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	<title>Hunting for Big Sales with Tom Searcy</title>
	
	<link>http://huntingbigsales.com</link>
	<description />
	<pubDate>Wed, 10 Mar 2010 21:26:37 +0000</pubDate>
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	<language>en</language>
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		<title>Getting By With a Little Help from Your Friends</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/a5e18dWLP2k/</link>
		<comments>http://huntingbigsales.com/2010/03/10/getting-by-with-a-little-help-from-your-friends/#comments</comments>
		<pubDate>Wed, 10 Mar 2010 16:51:59 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Networking Tips]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1095</guid>
		
			<content:encoded><![CDATA[Referrals, references, connections, networking, social media: they’re all about access and leverage.  You get access to the people who make things happen and are able to leverage these relationships.
I want to focus on the second part: Leverage. How do you get the most leverage during the sales process from your past successful client relationships? [...]<div class="feedflare">
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		<item>
		<title>The Best Social Media Sites for Salespeople</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/eEP9rBtq5JE/</link>
		<comments>http://huntingbigsales.com/2010/03/02/the-best-social-media-sites-for-salespeople/#comments</comments>
		<pubDate>Tue, 02 Mar 2010 15:51:53 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Growth Strategy]]></category>

		<category><![CDATA[Networking Tips]]></category>

		<category><![CDATA[Social Media]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1081</guid>
		
			<content:encoded><![CDATA[Recently I was interviewed by Paul Diamond from the Vistage organization. We discussed the vast array of social media sites for salespeople and the fact that there are a lot of these sites out there, but not all of them are good. I think that Paul&#8217;s take on the topic and what he uncovered in [...]<div class="feedflare">
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		<item>
		<title>We Respectfully Decline…</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/6bCb4yvB0rg/</link>
		<comments>http://huntingbigsales.com/2010/02/23/we-respectfully-decline/#comments</comments>
		<pubDate>Tue, 23 Feb 2010 17:04:42 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Pitfalls]]></category>

		<category><![CDATA[RFP Process]]></category>

		<category><![CDATA[Rules of the Road]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1077</guid>
		
			<content:encoded><![CDATA[Recently a client decided to say ‘no’ to an RFP opportunity. It was tough.  It was a big company, a huge opportunity and a great chance to get a foot in the door. They said no because of their Red Flag Dozen (see RFPs Suck!). The Red Flag Dozen is a list of the [...]<div class="feedflare">
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		<item>
		<title>Behind the Curtain: Are Sales Consultants Wasting Your Money?</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/6yuLXhIHs78/</link>
		<comments>http://huntingbigsales.com/2010/02/16/behind-the-curtain-are-sales-consultants-wasting-your-money/#comments</comments>
		<pubDate>Tue, 16 Feb 2010 16:44:28 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Growth Strategy]]></category>

		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Pitfalls]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1071</guid>
		
			<content:encoded><![CDATA[I have been living in the world of sales training, writing, hiring and strategy for quite some time now.  I have had a chance to look behind the curtain to see what is back there.  Here’s what I have found: a lot of misspent money.
The consultants and trainers working in the field are [...]<div class="feedflare">
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		<item>
		<title>Managing New Scouts</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/Qh6vy__YTLE/</link>
		<comments>http://huntingbigsales.com/2010/02/09/managing-new-scouts/#comments</comments>
		<pubDate>Tue, 09 Feb 2010 19:24:47 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Your Sales Team]]></category>

		<category><![CDATA[sales leads]]></category>

		<category><![CDATA[scout]]></category>

		<category><![CDATA[scouting]]></category>

		<category><![CDATA[shaman]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1067</guid>
		
			<content:encoded><![CDATA[I recently sent this email to the head of sales for a company with whom we did our Accelerator 1.0 program. He is a new “Shaman,” (a little whale hunting speak from my book &#8220;Whale Hunting: How to Land Big Sales and Transform Your Company&#8221; with Barbara Weaver Smith), and he has decided to change [...]<div class="feedflare">
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</div><img src="http://feeds.feedburner.com/~r/huntingbigsaleswithtomsearcy/~4/Qh6vy__YTLE" height="1" width="1"/>]]></content:encoded>
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		<feedburner:origLink>http://huntingbigsales.com/2010/02/09/managing-new-scouts/</feedburner:origLink></item>
		<item>
		<title>When Yes Means Something Else</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/FihFIDNUfiE/</link>
		<comments>http://huntingbigsales.com/2010/02/02/when-yes-means-something-else/#comments</comments>
		<pubDate>Tue, 02 Feb 2010 17:20:23 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Growth Strategy]]></category>

		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Pitfalls]]></category>

		<category><![CDATA[Tom Searcy]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1057</guid>
		
