December 19, 2023

Episode #111: Carajane Moore – Hunt Big Sales

As President and Partner of Hunt Big Sales for over 13 years, Carajane Moore leads the company in strategic vision and implementation. Since joining the company, she has instituted vital operational and structural changes to the business resulting in growth of over 50 percent in less than three years.

As a serial entrepreneur, Carajane has proven her ability to develop new business and forge critical relationships. Using those skills in her current role, not only has she guided Hunt Big Sales, but she has educated key clients on how to double and triple their companies. Her firm has helped clients land over $18 billion in new business and has paved new ground using the “hunt” approach in industries such as medical devices, telecommunications, technology, real estate, aviation, and construction. You can learn more here

Her varied experiences as a fast-track person in the sales environment have included direct sales, sales training, sales management, team sales, outside and inside sales, and entrepreneurial sales at the $1 million plus level. Carajane has taught the Hunt Big Sales System to other professionals and consulted with major companies as a trusted adviser.

She is the co-author of The Secret to Big Sales: Use Executive Language to Close More Deals, How to Sell In Place: Closing Deals in the New Normal, and Life After the Death of Selling: How to Thrive in the New Era of Sales. She also served as a judge for the 2012 Stevie Awards and earned a degree in Business Administration, emphasis on Marketing, at the University of Nebraska-Omaha. Carajane was recognized as a leading woman in business and was featured in “O, The Oprah Magazine”, “Entrepreneur”, “Fortune”, and “Forbes” magazines

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you’re listening to the self-made is a myth make a difference together show with your host coach Tim campsa where we talk with successful business owners to hear the stories of their Journeys in building their successful businesses and more importantly we recognize the folks who help them Excel because we know that achieving business success is not something we can do on our [Music] own hello everyone this is coach Tim camel and I’m excited to have a fellow business owner from Indiana with us today my guest is an iris triplet we are going to want to hear about that for sure in her downtime she enjoys being outside with things like hiking and biking and pickle ball and yoga and paddle boarding wow very active and she is most proud of completing a triathlon it is my pleasure to welcome Cara Jane to the show today hello Cara Jane hey Tim it’s great to be here fantastic well I appreciate the opportunity to learn a little bit more about you today so before we um jump in and and uh ask you about the business and stuff why don’t you start with introducing yourself tell us um obviously your your name and a bit about your personal story like where you were born and live and your family and all that fun stuff yeah so I’m car Jane Moore and uh I as you mentioned am one of three or uh what’s called Irish triplets grown up grew up in the midwest Nebraska for most of my life and now in Indiana so still a Midwest girl um I have a full- grown daughter who’s getting her doctorate in chemical engineering uh and um so I’ve kind of just lived in the W Midwest traveled around doing different jobs over the years and uh loved like you said to be active to be outside I played on Pokéball leagues this year which was a lot of fun um and travel so you know kind of a little bit about me I graduated University of Nebraska in uh marketing and business and uh have just worked through a career to be here as an entrepreneur now when did you do your Triathlon gosh that’s a great question I did my Triathlon probably about 15 years ago and I did it in North Carolina I was living in North Carolina at the time so I did it at Pinehurst okay and funny story about that I was living more on the coast so at the beach level and so I was training at the beach because that’s what I had so it was all flat right so I’m training in a pool and I’m biking flat and we go up to Pinehurst which is in more of the mountain area of North Carolina and I start looking at what the biking is gonna be like that I hadn’t quite trained for but it worked out and I was happy and so it worked out so I completed it now um being a triplet is there a what order did you are you in and does that is there a difference does it make a difference what is your philosophy on that well so it’s interesting because Irish triplets are different my brothers are identical twins okay and so they are 11 months older than I am so Irish trick blets means that um it’s within a year not all at the same time got it so yeah so I I’m still the baby yes wonderful well I thank you for sharing that because I did not know that that’s what it meant so I appreciate the background there yeah carjan is there a funny story that your family likes to tell about you that you’d be willing to share with us today well yeah you know so the funny story um that I was thinking about is just the idea that I I think there’s somebody in every family that’s kind of the glue that keeps the family together and that started very young when um we were in our teenage years and being Irish triplets we about the same age and a variety of the same friends and that type of thing and so when we were teenagers maybe my brothers were out a little bit late or not able to drive or lost their keys or whatever and so there was the you know call care Jane in the middle of the night I sneak out of the house go get them bring them back get it all taken care of and so it just uh is a great indicator of you know kind of where I play in the family as kind of the glue that keeps everything now did you ever get caught helping your older brothers out of a jam uh yes I did we all got in trouble it’s awesome well tell us how the how’ the business come about and at what point did you have the confidence that you could run your own business you know that’s a very interesting story too in that um I ran several of my own entrepreneurial Ventures um separately from my business partner and my brother Tom and so