Nov 25, 2014
About Today's Guest
Tom Blue was a Mississippi boy until he was 10, then
moved so SoCal where he sharpened the entrepreneurial skills his
grandfather passed on. Now he resides in Boulder, CO where he makes
cool software to help professional salespeople, sales managers,
business owners and entrepreneurs get hot leads sent to their
Tools To Thrive
- Automate Your Sales &
Marketing: To build a business that scales you need
processes and automation. Since 2008 I've used this tool to do just
that. Watch this demo to see how it
can help you, too.
- Sell More, Faster, At Higher
Margin, With Less Stress and More Fun: Get the inside
scoop on how I made selling a profession with this program. Use
promo code "podcast" to get $30 off.
- Start Blogging Today: If you are new to blogging and
need to put up a quick site and get real help with your hosting,
try Bluehost. I've tried them all - GoDaddy, Hostable,
HostGator, etc. All were good and bad. In December 2013 I took a
long hard look at Bluehost, and what I found was nothing short of
amazing. Their free domain service with the purchase of hosting,
their 1-click WordPress setup and great customer service is what
every new blogger and entrepreneur needs. Use this link for The Sales Whisperer discount.
- Tom looked up to his grandfather who started a lot of
businesses and it seemed really interesting and “it never seemed
- He attended USC where he saw the power of being an entrepreneur
but he didn’t launch his own venture right out of college in
- The internet was really taking off and he was doing coding for
Hughes Aircraft. Next thing he new he was teaching database
development courses at USC.
- He got a coding job at an ad agency but he noticed the
recruiter that got him that job “didn’t seem to work very hard.”
(See a trend here?:-)
- Tom then started a recruiting business to put techies into
California companies. He would target VC firms and the companies
they were funding and/or bringing on new staff and reach out to get
them as clients. This took a lot of time so he decided to create a
system to streamline it.
- In 2000 the writing was on the wall that the DotCom bubble was
bursting, so he started exploring his new business that became
Lead411, which focuses on salespeople because in good times and
bad, companies need good salespeople.
[Tweet ""In good times and bad, companies need good salespeople"
- He considers himself an entrepreneur but he had to learn how to
be a salesperson. He learned he had to uncover what was important
to the client then go find that right person for them.
- You need a network of people that trust you as well so it’s all
relationship building. Most coders hate recruiters so he has to
convince them that he’s looking out for their best interest.
- He started Lead411 as a free offering in May 2001. After 9/11
the VC options collapsed and he was forced to charge for the
subscription, but when he launched he stamped “beta” on the launch
and let people know they would charge for it eventually.
- They did keep a freemium component to keep people around.
- Looking back he would’ve charged more in the beginning.
[Tweet ""It's okay to charge more in the beginning!" says
- He's not a Data.com or ZoomInfo but he is looking to grow his
offering. More of his clients are looking for more contacts.
- Has had a team in India for 10 years. Uses tech to find the
news and live editors to make sure the data is accurate and not
- Everyone is virtual in his company. One salesperson in Santa
Barbara, Sales assistant in Arizona, Developer in Boston, data
entry team of 10.
- Boulder has the most startups per capita so he moved there to
grow his business.
[Tweet ""Go where the growth is. It really is that simple," says
If you liked this episode, please let me know on Twitter.
Thank you for checking out this session of The Sales Whisperer®
podcast. If you haven’t done so already, I would love if you left a
quick rating and review of the podcast on iTunes by clicking on the link
below! It would be extremely helpful for the show! Thanks again,
and Good Selling! Peace!
Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
Order a signed copy of Wes's new book, "The Sales Whisperer®
Use these resources to grow your sales:
Check out earlier episodes of The Sales Podcast: