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Today, it's harder than ever to break through the noise and reach to C-level decision makers. Sellers need to proactively create value in every interaction as they adopt an omni-channel approach engaging a buyer.
In this invaluable handbook for 21st-century sales professionals and entrepreneurs, Tony J. Hughes explains his unique and powerful strategies that combine proven old-school values with new-school techniques.
Published by HarperCollins Leadership and The American Management Association, COMBO Prospecting is an essential and practical companion to Tech-Powered Sales.
Prospecting framework our team created more than $1 million in new qualified pipeline in the first few weeks.
Master deep-drive 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 empowering network that helps you thrive.
Secure decision-maker meetings.
Locate leverage points that matter.
Build a knockout online brand that distinguishes you from the pack.
Build a constantly growing list of profitable referrals.
The COMBO Prospecting half-day workshop assists SDRs and BDRs in booking stage opportunities, and equips sales leaders to coach and drive accountability with their teams. Fundamentals of pipeline generation covered include: engaging based on an effective point-of-view (POV), personalization, driving concurrent multi-channel outreach (COMBO Prospecting), and use of the Sales Success Plan to self-identify key activity metrics and time-blocks for success.
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After working with Tony and the Create Pipeline Program from Sales IQ, we saw a 230% increase in AE self-generated qualified pipeline for 2H 2022 compared with the same period in 2021.
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Tony is CEO and Co-Founder at Sales IQ Global. He has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multi-nationals. Tony is a best-selling author, consultant, trainer and keynote speaker.
