Podcasts about combo prospecting

Your sales leadership team may be the biggest hurdle to your growth. If you are a sales leader, that might be hard to hear. This week Hamish is joined by best-selling author and sales strategist Tony Hughes.  Tony is widely acclaimed with endorsements from industry luminaries. His first book, The Joshua Principle is in its 10th printing and Tony's second and third books, COMBO Prospecting and Tech-Powered Sales, are published by HarperCollins Leadership New York in partnership with the American Management Association. What you'll learn: How to build strong sales leaders. How daily sales motions can build great salespeople. What are the biggest mistakes of sales leaders. How to sell in a publicly traded organization. How can you best report to your sales leaders.   Resources: Tech-Powered Sales: Achive Superhuman Sales Skills - by Justin Michael and Tony Hughes Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Win Sales - by Tony Hughes The Joshua Principle: Leadership Secrets of Selling - by Tony Hughes Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative - by Anthony Iannarino Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - by Jason Jordan, Michelle Vazzana Tony on Linkedin  Sales Methodology Website - www.salesiqglobal.com  Tony's Website - Tonyhughes.com.au When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at www.fullfunnelfreedom.com/alaant The perfect CRM system, streamlined business processes and happier customers – Eligeo CRM Inc can make it happen for your business. Go to www.fullfunnelfreedom.com/eligeo for more info Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com   

Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! This week, we brought you a genius in online cross-channel marketing and communication, the author of a bestselling book, "Combo Prospecting" - Tony J. Hughes. TUNE IN to an Award-Winning Episode (Gold Medal Winner for Best Webinar Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.Learn how to leverage different marketing channels and your sales expertise. Create a structured "SALES MACHINE" that attracts and converts clients into your brokerage business. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome.  We discuss in depth the following:✔️ Learn how to keep an overflowing pipeline.✔️ How to become the emotional favorite.✔️ The top-selling tool for the digital age.✔️ What in the hell is a trigger event, and why they are the biggest secret in prospecting.✔️ The #1 combination approach to prospecting.✔️ Which hour is the Golden hour of Selling. About Tony J. Hughes:  Best-selling author, keynote speaker and trainer#1 Sales Blogger Worldwide - Top Sales World Magazine#1 Sales Blogger Globally - Best Sales Blogger Awards#3 Global B2B Sales Expert & Thought Leader - Linkedln ____ Want more Heads Up Adviser? 

I interviewed Tony J. Hughes, author of Combo Prospecting: The Powerful One-Two Punch that Fills your Pipeline and Wins Sales (AMACOM, 243 pp. Available on Amazon). This is one of the best books I've read on Prospecting. You don't want to miss this interview. Highlights include: what are the best sales enablement tools for success; the importance of identifying trigger events; optimize referrals to create engagement; nurture an empowering network and develop an online brand that packs a punch. Tony is a respected sales leader and consultant with over 30 years of winning experience. He is an award-winning blogger and top LinkedIn B2B sales influencer. He teaches modernized selling as part of the eMBA program for University of Technology, Sydney.

Justin Michael has set records over the past decade for full cycle revenue creation in cutting edge AdTech/MarTech and SaaS startups, both as an individual contributor and global team leader (leading teams of field-based and inside sellers). He also received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup.  Justin was the inspiration behind COMBO Prospecting, an acclaimed sales pipeline methodology used by some of the most successful brands globally. He lives in California where he consults to leading corporations of top of funnel revenue operations.Order Tech Powered Sales The Book- https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/ref=sr_1_1_sspa?dchild=1&keywords=tech+powered+sales&qid=1627832616&sr=8-1-spons&psc=1&spLa=ZW5jcnlwdGVkUXVhbGlmaWVyPUFURlpGQzM2VlNYRjMmZW5jcnlwdGVkSWQ9QTAyNjcwNzIxODBFUTRSRjM2R0NEJmVuY3J5cHRlZEFkSWQ9QTA3MTMxMjVLSzdGTVBVOEdJWUwmd2lkZ2V0TmFtZT1zcF9hdGYmYWN0aW9uPWNsaWNrUmVkaXJlY3QmZG9Ob3RMb2dDbGljaz10cnVl

We interview Tony Hughes, Tony 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. He is a best-selling author, consultant, trainer and keynote speaker.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on advisory boards and has been published by The American Management Association. Tony has also taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney.He has been ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards. Tony is ranked a top 3 sales expert and thought leader globally by LinkedIn and the most read person on the topic of B2B selling within their platform. He has more than 500,000 blog followers and has been rated the most influential person in professional selling within Asia-Pacific three years in a row.His first book, The Joshua Principle – Leadership Secrets of Selling, is in its 10th printing and his most recent books, COMBO Prospecting and Tech-Powered Sales are published by HarperCollins Leadership New York. Tony speaks at conferences internationally and his clients are some of the best-known brands in the world including Salesforce, Grant Thornton, SAP, IBM, Flight Centre Travel Group, Adobe, Siemens, Docusign and other market leaders. The link Tony refers to is this: www.TonyHughes.com.au If you want to know more about Savvy Duty, The Savvy Method or The Savvy Podcast visit: https://savvyduty.com

Justin Michael has set records over the past decade for full cycle revenue creation in cutting edge AdTech / MarTech and SaaS startups, both as an individual contributor and global team leader (leading teams of field-based and inside sellers). He also received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup. Justin was the inspiration behind COMBO Prospecting, an acclaimed sales pipeline methodology used by some of the most successful brands globally. He lives in California where he consults to leading corporations of top of funnel revenue operations. In Today's Episode, Oren talks with Justin about how specific Tech Stacks help your Sales process easier and much more efficient.

DTRH Episode 28  Why "Salesborgs" are the Future of Sales & Marketing  Ft. Justin Michael  What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output.  This is an image of a fractal pattern. These are found in all of nature.    Key Takeaways:  Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.   Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably.    The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect's alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity. Relevance at Scale: If you can't find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization.      Episode Summary  In today's episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies.  Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect.    About Justin  Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades. Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He's releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.”  Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks. Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Take the TQ test! See how tech-smart you are! >>>    "Use resonance, pain, and fear to trigger people emotionally."  - Justin Michael    Join #SAFFG (Sales a Force for Good)    Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

  Do you get overwhelmed or struggle with anxiety when it comes to hitting your quota? I’m pretty sure we all do. This week on INSIDE Inside Sales, Darryl discusses all things quota with none other than best-selling author and sales consultant icon, Justin Michael. Darryl and Justin share some tangible steps that can help you increase your pipeline and hit your quota on a consistent basis. They offer tips such as streamlining your tech stack, smarter time management, as well as leveraging the processes that generate the most impact. Hear how you can reliably and regularly hit your quota on this episode of INSIDE Inside Sales!   About Darryl's Guest: Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology start-ups over the last two decades. He’s coined the term Technology Quotient (TQ) as distinct from IQ and EQ for Sales. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 start-ups on cracking top funnel with converged tech stacks.     INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

We took the BEST episodes on Marketing and made sure you get the information - short, to the point, and practical. Tony J. Hughes - Jeffrey Gitomer - Neal Schaffer - Mark Hunter27 minutes of PURE GOLD for insurance brokers. Welcome "The Best Of Heads Up Adviser - Marketing For Insurance Brokers".This episode covers: Combo Prospecting Approach With Tony J. Hughes: how to break through to your prospectsHow To Build Relationships With Customers - advice from Jeffrey GitomerMaster your prospecting on social media with Neal SchafferLong-lasting MOTIVATION with Mark Hunter Register for a 3-part webinar series with David Kesler from [VIRTUE HEALTH], start the Self-Funded Insurance business from scratch https://bit.ly/3hil4xyHEALTHCARE BROKERS - Arrange a virtual call with John Sbrocco. Let us help you scale your business  https://bit.ly/3j03WhK1. Sign Up For The Expert Session "Achieve Health Consortium"

In this episode of the OKRs Q&A Podcast, Tim Meinhardt interviews Tony Hughes on how to build relationships with Senior Level Executives and how to speak the language of leaders so you can successfully sell in today's marketplace. Tony emphasizes the need to know your customer, specifically their most important Objectives and the measurable Key Results they need to get there. This is OKRs taken to the next level. Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and as a CEO. As a renowned speaker and independent consultant, Tony's credentials include:• Ranked #1 sales blogger globally by both Top Sales Magazine and also by Best Sales Blogger Awards (2018) and #1 webinar globally by Top Sales Magazine in 2019.• Rated as the most influential person in professional selling within Asia-Pacific by Top Sales World Magazine (2017 – 2019)• Ranked #3 sales expert and thought leader globally by LinkedIn (2018)Tony is a bestselling author and has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association. His upcoming book is Tech-Powered Sales.Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He serves on a number of advisory boards and has taught sales for Sydney University, University of New South Wales, and within the MBA program at the University of Technology, Sydney. He speaks at conferences internationally and his consulting clients include some of the best-known brands in the world including Salesforce, Flight Centre Travel Group, Grant Thornton, SAP, IBM, Red Hat and other market leaders.Additional Information on Tony:• Speaker and author website: www.TonyHughes.com.au• Corporate and sales methodology website: www.RSVPselling.com• YouTube channel: https://www.youtube.com/RSVPselling/videos• Sales enablement platform (co-founder): www.salesIQglobal.com• LinkedIn profile: https://www.linkedin.com/in/hughestony/• LinkedIn blog articles: www.linkedin.com/today/posts/hughestony• Twitter: TonyHughesAU https://twitter.com/TonyHughesAUIf you interested in working with the Atruity team or downloading our free e-book The Seven C's To OKR Success - click this link: https://linktr.ee/atruity

In the year 2020, you can no longer win sales by using old school techniques. Tony Hughes in his book Combo Prospecting covers how to use a new-age technique of using multiple methods to take your sales game to the next level. I cover my 3 favorite sections and discuss why I think they are relevant right now. Want to buy the book? Get it below! Link to buy the book: https://amzn.to/2YW14uC Link to Tony Hughes Website: https://www.tonyhughes.com.au/ O ther Sales Books by Tony Hughes: The Joshua Principal: https://amzn.to/3iuk9vs Follow Me on Social Media: Instagram: www.instagram.com/tyzerevans Facebook: www.facebook.com/grindsellelevate Twitter: twitter.com/TyzerEvans --- Support this podcast: https://anchor.fm/grindsellelevate/support

In the year 2020, you can no longer win sales by using old school techniques. Tony Hughes in his book Combo Prospecting covers how to use a new-age technique of using multiple methods to take your sales game to the next level. I cover my 3 favorite s... In the year 2020, you can no longer win sales by using old school techniques. Tony Hughes in his book Combo Prospecting covers how to use a new-age technique of using multiple methods to take your sales game to the next level. I cover my 3 favorite sections and discuss why I think they are relevant right now. Want to buy the book? Get it below! Link to buy the book: https://amzn.to/2YW14uC Link to Tony Hughes Website: https://www.tonyhughes.com.au/ Other Sales Books by Tony Hughes: The Joshua Principal: https://amzn.to/3iuk9vs ++++++++ Please Follow & Connect with me! Link's Below Blog: https://tyzerevans.com TikTok: https://tiktok.com/tyzerevans Instagram: https://instagram.com/tyzerevans Facebook: https://facebook.com/grindsellelevate Twitter: https://twitter.com/TyzerEvans LinkedIn: https://linkedin.com/tyzerevans Tumblr: https://tumblr.com/tyzerevans YouTube: https://youtube.com/c/tyzerevans --- Support this podcast: https://anchor.fm/grindsellelevate/support

In the new reality, we need to create a real-life experience for our clients and prospects and learn to CLOSE ONLINE.This week, we brought you a genius in online cross-channel marketing and communication, the author of a bestselling book, "Combo Prospecting" - Tony J. Hughes. TUNE IN to an Award-Winning Episode (Gold Medal Winner for Best Webinar 2019! Awarded by Top Sales World) COMBO PROSPECTING on the Heads Up Adviser Show.Learn how to develop relationships with your existing clients, get new ones, and use a list of digital tools that help you to AUTOMATE the process. -YOU STILL HAVE TIME TO GET AN EARLY BIRD DISCOUNT FOR HIGH STAKES ADVISING EVENT (AUG 3-4, 2020, CA). Special guest - Jordan Belfort. Tickets available here >> https://bit.ly/2YNYYgG1. Sign Up For The Expert Session "Achieve Health Consortium"

