Combo Prospecting

Book description

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 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.

Table of contents

  1. Cover
  2. Half title
  3. Title
  4. Acknowledgments
  5. Contents
  6. Introduction: Fight Club and Knockout Commitments
    1. COMBO Explained and Calls to Put Me in Jail
    2. Misplaced Confidence and My Journey into Sales
    3. Why You Need to Be the Hottest One at the Bar
  7. Chapter One: Awful Truths That Can Set You Free
    1. Wake Up and Get in the Fight!
    2. Behold the Stately Honey Badger Who Never Gets Fired
    3. Extract Your Head from the Darkness; Facts Don’t Lie
    4. The Great Disruption of Your Precious Livelihood
    5. Cyborg Sellers in the Age of the Machines
    6. Go Big, Bust Out, and Break Through
    7. Winning Combinations of Old and New
    8. Blooding Your COMBO Strategy
    9. Why Savvy Social Sellers Still Call Like Crazy
    10. The Lunacy of Cold-Calling vs. Social Selling
    11. Why Being Beat Up Is Good for the Soul
  8. Chapter Two: Earning the Right to Win
    1. Foundations of Executive Engagement
    2. The Language of Leaders and Relevance Challenge
    3. Paradox of Nonhunger and Genuine Curiosity
    4. Friending and Relationship Selling
    5. The Truth About Trust and Value
    6. The Art of Pragmatic Research
    7. Leading with Insight and Why a Conversation Matters
    8. Creating Your Own Value Narrative
    9. Questions That Qualify and Set the Agenda
    10. The Power of Truly Listening
    11. Strategic Selling in the Real World
    12. Social Selling Framework Defined
    13. Building a Winning Business Case
    14. Engineering Consensus
    15. Opening Is the New Closing
  9. Chapter Three: Building Your Platform
    1. Creating Your Online Brand
    2. Publishing Insights That Set the Agenda
    3. Nurturing a Network That Enables You to Thrive
    4. Creating Effective Scripts and Templates
    5. Selecting the Right Enablement Tools
    6. Nurturing the Machine That Feeds You Leads
    7. Account-Based Everything
  10. Chapter Four: Executing Your COMBO Strategy
    1. Be Your Own Sales Development Rep (SDR)
    2. Shocking Paradoxes That Govern Prospecting
    3. Time-Blocking—Discipline Within the Hours
    4. Trigger Events and Social Listening
    5. Referrals—The Path of Highest Probability
    6. Advanced Technique Playbook
    7. Insider Secrets of Savvy Sellers
    8. The Importance of Multi-Threading
    9. COMBOs to Conquer Executive ADD
    10. Breaking Through to CXOs and Board Members
    11. Anatomy of Giving Good Social Phone
    12. Growth Hacks—Thinking like a Marketer
    13. Ghost Your Own CEO’s Profile
    14. Sales Coaching from a CEO Buyer
    15. Supercharge Lead Flow—Pulling It All Together
    16. Turning Up the Heat Deeper in the Funnel
    17. Dispelling Myths of the Serial Closer
  11. Chapter Five: The Act of Personal Sales Leadership
    1. Fight, Fight, Fight to Earn the Right
    2. Avoiding the Roller-Coaster Performance Ride
    3. 80/20 Power Laws and Personal Effectiveness
    4. Why You Must Become a Mentor and Coach
  12. Resources
  13. Endnotes
  14. Index
  15. About the Author
  16. Free Sample From Sell with a Story by Paul Smith
  17. About AMACOM Books
  18. Copyright

Product information

  • Title: Combo Prospecting
  • Author(s): Tony J. Hughes
  • Release date: January 2018
  • Publisher(s): AMACOM
  • ISBN: 9780814439128