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TV Webinars / Sales Management / Feb 24, 2015 / Posted by Tom Searcy / 2227 

Webinar: Unlocking Explosive Sales Growth with Tom Searcy

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Multiply Your Sales with Explosive Growth

Think about your earnings from last year. Wouldn’t it be nice if you had earned 10 times that? It’s possible to unlock explosive sales growth, break through barriers of expansion, and multiply your revenue. Learn to do this with the three M’s of 10x growth: mindset, mechanics, and magic. Tom Searcy and John Golden discuss how to unlock explosive sales growth in this sales expert webinar.

Mindset:

Where you are right now, and what you believe is possible, has a definitional limitation on your ability to produce. People and organizations are perfectly designed to achieve their current results. What you are doing and how you think are all components in producing what you are getting right now. What you are getting right now is the 1X mindset. There are five key shifts to make in your mindset to take your 1X mindset to a 10X mindset.

Mindset Shifts One and Two:

The first shift is from “me” to “we.” The number of people involved in significant buying decisions has moved from three people to seven. On the biggest deals that you sell, they no longer rely on one to three people, it’s as many as seven people. They’re not looking to buy from one person anymore, either. Buying processes change selling processes, and you’ll need to bring more people with you to offset the number of people that you’re selling to. The second shift is from “time” to “leverage.” This is critical. By saying, I only have so many hours in a week, and I can only produce what I can in this amount of time, isn’t a 10X mindset. When you face a challenge, think about who you can leverage to help solve the problem, instead of trying to work more hours and solve the problem yourself.

Mindset Shifts Three, Four, and Five:

The third shift is moving from the “iron triangle”, which is the product, service, and price, to the “B2B problem” that you can solve. You get sent to whom you sound like. If you are talking about products, service, and price, you’re going to get sent to managers. If you’re talking about time, money, and risk, you’re going to spend more time with VPs, owners, and higher level people. The fourth mindset shift is from “budget” to “non-budget.” Get out of the world of answering price questions, and get into the world of problem-solving. When people need to get a problem solved, the budget goes into second place, and problem-solving goes into first place. The fifth shift that is key to make is from “buyers” to “executive sponsors.” Executive sponsors have specific behavioral action. Shifting who you think the buyer is to an executive sponsor is transformational.

Mechanics:

You can have an Olympic mindset, but if you don’t have the durability and endurance to go through the mechanics, you will never unlock explosive growth. The first part of unlocking explosive growth with mechanics is changing your belief that there is such a thing as one pipeline. There are three pipelines that should be tracked and measured differently. Using one pipeline leads to false positives and false negatives. Instead, break it into three categories: prospecting, the sales process, and onboarding to penetrate growth.

Magic:

Magic is what you have influence over, but you don’t control. This includes things like opportunity, chemistry, and market circumstance. You don’t control them, but you must be ready for these opportunities when they happen. When the things happen at the right place, at the right time, with the right person, you access a little bit of magic. Be prepared and ready to utilize it when you encounter it.

For more information on unlocking explosive sales growth, watch the entire expert sales webinar.

About our Host:

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large-account sales. His methods of unlocking explosive growth were developed through years of real-world success growing companies from less than $10 million to up to $200 million using a sales system he developed and implemented.

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