 Gold Medal Winner for Best Webinar 2019!Awarded by Top Sales World, January 2020.In this episode, we discuss principles described in Tony Hughes' latest book "Combo Prospecting." You'll learn how you can leverage different marketing channels and your sales expertise to create a structured "SALES MACHINE" that attracts and converts clients into your brokerage business. We discuss in depth the following:Learn how to keep an overflowing pipeline.How to become the emotional favorite.The top selling tool for the digital age.What in the hell is a trigger event, and why they are the biggest secret in prospecting.The #1 combination approach to prospecting.Which hour is the Golden hour of Selling.Join Heads Up Adviser Facebook Group

In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? By learning how to combine time-tested sales processes with cutting-edge social media strategies. In this conversation, Tony Hughes shares his most actionable insights about how YOU can prospect for more business, more effectively, with less time and effort than you might expect. You can learn more about Tony on his website. His latest book, Combo Prospecting: The Powerful One-Two PunchThat Fills Your Pipeline and Wins You Sales is now available. 

We talked to B2B selling expert Tony J Hughes about how old school prospecting techniques are still the best way to build your pipeline and get in front of key customers. For our latest content and job updates, follow us LinkedIn: Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting

We finish Combo Prospecting this week on Book Club. It's been more of a clarion call to lazy salespeople who aren't dynamic and creative in their approach rather than a step by step process guide. There's some superb advice in this last section on how to use social effectively and when it won't add any value. For our latest content and job updates, follow us LinkedIn: Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting

Keep your eyes open and your gloves up because Tony J. Hughes is ready to help you knockout your competition today with a method he calls Combo Prospecting, a powerful one-two punch that fills your pipeline and wins sales.  Tony is an international keynote speaker, best selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. Originally aired March 20, 2018 Are you sick of hustling for sales and not making the commissions you want? Are you ready for more financial rewards and more enjoyment from your work? Stop dreaming, start achieving with the Ultimate Sales Assessment and Certification with Jeffrey Gitomer. On today's show... 4:52 - What is a combo prospect? 11:43 - Are you sales insane? You are if you commit these "sales acts of insanity" 21:08 - The top 3 expectations of buyers 27:59 - What kind of oath should today's salesperson be taking? 33:39 - Tony's biggest sales DON'Ts  LISTEN TO THIS NEXT The Why and the Buy Podcast hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show! Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy FREE EBOOK: Jeffrey's Little E-Book of How to Listen Listen up! We have a new free ebook offer for our Diehards. Blah, blah, blah...is that all your prospects seem to say when they're telling you why they ain't buying what you're selling? Then you've got a real problem on your hands: you SUCK at listening! Get better and get more deals with this free e-book.

Jonny and Mike chat about chapters 2 & 3 of Combo Prospecting by Tony J Hughes. Chapter 2 is about building a winning framework and chapter 3 discusses how to master your personal brand and platform. Chapter 2 was good, chapter 3 was great! For latest content and job updates, follow us LinkedIn: Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting

We're reading the introduction and first chapter of Combo Prospecting by Tony J Hughes. It's a must read for anyone who wants tips on how to pick up the phone and how to vary their prospecting skills to increase their success. Social selling is becoming increasingly popular and important, but if you can't pick up the phone and cold call someone, you won't be successful. For latest content and job updates, follow us LinkedIn: Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/ IRC: https://linkedin.com/company/inward-revenue-consulting