um Tom at the this point was uh working off a non-compete and so he was working with some members of his YPO her like while you’re working off your non compete can you come help us grow our businesses and so before he knew it he was taking on staff and he had a business and I had um I think we were raised entrepreneurs because all three of us ended up being entrepreneurs in some form or fashion and so as he came in and recognized that he had a business I joined and became a partner pretty quickly at that point so when did I recognize I guess we were young you know uh I was doing my own coaching and and Consulting in sales um and then I was also running a real estate business my brothers were on the phones um selling newspapers and had a newspaper rout at 10 so I mean it was all fairly young and uh then we I joined Tom this probably what 16 17 years ago when we started um originally the Whale hunters and now we’re hunt big sales and so we felt very confident confident in um the just the interest out of the YPO group let alone other people we knew to launch the business wonderful so tell us a little bit more about the company um what’s the name what do you guys do how do you help people yeah so the company’s called hunt big sales and we’re kind of a boutique um consulting firm and we work with CEOs of organizations who are probably between 15 million and $250 million dollars in size you know kind of that mid-range business small to mid-range um who are looking to grow they’re not happy with their current growth rate and uh so we work with them using a proprietary processing system to help them land very large deals in a replicable scalable way and you know scaling right now for all of us who are in the baby boomer age is kind of a focus and so how do you scale sales and how do you scale big sales oftentimes big sales are those things that are a bluebird that come in and everybody’s excited but they can’t do it again and what we do is through our process processes and systems and help them do that and so we’ve over the years helped companies land over 21 billion dollar in new business using this processing system wonderful and um I know you’ve got a new book out I’m partway through it tell everyone about that yeah the secret to big sales how to use executive language to close more deals and so that’s the part that is so fun is because big sales is really about solving big problems for senior buyers and that means that you have to be able to have the language in the sea suite and one of the areas that we were finding a gap in in with our customers and then in the marketplace as a whole is that the senior level Executives can speak power to power executive to Executive but when you’ve got a Salesforce that’s trying to get into that room the room where it happens right trying to get into that room they don’t have the language or the Acumen to have those conversations and so we wrote the book to be able to provide some tools and techniques that really can help salespeople Elevate their conversation so they can have those executive conversations in the room where it happens makes a ton of sense for everyone listening uh check out the company in the link in the description and uh comment on Cara Jane’s LinkedIn and let her know that you watch today’s video thank you I love that that’d be great I’d love you to share a story where someone pushed you or inspired you that you could do it even though maybe you didn’t think that you could and the impact that that person had on you yeah absolutely so you know it’s interesting as um you grow up as an entrepreneur you’re starting your own business but you get into business and so uh getting into hump big sales I was actually behind the scenes Tom was kind of the face of the business and I was behind the scenes doing the sales running the operations putting together content and that type of thing and um through you know uh a tragedy I ended up having to be a face of the business right and um one of the Consultants that that uh very impactful in my life was Dan Sullivan and the Strategic coach program because of the tools and the pieces that they had at that time really were able to help me refocus and reset I was somebody that was used to doing it myself and and I know part of what you talk about is you can’t do it all on your own yeah so able to talk to that but I was at a point where I was running the business we had some tragedy I’m trying to do it all on my own and I didn’t really understand how to De delegate well those more um bigger projects more executive things that needed to be done um that I had to take off my plate so that I could move to another part of the business and so some of his tools really were critical and made a difference in my ability to step into a role of leader that’s fantastic and it it can be tough and you just alluded to it right the the letting go of our baby or the thing that we do really really well and and trusting that somebody else is going to be able to take care of of it as well as as we do right right or even it’s something we don’t do well meaning we don’t like it we don’t do well but it’s still yours right so you you know it you know it inside and out and how they’re going to come do it is going to be different and different doesn’t mean wrong right and I had to learn that different didn’t mean wrong if the outcome was the outcome you shouldn’t care you get there and that was a hard piece for me to get to there’s another um a fun way that we have our clients look at that is you know what’s the value so you know if if your value to the organization and I’m just making fake numbers right it’s $500 an hour and the tasks that you’re working on are $100 an hour it really it really doesn’t matter if the person you delegate it to isn’t quite as good at it as you because the opportunity cost is huge huge yeah no absolutely 100% it’s just back to your point of Letting Go letting go and letting go of it doesn’t have to be perfect it doesn’t have to be exactly the way I did it it doesn’t have to be all of that and um and I think that’s one of the biggest challenges as owners and entrepreneurs you know when you you started or you carry it Tom and I did this and and as partners and we carry it forward you know