Accelerate Podcast with Andy Paul
March 22, 2016

On Accelerate! Now: Episode 117 with Tom Searcy. Small Business Needs to Shift Their Mindset to Compete For Bigger Deals.

Tom Searcy is the author of the book, Life After the Death of Selling: How to Thrive in the New Era of Sales. He is also co-author of the book, Whale Hunting: How to Land the Big Sales and Transform Your Company. In this episode, Tom and I discuss how small businesses have to change how they think and act to compete with larger companies for bigger deals. Among the topics we discuss are:

  • Why do some of the “Experts” say that ‘sales’ is dying?
  • What do U.S. Department of Labor statistics indicate about future sales employment?
  • How the consultative model is changing in sales.
  • Why small businesses have to solve bigger problems to stay relevant to their customers.
  • How smaller companies must structure themselves to go after the bigger deals.

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More about Tom Searcy

What's the most powerful sales tool in your arsenal?
Questions

Name the one tool or app you use for sales or sales management that you can’t live without.
Pipeliner

Who's your sales role model?
My dad

What's the one book that every sales person should read? 
The Effective Executive by Peter F. Drucker

Contact Tom Searcy

Contact Tom:

Website: http://www.huntbigsales.com

 

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Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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