Salespeople are magicians, but it’s not their mojo that does the bulk of the work; it’s the systems and processes that enable them to do their magic in the first place. That is the philosophy that Tom Searcy goes by as the founder and CEO of Hunt Big Sales, a sales strategy company that boasts a proven sales system that represents the pinnacle of large sales. Joining Doug C. Brown on the show, he elaborates on this process-driven approach to sales and how it can be used to consistently beat industry giants to the sale even if you are a relatively small player. Following this approach enabled Tom and his team to land 190 of the Fortune 500 companies over the course of his career! And no, it’s still not magic.
At the end of this episode, Tom will tell you how you can access his Sales Growth Assessment. Take it. It’s incredible!
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About Tom Searcy
Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. By the age of 40, Searcy had led four corporations, transforming annual revenues of less than $15 million to more than $100 million in each case.
Since then, Searcy founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With Searcy’s guidance, Hunt Big Sales clients have landed more than $5 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.
Searcy’s revolutionary ideas are now more accessible than ever. He is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business and co-author of Whale Hunting: How to Land Big Sales and Transform Your Company. Searcy’s newest book co-authored by Henry DeVries, How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker, was released by McGraw-Hill in November 2012. Searcy’s expertise has been quoted in The Wall Street Journal, Financial Times UK, and Inc. Magazine.
Searcy has also established himself as a nationally renowned speaker. He has spoken at the Inc. 500/500 Conferences, and Vistage International, the leading organization for CEO thought-leadership, where he is ranked in the top 1% of speakers. He’s also a member of the Million Dollar Speakers Club for the National Speakers Association. Searcy has spoken to more than 5000 CEOs internationally about explosive growth sales.
Specialties: Sales process development and training for large and complex account sales. Key Account deal coaching. Sales leadership and executive leadership development for explosive growth.
• Large Account Sales Strategy
• Key Account Deal Coaching
• Fast Growth Consulting
• Sales Systems
• Sales Processes
• Sales Workshops
• Keynote Speeches