Tom’s really good at delegating and letting go um which worked out great but I was not and so you know I’m carrying it all on my back thinking I I can do it and and you can’t so what’s been your biggest learning over the years as a business owner my biggest learning is I think to your spot your point is there are blind spots too there are those things that we do because we have to do it and there are those things that we just miss and it’s really biggest learning is that there are blind spots when I think I have it all covered and I don’t and so finding people who um one are better in areas than I am to go fix that and two to um see the blind spots that I had and fill those gaps and I think that is absolutely one of the biggest learnings and the learnings of how to let go so you can do that I like what you said earlier about you know there’s stuff that you were doing that you just you know either weren’t the best at or didn’t like doing and being able to let that go to people who are better at it they’re going to see those blind spots because it’s something that they enjoy right versus something that we’re just doing because it has to get done and and so I I like that um that thought process of you know helping getting others to help see those blind spots and and point out the the opportunities for us to to continue to grow and develop that’s that’s a great um great insight for everyone listening today to to make sure that you’re you’re getting other perspectives and other points of view to see the things that you don’t see for yourself I love that well and I think you know also to your point having um outside Consultants like yourself right that as an owner maybe you don’t have to hire an employee but having somebody on the outside that can also give you maybe that more honest feedback you know I think that when you do have employees um I have great set of employees and we have great conversations but I’m sure that there are things that I am not fantastic at that they don’t want to tell me yeah yeah they’re not g to tell the boss right right and so having Consultants on the outside that can really share with you maybe some areas or some shortcomings that you’re not aware of is extremely helpful because they’re now at a colleague level versus maybe an employee level yeah absolutely it’s funny um even so I have a coach as well and I I can be coaching my clients on something all week and then it comes to my session with my coach and and he points it out for me right that I’m not doing the same thing that I pointed out to my client so even even when I I know what I should know I don’t when it’s my own business because I’m in my own weeds right absolutely well one of the things that I joke about too is as I’m coaching my clients to your point I’m like yeah that sounds very familiar yes you know I find that coaching is a great way to remind yourself of some of the things you need to do and it’s uh and it’s fun in that sense as well too one of the things our founder says is life is a mirror so ABS right that’s a good example oh yeah I should just take my own advice that sounded pretty good coming out of my mouth right and it’s like the cobbler’s kids now I get it now car Jane we know that business success doesn’t happen in isolation so tell us about one of your biggest challenges during the year and and maybe a fellow business owner who you know came alongside of you helped you through that yeah so one of I think one of the biggest challenges is we had um some tragedy strike the business and strike um the family and through that trategy is kind of how I’ve been moved into the face of the business to that leader part of the business and um and so that uh you know leaders are not um born they Ma and I guess you know and so I was made and I was made you know through the years of being shoulder-to-shoulder with my brother but we had a um I would say a business leader adviser um close friend uh who David Resnik who was um our cap sapper and Miller partner and it was one of our um account was our accounting firm and uh I would say ADV visor to the business and he came alongside me and helped guide me through some really tough times as we were sorting through we had U my brother had passed and um Tom had had some medical situations that caused us to have to make some shifts in the business and so it was really so valuable to have that person David in this case but that person come alongside have some tough conversations help you think through some things that maybe in this case I was emotionally tied to that were hard to process right yeah for sure it can necessary it can be very lonely at the top right when we’re an employee we usually have a manager we can go to and talk those things out loud when when we’re the owners it’s like oh who who’s my person who who do I have to to you know be vulnerable with and talk this stuff out loud when I don’t really know what to do yet absolutely well and that’s the thing that I think you know if we’re gonna say anything I think everybody needs to have you know some somebody whether it is a colleague you know another business owner that’s just a good friend or whatever or a a consultant but it is important to have that other voice that other person to bounce things off of because you are at the top on your own you know and um and it you know they joke about it being lonely at the top but you need somebody that can at least be empathetic they’ve gone through it before they understand where you’re coming from they have at least some Concepts that are relevant to where you are to be able to enjoy a conversation that is challenging you where you need to be challenged and so you know I think that that is critical for every entrepreneur we can’t we can’t get there without other ideas out other thoughts we don’t know it all we can’t be at all we can’t be everywhere and we’re going to face things that we don’t know what the next step is amen caran if I asked you to pick three people so I’m gonna put you on the spot here pick three people in your business owner Journey that you’re most grateful for them being there to help with your business’s growth who are those three people and how they help you yeah so I’m gonna say other than my brother who I would say