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From David to Goliath: Using brand strategy to land enterprise deals

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Tom Searcy

What happens when a top sales strategist reveals how the enterprise game has completely changed? You get insights that could transform how you approach big deals forever.

Tom Searcy (Hunt Big Sales founder and architect of $22 billion in sales) joins Ross Drakes to explore why brand strategy has become the ultimate differentiator in enterprise sales.

Key Takeaways

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Key Takeaways *

  1. The Death of relationship selling: Why brand trumps personal connection in 2025.

  2. The curiosity vs. preference framework: Why being 'interesting' kills your sales.

  3. The specificity paradox: Why narrowing your focus multiplies your revenue.

  4. The friction method: Why great salespeople pick fights with prospects.

  5. Backwards sales engineering: Start at the contract, work to the first meeting.

More about Tom Searcy

Tom Searcy has built his reputation on one simple truth: landing enterprise deals requires a fundamentally different approach than regular sales. Ranked among the Top 10 Global Sales Professionals by Global Gurus in both 2024 and 2025, he's helped companies transform from under $10 million to over $100 million in revenue.

His large account sales system has generated over $22 billion in sales for companies working with major corporations like 3M, Disney, and Apple. As founder of Hunt Big Sales, Tom has advised CEOs worldwide and is a sought-after speaker for organisations like Vistage and Inc. Magazine.

Tom is an accomplished author with books including "Whale Hunting" and "Life After the Death of Selling." His expertise has been featured in top business publications like The Wall Street Journal and Forbes.

Tom's work is about helping companies punch above their weight class, showing David how to land Goliath through strategic positioning and dangerous specificity rather than generic pitches.

If you've ever wondered how to break into enterprise accounts or compete against much larger players, Tom is the expert who can show you the way.