO at Dennis Foodservice, to map the playbook that actually moves the needle: build a foundation of quality, do the free stuff first, and tell a story that earns attention. We dig into how modern marketing really works—interest-driven feeds, platform-native content, and the agility to ride timely moments without becoming a copycat. Luke breaks down why a strong vector logo, sharp product photos, and consistent design matter more than ever, and how a small brand can look and feel premium without big-spend campaigns.

From the kitchen to the customer’s table, quality is the throughline. We make the case that takeout packaging is an ingredient—because it changes texture, temperature, and taste—and share a simple test any operator can run to protect the experience. You’ll hear why menus are shrinking, cross-utilization is rising, and how inexpensive luxuries and protein-forward items are winning in a tight economy. Convenience stores are evolving into credible quick-serve options, while focused concepts and brewpubs prove that fewer items can mean higher consistency, lower waste, and better margins.

We also unpack smart inspiration from campaigns like Burger King’s geofenced promo, then translate those lessons to local operators: study each platform’s tone, post natively, and keep your digital touchpoints at the same standard as your dining room. Finally, we demystify AI. Treat it like an intelligent assistant. Start with a real challenge, ask for pitfalls and checklists, and iterate your way to faster, sharper execution. If you care about brand, packaging, and practical marketing that works, this conversation will sharpen your next move. If this resonated, follow the show, share it with a friend, and leave a quick review to help others find it.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wonder why some relationships feel effortless while others drain you dry? We unpack a simple framework that explains it all: the personal bank account. Every interaction makes a deposit or a withdrawal—at home, at work, and with customers—and understanding that ledger helps you prevent silent scorekeeping from turning into loud conflict.

We start with a candid story from marriage: a fun weekend away turns into cold shoulders at home. Not because love vanished, but because the balance shifted. From there, we map concrete ways to restore trust with targeted deposits—acts that match the withdrawal in kind. Then we take the model to the office. Missed deadlines, slow updates, or botched orders deplete your balance with colleagues and clients. We outline a practical playbook to rebuild: own the problem, communicate early, overdeliver, and add unexpected value. You’ll hear why the top reason customers leave is the belief that you don’t care, and how steady, visible care keeps competitors from prying the door open.

Next, we tackle negotiation and career strategy. New roles begin in the red because you’re paid before you’ve delivered results, and going too hard on salary up front can shorten your runway. We talk through smarter sequencing—prove value fast, then renegotiate from strength. Finally, we introduce the “scattering mice” effect: people and opportunities flock to those who want without needing. Neediness kills leverage in dating, sales, and pricing. With a vivid ticket-scalping story, we show how time pressure and fear flip power to the other side—and how options, clear limits, and genuine walk‑away power protect your terms.

By the end, you’ll have two durable rules: keep your relationship bank accounts in the black, and remove neediness from your decisions. Want it, don’t need it. Make deliberate deposits and hold your standard. If this resonated, follow the show, share it with a friend who negotiates for a living, and leave a quick review to help others find us.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wonder why some sales relationships thrive while others stall out? The answer might be simpler than you think. 

The formula for sales success isn't complicated, but it is profound: consistency builds confidence, confidence turns into trust, and trust becomes a relationship. This episode breaks down why 75% of what makes a top salesperson has nothing to do with sales skills—it's about showing up, following up, being likable, and being credible. These fundamental behaviors create the foundation for everything else.

Many salespeople struggle because they miss these basics. They might show up but fail to follow up consistently. They might be likable but not credible. Without consistency in every interaction, customers can't develop the confidence needed to trust you or your company. And without trust, meaningful business relationships remain out of reach.

We also explore a critical mistake many salespeople make—building a relationship only with the buyer. When that buyer leaves, your position becomes vulnerable. By developing multiple relationships throughout the customer's organization, you create a support network that helps maintain your account even during personnel changes. This approach has saved countless salespeople from being easily replaced when new buyers arrive with their own supplier preferences.

The principles shared in this episode extend beyond professional selling into all meaningful relationships. As illustrated through a personal story about winning over a spouse of nearly 40 years, the same consistency that builds business relationships also strengthens personal ones. Listen now to transform how you approach both your sales career and your most important connections.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

A 50-year career doesn’t happen by accident—it happens by learning fast, saying yes wisely, and teaching what you know. I sit down with Jeff Heeren, SVP of Sales at RJ Schinner, to unpack the real mechanics of growth in Jan-San distribution: how a family legacy informed his approach to markets, why leaving a minority stake opened a bigger path, and how a regional wholesaler became a national force with smart bets on footprint, private brands, and people.

Jeff takes us behind the scenes of pivotal decisions: acquiring small footprints and rebuilding them for delivery, the infamous Texas launch that ruffled feathers (and taught vital vendor lessons), and the moment national brands wouldn’t back RJ—pushing the team to build Empress and own its value chain. He explains how a flat hierarchy and radical transparency turn finance into a solutions partner, letting teams solve complex customer requests in minutes. We explore the template for national accounts—standing cross-functional rhythms, vertical expertise in med-surg and MRO, and operations that run like a Swiss clock.

The conversation widens to mentorship, talent, and the future. Jeff shares how Bill Stanley shaped his mindset, why young professionals thrive when given a clear path and autonomy, and how independents will keep winning even as consolidation rolls on. With onshoring rising and consumables demand steady, the next five years will reward distributors who invest through cycles, build brand equity, and keep decisions close to the customer. It’s a candid, practical playbook for sales leaders, operators, and entrepreneurs who want to grow without losing their soul.

