What’s the secret behind remarkable sales growth—especially when it comes from landing just a few large, high-stakes accounts?
If you’re tired of chasing endless leads with little payoff, this episode will show you how to stop playing the numbers game and start playing a smarter one. You’ll discover what truly drives growth in companies that consistently win big deals—and how to build a sales process that scales beyond one superstar rep.
You’ll walk away from this episode with:
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A structured large-account acquisition process that transforms sales from guesswork to predictable growth.
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A clear framework for identifying and engaging the right executive sponsors who can actually say yes.
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Insight into how cross-functional alignment and peer-to-peer trust seal deals—and set your team up for long-term success.
Listen now to learn how to engineer remarkable sales growth by mastering the process behind landing big.
The Foundation of Big Deal Success
[04:15] Sales is 90% process, 10% magic.
Tom Searcy shares a core principle from his father: consistent outcomes in big sales come from a repeatable process, not charisma. This mindset shift laid the groundwork for his method of landing large accounts and achieving remarkable sales growth across multiple companies.
[09:30] Why big deals fail before they start.
Many companies chase leads without clear qualification. Tom stresses that remarkable sales growth depends on saying no to the wrong opportunities early and focusing only on sales-qualified leads with true urgency and fit.
[13:20] Executive sponsors are your real entry point.
Forget working your way up from procurement. Tom outlines the three criteria for the right executive sponsor and why landing one is the only way to initiate a legitimate large-account sales process.
[18:40] The value of narrowly defined verticals.
Salespeople often cast too wide a net. Tom argues that focusing on no more than 3–4 verticals helps teams become fluent in customer language and needs—an essential move if you’re aiming for repeatable, remarkable sales growth.
[24:00] Remove the salesperson’s freedom to waste time.
Instead of letting salespeople chase anything that moves, Tom recommends leadership-driven targeting. When sellers work only on approved accounts and problems, their efforts actually contribute to the process and ultimate growth.
Turning Process into Profits for Remarkable Sales Growth
[28:45] Don’t chase; qualify ruthlessly.
The best sales teams aren’t aggressive hunters—they’re disciplined selectors. Tom explains how a controlled list, strict filters, and stage-gate processes create a high-leverage system that drives remarkable sales growth by focusing only on winnable deals.
[34:10] Translate every problem into dollars.
Whether it’s velocity on a production line or absenteeism from poor health programs, Tom insists that sales professionals must tie every solution to financial outcomes. This money language is crucial for gaining buy-in from decision-makers.
[42:05] Why safety sells more than benefits.
After an executive sponsor is onboard, the rest of the organization cares less about upside and more about risk. The real challenge becomes proving that your solution is safe, manageable, and won’t derail operations—a major piece of the large-deal puzzle.
[51:10] Protect your business from “Rockstar” risk.
Processes—not people—should be the asset. Tom warns against relying on sales unicorns. A strong system means that when a top performer leaves, your path to remarkable sales growth stays intact.
[57:35] Compensate for long cycles without losing focus.
Tom shares his model for comp that supports strategic, long-cycle selling: 85% salary, 15% commission, measured by stage progress—not just closings. It encourages the patience and rigor large account sales demand.
Our Guest:
Tom Searcy is a nationally recognized author, speaker, and leading authority on large account sales. His strategies for driving explosive growth are grounded in years of real-world success. Tom is a two-time winner of the Global Gurus “World’s Top 30 Sales Professionals” list—ranked #5 in 2024, #8 in 2025, and #1 overall for his expertise in big sales.