			<content:encoded><![CDATA[“We’re getting commitments, but we’re not getting orders…”
“Some of the biggest companies out there are our customers, we just aren’t getting the volume…”
“The decision-maker is saying we’re going to get the business, but then her people order from their old suppliers…”
One of the most common problems I hear from clients is the problem of traction. [...]<div class="feedflare">
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</div><img src="http://feeds.feedburner.com/~r/huntingbigsaleswithtomsearcy/~4/FihFIDNUfiE" height="1" width="1"/>]]></content:encoded>
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		<feedburner:origLink>http://huntingbigsales.com/2010/02/02/when-yes-means-something-else/</feedburner:origLink></item>
		<item>
		<title>The Trigger Map Strategy</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/Fghfze7jXUQ/</link>
		<comments>http://huntingbigsales.com/2010/01/26/the-trigger-map-strategy/#comments</comments>
		<pubDate>Tue, 26 Jan 2010 16:39:50 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Growth Strategy]]></category>

		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[Pitfalls]]></category>

		<category><![CDATA[big sales]]></category>

		<category><![CDATA[large account selling]]></category>

		<category><![CDATA[sales planning]]></category>

		<category><![CDATA[sales strategy]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1053</guid>
		
			<content:encoded><![CDATA[“If we get Microsoft, (replace Microsoft with your favorite iconic brand name), then it is going to be a lot easier to get other big guys. So what if you take a little bit of a haircut on that deal? It’s what we are going to have to do to get our name out there.”
When [...]<div class="feedflare">
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		<feedburner:origLink>http://huntingbigsales.com/2010/01/26/the-trigger-map-strategy/</feedburner:origLink></item>
		<item>
		<title>The Truth About Christmas Letters and PowerPoints</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/jRe0PIMGjso/</link>
		<comments>http://huntingbigsales.com/2010/01/19/the-truth-about-christmas-letters-and-powerpoints/#comments</comments>
		<pubDate>Tue, 19 Jan 2010 22:36:54 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Growth Strategy]]></category>

		<category><![CDATA[Power Point Presentations]]></category>

		<category><![CDATA[PowerPoint Presentation]]></category>

		<category><![CDATA[sales presentations]]></category>

		<category><![CDATA[Tom Searcy]]></category>

		<category><![CDATA[using PowerPoint]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1048</guid>
		
			<content:encoded><![CDATA[Yes, it’s January, but the PowerPoints I’ve been going through in the last eight weeks have me flashing back to the Christmas letters I was reading just a few weeks ago.  You know the ones.  Each letter is filled with an update from the family that sent it.  The letters typically fall [...]<div class="feedflare">
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</div><img src="http://feeds.feedburner.com/~r/huntingbigsaleswithtomsearcy/~4/jRe0PIMGjso" height="1" width="1"/>]]></content:encoded>
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		<feedburner:origLink>http://huntingbigsales.com/2010/01/19/the-truth-about-christmas-letters-and-powerpoints/</feedburner:origLink></item>
		<item>
		<title>Introducing: My Best Blogs</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/D1FWyIZYglQ/</link>
		<comments>http://huntingbigsales.com/2009/12/16/introducing-my-best-blogs/#comments</comments>
		<pubDate>Wed, 16 Dec 2009 13:32:25 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Announcements]]></category>

		<category><![CDATA[Tom Searcy]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1044</guid>
		
			<content:encoded><![CDATA[Hi All,
Just a quick housekeeping item for you: I’ve introduced the &#8220;My Best Blogs&#8221; archive. Reason being, I constantly find myself having to dig for oldies-but-goodies that I think would be great for driving home various point to sales teams. But digging these things out all the time is a waste of time, so I’ve [...]<div class="feedflare">
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		<feedburner:origLink>http://huntingbigsales.com/2009/12/16/introducing-my-best-blogs/</feedburner:origLink></item>
		<item>
		<title>The Executive Sponsor Agreement</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/Hro62fMueFk/</link>
		<comments>http://huntingbigsales.com/2009/12/08/the-executive-sponsor-agreement/#comments</comments>
		<pubDate>Tue, 08 Dec 2009 15:13:42 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
		
		<category><![CDATA[Managing the Hunt]]></category>

		<category><![CDATA[The Sales Hunt]]></category>

		<category><![CDATA[The Whale's Mind]]></category>

		<category><![CDATA[Tom Searcy]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1015</guid>
		
			<content:encoded><![CDATA[For years, I have used a technique of securing an “Executive Sponsor” early in a sales process as a way to gauge true interest as well as to set expectations for a buyer in a large and complex sale. There have been occasions in which I have asked more than one person in a prospect [...]<div class="feedflare">
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