A Combo Prospecting - by Tony Hughes (Paperback)

About the Book

How can companies break through to impossible-to-reach executive buyers who block out the noise that confronts them every day? This potent playbook explains how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.

Book Synopsis

How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day?

In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies.

Sales expert and author Tony J. Hughes details today's new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention.

In Combo Prospecting, you will learn how to:

• Locate leverage points that matter
• Secure decision-maker meetings
• Build a knockout online brand that distinguishes you from the pack
• Build a constantly growing list of profitable referrals
• And much more!

Old-school prospecting tactics are growing increasingly irrelevant in today's tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

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.

About the Author

TONY J. HUGHES is a respected sales leader and consultant with three decades of winning experience. He is an award-winning blogger, coveted keynote speaker, and top LinkedIn B2B sales influencer.