Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
ISBN: 081443911X
EAN13: 9780814439111
Language: English
Pages: 256
Dimensions: 1.00" H x 9.00" L x 6.00" W
Weight: 1.00 lbs.
Format: Paperback
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Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales

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Book Overview
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.
Editor Reviews
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.

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