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

On this episode of The Salesman Podcast Tom explains why you need to leapfrog forward via distinct competitive advantages rather than trying to grind your way to sales success.

 

What you will learn in this episode:

In this episode Tom shares –

  • Why you need to be asking yourself “what is the problem, of the highest level person” when working with customers
  • How you can avoid RFP’s
  • The importance of focusing less on money, the higher up the food chain you go

Resources mentioned:

 

Transcript:

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