Co-Founder and Chief Strategy Officer, Wavelength Labs
Veteran facilitator and organizational strategist. Writes about what actually happens in the room when salespeople learn to read people.
Tom Riggs is Co-Founder and Chief Strategy Officer of Wavelength Labs. He has spent more than fifteen years in front of sales teams, facilitating training for thousands of professionals across financial services, manufacturing, automotive, insurance, and healthcare.
Tom's perspective comes from the room. He has watched the moment a seasoned rep realizes they have been selling the same way to every buyer for twenty years. He has seen the difference between a team that nods along and a team that changes. That distinction is what he writes about.
At Wavelength Labs he leads organizational strategy and continues to facilitate workshops. He writes about adaptive selling, why top performers cannot explain what makes them good, and the gap between what managers are asked to do and what they have time for.
Learn more about Wavelength Labs and the rest of the team.
May 2026
Sales managers spend 13 hours a week coaching but 48% say they need better coaching skills themselves. AI role-play doesn't replace managers. It handles what they don't have time for.
May 2026
Top performers have an instinct for reading buyers. But when you ask them to explain it, they can't. That makes the skill impossible to transfer, unless you name it.
March 2026
Buyers make decisions differently. Recognizing those patterns in real time and adjusting how you sell is the single most impactful skill a salesperson can develop.
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