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About Tom Searcy

Tom Searcy is CEO & founder of Hunt Big Sales, a sales strategy company that helps CEOs double the size of their company. Searcy is the author of RFPs Suck! How to Master the RFP System Once and for All to Win Big Business, co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, and How to Close a Deal Like Warren Buffett: Lessons from the World’s Greatest Dealmaker, as well as the upcoming book Life After the Death of Selling: How to Thrive in the New Era of Sales. For more information, visit www.huntbigsales.com

How B2B Customers Really Buy from Mid-Sized Companies

By on August 17, 2015 in First Person

If you attend the average weekly sales pipeline review of a mid-sized company, you might believe there is a straight, process that business-to-business (B2B) buyers follow when making a commercial purchase in the sales process. Maybe this was true a decade or two ago, but the 2015 McKinsey Quarterly report indicates that the process B2B […]

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Why Middle Market Companies Need to Ditch Consultative Selling

By on February 25, 2015 in In The Middle

The conspiracy to keep sales people away from executive decision-makers by trapping them in purchasing processes conducted by non-executive gatekeepers is real. You are not imagining it. Organizations continue to seek efficiency through automating and regulating the buying process, which is code for “kicking sales people out of the picture.” This is evident in the […]

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