#167: Tom Castley – Understanding Customer Problems with Hypothesis Building

December 13, 2022

In this week’s episode of Scale Your Sales Podcast, my guest Tom Castley is an inspiring sales leader and an avid campaigner for diversity in sales.


Tom Castley recently led the launch of Outreach in EMEA and is now leading sales for Hook, an exciting UK startup focused on helping SaaS companies maximize Revenue to Renewal performance.


Welcome to Scale Your Sales Podcast, Tom Castley.




00:00 – Hook the Revenue Growth Platform


03:20 – The SaaS environment knows more about its prospects than their customers


05:55 – The emotional appeal of a Hunter rather than a Famer, organisations must focus on recognition.


08:40 – Relationship with the Customer: marketing handling food that has already gone off.


11:35 – Intent to churn or expansion index to assess growth account or need for investment.


14:30 – Anchor discovery process in customers’ language with hypothesis XABC


20:15 – Tom looks beyond his success of gender diversity to cognitive diversity to push the envelope because it is self-serving; gender-diverse people stay longer and perform better.


27.00 – END




Janice B Gordon is the award-winning Customer Growth Expert and founder of Scale Your Sales Framework. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.


Book Janice to speak virtually at your next event https://janicebgordon.com 


LinkedIn: https://www.linkedin.com/in/janice-b-gordon


Twitter: https://twitter.com/JaniceBGordon


Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast


More on the blog https://scaleyoursales.co.uk/blog


Instagram: https://www.instagram.com/janicebgordon


Facebook: https://www.facebook.com/ScaleYourSalesJBG

Leave a Rating

How useful was this post?

Click on a star to rate it!

Average rating 5 / 5. Vote count: 1

No votes so far! Be the first to rate this post.

Recent Podcasts

About Us
Scale Your Sales Janice B Gordon

We work with Chief Revenue officers, Sales Leaders, and SaaS Founders identify their best-paying customers, retain more of them, and modernise for a customer and buyer-centric relationship.

Let’s Socialize

Popular Post