Founder & CEO of Hunt Big Sales
Tom Searcy talks to Bill Ringle on My Quest for the Best about systems that succeed and how to create explosive growth.
Listen to this interview to learn:
- How to build systems that allow you to repeat your successes.
- How to minimize risk in going after big sales.
- The advantages of tracking your success through the measurable success of your clients.
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1:23 Tom discusses how he entered the world of Big Sale Hunting, through large account selling.
2:05 “What I learned, I learned through some trial and error. You can make some really big mistakes when you’re trying to sell big companies.”
2:18 Tom says he had to build a system for sales, rather than relying upon networking, relationships, luck, or right timing.
3:15 Bill and Tom discuss minimizing risk: “There are a lot of pieces to minimizing the risk…you need to run it as a regular system or process to make it happen.”
3:35 Tom gives Bill three brief ideas around minimizing risk: 1. A business owner must figure out what is the best opportunity for them. This eliminates “between 90% and 95% of ideas that might look good,” but are really what he calls a ‘Black Hole Prospect.’
4:06 A business owner must know up front what the characteristics of successful relationships are.
4:10 The second idea around minimizing risk: A business owner must know their own capacity and goals, and be able to climb the ladder rather than take a running leap across a chasm.
4:40 The third idea around minimizing risk: A business owner should not hunt one large account at a time, but rather one should hunt multiple accounts at a time.
4:58 “By defining what that stretch account is on the ladder of your growth, you put yourself in a good position to only get those kinds of accounts that fit into a plan or a pattern.”
5:15 Bill uses a pool analogy to describe setting oneself up for future growth and success.
5:41 Before entering a deal with a large and impressive company or entity, one must know both the qualifying and disqualifying attributes of said company.
6:10 Tom cautions against lack of research on how entering into a relationship might cause lack of goal completion.
6:30 One must be strategic rather than purely optimistic.
7:09 Tom discusses some questions he might ask his clients prior to meeting with a big potential large account.
9:27 A business can get ahead of their competition by asking multifaceted and non-standard questions that tell them more about their potential clients and accounts.
10:26 If a potential client or business does not have long term goals or has not considered what improvement they wish to make in six months, then they are likely not going to be good partners, nor are they serious about their business.
12:13 By asking these questions, the risk is not only reduced for the company, but also for their potential clients.
13:36 Tom tells us about a solution that enables to him and his company to connect with ideal clients and grow his business, in spite of the rapidly changing marketplace, and social media has been central to that growth for him in the last six months.
14:19 “Social media puts together people who have unique problems that are specific to the kinds of problems we solve… and that gives a lot of endorsements in the social media space for the benefits we bring the client.”
19:20 Engaging on multiple platforms, especially social media, can attract new clients, and allows a welcoming and easy experience for them.
20:08 Tom talks about why and how he became a consultant: he was asked to do some consulting for companies, and although he had the ultimate goal of buying a company, he began having fun as a consultant, so he began his own consultancy.
22:40 “When you sell growth and can deliver on that promise, let me tell you, things roll forward better.”
Tom Searcy, the foremost expert in large account selling, has made a career out of doing big deals and creating explosive growth. By the age of 40, he had lead four corporations, transforming annual revenues of less than $15 million to as much as $200 million in each case.
As the founder and CEO of Hunt Big Sales, a fast-growth consultancy and thought leadership organization, he’s helped clients transform the way they do business and close deals they would have never thought possible. With Tom’s guidance, Hunt Big Sales clients have closed more than $4 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 is a successful speaker who shares the secrets behind explosive sales growth with audiences around the world. As a regular contributor to the Inc. Magazine conferences and Vistage International, the leading organization for CEO thought leadership, he’s introduced more than 5000 CEOs to the concepts that can lead to their biggest deals ever.
He is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business, the co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, and regularly blogs about sales strategies and techniques.
For more information, visit him on the Hunt Big Sales website.
Contact Info for Tom Searcy
Business Name: Hunt Big Sales
Business Phone: 317-816-HFBS (4327)
Web address: Hunt Big Sales
Travels From: Indianapolis, IN