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	<title>Hunting for Big Sales with Tom Searcy</title>
	
	<link>http://www.huntingbigsales.com</link>
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	<lastBuildDate>Mon, 30 Aug 2010 17:30:59 +0000</lastBuildDate>
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		<title>7 Deadly Sins</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/kp-Jp442mEg/</link>
		<comments>http://www.huntingbigsales.com/2010/08/30/7-deadly-sins/#comments</comments>
		<pubDate>Mon, 30 Aug 2010 17:30:59 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Prospecting]]></category>
		<category><![CDATA[Self-Awareness]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1121</guid>
		
			<content:encoded><![CDATA[Many prospects are suspicious of their potential providers. They feel like someone is always playing fast and loose with the truth. The technique I am writing about today arms your prospect with the right information and questions to give them the edge in the buying process. The trick is that this approach squarely puts your company in the strongest position. This magic trick frames the untruths...<div class="feedflare">
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		<feedburner:origLink>http://www.huntingbigsales.com/2010/08/30/7-deadly-sins/</feedburner:origLink></item>
		<item>
		<title>Magic Tricks Revealed</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/RFoUaFB4i1M/</link>
		<comments>http://www.huntingbigsales.com/2010/08/23/magic-tricks-revealed/#comments</comments>
		<pubDate>Mon, 23 Aug 2010 19:39:14 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Being the Hunter]]></category>
		<category><![CDATA[Growth Strategy]]></category>
		<category><![CDATA[Magic Trick]]></category>
		<category><![CDATA[Managing the Hunt]]></category>
		<category><![CDATA[Prospecting]]></category>
		<category><![CDATA[The Sales Hunt]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1116</guid>
		
			<content:encoded><![CDATA[What’s it like to be someone’s “11th Biggest Customer”?

In the constant sales competition with bigger companies for bigger deals, at some point, if you are smaller, your size is going to become an issue. This can be in an obvious way or in a subtle way- even unstated. However, if you are competing with a company who is much bigger than you are, often that competitor looks like a safer bet than...<div class="feedflare">
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		<slash:comments>6</slash:comments>
		<feedburner:origLink>http://www.huntingbigsales.com/2010/08/23/magic-tricks-revealed/</feedburner:origLink></item>
		<item>
		<title>How about a magic trick? (5 Myths)</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/ikxF1_-TNYQ/</link>
		<comments>http://www.huntingbigsales.com/2010/08/16/how-about-a-magic-trick-5-myths/#comments</comments>
		<pubDate>Mon, 16 Aug 2010 22:36:40 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Growth Strategy]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1110</guid>
		
			<content:encoded><![CDATA[Large account sales success is 90% process and 10% MAGIC…

I spend so much time preaching and teaching “process” that I don’t spend much time in my blogs on the MAGIC that closing big sales takes. I am going to take the next few blogs to teach some of my magic tricks- those things that are not process, but still follow some understandable guidelines so that almost anyone can use these ideas to...<div class="feedflare">
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		<title>Customer Service Is Not a Differentiator</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/rd0Kryh7SeM/</link>
		<comments>http://www.huntingbigsales.com/2010/08/09/customer-service-is-not-a-differentiator/#comments</comments>
		<pubDate>Mon, 09 Aug 2010 16:33:18 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Growth Strategy]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1103</guid>
		
			<content:encoded><![CDATA[In my town, there is a billboard that says - “Our tellers are actually better listeners” and then shows the logo of the bank in the lower right hand corner of the ad. Since when has banking become therapy? My bank has now replaced my best friend, co-worker, spouse and dog? I don’t need better [...]<div class="feedflare">
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		<slash:comments>5</slash:comments>
		<feedburner:origLink>http://www.huntingbigsales.com/2010/08/09/customer-service-is-not-a-differentiator/</feedburner:origLink></item>
		<item>
		<title>Great Sales Leadership is Magic</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/Jx92dfXCnF0/</link>
		<comments>http://www.huntingbigsales.com/2010/08/03/great-sales-leadership-is-magic/#comments</comments>
		<pubDate>Tue, 03 Aug 2010 14:04:34 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Growth Strategy]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1081</guid>
		
