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.