Sales Reimagined: Cam Tolman's Journey to Authentic Connections and the Pitch Down Method

Well, in a world filled with AI, um, automation scripts, and increasing human communication, why do you feel like genuine human connection is becoming more valu- valuable versus less valuable?

HI is my methodology.

Human intelligence is what we're all craving.

Curtis, we can get real personal, we could get real real about this, but it's a lonely world out there.

And the more machines and screens take over our attention, the one way to stand out today is to go where far, [laughs] frankly, almost nobody is, and that's human.

That's face to face.

That's a handshake.

That's a, a Zoom call, a phone call like this, a postcard in the mail, a handwritten note.

I, I see more in my inbox coming from automated machines trying to do a salesperson's job, and yes, can it get reach? Can it produce volume? Can it [laughs] spread like wildfire while I'm sleeping? Of course.

And there are some amazing efficiencies that come with AI.

I use it myself every day, but I don't use it to try and connect with humans who need to talk to other humans with empathy, with heart, with love, with understanding, with true recommendations and, and learning and re- understanding whether this is an interaction that should or shouldn't happen.

AI's gonna say, "You should buy.

You should buy.

You should buy." Humans should say, "No, I don't think this is a good option for you.

I don't think this is a good purchase," or, "This is a great purchase, and here's why." That human interaction, in my opinion, is gonna be the differentiator in 2026 and beyond because it's just frankly hard to find a good human that'll actually put in that effort, talk to you, and humans wanna be heard.

They wanna be understood.

Well, what do you feel is the biggest mistake that people make when trying to be authentic, and give some b- best practice tips on how people can become more authentic in their conversation.

I love that one.

Authenticity is where you're gonna really feel heard.

You're gonna feel understood, and people buy from people they know, they like, and they trust.

And it's pretty quick and easy to understand when somebody's being unauthentic, and trust is gone immediately.

Authenticity comes from, frankly, what it is, just being yourself.

If you're an accountant, be an accountant.

You don't need to dress up as some slick, smooth-talking salesperson if that's not your personality.

If that's not raw and genuine in your bones, in your DNA behavior, don't do it.