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

Unleash a killer combination of old and new sales strategies. How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will ... by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks. The book reveals today's new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works. With actionable insights in every chapter, it explains how to: Do deep-dive research into social Locate leverage points that matter Secure decision-maker meetings Earn executive engagement Build a knockout, online brand Nurture a network that helps you thrive Profit from referrals Publish insights that set you apart and steer the agenda Employ an efficient, lethal library of scripts and templates And much, much more Want to wildly exceed your quota? Combo Prospecting is a potent playbook that will pack your pipeline and turn you into a selling champ 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 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? How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? By learning how to combine time-tested sales processes with cutting-edge social media strategies.Combo Prospecting 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. With actionable insights in every chapter, 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, much more!Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. But 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. 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.