			<content:encoded><![CDATA[I do magic tricks. Sleight-of-hand-card-trick-illusionist-escape-artist magic tricks. For the purposes of commerce and being able to submit a client invoice that survives audit, we call it “Deal Coaching,” “Strategic Seat at the Table” and “Program Support,” but trust me, it’s magic. This part of the job requires all of the creativity, risk-taking, strategy, experience and play-maker talent that...<div class="feedflare">
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		<item>
		<title>Great Sales Management Isn’t Pretty</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/3i2NmkfXrjA/</link>
		<comments>http://www.huntingbigsales.com/2010/07/26/great-sales-management-isn%e2%80%99t-pretty/#comments</comments>
		<pubDate>Mon, 26 Jul 2010 13:44:58 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Managing the Hunt]]></category>
		<category><![CDATA[The Sales Hunt]]></category>
		<category><![CDATA[Your Sales Team]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1057</guid>
		
			<content:encoded><![CDATA[When I was a kid, my dad would take each of the kids for one week each summer on the road with him as he was doing his sales trips. My dad was a territory sales rep in Iowa, Nebraska and Kansas. We would ride with him, talk on the CB radio to find out where "smokies" were, (I have already dated myself in a rather sad way), keep track of his appointment book, pull samples for his meetings and so...<div class="feedflare">
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		<feedburner:origLink>http://www.huntingbigsales.com/2010/07/26/great-sales-management-isn%e2%80%99t-pretty/</feedburner:origLink></item>
		<item>
		<title>From The Horse’s Mouth</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/dFgtsERSGpo/</link>
		<comments>http://www.huntingbigsales.com/2010/07/21/from-the-horses-mouth/#comments</comments>
		<pubDate>Wed, 21 Jul 2010 19:49:16 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Growth Strategy]]></category>
		<category><![CDATA[Networking Tips]]></category>
		<category><![CDATA[Prospecting]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1053</guid>
		
			<content:encoded><![CDATA[I was flying with a senior engineer from one of the top 5 aerospace companies in the world this week as he was on a trip to meet with a number of his suppliers around the country. He's been an engineer on the supply chain management side for years in several different very large companies. I asked him his thoughts on smaller suppliers- how can they get into a big company, how can they grow their...<div class="feedflare">
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		<slash:comments>0</slash:comments>
		<feedburner:origLink>http://www.huntingbigsales.com/2010/07/21/from-the-horses-mouth/</feedburner:origLink></item>
		<item>
		<title>Farmville, really?</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/td13VUkf47Q/</link>
		<comments>http://www.huntingbigsales.com/2010/06/28/farmville-really/#comments</comments>
		<pubDate>Mon, 28 Jun 2010 13:23:23 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Growth Strategy]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1045</guid>
		
			<content:encoded><![CDATA[If you have missed the Facebook driven craze of Farmville, let’s just say that it is Second Life™ for the next generation. In this digital second world, you own an imaginary farm that you work for the purpose of earning imaginary coins to buy imaginary things to put on your imaginary farm.<div class="feedflare">
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		<item>
		<title>Best Experience Ever</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/-PbskaKrvaI/</link>
		<comments>http://www.huntingbigsales.com/2010/06/09/best-experience-ever/#comments</comments>
		<pubDate>Wed, 09 Jun 2010 14:50:03 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Announcements]]></category>
		<category><![CDATA[Personal]]></category>
		<category><![CDATA[Self-Awareness]]></category>

		<guid isPermaLink="false">http://www.huntingbigsales.com/?p=1031</guid>
		
			<content:encoded><![CDATA[I just finished a 16-day trip to Asia with my son and it was probably one of the best experiences of my life. I don’t often write about personal things in this blog- but so many of you were helpful when I asked for suggestions for this trip that I wanted to let you know [...]<div class="feedflare">
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		<slash:comments>8</slash:comments>
		<feedburner:origLink>http://www.huntingbigsales.com/2010/06/09/best-experience-ever/</feedburner:origLink></item>
		<item>
		<title>Price is No Object</title>
		<link>http://feedproxy.google.com/~r/huntingbigsaleswithtomsearcy/~3/b3X3MRTJxz4/</link>
		<comments>http://www.huntingbigsales.com/2010/05/11/price-is-no-object/#comments</comments>
		<pubDate>Tue, 11 May 2010 14:57:57 +0000</pubDate>
		<dc:creator>Tom Searcy</dc:creator>
				<category><![CDATA[Managing the Hunt]]></category>
		<category><![CDATA[Rules of the Road]]></category>

		<guid isPermaLink="false">http://huntingbigsales.com/?p=1144</guid>
		
			<content:encoded><![CDATA[No matter what else we’re talking about in seminars, workshops and coaching sessions, I’m always asked the same question: How do I deal with price resistance? My answer is easy when price is the only issue. Present the buyer with the lowest price option and win the deal. A lot of the time, however, price [...]<div class="feedflare">
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