With AI exploding, layoffs making headlines, and SDR roles evolving fast, a lot of reps are asking the same question: should I stay in software sales… or pivot?

In this episode of Sell That SaaS, I sit down with Dave McCarl — 20+ years in sales and over a decade in tech — to break down what’s actually happening in the industry. We talk AI vs human sellers, enterprise psychology, Latin America’s growing tech opportunity, partnerships, career intentionality, and why being a “Swiss Army Knife” rep might be your unfair advantage.

If you’re an SDR, AE, or thinking about breaking into tech sales, this is the real conversation.

I had one of my favorite conversations on the podcast with sales training expert Morgan Ingram. We get into what’s broken in sales training today, why coaching matters more than ever, and how top SaaS reps actually win deals. This episode is packed with real-world insight from someone who’s been in the trenches.Find Morgan on LinkedIn: https://www.linkedin.com/in/morganjingramamp/

Tom and I talk about leaving behind what others think you should do, and truly walk in your purpose for your career.

Do you find yourself doing things just for the money?

How about doing things because people told you it’s what you’re supposed to be doing?

These are things that will keep you down. Work should feel like play, even on the days it feels like hard work.