Tom Miller has led sales, marketing, product management, and P&L growth for both public companies and startups, participated in multiple IPOs, and led strategic acquisitions on both the buy and sell side. He is the author of 'Call Your Shots,' where he codified his frameworks for creating winning in business — most notably the idea of the 'value exchange event' as the fundamental unit of any business and the 'shot caller' who imprints a predictable, repeatable operating framework onto a company. He was host Anthony Enrico's CRO at Emailage, where the two ran what they called the 'interlock plan.' His through-line: winning isn't luck or genius but a discipline that can be engineered — 'winning as a service.'
Thomas Miller on value misstacking, worthiness over price, and gravity as the universal law of business
Thomas Miller on the inner core, the value triangle, and why RevOps needs plumbers and poets
Tom Miller on the value exchange event, operating plans, and engineering repeatable winning
“One of the traps I write about in the book, I call it value misstacking: you perceive that the higher value is either emotional or it's functional, and you stack incorrectly in your messaging and your content and the way you train your salespeople, and you leave a lot of value on the table.”
“The other common mistake is that you just throw it all up in the air — the old spaghetti on the wall analogy — as if the market will sort it out.”
“When you raise the cost of customer thinking, you never get rewarded, you get punished, because it is not the job of the marketplace to figure this out for you.”
“The only unit of measure we use is price, but price and value are totally different things.”
“I don't think in terms of economic value anymore, I think in terms of worthiness.”
“Looking at a price answers none of those questions. So I needed another way to measure a unit of value, and there was no way to measure it. So I made one up.”
“How does the universe organize itself? Through the force of gravity — heavier objects will pull less heavy objects towards them. And that felt somewhat like the way the relationship between vendors and customers worked.”
“Before the market knows about it, it's extremely valuable. I refer to the innate value of any offer as just its mass — just sitting there, how much mass does it have?”