Combo Prospecting


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Table of Contents

INTRODUCTION: Fight Club and Knockout Commitments1

COMBO Explained and Calls to Put Me in Jail 5

Misplaced Confidence and My Journey into Sales8

Why You Need to Be the Hottest One at the Bar15

CHAPTER ONE: Awful Truths That Can Set You Free23

Wake Up and Get in the Fight!24

Behold the Stately Honey Badger Who Never Gets Fired 31

Extract Your Head from the Darkness; Facts Don't Lie 32

The Great Disruption of Your Precious Livelihood38

Cyborg Sellers in the Age of the Machines44

Go Big, Bust Out, and Break Through50

Winning Combinations of Old and New54

Blooding Your COMBO Strategy60

Why Savvy Social Sellers Still Call Like Crazy 63

The Lunacy of Cold-Calling vs. Social Selling 66

Why Being Beat Up Is Good for the Soul70

CHAPTER TWO: Earning the Right to Win 73

Foundations of Executive Engagement74

The Language of Leaders and Relevance Challenge76

Paradox of Nonhunger and Genuine Curiosity79

Friending and Relationship Selling80

The Truth About Trust and Value 82

The Art of Pragmatic Research87

Leading with Insight and Why a Conversation Matters88

Creating Your Own Value Narrative90

Questions That Qualify and Set the Agenda93

The Power of Truly Listening97

Strategic Selling in the Real World99

Social Selling Framework Defined 103

Building a Winning Business Case106

Engineering Consensus111

Opening Is the New Closing113

CHAPTER THREE: Building Your Platform 117

Creating Your Online Brand119

Publishing Insights That Set the Agenda123

Nurturing a Network That Enables You to Thrive128

Creating Effective Scripts and Templates130

Selecting the Right Enablement Tools133

Nurturing the Machine That Feeds You Leads136

Account-Based Everything142

CHAPTER FOUR: Executing Your COMBO Strategy 147

Be Your Own Sales Development Rep (SDR) 153

Shocking Paradoxes That Govern Prospecting159

Time-Blocking--Discipline Within the Hours162

Trigger Events and Social Listening163

Referrals--The Path of Highest Probability164

Advanced Technique Playbook166

Insider Secrets of Savvy Sellers172

The Importance of Multi-Threading176

COMBOs to Conquer Executive ADD178

Breaking Through to CXOs and Board Members180

Anatomy of Giving Good Social Phone181

Growth Hacks--Thinking like a Marketer188

Ghost Your Own CEO's Profile191

Sales Coaching from a CEO Buyer194

Supercharge Lead Flow--Pulling It All Together197

Turning Up the Heat Deeper in the Funnel201

Dispelling Myths of the Serial Closer202

CHAPTER FIVE: The Act of Personal Sales Leadership211

Fight, Fight, Fight to Earn the Right213

Avoiding the Roller-Coaster Performance Ride216

80/20 Power Laws and Personal Effectiveness223

Why You Must Become a Mentor and Coach225

Resources 229

Endnotes 231

Index 237

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.

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