number one in in the business Journey as a partner I think that he would be number one but outside of him I listed David Resnik I would say Dan Sullivan and the impact he had on our business for the years we were part of his coaching group and then there’s a Christian group here in town that I’m a part of and there’s a few of the executives in that that are I’m really close with and through the conversations and partnership that we’ve had with them I’ve had with them specifically it has been instrumental in how I think how I operate and also how I am challenged to be better to be the best I can be and to make the business the best it can be fantastic it’s it’s so good to to have you know different people in our Corner different people we can reach out to different ex people with different experiences because like you said earlier right there is no necessarily no exact right answer it’s just navigating through and and figuring out what’s right for for us individually that’s going to help you know Propel the business forward so I’m glad to hear you’ve got a number of different folks that you can rely on that’s fantastic yeah no and I am grateful for all of them and and you know friends I’ve got long-term friends and I find in in this world when you are at the top and you meet up with other Executives at the top you build fast friendships because you’re all in the same boat in some fashion right there’s an immediate understanding and appreciation of what you’re going through right exactly exactly so that’s awesome as you think about the next three to five years what’s the biggest challenge that you see that you’re going to face in meeting your goals and who are the types of people that you are going to need to overcome those yeah that’s a great question you know there are probably several I’m going to name like the top three but the first one is in Professional Services you know the market is is Shifting as um as it is for everybody and for us we’re at a point that we really are now ready to scale and we need to replicate me and so one of the first things we need to do is be able to move from services to products for some of that scalability and so an organization that really works with Professional Services to help them go from growth to scale to exit and so we’re working with that organization to really help us make those transitions as the biggest challenge but as a part of that the next biggest challenge and I I think a lot of people are facing this my clients are facing this is the fact that the marketplace has become so noisy right we we have it’s everything social media you can find everybody and everything and we’re everywhere and you have to be everywhere and so that becomes a that becomes a really huge Channel how do you get to your specific buyer and who is that specific buyer so we understand who our buyer is but getting to the buyer now instead of being that one channel you know it used to be like one channel or a couple of channels and that’s where your buyers are that’s not how it is anymore so really um finding a group or a leader in marketing marketing strategy that understands the businesses to business Marketplace Professional Services and then our particular Market within that to really help us get out in the right places instead of the shotgun scatter approach right which we all know isn’t isn’t going to work but I know that this is going to be a continually evolving challenge yes not just for us but for everybody in the marketplace and so looking for those thought leaders and those people that are Innovative as to how they reach the marketplace especially in a business bus to business environment that’s going to be the other area where I really see that it’s going to be a continued challenge for us and something that we’re going to need a lot of help solving yeah it’s amazing as as technology has evolved and different means to communicate with people the the technology hasn’t necessarily made it easier for for those of us who are wanting to find our buyers but it certainly made it uh you know easier for the buyer to get in their own information and do their own research but it’s it’s becoming harder and harder to to be able to communicate directly with the the folks that we want to peque their interest and and be able to you know potentially have a a meeting with right 100 perc BEC like I said because then the marketplace is becoming very noisy yeah and sometimes especially in Professional Services our buyers have a problem but they don’t necessarily know the specific problem that they have right and so they actually think they have a problem but they need to talk to somebody to help them diagnose it and I find most of the time my first couple of conversations are helping my prospects diagnose their problem and oftentimes I’m not the solution they need but they needed somebody to have that conversation with to figure out where’s the best place for them to go next and I feel like that sometimes with us especially as we talked about the marketing set is it’s like I got a problem I’m not sure because there’s there’s so many different Vues in marketing right I’m not sure where my problem is so I need to talk with somebody and so I think that that’s also why the marketplace gets noisy is we think we can we think we know what our problem is and then you start to go try to solve it and you realize you there’s too many things you don’t know and they need to get in touch with somebody but are they getting in touch with the right people is it you know that’s why it’s just a noisy channel right and there’s so much prospecting happening that folks are reluctant to to take a call or take a meeting because they don’t you know people don’t have time to be sold to so right they’re even hesitant to even Explore finding a solution to their challenge because it’s like no you know I just don’t have time to to sit through all of these different discovery meetings or phone calls or right and so I guess I’ll just ignore them all and figure it out try to figure it out on my own well try to figure it out on my own and that’s why you know honestly in a lot of what it is is it’s a referral you you’re talking to somebody who’s had that same problem who found a solution um or somebody