Shownotes
This week on Mind Your F**king Business, we have the immense pleasure of learning from Tom Searcy, a renowned expert in B2B sales strategy and the mind behind Hunt Big Sales. With a rich background in operations and a track record of aiding companies in doubling their size by targeting large accounts, Tom brings a blend of practical experience and strategic insight. Having scaled companies from under $10 million to over $100 million in annual sales, Tom’s consultancy specialises in helping businesses between $5 million and $250 million in annual sales achieve extraordinary growth. His systematic approach to sales is essential knowledge for any organisation looking to capture big contracts and drive substantial revenue.
In this episode, Tom shares the different stages of his process for successful sales, emphasising the significance of alignment and accurate problem identification before crafting proposals and closing deals. We delve into the power of personalised closing statements to reassure clients and differentiate from competitors, along with the importance of leveraging customer references to build trust and overcome objections.
Tom and Dominic discuss the challenges of being perceived as a risky option compared to larger competitors and how to address client fears to close deals effectively.
If you struggle to stand out in this crowded marketplace, download, watch and listen to the full conversation today!
On today’s podcast:
- Tom’s Stage-Gate Sales Process
- Removing the sales stigma
- How to maintain your credibility during the sales process
Follow Tom:
Hunt Big Sales
LinkedIn
The Secret to Big Sales
Recommended reading:
The Challenger Sale
100m Offers
100m Leads
Mentioned in this episode:
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