19 episodes
The Big Sale Illuminati Tom Searcy
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- Business
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5.0 • 9 Ratings
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The Big Sale Illuminati is a bi-weekly podcast where some of the best in business discuss what’s worked, what’s working, and what’s failed in selling big sales. The panel of experts include Monique de Maio, Mark Kennedy, Tiffany Olson, and Tom Searcy with occasional guest appearances.
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Speaking the Language of Money in Sales
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 to ''speak their language'', we win big deals. If you don't master this, you will be sent to a lower-level person, or worse, relegated to Procurement. This episode focuses on the language of money when selling big sales and how to leverage it for greater success.
New book available now by Tom Searcy and Carajane Searcy Moore, The Secret to Big Sales: Using Executive Language to Close More Deals. Check it out! https://www.amazon.com/dp/B0C2SCNXSD
To learn more about our panelists or to contact them, visit:
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/ -
Messaging Design & Delivery: Sales' or Marketing's Problem?
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! From bricks and mortar to board rooms, eCommerce, social media platforms and everything in between, you had better be thinking about how you come across and if you and your products/services/solutions are being perceived as you want them to be. This episode addresses best practices on this topic and what happens when we don't 'do the right thing' by our customers/clients. Listen to see if you are aligning as you should be.
To learn more about our panelists or to contact them, visit:
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/ -
Outselling Your Monster Competitors
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 company is in a David v. Goliath scenario. This episode is about how to win that fight even though your company is not the biggest player in the fight.
To learn more about our panelists or to contact them, visit:
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/ -
Closed Door Secrets of Buyers
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. This episode shares the secrets of what is said and how to control the talking points of that meeting.
To learn more about our panelists or to contact them, visit:
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/ -
The Importance of the Sales Narrative Structure
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 others) and determine what aspects work for buyers and why. We review how and when to include research, third party information, trends in the clients' business and then how you can tell your story for the ''solve'' your sales team can provide to the client for their objectives and pain.
Resources:
The 5 Elements of a Brilliant Sales Narrative (Zuora): https://medium.com/@syantikaika/the-5-elements-of-a-brilliant-sales-narrative-4f4853ecf2d4
The Hunt Big Sales Authority Arc: https://www.huntbigsales.com/blog/the-hunt-big-sales-authority-arc/
To learn more about our panelists or to contact them, visit:
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/ -
Unsticking Stuck Sales
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 sale. This episode addresses head on how to break through selling roadblocks on the way to big sales.
To learn more about our panelists or to contact them, visit:
Monique de Maio
Founder & CMO, ondemandCMO
https://www.ondemandcmo.com/
https://www.linkedin.com/in/moniquedemaio/
Mark Kennedy
President, Terakeet
https://terakeet.com/
https://www.linkedin.com/in/markkennedydrive/
Tiffany Olson
President, CEO & Board Member
https://www.tiffanyolson.net/
https://www.linkedin.com/in/olsontiffany/
Tom Searcy
Founder & CEO, Hunt Big Sales
https://www.huntbigsales.com/
https://www.linkedin.com/in/tomsearcy/
Customer Reviews
Big stage
As someone who has been personally trained and mentored by Tom, I can attest to the value and expertise they bring to the sales industry. Glad to see others gain exposure via this podcast as I know Toms contributions to my own career helped generate over $1B in revenue. This podcast is a testament to their passion for sharing their knowledge and helping others. Best of luck. Nate Vance ie Grasshopper.
Great concept, great panel
Searcy does a great job of moderating and extracting golden nuggets from his panel. As a sales aficionado, I’m always on the lookout for new insights in a world that just won’t stop changing. Looking forward to more great conversations.
Worth it!
I enjoyed the 360 degree perspective that this distinguished panel brought to the sales and marketing process. Each member contributes their unique views on growing businesses and acquiring new clients. It’s worth listening to.