COMBO Prospecting (Fill Your Sales Pipeline)
Build pipeline with essential and practical prequel to both SPIN Selling and The Challenger Sale!
In our era of information overload, it's harder than ever to break through to C-level decision markers 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 simple 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 International respected sales leader and widely-read business blogger, Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs that's rilled 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-drive 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 empowering network that helps you thrive,
Construct an online brand that really packs a punch
Today, commoditisation, 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 quality funnel sales pipeline.
Reception from Prominent Business Leaders and Sales Authors
“This is a manual for dealing with the biggest problem confronting business leaders, entrepreneurs, and salespeople . . . not enough opportunity pipeline. Yet lack of closable deals is really a symptom of deeper issues, and you must not solely rely on others to generate the leads and opportunities needed for success. Instead, you must take control and step into the hard-core prospecting fight cage yourself . . . you’re not really a leader or a serious salesperson unless you do! This book explains how any business-to-business seller can transform results to become a knock-out success. It is filled with practical steps, real examples, and actionable insights. You’ll be able to create your own plan worthy of becoming a world champion in your industry.”
– Jeb Blount, bestselling author of Fanatical Prospecting.
“Creating sales pipeline is one of the top issues facing sales organizations today and foundational for sales success. Combining proven sales strategies with modern methods of engagement is a winning combination for prospecting in today’s competitive marketplace. Tony’s book explains how to intelligently embrace technology to consistently deliver outstanding sales results.”
– Tiffani Bova, analyst, sales strategist, and growth adviser, Salesforce.
“If you have read Tony Hughes’ previous book, The Joshua Principle, or follow him on social media, you will already be familiar with his delectable writing style and unparalleled expertise of sales trends and methodologies.
As a front-line sales professional for 20 years, I have witnessed the significant changes in B2B selling. COMBO Prospecting is a part of this movement. A movement that requires modern sales professionals to utilise technology and social networks to their full advantage. Salespeople in 2018 must differentiate themselves by combining legacy sales skills with a more intelligent processes. This includes monitoring social media for trigger events, aggregating news feeds to gain deeper insight into customer behaviour, and staying one-step ahead of the constantly changing customer journey. “The Killer Punch”, as Tony puts it, is interpreting these insights, adopting a multifaceted approach to connect with potential customers, and then taking the conversation offline.
We often hear the modern buyer is tech savvy, better informed, and further through the buying process than ever before. Equally, salespeople have better tools to connect with prospects, automate their touchpoint cadence, gain insight into buyer behaviour, and utilise potential influencers to reach the most senior people. For these reasons, there has never been a better time to combine modern techniques to build meaningful relationships on multiple levels - if you know how.
I was lucky to receive an advance copy of Combo Prospecting. Tony shows why, and how, to blend these skills to optimise your sales process, keep the pipeline full and effectively reach the most senior of prospects. The ultimate goal of all sales professionals is to reach the right person and have the opportunity to explain how you can help them. This book is the missing link in all but the best sales professionals. It is engaging, relevant and timely. Highly recommended!”
– Lee Bartlett, bestselling author of The No.1 Seller.
“Opening is the new closing because nothing happens with a sale unless you can first get in front of decision makers with the right agenda. Tony’s book nails what it takes to cut through all the noise facing executive buyers, and he understands the importance of human connection in a digital world.”
– Anthony Iannarino, bestselling author and transformational sales strategist.