Comments for Hunting for Big Sales with Tom Searcy http://www.huntingbigsales.com Mon, 10 Oct 2011 13:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 Comment on One Quick Way to Get Your Sales Swagger Back by Sales blogger roundup for October 7 http://www.huntingbigsales.com/2011/10/03/one-quick-way-to-get-your-sales-swagger-back/comment-page-1/#comment-27744 Sales blogger roundup for October 7 Mon, 10 Oct 2011 13:49:00 +0000 http://www.huntingbigsales.com/?p=1426#comment-27744 [...] late Apple founder’s success.-Earlier this week, sales expert Tom Searcy offers an idea on how reps can get their sales swagger back. Here’s a little hint: Think like Marlon Brando.-Dan Waldschmidt serves up 34 things sales [...] [...] late Apple founder’s success.-Earlier this week, sales expert Tom Searcy offers an idea on how reps can get their sales swagger back. Here’s a little hint: Think like Marlon Brando.-Dan Waldschmidt serves up 34 things sales [...]

]]> Comment on 6 Ways To Win A Big Sales Presentation by Jennifer Palus http://www.huntingbigsales.com/2011/09/12/6-ways-to-win-a-big-sales-presentation/comment-page-1/#comment-27667 Jennifer Palus Tue, 04 Oct 2011 01:29:37 +0000 http://www.huntingbigsales.com/?p=1387#comment-27667 Love point #2! So often presenters completely forget to aim. Love point #2! So often presenters completely forget to aim.

]]> Comment on When It’s Time To Break Out the Big Guns to Make The Sale by Charles Causey http://www.huntingbigsales.com/2011/09/19/when-its-time-to-break-out-the-big-guns-to-make-the-sale/comment-page-1/#comment-27518 Charles Causey Tue, 20 Sep 2011 13:57:47 +0000 http://www.huntingbigsales.com/?p=1398#comment-27518 Tom-- Great article and thanks for posting! I am fortunate to have an incredibly dynamic/skilled CEO who is more than willing to engage in deals. Your article will help me be more strategic in my timing and distribution of responsibilities. Thanks, Charles Tom–

Great article and thanks for posting! I am fortunate to have an incredibly dynamic/skilled CEO who is more than willing to engage in deals. Your article will help me be more strategic in my timing and distribution of responsibilities.

Thanks,
Charles

]]> Comment on The 5 Worst Kept Diet Secrets that Work for Big Sales by Walter http://www.huntingbigsales.com/2011/08/22/the-5-worst-kept-diet-secrets-that-work-for-big-sales/comment-page-1/#comment-27442 Walter Sun, 11 Sep 2011 03:05:44 +0000 http://www.huntingbigsales.com/?p=1380#comment-27442 A terrific summary of your process. There is one element that is critical to the success of the Whale Hunting process (any team process) is TRUST. If trust does not exist on some significant level, the process is stymied. "The Speed of Trust" by Stephen Covey explains why it is so and the true costs. However, without the ability of the team to trust each, the system will just not be effective. Walter PS I lost 18 in 30 days and 45 in three months -- kept it off for since February. A terrific summary of your process. There is one element that is critical to the success of the Whale Hunting process (any team process) is TRUST. If trust does not exist on some significant level, the process is stymied.

“The Speed of Trust” by Stephen Covey explains why it is so and the true costs. However, without the ability of the team to trust each, the system will just not be effective.

Walter

PS I lost 18 in 30 days and 45 in three months — kept it off for since February.

]]> Comment on The 5 Worst Kept Diet Secrets that Work for Big Sales by cathylangham http://www.huntingbigsales.com/2011/08/22/the-5-worst-kept-diet-secrets-that-work-for-big-sales/comment-page-1/#comment-27408 cathylangham Wed, 07 Sep 2011 00:31:59 +0000 http://www.huntingbigsales.com/?p=1380#comment-27408 my favorite blog of the year! I love it; right on! my favorite blog of the year! I love it; right on!

]]> Comment on The 5 Worst Kept Diet Secrets that Work for Big Sales by Kyle http://www.huntingbigsales.com/2011/08/22/the-5-worst-kept-diet-secrets-that-work-for-big-sales/comment-page-1/#comment-27335 Kyle Tue, 23 Aug 2011 06:31:39 +0000 http://www.huntingbigsales.com/?p=1380#comment-27335 Awesome and I mean awesome analogy! So true and I am in the first day of a week of performance reviews and this is exactly the right content at the right time about the right topic. I hope more people comment on this article :-) It deserves it! Kyle Awesome and I mean awesome analogy!

So true and I am in the first day of a week of performance reviews and this is exactly the right content at the right time about the right topic.

I hope more people comment on this article :-) It deserves it!

Kyle

]]> Comment on 45 Seconds to a Killer Pitch by Leib Lurie http://www.huntingbigsales.com/2011/08/09/45-seconds-to-a-killer-pitch/comment-page-1/#comment-27207 Leib Lurie Tue, 09 Aug 2011 22:53:09 +0000 http://www.huntingbigsales.com/?p=1375#comment-27207 I think this is nonsensical. YES droning is terrible- but all three examples strike me as techno babble droning. The 'hook' is at the end- barely, and buried in jargon. I do NOT think it is right to assume everyone at table understands the jargon - and more importantly that they will suddenly 'get it' and comprehend the "Whats In It For Me" key point of the elements presented. Wouldn't this be a better way... Hi, I’m Bill Johnson, CFO of Pinnacle Performance. You have told us it is imperative to double your revenue volume in key product areas. Having been on the growth team for 5 companies in the past 20 years focusing on strategic alliances for account growth. Now at Pinnacle, my work has focused on the development of our 38 international distribution partners and the quadrupling of the volume of that network. My part of today’s conversation will focus on the specific ways we’ll leverage 23 of those partners for your success. I think this is nonsensical. YES droning is terrible- but all three examples strike me as techno babble droning.

