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    Summary of Tony J. Hughes's Combo Prospecting
    Summary of Tony J. Hughes's Combo Prospecting
    Summary of Tony J. Hughes's Combo Prospecting
    Ebook36 pages20 minutes

    Summary of Tony J. Hughes's Combo Prospecting

    By IRB Media

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    Please note: This is a companion version & not the original book. Book Preview:

    #1 The passage of time provides us with the lens through which to measure real success. Being able to look at yourself in the mirror and respect who you see is everything.

    #2 The modern buyer is digitally driven, socially connected, mobile, and empowered. You must have a superior personal brand and social media savvy to break through or meet expectations. Clients treat you as a commodity and resist your efforts to engage.

    #3 The first commitment to action is to land the first meeting with a dream prospect. You can’t make any progress if you can’t break through and engage a prospect.

    #4 Selecting the right accounts is just as important as choosing the right messages for them. You will be able to open opportunities with 20 of them in the first two quarters if you follow this method.

    LanguageEnglish
    PublisherIRB Media
    Release dateApr 29, 2022
    ISBN9781669399902
    Summary of Tony J. Hughes's Combo Prospecting
    Author

    IRB Media

    With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

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      Book preview

      Summary of Tony J. Hughes's Combo Prospecting - IRB Media

      Insights on Tony J. Hughes's Combo Prospecting

      Contents

      Insights from Chapter 1

      Insights from Chapter 2

      Insights from Chapter 3

      Insights from Chapter 4

      Insights from Chapter 5

      Insights from Chapter 1

      #1

      The passage of time provides us with the lens through which to measure real success. Being able to look at yourself in the mirror and respect who you see is everything.

      #2

      The modern buyer is digitally driven, socially connected, mobile, and empowered. You must have a superior personal brand and social media savvy to break through or meet expectations. Clients treat you as a commodity and resist your efforts to engage.

      #3

      The first commitment to action is to land the first meeting with a dream prospect. You can’t make any progress if you can’t break through and engage a prospect.

      #4

      Selecting the right accounts is just as important as choosing the right messages for them. You will be able to open opportunities with 20 of them in the first two quarters if you follow this method.

      #5

      The old guard often enjoys the support of inside salespeople and love to use that weekly meeting to school the marketing team on how to build a better value message or marketing program. But the most successful senior executives will take time out of every day to make targeted outreach calls to critical clients.

      #6

      The rise of the silent sales floor is killing business. You must become an expert on delivering outcomes, managing risks, building the business case, navigating politics, and building consensus.

      #7

      You need to approach sales like the proverbial honey badger. You have to go into the mound of fire ants and feel nothing so you

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