If this resonated, follow the show, share it with a teammate, and leave a quick review—what lesson will you put to work this week?

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wondered why you often feel you're running out of time despite having the same 1,440 minutes in a day as everyone else? Discover the three major time suckers that are silently draining your productivity and learn actionable strategies to regain control of your precious minutes. Mike Mirarchi, your host of the Toilet Paper Salesman Podcast, breaks down how negative people, procrastination, and bad habits are holding you back and offers practical advice to eliminate these obstacles from your life.

Join us as we explore the importance of reducing time spent on distractions like social media and TV, and how to fill that newly freed space with productive activities. Mike discusses the transformative power of the 80-20 principle by Richard Koch, emphasizing the value of focusing on the most impactful tasks and relationships. Whether you're aiming to enhance your personal productivity or optimize your business efforts, this episode is packed with insights designed to help you maximize every minute of your day. Don't miss out on these essential tips to boost your efficiency and achieve your goals!

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever had a hilarious yet enlightening moment of miscommunication with your family? Join us as we kick off this episode of the Toilet Paper Salesman Podcast with a humorous story about a mix-up between my parents that brilliantly underscores the complexities of conveying messages accurately. We then unpack the three primary modes of communication—words, voice, and body language—to show you just how crucial it is to choose the right medium for your message, whether in-person, on video calls, or through texts and emails. Especially in sales, the way you communicate can be a game-changer.

Moving forward, we delve into strategies for mastering self-aware communication to boost your likability and success. By focusing on the art of listening and being attentive to others, you'll learn practical tips to become a more effective communicator. We also explore the three basic ways people process information—visually, auditory, and kinesthetically and how this knowledge can help you tailor your communication style to better connect with others. Stay tuned for a light-hearted finish as we touch on the indispensable yet unglamorous world of selling toilet paper. If our insights made you smile or think, don't forget to like and subscribe!

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

What if a simple piece of clothing could reconnect you with a long-lost mentor? In Episode 4 of the Toilet Paper Salesman Podcast, I share the touching story of how an old sweatshirt bearing the Huff Paper Company logo reignited memories and helped me find my way back to my incredible mentor, Phil Sullivan. Listen as I recount the years under Phil’s leadership, where I managed to increase sales by 30% annually for over a decade and open hundreds of new distribution accounts. Phil’s guidance was instrumental in shaping my career, and the journey to reconcile with him is filled with heartfelt moments and valuable lessons on the importance of mentorship and human connections.

This episode also takes you on an unexpected culinary adventure at the Pizza and Pasta Expo, where I stumbled upon Sopra Cheese’s mouth-watering ricotta. Rediscovering this fine ingredient rekindled my passion for exceptional cuisine and led to serendipitous encounters with old friends. From the unique story behind the Huff logo to the delicious world of ricotta cheese, tune in for an episode packed with personal growth, reconnections, and inspiring stories that resonate both personally and professionally.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wonder how the right leadership can unlock hidden potential? I share a personal story from my peewee football days, where Coach Bright recognized my strengths and placed me in the perfect position to excel. This episode is all about how great leaders, like Coach Bright, harness their team's unique skills, foster trust without micromanagement, and create a flourishing workplace environment. Learn how effective leadership involves more than just assigning tasks but also understanding each team member's capabilities and encouraging them to shine.

Curious about the small actions that set exceptional leaders apart? We dive into the traits that define impactful leadership—allowing employees to challenge decisions, showing genuine care for their personal lives, and expressing appreciation through simple yet meaningful gestures. Hear anecdotes that illustrate how consistent, supportive actions, especially during tough times, make employees feel truly valued. Discover how these qualities can transform your leadership style and build a cohesive, motivated team. Tune in for a refreshing take on leadership that goes beyond the ordinary, offering practical insights to help you lead with compassion and effectiveness.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wondered why some salespeople consistently outperform others? Discover the secret sauce to becoming a standout in sales with our latest episode. I reveal that mastering the basics is your key to success. Uncover the three pillars of great salesmanship: showing up, following up, being likable and credible, and perfecting your sales skills and product knowledge. Learn how to create an atmosphere where deals practically close themselves by embracing authenticity, curiosity, and a genuine interest in your client's needs.

Sales meetings are your battlefield, and preparation is your best weapon. This episode dives into the dos and don'ts of sales meeting etiquette. Avoid common pitfalls like oversharing personal issues and understand why setting appointments trumps cold calling. Treat your sales territory like your own business—be persistent but not pesky, and dress to impress. I share insights on creating a neutral, positive environment that encourages client engagement and closing deals. Tune in for practical advice that can transform your approach and elevate your sales game to new heights.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Ever wondered what you can learn from a Toilet Paper Salesman? Join me, Mike Mirarchi, as I kick off the first episode of the Toilet Paper Salesman Podcast and reveal the surprising journey that led me here. From growing up in a middle-class family to navigating the unpredictable path to college and a successful sales career, I share the lessons that only four decades of experience can provide. This episode is your gateway to understanding how small, incremental changes can bring about monumental improvements in both your personal and professional life.

Support and resilience are at the core of significant life decisions, and that's exactly what you'll hear about next. I dive into the critical importance that having your spouse's support when starting new a business venture. You'll get a front-row seat to my return to Huff Paper and the invaluable lessons in sales, management, coaching, and training that led to my book, "Sales Wisdom from a Toilet Paper Salesman." Finally, you will learn about my journey to RJ Schinner in my role as VP of Sales for the Northeast. Packed with personal anecdotes and insights on leadership, this episode is a treasure trove of motivation and practical advice you won't want to miss.

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

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi