Summary of Tony J. Hughes's Combo Prospecting

Everest Media

Description

Please note: This is a companion version & not the original book.
Sample Book Insights:
#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.

Sujets

• Business Development
• Economics
• Development
• Business

Informations

• Publié par: Everest Media LLC
• Date de parution: 03 mai 2022
• Nombre de lectures: 0
• EAN13: 9781669399902
• Langue: English
• Poids de l'ouvrage: 1 Mo

Extrait

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 can eat. You need to let the spitting cobra bite you with its venom, and you pass out but then get up and shake it off.

#8

Social selling, which is marketing via digital platforms, has given many salespeople an excuse to abandon the fundamental truth of sales performance: you must grab the attention and create meaningful conversations with the people who can actually buy.

#9

The reality is that deal sizes are going down, and it is becoming more difficult to acquire new clients. Yet every salesperson and leader can evolve and adapt.

#10

The vast majority of CEOs will not take cold calls, but they will always respond to a referral or introduction from a trusted friend or colleague.

#11

The war for one word brand equity is real, and it’s between you and the 999 out of 1,000 sellers who do the same thing to reach out to targets with almost identical messages. You want to be Rudy playing for Notre Dame.

#12

The fusion of biology, nanotechnology, and all of human knowledge could lead to the Singularity, when AI becomes self-aware. This could save thousands of human hours.

#13

The age of machines and empowered buyers is making enterprise selling harder than ever. You must move beyond low-value relationship-building and instead elevate every conversation by delivering value.

#14

The first state, growth, requires stroking of the ego and showing a path to inflate it even more. The second state requires unlocking latent pain until, as Brent Adamson says, The pain of same becomes greater than the pain of change.

#15

The silver lining of any job change is that it triggers a need for change management. You must help your employer and customer see and achieve a better state of affairs, and you must do so by disrupting the status quo.

#16

You must understand that corporations view you as a unit of production or consumption that must generate a profit for them. To avoid being Terminator career-kill, you must become like Iron Man - man with machine.

#17

The future of high-value selling is humans in partnership with machines. Customers want insight and value from every interaction, and creating seamless customer experience is the solution to that.