Hunting Big Sales with Tom Searcy

Hunt Big Sales Blog

Insights for Finding, Landing and Harvesting Whale-Size Accounts

Latest "MoneyWatch" Posts

Overcome the fear factor

Prospects make purchase decisions based in part on what they can sell now and defend later

Posted by admin in MoneyWatch, Prospecting, Sales Strategy.

How to foil the bogus ‘expert’

What to do when a prospect’s in-house guru threatens to stop your proposal in its tracks

Posted by admin in MoneyWatch, Personal Development.

Be ruthless about preparation

How to manage your sales team’s eleventh-hour fear, panic, and frustration

Posted by admin in Meetings/Presentations, MoneyWatch, Personal Development, Prospecting.

How to win a fight in sales

What to do when someone on the other side of the negotiating table gets hostile

Posted by admin in MoneyWatch, Personal Development, Sales Skills.

Workplace dispute? Try mediation

Turning to a professional mediator can save time and money when sales contracts go bad — and your peace of mind

Posted by admin in MoneyWatch.

A cure for toxic salesperson syndrome

The sales world is full of jerks, but psychologist Dr. Bruce Heller says they can be rehabilitated

Posted by admin in Hiring/Firing/Paying, MoneyWatch, Personal Development, Sales Strategy.

How businesses can get seen, heard, and admired

Companies should make a priority of raising their visibility in the media and in their market

Posted by admin in Business Strategy, MoneyWatch, Tom's Misc. Rants.

How not to lose that big deal you just won

Landing a big contract is the beginning, not the end, of the sales process

Posted by admin in MoneyWatch, Sales Skills, Sales Strategy.

Gaining commitment

Commitment can be gained from customers when they can see the road map and how they will transition once the contract is signed

Posted by admin in MoneyWatch, Prospecting, Sales Skills.

The truth about liars

There are times when prospects might not be telling the truth about their position in negotiations – here are the red flags and how to approach them

Posted by admin in MoneyWatch, Personal Development, Prospecting, Sales Skills.