COMBO Prospecting (fill your sales pipeline)
Published by AMACOM in January 2018, COMBO Prospecting is taking the world by storm because it is the essential and practical prequel to both SPIN Selling and The Challenger Sale. This is because COMBO Prospecting is what gets you in front of people to then use the SPIN questioning framework from Neil Rackham and the 'Challenger' insight narrative and techniques of CEB (Corporate Executive Board, now Gartner). You may think you're the best salesperson in the world... but not if you're unable to create quality sales pipeline.
COMBO prospecting brings timeless principles of success together with modern engagement tools and techniques... people and technology, social and the phone, insight and value, relationships and strategy. 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; identify “trigger events” and optimize referrals to create engagement; nurture a strong and empowering network that helps you thrive; construct an online brand that really packs a punch, and more.
See Tony's Amazon Author page here.