The ‘hook’ is at the end- barely, and buried in jargon. I do NOT think it is right to assume everyone at table understands the jargon – and more importantly that they will suddenly ‘get it’ and comprehend the “Whats In It For Me” key point of the elements presented.

Wouldn’t this be a better way…
Hi, I’m Bill Johnson, CFO of Pinnacle Performance. You have told us it is imperative to double your revenue volume in key product areas.

Having been on the growth team for 5 companies in the past 20 years focusing on strategic alliances for account growth. Now at Pinnacle, my work has focused on the development of our 38 international distribution partners and the quadrupling of the volume of that network.

My part of today’s conversation will focus on the specific ways we’ll leverage 23 of those partners for your success.

]]> Comment on 45 Seconds to a Killer Pitch by Chris Westfall http://www.huntingbigsales.com/2011/08/09/45-seconds-to-a-killer-pitch/comment-page-1/#comment-27206 Chris Westfall Tue, 09 Aug 2011 21:34:33 +0000 http://www.huntingbigsales.com/?p=1375#comment-27206 Tom, I'm a big fan of your blog. As the business editor for 12most.com, I'm getting ready to feature it on my list of top 12, and I love your content! Leading off with your name, rank and serial number is yesterday's news, unless that's the format you've established for the roundtable. In a networking situation, or team pitch, I recommend that you start with the number one thing your customer is thinking, namely: "What can you do for me?" Start with your solution - then, move to question #2: "Why should I trust you?" The most powerful story you can tell is the one about the "measurable difference" you can make, so start there. Maybe that's not a fit for the roundtable you describe, but don't delay the solution. Tom, I’m a big fan of your blog. As the business editor for 12most.com, I’m getting ready to feature it on my list of top 12, and I love your content! Leading off with your name, rank and serial number is yesterday’s news, unless that’s the format you’ve established for the roundtable. In a networking situation, or team pitch, I recommend that you start with the number one thing your customer is thinking, namely: “What can you do for me?” Start with your solution – then, move to question #2: “Why should I trust you?” The most powerful story you can tell is the one about the “measurable difference” you can make, so start there. Maybe that’s not a fit for the roundtable you describe, but don’t delay the solution.

]]> Comment on Tattoos aren’t enough anymore by Judy McKee http://www.huntingbigsales.com/2008/09/03/tattoos-are-not-enough-anymore-differentiating-yourself-by-being-the-same-hmm/comment-page-1/#comment-27155 Judy McKee Wed, 20 Jul 2011 18:06:07 +0000 http://huntingforwhales.com/?p=211#comment-27155 Tricky doesn't work, Clever is waaaaay over used. BAD-A__ (can't write it) isn't worth it! It's so fantastic to see what matters is REALLY Making the Customer FEEL right for THEIR OWN reasons... Why is it so hard to see that all those TATS...just make you like everybody? I also love to ZIG when everyone ZAGS. I saw a speaker the other day, put up a flip chart...LOL... and write on it in a National Convention....no fancy slides, no music from Good, Bad and the Ugly. Common sense is probably NOT coming back...but I will never give up on it. When I use it, people think I am BRILLIANT....NO, I'm not, I just know that everyone in the whole world needs a little swagger...I am so glad to give it to them. Then watch what happens. Tricky doesn’t work, Clever is waaaaay over used. BAD-A__ (can’t write it) isn’t worth it! It’s so fantastic to see what matters is REALLY Making the Customer FEEL right for THEIR OWN reasons…

Why is it so hard to see that all those TATS…just make you like everybody? I also love to ZIG when everyone ZAGS. I saw a speaker the other day, put up a flip chart…LOL… and write on it in a National Convention….no fancy slides, no music from Good, Bad and the Ugly.

Common sense is probably NOT coming back…but I will never give up on it. When I use it, people think I am BRILLIANT….NO, I’m not, I just know that everyone in the whole world needs a little swagger…I am so glad to give it to them. Then watch what happens.

]]> Comment on Brando Don’t Audition by Judy McKee http://www.huntingbigsales.com/2008/08/23/brando-dont-audition/comment-page-1/#comment-27154 Judy McKee Wed, 20 Jul 2011 17:57:01 +0000 http://huntingforwhales.com/?p=178#comment-27154 I love the "Swagger" of a confident man with values to match. I once wore a hat to a convention...I didn't just show up, "I arrived." One woman said, I wish I could wear hats...I said, why don't you and she said, "Everybody looks at you." do I really have to say....that's the point! Anyway, your article reminded me that I am a master at what I do, and it's okay to charge people for it. I will remind all my staff of this. You don't have to AUDITION when you've got the GOODS... We've got game and we know it. Call Center Coaching is our game and thanks for reminding us all that we GOT IT! I hope to repost some of your blogs, they are always so good. OUr new website is almost ready to go up and I want people like you and Tim to Quote and follow. Have a terrific week. I sure will. ~Judy I love the “Swagger” of a confident man with values to match. I once wore a hat to a convention…I didn’t just show up, “I arrived.” One woman said, I wish I could wear hats…I said, why don’t you and she said, “Everybody looks at you.” do I really have to say….that’s the point!

Anyway, your article reminded me that I am a master at what I do, and it’s okay to charge people for it. I will remind all my staff of this. You don’t have to AUDITION when you’ve got the GOODS… We’ve got game and we know it. Call Center Coaching is our game and thanks for reminding us all that we GOT IT!

I hope to repost some of your blogs, they are always so good. OUr new website is almost ready to go up and I want people like you and Tim to Quote and follow. Have a terrific week. I sure will. ~Judy

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