Chief Closer

by Tom Searcy - August 9, 2011

Three specific tactics to put you in a better position to crush the bigger players in the fight.

by Tom Searcy - August 2, 2011

A number of setbacks have you feeling like you can't do anything right and you're taking the business down with you. It's a common feeling among entrepreneurs. But you can shake it off. Here's how.

by Tom Searcy - July 26, 2011

It's the 11th hour and everything is set for your big pitch meeting tomorrow. What do you need to need to be doing in your last-minute prep?

by Tom Searcy - July 19, 2011

Want to keep the dinner conversation flowing? Here's a great way to start.

by Tom Searcy - July 12, 2011

Want more details? You need to ask better questions. Here are three ways to ask the kinds of questions that let you quickly evaluate a sales prospect.

by Tom Searcy - June 28, 2011

An RFP can lead to the type of business your company has always wanted... or it can wind up being nothing more than a waste of time. If you see three or more of these warning signs, walk away.

by Tom Searcy - June 23, 2011

You can have the best plan in the world for your sales presentation... but it only takes one person asking the wrong questions to derail it. Use these three methods to take control back.

by Tom Searcy - June 14, 2011

If everyone could just agree on these new initiatives, developed after months traveling from appointment to appointment, heading out of the office might not be as painful.

by Tom Searcy - June 8, 2011

You might not be a wizard, but technology has advanced to the point where you can make some incredible things happen for your business. Here are 10 of the best.

by Tom Searcy - May 24, 2011

What happens if you can't deliver on a deal as promised? It happens to everyone at some point. Here are five steps to take solve the problem and keep your client relationship intact.

by Tom Searcy - May 17, 2011

The traits that make your top sales person so productive probably don't make him a great team member. Here are 4 ways to handle your super star without alienating the rest of your team.

by Tom Searcy - May 10, 2011

Of course I'd like my employees to tackle problems on their own. But when that costs me $45,000 in lost business, as it did recently, it's time to stop delegating.

by Tom Searcy - May 3, 2011

You know the drill: Work on your business, not in it. But before you delegate your to-do list, make sure you're not giving away these three responsibilities that every CEO must handle.

by Tom Searcy - April 26, 2011

Political campaigns start the morning after Election Day. Similarly, as soon as your company wins that big deal, your competitors will start trying to take it away from you. Don't let them.

by Tom Searcy - April 19, 2011

Selling is hard enough when you're talking about tangible goods. When you're selling consulting, it's even tougher. Use these tips to ground your technique and ensure that you'll close the deal.

by Tom Searcy - April 12, 2011

You can't deny success, and you shouldn't make the mistake of failing to learn from it. Here are 7 guidelines For Chief Closers to live by, gleaned from how the Oracle does his deal making.

by Tom Searcy - March 29, 2011

A request for your sales proposal in no way seals the deal. Here's why it might be a false positive -- and what to do about it.

by Tom Searcy - March 22, 2011

What's worse than networking face-to-face? Trying to connect with someone you don't know over the phone. There is a better way to drum up business. Here's how.

by Tom Searcy - March 15, 2011

Sometimes doing business requires old-fashioned networking. What if pressing the flesh isn't exactly your thing? Use these tips to maximize the benefits and minimize the pain involved.

by Tom Searcy - March 9, 2011

When it feels like your sales ship is going down, it's easy to panic. Here are 5 ways to keep your head above water, so you can get back to making money.