Tom in the News

Tom Searcy News and Events

Stay up-to-date on Tom Searcy in the News, along with upcoming events, in which you can see and hear him speak about not only how to thrive in the Lifer After the Death of Sales but also ways to grow your company explosively.

Five Resources Your Sales Team Needs in the New Era of Sales

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The era of sales has changed – and that means your sellers might not have the resources they need now. Significant shifts in the business-to-business (B2B) buying process have transformed selling as we know it, and hard work, charisma, and a bloated database of personal contacts is no longer enough for your sales force to…

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5 Ways CEOS Can Help Their Company Get Back its Sales Swagger

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Tales of struggling heroes or teams who were broken down yet overcame obstacles to win always seem to capture our attention. All blockbuster superhero movies have a pivotal moment when the invincible character is vulnerable, and that is not unlike what your sales team might experience.

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3 Realities CEOs Must Accept to Succeed in the New Era of Sales

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“What keeps you up at night?” If you are like most CEOs, you want to know how to grow your business by getting new customers. In fact, when asked which was more important, growth or operational efficiency, 72 percent of CEOs cited growth as more important, according to the 2015 KPMG’s CEO Study. But growth may…

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Which Sales Strategy Is Right For Your Business?

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It is estimated that by 2020, customers will manage 85 percent of purchase transactions without talking to a human (Gartner Group). Your company can take advantage of this shift by creating efficient, accurate, timely, and cost-effective transactions…

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5 Questions to Help CEOs Evaluate the Effectiveness of Their Company’s Sales Strategy

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A Japanese CEO of a manufacturing company was once asked how far into the future the company’s strategy was planned. His answer was, “Five hundred years.” While planning a strategy that will guide a company for the next five hundred years is a little long for most CEOs, it does point to an important principle—the core…

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3 Sales Measures that Matter Now

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Sales performance won’t change if you measure the wrong things. Superfluous measures can distract us from asking the more important question—“What should I measure to know the progress of the sales force on the road to winning?” Below are three measures you might find helpful for tracking your sales team’s progress…

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New Era of Sales Calls for a New Type of Seller

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In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed…

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It’s Time to Adapt Your Sales Team’s Compensation to the New Era of ‘Team’ Sales

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A new era of sales is ushering in that will eliminate of over 1 million jobs from B2B sales over the next five years, according to Forrester, and companies need to adapt their sales strategies now to better position themselves for the selling model of the future…

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Today’s Sellers Must Educate and Guide Buyers

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Forget pitches. Forget talking about features. Forget old-school persuasion tactics. Those will not work in today’s selling world…

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How B2B Customers Really Buy from Mid-Sized Companies

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If you attend the average weekly sales pipeline review of a mid-sized company, you might believe there is a straight, process that business-to-business (B2B) buyers follow when making a commercial purchase in the sales process. Maybe this was true a decade or two ago, but the 2015 McKinsey Quarterly report indicates that the process B2B…

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Interview: Facing and Overcoming the New Realities in B2B Sales

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Since the advent of the Internet, the B2B buying process has been changing dramatically. And while some sales operations may prefer to ignore these developments and their far-reaching ramifications, the future belongs to those who acknowledge the realities and take the necessary steps to adapt…

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3 Reasons Deals Get Stuck (And How to Unstick Them)

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Stuck deals are often why it’s called “selling” rather than “order taking” – and longer business-to-business (B2B) sales cycles mean there are even more opportunities for sales deals to get stuck (or die) in the process…

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Life After the Death of Sales: What the Next 5 Years Will Look Like

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Extinction is what happens once our shared history of what works takes us past the point where we need to adapt. Consider CEOs in sales companies (like mine): We’re past the point of where we need to adapt, because the world of sales is no longer as it was….

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Sales Strategy Aligned With Your Business Strategy?

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Is there a misalignment between your company’s sales strategy and your business strategy? Perhaps you are driving toward significant growth, but your sales force is chasing small accounts that will never result in enough revenue for your company to achieve your goals…

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7 Responsibilities Sales Managers Must Own

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Shifts in the business-to-business buying process have transformed selling as we know it. In the past, salespeople had a fair amount of control. They were given a territory, a pricing structure, a margin target and a set of products and services they could offer, and then sent off into the wild blue yonder…

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Why Middle Market Companies need to Ditch Consultative Selling

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The conspiracy to keep sales people away from executive decision-makers by trapping them in purchasing processes conducted by non-executive gatekeepers is real. You are not imagining it. Organizations continue to seek efficiency through automating…

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Will Sales People Still Matter in 2015?

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Buying processes change selling processes—not the other way around.

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