Tom Searcy joins Will on this episode of the Salesman Podcast to discuss how to close those BIG accounts that everyone has in their industry.
Audio
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Close The HUGE Accounts
The show is kicked off with Tom explaining the benefits of going after the big accounts VS spending time trying to close more, smaller ones.
“When you land the larger accounts it’s better for you, it’s better for your company. I gotta tell you, nothing tastes better than taking a big deal away from one of your competitors.” – Tom Searcy
The show is wrapped up with Tom explaining the concept behind mastermind groups and their importance as a tool to accelerate growth both in and outside of the world of sales.
“The lower level people used to have authority and power in making small decisions to buy […] a decade ago that was slowly taken away from them.” – Tom Searcy
Tom and Will also cover –
- The benefits of closing bigger accounts
- What size deals you should be aiming for
- The difference between prospecting management and the C-suite
- Mastermind groups for sales professionals
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Partner: ClearSlide
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It enables you to track when prospects open emails or views documents you’ve sent, and helps you engage with your customers.
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Guest info:
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, growing them each from revenues of less than $10 million to greater than $100 million, and in the last case from startup to greater than $200 million; each in less than four years.
Since then, Searcy founded Hunt Big Sales, a fast-growth consultancy and thought leadership organization. With Searcy’s systems, Hunt Big Sales clients have landed more than $8 billion in new sales with 190 of the Fortune 500 companies, including 3M, Disney, Chase Bank, International Paper, AT&T, Apple and hundreds more.
Show notes:
Whale Hunting: How to Land Big Sales and Transform Your Company
How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker
