Warren Buffett didn't become the world's third wealthiest individual on his investing instincts alone. Buffett is a master dealmaker. In fact, one of his greatest single successes came when he closed multiple deals to own 100 percent of the Government Employees Insurance Company--also known as…

Could you close $100,000 - $1,000,000 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…

It is estimated that almost 1 million jobs will be eliminated in the traditional role of “salesperson” in the next 5 years in the United States. The signs of change are all around us. Buying processes have been altered in very specific and critical ways.…

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…

Full of self-deprecating humor and unrelenting optimism, Trades is the anthology of a hopelessly awkward yet adventurous soul. This book provides an intimate and honest look at an amazingly fortuitous yet inauspicious life. From motorcycle racing in Bangkok to encounters with international secret service agents…

Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales.

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 account the kind of sales that transform your business. Here, you'll learn how to turn the dangerous…

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 account the kind of sales that transform your business. Here, you'll learn how to turn the dangerous…