Recommended Reading Authored by Tom Searcy and Carajane Moore

Whale Hunting How to Land Big Sales and Transform Your Company

By Tom Searcy & Barbara Weaver Smith

Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts―the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

Life after the Death of Selling How to Thrive in the New Era of Sales

By Tom Searcy & Carajane Moore

It is estimated that almost 1 million jobs will be eliminated in the traditional role of “sales person” in the next five years in the United States. The sea change for what has been traditionally called selling has already started and momentum is building. If sales is the engine that drives revenue and subsequently business growth, how are sales leaders and their people to react to the changes driven by technology, regulation and governance in the marketplace? In Life After the Death of Selling: How to Thrive in the New Era of Sales Tom Searcy lays out for the senior executive, front line sales leader and the sales person what their roles will be and how to leverage new techniques to not only survive this dramatic change, but to thrive and grow.

RFPs Suck! How to Master the RFP System Once and for All to Win Big Business

By Tom Searcy

It used to be that you could ignore RFPs. Only a small portion of the market used them in their buying process and you could work around those companies. Today, governance rules dictated by boards and administered by finance have made RFPs and RFQs a dominating component of the large-deal world. Not only can you no longer ignore them, but you need to know that companies use RFPs-and increasingly purchasing and procurement-for many reasons that have little to do with the opportunity offered in the official document. The result? We all have no choice but to go through the expensive and time-consuming process. And though you might like to believe the system is fair, if your company is pitching a disproportionately larger client, you’re at a disadvantage from the moment you begin the process. WHY? Because the RFP system is not built for you. It’s built for big companies and government institutions that benefit from RFPs. But no matter how hard you try to avoid them, there will inevitably come a day when that irresistible RFP lands on your desk. It’s almost like it was written for you. This book is your best guide on what to know, to question and to do when faced with that RFP. It will also help you develop the confidence and understanding to know when to quit the process before it even starts or when to stay in it and win big.

How to Sell In Place Closing Deals in the New Normal

By Carajane Moore & Tom Searcy

Could you close $1,000,000 – $10,000,000 business-to-business sales if you were not allowed to visit your customer face-to-face? Business changes were already occurring in sales, but are now accelerated. In a world of corporate travel restrictions, global concerns about meetings and the always diminishing availability of time, face-to-face selling has been constricted like never before. The genie is out of the bottle and it is not going back. Selling at distance is a must have capability. Proficiency will separate the highest level of performers from all other sales people. How to Sell In Place changes the way in which professional sales people reach new prospects, sell value and close large sales. With over 15 years of closing tens of millions of dollars of business-to-business sales without meeting customers face-to-face, Carajane Moore and Tom Searcy have developed a highly refined and very successful process. 

How to Close a Deal Like Warren Buffett Lessons from the World's Greatest Dealmaker

By Tom Searcy & Henry Devries

How to Close A Deal like Warren Buffett offers an original spin on Buffett’s near-mythic dealmaking prowess that will catch the attention of millions of Buffet fans worldwide. Here, Tom Searcy and Henry DeVries acknowledge leaders in sales and sales training and deconstruct the Buffett approach for dealmaking to give listeners a wealth of Warren wisdom to help close every deal.

Tom Searcy is the founder of Hunt Big Sales, a fast-growth consultancy and thought-leadership organization, where he’s helped Disney, 3M, Chase Bank, Apple, and hundreds of other clients land more than five billion dollars in new sales.