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:

• A structured large-account acquisition process that transforms sales from guesswork to predictable growth.

• A clear framework for identifying and engaging the right executive sponsors who can actually say yes.

• 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.

Check out:

• [13:20] Why executive sponsors—not procurement—make or break your big sales strategy.

• [28:45] The one mindset shift that keeps your salespeople from wasting time on the wrong leads.

• [51:10] How a robust process protects your business when your “rockstar” rep walks out the door.

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.

What can a smart business leader learn from a softball field to build a thriving, multi-million-dollar company?

If you’ve ever wondered how to build a resilient company culture, lead with decisiveness, and navigate the messy beauty of running a family business, this episode is for you. Derek Volk, third-generation CEO of Volk Packaging, shares unfiltered stories and hard-earned leadership lessons drawn from the softball diamond and decades in the corrugated box industry. Whether you're in manufacturing, family business, or just looking to lead with more clarity, you'll find yourself nodding along.

By the end of this episode, you’ll walk away with:

• A powerful mindset shift around decision-making that could change how you lead under pressure

• A fresh take on company culture rooted in loyalty, trust, and “no bureaucracy” empowerment

• Real strategies for growing a family-owned business without losing your soul—or your sanity

Hit play now to discover how to lead like a coach, build a team that thinks like owners, and create a business your customers love doing business with.

Check out:

• [10:34] – How Derek’s family turned a GE stationery account into a multi-generational manufacturing empire

• [28:47] – The softball coaching philosophy that inspired his bestselling business book, “Go For Third”

• [51:10] – A candid look at succession planning, ESOP dilemmas, and what it really means to build a business worth inheriting

About Derek Volk

Derek Volk is the owner of Volk Packaging Corporation, a third-generation family-owned and operated corrugated box manufacturer in Biddeford, Maine, and Volk Paxit, a contract packaging fulfillment center in Sanford, Maine. He released his second book, Go for Third: Leadership Lessons from the Softball Field to the Workplace in 2024. Derek has been working at Volk Packaging since high school and has been running the company for over 20 years. Derek is a Maine businessman, best-selling author, former radio personality, and nationally recognized public speaker. He is a grateful supporter of veterans’ organizations and created the Volk Packaging Heroes Wall as a way to honor members of the US Armed Forces, past and present. Derek was named the 2015 Spurwink “Humanitarian of the Year.” That same year, Maine Biz named Derek to their NEXT List, recognizing him as one of Maine’s business trailblazers. In 2020, Derek was inducted into the Manufacturer’s Association of Maine’s “Manufacturer’s Hall of Fame.”

What if your childhood love for roller coasters could lead you to build a national empire of amusement parks?

If you're leading a business—or dreaming of scaling one—you’ll want to hear how John Dunlap, CEO of Five Star Parks & Attractions, turned a hospitality background and a Six Sigma mindset into a high-growth, family-focused entertainment powerhouse. In a post-COVID world with rising labor costs and shifting consumer demands, John shares real-world strategies for thriving in a category many thought was on the decline.

Here’s what you’ll get from this episode:

• A playbook for balancing operational excellence with guest experience, including how Six Sigma translates to human-centered businesses.

• The secrets behind scaling through acquisition and development, especially in a fragmented market ripe for consolidation.

• How to compete with big-name parks by delivering affordable, high-value local experiences that build loyalty (and beat the weather).

Hit play now to learn how John turned a childhood game into a national strategy—and how you can apply the same principles to scale your own business with purpose.

Check out:

John shares how a Six Sigma background in hospitality led him to a surprising call from the San Diego Zoo—and how that jump-started his journey into the world of theme parks and cultural attractions.

Discover how John and his team countered brutal off-seasons by acquiring massive indoor entertainment centers—and what that did for cash flow, customer base, and geographic reach.

John breaks down their evolving pricing strategy, including how “best value” and “best experience” bundles are designed to fight inflation, increase revenue, and give families more reason to return.

About John Dunlap

John Dunlap is the CEO of Five Star Parks & Attractions, a rapidly expanding family entertainment company. Since taking on the role in January 2022, he has led the company's growth from three locations to 27 across 13 states. With a background in amusement and hospitality leadership, John has held executive positions at SeaWorld & Sesame Place in California, Iconic Attractions Group, and the San Diego Zoo. He holds degrees from the University of Virginia and Northwestern University's Kellogg School of Management, along with executive certifications from Cornell University. Based in Charlotte, NC, John is passionate about creating memorable guest experiences and fostering a culture of innovation in the industry.