Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales - Softcover

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Tony has served as head of sales for public corporations and as the Asia-pacific CEO for tier-one global technology companies. With two previous books, Tony is a best-selling author and renowned keynote speaker, and has been consistently ranked as a top 3 influencer on sales globally. He is co-founder and sales Innovation Director at Sales IQ Global and sits on a number of advisory boards. Tony has also taught sales for three universities and his clients include Salesforce, SAP, Schneider Electric, New Zealand Government, Salesforce, TAL Life, Grant Thornton, BAE Systems, Oracle, Flight Centre Travel Group, Red Hat and UBT with their 4,000 member companies globally.

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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.