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.

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,

Steve Benson is the CEO and co-founder of Badger Maps. Badger Maps helps outside salespeople to sell 20-25% more.

On this episode of the Salesman Podcast Steve explains how we can outsell the recession and gives some extra tips for field sales professionals.

Resources:

* Steve on LinkedIn* Outside Sales Talk podcast* Badger Maps

Steve Benson is the CEO and co-founder of Badger Maps. Badger Maps helps outside salespeople to sell 20-25% more.

On this episode of the Salesman Podcast Steve explains how we can outsell the recession and gives some extra tips for field sales professionals.

Resources:

* Steve on LinkedIn* Outside Sales Talk podcast* Badger Maps

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12 months. Thousands of you voted this episode with Geoff Woods “Best Of 2020”.

Geoff Woods is the Vice President of The ONE Thing and hosts The ONE Thing podcast, which is in the top 5% of all podcasts in the world.

In this episode of The Salesman Podcast, Geoff explains how we can become extraordinarily productive and achieve extraordinary results in our sales roles.

Resources:

Geoff on Linkedin

The ONE Thing podcast

Book: The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results

The1Thing.com 

The One Thing Goal Setting Retreat 

Transcript 

Will Barron:

On this final best of 2020 episode, as voted on by you guys, Sales Nation, over 1,000 of you voted, which is incredible. I thank you for the feedback on this. We have the legend that is Geoff Woods. On this episode, we started by talking about productivity, extreme productivity, how it’s become extremely productive for both your sales job and your work life and just your life in general. Then Geoff starts to kick my ass little bit live on air. You got to see essentially a coaching session from Geoff helping me become more productive in real time. I’ve gotten tonnes of feedback from this, tonnes of comments on LinkedIn, YouTube, and everywhere else it was posted, and so I know you got a tonne of episode out of this the first time round. If you missed it, here you go. This is the episode with Geoff. Just before we get into it, I just want to say thank you.

 

Do Salespeople Need to be Extraordinarily Productive to Hit Quota in This Period of Uncertainty? · [01:19] 

 

Will Barron:

2020 has been an up and down year for everyone, but for us, listener wise, downloads wise, attention wise, you guys have shared our content, you’ve helped us take things to the next level. We’ve got some really genuinely exciting stuff to announce in Q1 2021 in just a few weeks from now. There’ll be a post from me in January talking about what we did right, what we did wrong, what we want to do moving forward. I can’t tell you just yet, but there’s a tonne of exciting things to come. So, I want to thank you all, I want to wish you all a very Merry Christmas, and with that, let’s jump into the show. As a salesperson. Do we need to be extra ordinary productive, or extraordinarily productive just to even hit quota at this point? Is this the new standard that we need to be hitting in the times that we’re living in?

 

“As a salesperson in any industry, when you go into a recession, you actually have to double your lead generation efforts to produce the same results.” – Geoff Woods · [01:51] 

 

Geoff Woods:

You know, something I learned from my partner, Gary Keller, which for those of you, if you’ve heard of Keller Williams, the real estate company, he’s the co-founder of it and the current CEO, when he talks about how, at least in the real estate industry, everything goes in cycles, every seven years or so, there’s booms and recessions. He says, as a salesperson in any industry, when you go into a recession, you actually have to double your lead generation efforts to produce the same resu...

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with David Klättborg and Bora Brännström “Best Of 2020”.

David is the former Market Head of American Express Nordics for Global Merchant Services. He has signed multiple Megadeals worth more than 2 billion USD with Global and Multinational Companies (such as IKEA, H&M).

Bora is the former Head of sales at American Express for the Nordics and latest the Market Head at MoneyGram International Nordics and Baltics. He built and led American Express sales training curriculum for several years in entire EMEA.

On this episode of The Salesman Podcast David and Bora explain what a mega deal is, why you should care and how to start closing more of them.

Resources:

* David on LinkedIn* Bora on LinkedIn* Book: Megadeals* MegaDeals.com

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Felix Cao “Best Of 2020”.

