Tony J. Hughes – Combo Prospecting [Unabridged audio + pdf, epub] [8 MP3, EPUB, PDF]
Let’s make this short and sweet. This may be one of the most powerful books on building a pipeline. This book is confidence building because you now know how to establish and keep the prospects moving along the sales cycle. This book is a game changer! The book is a quick read, but there is good stuff on every page. Remember you can use VLC to speed up playback. MY HIGHEST RECOMMENDATION
Unleash a killer combination of old and new sales strategies.
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day?
Old-school prospecting tactics or new-school techniques alone won’t provide the answers. But Combo Prospecting will…by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks. The book reveals today’s new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works. With actionable insights in every chapter, it explains how to:
Do deep-dive research into social • Locate leverage points that matter • Secure decision-maker meetings • Earn executive engagement • Build a knockout, online brand • Nurture a network that helps you thrive • Profit from referrals • Publish insights that set you apart and steer the agenda • Employ an efficient, lethal library of scripts and templates • And much, much more
Want to wildly exceed your quota? Combo Prospecting is a potent playbook that will pack your pipeline and turn you into a selling champ.
From the Back Cover
In our era of information overload, it’s harder than ever to break through to C-level decision makers who are already bombarded with “digital outreach.” Use only email and social media, and you’ll hit a brick wall. On the other hand, relying simply on cold-calling is a thing of the past. To connect with these impossible-to-reach executive buyers, you need to be bold but smart, using powerful strategies that combine proven, old-school values with new-school techniques. You need COMBO Prospecting — finally, the funnel prequel to SPIN Selling and The Challenger Sale.
An internationally respected sales leader and widely read business blogger, Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs that’s filled with specific approaches for achieving success. His potent COMBOs will help you gain access to top-level prospects in order to secure meetings and ultimately make the sale.
Tony’s practical strategies will enable you to:
Master deep-dive research using LinkedIn and other social media platforms • Create an effective value narrative with powerful scripts and templates • Select and use the very best sales enablement tools for success • Identify “trigger events” and optimize referrals to create engagement • Nurture a strong and empower-ing network that helps you thrive • Construct an online brand that really packs a punch • and more.
Today, commoditization, automation, and AI technology threaten every salesperson’s livelihood. Utilizing Tony Hughes’ unique process is a sure way to drive success. When you’re willing to make dramatic changes in how you operate — if you embrace what technology has to offer and combine it with intelligent human engagement — you can create a quality top-of-the-funnel sales pipeline.
COMBO Prospecting is your essential guide to strategic selling in the real world — a gold mine of insights and actionable wisdom so you can break through and operate at the very top of your game.
Tony J. Hughes is a respected sales leader and consultant with three decades of winning experience. He is a bestselling author, award-winning blogger, a much sought-after keynote speaker, and a top LinkedIn B2B sales influencer. He teaches modernized selling as part of the eMBA program for University of Technology, Sydney.