Combo Prospecting

The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales

 Combo Prospecting

Author: Tony J. Hughes
Pub Date: January 2018
Print Edition: $18.95
Print ISBN: 9780814439111
Page Count: 256
Format: Paper or Softback
e-Book ISBN: 9780814439128

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Excerpt

Introduction: Fight Club and Knockout Commitments

"If you set yourself on fire, the world will come to see you burn."

--DON KING

LOOK DOWN AT YOUR HANDS. HANDS OF LOVE BUT ALSO HANDS of steel--make them into fists. If you take just one thing from this book, let it be this: The left is social, the right is the phone--blended together, they are the social phone, a term coined by Kenny Madden. In boxing, you jab with your left to offensively keep yourself safe and set them up for a knockout with your right hook or uppercut. For sales, you jab repeatedly with digital outreach via LinkedIn, email, text messages, Twitter, and even Facebook; you are setting up a knockout with the phone. The prospect or customer is not your enemy; rather, you are combating any apathy, walls, or resistance that may surround them.

Anyone who claims that you can succeed with one hand tied behind your back is just plain wrong. Social and digital alone fail. Phone alone fails. Passive attraction strategies alone fail. Intelligent combinations are the only way to win, and this is the essence of COMBO Prospecting. COMBO refers to this combination, and it is also an acronym for Command Over Maximizing Business Opportunities.

Right now, you may be failing to realize your real potential. There is no question that the Pareto principle applies to sales prospecting. This principle states that 20 percent of the input invested results in 80 percent of the outcome. So how do you stop wasting 80 percent of your time and start landing that 20 percent where the real opportunity is? No matter how passionately you sell, you must still battle the evil forces of competition, commoditization, globalization, disruption, automation, and artificial intelligence (AI) technology--because they all seek to eliminate your very livelihood. Winning requires dramatic changes in how you operate. By embracing technology with real human engagement, you can prosper in the arena of sales. This combination will elevate you and make you hyper-effective in breaking through to engage with the impossible-to-reach people who need your help.

Excerpted from COMBO PROSPECTING: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales by Tony J. Hughes. Copyright © 2018 Tony J. Hughes. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission.

All rights reserved. http://www.amacombooks.org.

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