a Combo Prospecting
Amacom (Verlag)
978-0-8144-3911-1 (ISBN)
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.
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.
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
| Erscheinungsdatum | 03.02.2018 |
|---|---|
| Sprache | englisch |
| Maße | 25 x 25 mm |
| Gewicht | 453 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management | |
| ISBN-10 | 0-8144-3911-X / 081443911X |
| ISBN-13 | 978-0-8144-3911-1 / 9780814439111 |
| Zustand | Neuware |
| Haben Sie eine Frage zum Produkt? |
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