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Tom Searcy
The Big Sale IlluminatiClaimedEpisodes
Tom Searcy
The Big Sale Illuminati
Claimed 1 person rated this podcast
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Episodes of The Big Sale Illuminati
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Episode 25 – 2023 Sales Shockers & 2024's Illuminati PredictionsBuckle up, Big Sale Illuminati! Our expert panel cracks the code on 2023's mind-blowing sales trends, exposing tactics that skyrocketed profits and strategies that fizzled fast. Th
Episode 24 – Sell More By Leveraging High Performance TeamsWe all know that big sales are rarely sold or closed by just one person. It takes a high performance sales team to be successful. But what does it mean in sales and more importantly, wh
Episode 23 – What Is B2B Selling Today?Video selling conversations for big business-to-business (B2B) sales are becoming the norm. Efficiency is increased, but does that mean fewer sales people are needed? How is multichannel impacting B2B? How
Episode 22 – Owning the Sales Conversation to Educate BuyersTo sell executive buyers, you must educate them in a way that they see a better future if they buy from your company. You have to educate on why the past has run out of runway, current
Episode 21 – How to Decommoditize Your Offering and Avoid Being CommoditizedCommoditization is a major threat to any business, but it's especially dangerous for sales teams. When your product or service is seen as a commodity, it's difficult to
Episode 20 – How to Close Big Sales Without Meeting In PersonThe number of sales calls that happen face-to-face has dropped dramatically in recent years. So, is the person-to-person sales call dead? Can you still close big sales without meeting
Episode 19 – Selling the Future State and Overcoming Fear of ChangeCustomers buy a better future than their current state. Whether it is technology platforms or train cars of steel, the promise is the same. Sales people are promising that the c
Episode 18 – Speaking the Language of Money in SalesSalespeople are often afraid to talk about money. Successful salespeople know how to not only talk about money, they know how their customers' C-Suite talks about money...and if we learn how t
Episode 17 – Messaging Design & Delivery: Sales' or Marketing's Problem?When your organization presents itself one way in the public domain, and your salespeople go in with a different value proposition, message or delivery--you have a problem!
Episode 16 – Outselling Your Monster CompetitorsCompanies often find themselves selling against much bigger competitors. Those competitors often have strong brand names and large market shares. To win in those competitive sales efforts, your co
Episode 15 – Closed Door Secrets of BuyersWhen prospects are buying from your company, we know there is ALWAYS a “meeting-after-the-meeting.” That’s where the real feedback is shared and decisions are made about buying from your company or not.
Episode 14 – The Importance of the Sales Narrative StructureSales narratives: organizing, presenting and engaging your content in a way that gets results. Our panelists begin with the dissection of the famous Zuora presentation model (among oth
Episode 13 – Unsticking Stuck SalesHalf of every sales professional’s pipeline is stuck in some way. Often, we don't know whether it's time, the offer, decision-makers, inertia or a combination. Whatever it is, it can mean losing an important s
Episode 12 – The AI Fueled SalespersonAI can make sales professionals better prepared. It will also make buyers better prepared when buying. Where is the intersection that gives sales professionals an advantage? Which prospect receives that adv
Episode 11 – Pilot Selling: Avoiding the “Nibble” StrategyOften sales professionals sell a pilot or test program to a prospect to get “their foot in the door” while buyers mandate a pilot to ''test out the vendor or the proof-of-concept" while
Episode 10 – Work from Home: Are Musk, Bezos and Zuck Right?Do Elon, Bezos and Zuck have it right? This episode goes right at the issue of working from home or in the office, or both. Which one is better for landing big sales? For training? Men
Episode 9 – Leveraging AI (like ChatGPT) in the Sales ProcessOur panel of experts from sales to the C-suite have a candid and pragmatic discussion about how best to use Artificial Intelligence (AI), like ChatGPT, in their sales efforts. While A
Episode 8 – Your CEO: Friend or Foe In Landing Sales?When do you bring your president or C-suite executive into the big sales selling or closing process? Our panel members have been on both sides: invited by salespeople to help sell, as well as
Episode 7 – Selling in 2024Selling in 2024 will look different than it does today. What are the macro and micro trends that are emerging in sales? What are the implications of things like AI/ChatGPT, virtual selling, customer experience, sustai
Episode 6 – How to Leverage Your Personal Brand in SalesIn the latest episode, we explore the importance of personal branding for salespeople and how it relates to the brand of the company they represent. Learn how to develop a brand that is co
Episode 5 – Sales Compensation: Show Me the MoneySalespeople, revenue teams and customer retention share a very strong interest in sales compensation. We share the truth that is not always pretty, but facts are our friends regardless if they ar
Episode 4 – The Money MachineBigger, faster, leaner. A sales process promises to deliver more than just good salespeople can on their own. Stories and examples of how to build the machine and be more effective operating it are discussed and bes
Episode 3 – Being Different SellsIn this episode, the panel talks about why different is better in a noisy B2B sales market. There are great chances to look different and the panel tells stories of what works and what hasn’t worked over time. T
Episode 2 - How to Get the $1M+ Big Sale MeetingThis episode is about getting the meeting at the highest level of executive, the hardest to reach. We dive into tips for getting the meetings that have worked in the past. Senior buyers at any lev
Episode 1 – Penetrating Messaging to Reach the Executive BuyerThis episode is all about getting to the highest-level buyers and talking their language. It covers the idea that 2022 messaging is in the death spiral. Boards of Directors for the b
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