Tom Searcy is a nationally recognized author, speaker, and top-tier expert in large account sales. On this first and exciting episode of the brand new Sales Leadership Show, Tom explains the exact steps that sales leaders need to make to help their sales teams close massive, mega, huge deals.

Resources:

Tom’s LinkedIn

HuntBigSales.com

Book: How to Sell In Place: Closing Deals in the New Normal

Transcript

Will Barron:

Coming up on today’s episode of the Sales Leadership Show, who’s more important in this equation of getting the deal done? Is it sales leadership, or is it salespeople? And then, I guess, specifically rockstar salespeople.

 

Tom Searcy:

Sales leadership. Oh, there’s a variety of reasons to that statement.

 

Will Barron:

Is there a process to close a large deal on to design the process behind a deal?

 

Tom Searcy:

If you take each of the stages along a sales process to know whether you were winning or losing, it’s an exchange of information and peer-to-peer conversation.

 

Will Barron:

Nobody’s ever said that, Tom. That is absolutely… I’m not lost for words. I’m just trying to process it because I feel like that’s almost a podcast in its own right. I love it.

 

Tom Searcy:

The excuses of losers. I’m so tired of this idea of salespeople going around, “Please, sir. May I have some more?”

 

Will Barron:

Hello, sales nation. Welcome to the Sales Leadership Show. I’m your host, Will Barron, and on today’s episode, we have a complete legend. He’s been on a bunch of our different podcasts over at salesmen.org over the years. He’s always fun to interview and record. Where we have Tom Searcy, is the CEO and founder of Hunt Big Sales, which you can find over at huntbigsales.com.

 

Will Barron:

And on today’s episode of the show, we’re getting into what leadership can and should be doing to help their teams close more big, big, big sales. Everything we talk about is available over at salesleadership.org in the show notes. And so, with that said, let’s jump right into it.

 

Sales Leaders Versus Salespeople: Who is More Important When Closing Big Deals? · [01:43] 

 

Will Barron:

On today’s episode, we’re going to get into what leadership can do to support salespeople closing, not just any sale, but I’m going to go beyond big here. Huge sales. That’s what I want the audience to be aiming towards after the end of this episode. But with that said, who is more important and I’m going to… I think I know which way you’re going to go because we’ve done a slight bit of preparation before the show, but so there’s a massively leading a loaded question, but who’s more important for an organisation who wants to close massive, massive sales, Tom? Who’s more important in this equation of getting the deal done? Is it sales leadership, or is it salespeople? And then, I guess, specifically rockstar salespeople.

 

“If it’s a huge opportunity, it’s not an off-the-shelf product. This is going to have something that’s got customization too. That could be pricing, terms, conditions, features, all sorts of elements because if it’s huge, it’s not off-the-shelf.