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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

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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

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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

Link to RJ Schinner Co, Inc: RJ Schinner | Home

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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

Link to RJ Schinner Co, Inc: RJ Schinner | Home

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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

Link to RJ Schinner Co, Inc: RJ Schinner | Home

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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: 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 RJ Schinner Co, Inc: RJ Schinner | Home

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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: 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 RJ Schinner Co, Inc: RJ Schinner | Home

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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: 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 RJ Schinner Co, Inc: RJ Schinner | Home