Felix Cao is the founder of Happy Buying Brain and has been featured in top media outlets, such as The Huffington Post and Adweek.

With a background in biological science and psychology, Felix is able to combine business success with 15+ years of marketing experience to deliver business transforming strategies that speaks to the primal part of buyers brains.

On this episode of The Salesman Podcast Felix shares how we can sell directly into the primal brain and the benefits of doing so.

Resources:

* Felix on Linkedin* HappyBuyingBrain.com

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Tim Riesterer “Best Of 2020”.

Tim Riesterer is Chief Strategy Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning, and product development.

On this episode of The Salesman Podcast Tim shares why up-selling your current customers is the best way to hit quota during the pandemic.

Resources:

* Book: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers* CorporateVisions.com* Tim on Linkedin

Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Mark Edwards “Best Of 2020”.

Mark Edwards is the managing director and resident whiteboard maestro at Whiteboard Strategies. Mark has over 30 years experience in the corporate world – the last 20 of which have seen him involved in the training of tens of thousands of business professionals.

His unique approach to sales presentations and training has earned Whiteboard Strategies fans and customers in some of the world’s leading businesses.

On this episode of The Salesman Podcast Mark shares why the whiteboard is the worlds cheapest but most persuasive sales tool.

Resources:

* WhiteboardStrategies.co.uk* Mark on Linkedin

On this week in sales we’ll be looking at: 

* Outreach proclaiming that email “open rates” and “reply rates” don’t matter anymore. * How only 25% of sales organisations have defined their own sales metrics. * If Will’s beard make him a better salesperson than Victor? 

And much more!

This Week In Sales hosts:

* Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence

TOPICS:

Zendesk Becomes First Customer Experience Platform to Join Unity Verified Solutions Partner Program

* Zendesk, Inc. (NYSE: ZEN) is building on its customer experience (CX) leadership by becoming a Unity (NYSE: U) Verified Solutions Partner. Being a Verified Solutions Partner (VSP) means Zendesk has been verified by Unity to ensure its SDK is optimized for the latest version of the Unity editor, providing a seamless experience for Unity developers.* This partnership enables players to get immediate help without having to leave the game or interrupt their experience. The partnership with Unity, the world’s leading platform for creating and operating real-time 3D (RT3D) content, will provide integrated customer support functionality that can be set up in minutes, directly within some of today’s most popular games, such as Angry Birds 2 and Pokemon Go .

https://www.zendesk.com/company/press/unity-zendesk-partnership/

Outreach – Buyer Sentiment Analysis

Customers buy on emotion and justify their decisions with logic. According to a Harvard study, 95 percent of purchasing decisions are subconscious. So, why rely solely on “vanity metrics” — like click, open, and reply rates — to tell us whether our selling efforts work for buyers?

To solve this challenge, Outreach is excited to introduce Outreach Insights featuring Buyer Sentiment Analysis, a first-of-its-kind machine learning technology that classifies buyer emotions and signals to accurately measure sales engagement.

https://www.outreach.io/explore

Whatfix Is Recognized in Gartner’s Latest Report on Digital Adoption Solutions

* Whatfix, the leader in Digital Adoption Solutions (“DAS”), today announced it has been included as a “Sample Digital Adoption Solution Vendor” in the Gartner report titled, “Improve Employee Usage, Engagement and Productivity With Digital Adoption Solutions” 

https://salestechstar.com/predictive-ai/whatfix-is-recognized-in-gartners-latest-report-on-digital-adoption/

New research finds if you grow a beard, you can grow your sales

“It Grows on You: Perceptions of sales/service personnel with facial hair” was just published in the Journal of Business Research.

The paper reports on five studies that tested the “power of the beard” in the workplace. They found that customers consider bearded salespeople to have greater expertise and, therefore, more trustworthiness than mustached, clean-shaven, or stubbled coworkers. This was true regardless of race, ethnicity,