In a recent appearance on The Selling Show, I had the pleasure of diving deep into what Hunt Big Sales does best: helping mid-market companies achieve outsized growth through strategic, high-stakes sales. As many of you know, Hunt Big Sales isn’t just about closing deals; we’re about landing the kind of transformative, large-account sales that redefine the trajectory of an organization.

It was great to talk with David Newman, host of The Selling Show, and share some of the principles that have helped our clients double their sales, accelerate their closing speed, and, ultimately, double the size of their companies. Let’s dig into some of the key takeaways.

1. The Power of Thinking Big from Day One

One of the first things David asked me was about Hunt Big Sales’ early days, specifically how we hit $1 million in revenue in our first 12 months. My answer? We never aimed small. My business partner, Tom Searcy, and I always understood that in sales, just like in life, you get what you aim for. So instead of inching our way to growth, we set bold targets and aligned every strategy and action to meet them.

The lesson here is clear: if you’re serious about scaling, you have to make audacious goals your starting point—not your endgame. At Hunt Big Sales, our mission is to help our clients achieve their own “impossible” targets by teaching them how to think, act, and close like the big players in their industries.

2. Identifying What Really Drives Growth: Doubling Sales, Speed, or Company Size

At Hunt Big Sales, we focus on three critical outcomes for our clients: doubling their sales, doubling their closing speed, and doubling their company size. Why? Because these are the tangible results that create lasting transformation.

• Doubling Sales: This isn't about incremental gains. We’re talking about landing the types of large, strategic deals that can change the financial health of your entire company.
• Doubling Closing Speed: Small problems drag out. Big problems demand immediate attention. We teach our clients how to present their solution as essential, speeding up the decision-making process and getting deals over the line faster.
• Doubling Company Size: Large sales drive growth, and growth scales impact. By focusing on these transformative deals, companies can move from small to mid-market to major players in record time.

If you’re going to compete with the giants, you have to act like one. That means aligning your entire sales strategy around these three outcomes.

3. Stop Wasting Time on Small Deals – Solve Bigger Problems

One of the most common pitfalls we see in sales is the misconception that big deals need to take longer. Here’s the truth: if your deal is dragging, you’re probably solving a problem that isn’t mission-critical to the prospect.

During the interview, I discussed how urgency is key. When you’re dealing with big problems—the kind that keep executives up at night—decisions get made quickly. We coach our clients on how to identify and communicate the immediate value of their solution, positioning it as indispensable. In other words, if your closing process is taking too long, it's time to go after a bigger, more urgent problem.

4. Using Executive Language to Win Big

In our latest book, The Secrets to Big Sales: How to Use Executive Language to Close More Deals, we talk about a critical piece of the Hunt Big Sales methodology: mastering the language of executives.

One of the biggest challenges in high-stakes sales is gaining and maintaining access to decision-makers. As I told David, you get sent to whom you sound like. If you sound like a director, you’ll get passed down to a director. But if you know how to speak at the executive level—addressing high-level challenges, asking strategic questions, and demonstrating a clear ROI—you stay in the room where decisions are made.

If you’re serious about winning large accounts, you need to upskill in this area. Sales isn't about having the "gift of gab"; it’s about having the confidence and strategic insight to engage executives on their level.

5. Scaling Hunt Big Sales: Productizing Our Expertise

David and I also touched on the importance of productizing our offerings. Hunt Big Sales began with bespoke solutions tailored to each client. While that level of customization has its benefits, it doesn’t scale. To deliver consistent, high-quality results, we’ve developed a suite of products and tools that our consultants use to drive results efficiently.

For us, productizing isn’t just about scaling; it’s about creating consistent client outcomes and providing a repeatable, reliable process that any of our certified consultants can deliver. This is how we’re able to maintain the high standards that Hunt Big Sales is known for, while also expanding our reach.

6. Doubling Down on Quality with Certified Consultants

As demand for our services grew, we realized that we needed a way to extend our methodology while maintaining our standards. This led us to launch a certification program, allowing seasoned professionals to become Hunt Big Sales Certified Consultants.

These certified consultants go through an intensive training process. They’re not just learning our tools—they’re learning our philosophy, our approach, and our standards. We’re selective, and not just anyone can wear the Hunt Big Sales badge. This ensures that whether you work directly with Tom, myself, or one of our certified consultants, you’re getting the same top-tier expertise that Hunt Big Sales is known for.

Take the First Step Towards Your Next Big Deal

At Hunt Big Sales, we’re not here to help you win every deal; we’re here to help you win the right deals—the ones that will transform your business. If you’re ready to double your sales, your closing speed, or your company size, we’d love to talk.

This is not a sales pitch; it’s an opportunity to have a real conversation about your sales challenges and goals. Click here to request a consultation now, and let’s discuss how we can help your company reach its full potential.