Quick Summary
This week on Mind Your F**king Business, Dominic Monkhouse chats with B2B sales expert Tom Searcy, founder of Hunt Big Sales. Tom shares his proven strategies for landing large contracts and scaling businesses from $5 million to $250 million in annual sales.
They explore aligning sales strategies, crafting winning proposals, and using personalised closing statements to build trust. Tom also tackles overcoming client fears and competing with bigger firms to close high-value deals effectively.
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Who is Tom Searcy
Tom Searcy is a recognised author, speaker, and foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. He is a two-time winner of the Global Gurus “World’s Top 30 Sales Professionals” coming in at #5 in 2024 and #1 on the list with a focus on big sales.
By age 40, Searcy had led four corporations, growing each from revenues of less than $10 million to greater than $100 million, and in the most recent case from a startup to a company leader of more than $200 million, each in less than four years. This growth was organic and achieved without buying, selling, or merging any of the four corporations. He grew these companies through a large account sales system he developed and implemented.
Since then, Tom founded Hunt Big Sales, a fast-growth consultancy and thought leadership organisation. With his systems, Hunt Big Sales clients have landed more than $21 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple, and hundreds more.
Tom’s revolutionary ideas are now more accessible than ever. He is the author of The Secret to Big Sales: Use Executive Language to Close More Deals, How to Sell In Place: Closing Deals in the New Normal, Life After the Death of Selling: How to Thrive in the New Era of Sales and 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, and How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker. He has written weekly online columns for Forbes, CBS MoneyWatch and Inc.com, with a combined monthly readership of 38 million.
Takeways
- Tom’s Stage-Gate Sales Process
- Removing the sales stigma
- How to maintain your credibility during the sales process
What you’ll learn from Tom Searcy
02:47 – The Genesis of Hunt Big Sales
04:32 – Closing The Sale: A Peer-to-Peer Issue
07:52 – Dealing With The ‘Sales’ Stigma
11:06 – The Stage-Gate Sales Process: Removing Fear and Maintaining Credibility
21:21 – Bringing Agility To Closing Deals
24:58 – The Different Stages of The Sales Process
26:56 – The Importance of Closing Statements
28:50 – Why Do Deals Stall?
31:00 – Only The Informed Will Survive
32:49 – Want To Be Great? Invest In Your Craft
35:05 – Tom Searcy’s View On Sales Commission
38:47 – Book Recommendations