you trust right and so um in the large account sales world where there are bigger problems and you’re talking at that senior level 84% of them involve an executive in making the decision and so the executive uh is getting referrals from other Executives right because that’s how you get into an executive you don’t cold call into an executive they’re not to your point going to take the call any more than you take the call or I take the call let’s right you know so I mean it’s it’s the same problem yes yeah very very much so last question here um Jim ran an awesome business Guru one of his quotes we become the average of the five people we spend the most time with so as you think about that quote and I know you alluded to it earlier what advice do you have for for newer business owners who are trying to do it on their own and and don’t don’t want to ask people for help or don’t think that they can or should yeah so I just think that that is so fascinating um because I remember being there right and um I think we all go through some of those stages and the sooner you learn that you can’t do it on your own the faster and uh you’ll you’ll grow right but my my advice is to go find uh an executive group an executive coach there’s lots of different groups and coaches out there so you’ve got to and not all of them fit where you are or what you need right but you need to find that group and it’s going to cost you a little bit of money to be a part of the group and it’s going to cost you some time but it is well worth it because now you’re not on your own and you don’t have it necessarily more employees you have more contemporaries colleagues that are going through the same thing you are and have experienced it or experienced people to help them so that you can have productive conversations and challenge you I don’t know an entrepreneur alive who isn’t reading the books listening to the podcasts already feeding their brain right now you need to have the true conversations with the colleagues who can also provide additional ideas resources from experience and not just food for thought now Brad sugars our founder says You Must Learn to Earn and his whole premise there is if you don’t don’t under take the time to learn the foundation the fundamentals of running a business then you’re always going to be behind because your competitors are going to be focusing on their learning and their growing so I love what you said it you know what books are you reading what podcasts are you watching what conferences are you attending right what who’s your five and it and it doesn’t always have to be paid people right you can you know you can reach out to other colleagues like like Cara Jane just said and and you know have a coffee and share some stories and ask for opinions I’ve never had anyone I’ve reached out to or I’ve ask them for a coffee Mee and say no and I think that’s just a k Jan I’d love to hear your perspective on that I think it’s a a very interesting Community where business owners tend to support business owners right and and pay it forward so what’s been your experience with that I 100% agree I love that and you know um I would agree with you that business owners want to help other business owners and everybody is always I’m going to say flattered or honored to be asked right to um to have the opportunity to Mentor or speak into a problem that maybe they’ve had and so uh I’ve never had somebody turn it down and I never turn it down I absolutely somebody says hey I heard that you you know from so and so you’ve done this or whatever or I’ve seen you do you have a few minutes could we talk could we grab a coffee could we grab a zoom call absolutely want to help because as an entrepreneur we know you can’t get there on your own so I I have been helped so I absolutely want to help others yeah um I I love that that ask you know share what the question is and and that you’re going to want to help I mean the reality is is that we’re all we all love to talk about ourselves in our journey and if we feel feel like it’s There’s an opportunity to sh to help somebody else through that sharing of what we’ve accomplished it it is flattering you you might have used the word honoring but right it it it’s like wow somebody wants to take some of my time and learn from my journey of course I would love to to know that I’ve been able to pay it forward and and help someone out so yeah absolutely help somebody else or be able to impact somebody that I mean isn’t that what we’re really here trying to help you know our business is to help other PE other businesses grow that’s what I love to do and you love to do that right so we’re here to help other people um and so just it’s it’s always very it’s gratifying for the person who’s being asked just as much as it is hopefully for the people who are you ask I know when I ask I get people that will jump on a phone call with me so appreciative of that and it’s those little nuggets you know you said you said you know a few minutes of your time and that’s usually all it takes to get a nugget or two right that’s specific to the the challenge or problem that we feel like the other person has some expertise in though it doesn’t have to be a a long meeting right no it doesn’t I but I think the point is is let them know why you’re asking why you know if you send that up front then they understand why you’re calling and what they what your ask is but otherwise it might come across as a prospecting call or a c call which you don’t want so if you say hey I’m calling because I wanted to ask you about this or learn about that do you have a few minutes I think that gets you the door opened a lot faster too so fair very fair har Jane it was a pleasure speaking with you today thank you so much for being on the show thank you Tim I appreciate you uh inviting me it was great to talk to you as well thanks for listening to the self-made is a myth show with your host coach Tim campaw please help spread this Movement by liking and subscribing to our show and following us on Facebook and Linkedin or wherever you listen to your favorite podcast to join our movement go to bead okay folks that’s a wrap please pay it forward and be sure to tune in next time to the self-made is a myth podcast