“If you deliver the right message, what will they think as alerts ding away on their cell phone…. Go beyond social selling and think digital selling. Harness all the tools available combined with your own value narrative and Wile. E Coyote determination and cunning.” – Tony Hughes, Combo Prospecting, page 53-54 ProspectingProspecting is a vital part of the sales process as it is essentially getting your foot in the door, but what happens when you are in that first meeting with a potential client? The narrative you present is everything. Joining us this week is the award winning, international key note speaker Tony Hughes, talking with us about his experience in both prospecting and creating the world's leading sales blog on LinkedIn. With over 35 years in business and sales Tony has truly become a master of his craft and with the knowledge he shares, we can take another step on our journey to becoming true sales professionals. Other places to find out more about Tony: https://www.tonyhughes.com.au/ (https://www.tonyhughes.com.au/) https://www.rsvpselling.com/ (https://www.rsvpselling.com/) https://www.linkedin.com/in/hughestony/ (https://www.linkedin.com/in/hughestony/) Tony's books: https://www.rsvpselling.com/sales-enablement/ (https://www.rsvpselling.com/sales-enablement/) If you have time to read (and you should always MAKE time for reading) checkout the article on http://More on prospecting: For more information on this topic go to the following blog post and podcast episode: https://salesiqpodcast.com/blog/six-key-prospecting-tips-to-ensure-2019-starts-with-a-bang/  https://salesiqpodcast.com/mark-hunter-prospecting/ (six key prospecting tips) I wrote to make sure you are getting the fundamentals right, then follow up this podcast and listen to a cracking episode featuring http://More on prospecting: For more information on this topic go to the following blog post and podcast episode: https://salesiqpodcast.com/blog/six-key-prospecting-tips-to-ensure-2019-starts-with-a-bang/  https://salesiqpodcast.com/mark-hunter-prospecting/ (Mark Hunter).       Time Stamps:[00:30] – Tony explains how he got into sales [01:57] – The differences between sales in the US and Australia [03:30] – Perceptions of a salesperson [05:40] – How to change that perception [07:20] – The importance of having the right narrative when trying to sell [10:22] – Some elements that helped Tony become successful on LinkedIn [11:20] – Why Tony started blogging [13:50] – Cold calling vs Social selling [14:30] – Luigi proves that people do pick up the phone [15:30] – Tony reinforces the narrative is vital [17:30] – Is Social selling a mechanism to help us prospect? [20:00] – Trigger events [21:45] – The motivation for writing combo prospecting [25:40] – If people aren't making calls how are they going to prospect? [28:45] – The average contact attempts to engage a prospect [33:20] – Who and what have been the biggest influences in Tony's career [33:55] – What to do if someone has a valid reason to say no [39:20] – What Tony would do differently [40:40] – One action you can do immediately to improve your sales ability [42:30] – Tony tells us some places that you can find him  

Tony Hughes has thirty years of corporate and sales leadership experience with unbroken personal and team sales records. He is: Currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards Rated as the most influential person in professional sales within Asia-Pacific by Top Sales World Currently ranked #3 sales expert and thought leader globally by LinkedIn Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He has more than 400,000 followers on his blogs. The American Management Association published his most recent book, COMBO Prospecting. He teaches ‘modernized selling’ within the MBA program at the University of Technology, Sydney; sits on a number of boards; and is Chair of a CEO mentor group with The Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world. Most passionate about The thing I’m most passionate about today, in business at least, is helping organizations solve their revenue problem. Revenue is like airspeed, if you don’t have enough, none of the other controls seem to work. Businesses are relentlessly pursuing growth, and are facing more and more competition. Also, the failure rate of sellers, especially in the B2B market, is increasing. So, my passion is about helping salespeople become successful and helping organizations sell with a real sense of purpose. Tony’s best advice about approaching customers One of the things that every marketer, salesperson, and entrepreneur needs to do is take themselves out of their own world and view what they do through the eyes of their customers. Content is king, but audience is queen. Biggest failure with a customer When I was 25, we sold the manufacturing business in Australia and I took the business to the USA; I was convinced I’d be a multimillionaire by the time I was 30. I felt confident, but the truth is my confidence was misplaced and I think every entrepreneur when they start out, is excited and confident that they are not going to be one of the statistics, that they are going to succeed. But what I realized was, I hadn’t done enough market research. I’d undervalued the importance of being able to sell, and when I came back from America a few years later, that was what prompted me to get into sales. The thing I say about selling is it’s a skill that nobody wants and yet everyone needs. Biggest success due to the right customer approach  When I wrote COMBO Prospecting, I was looking for the right publisher to publish it, so I ran a COMBO prospecting campaign. I ran a sales campaign where I identified three different publishing houses that I thought would be right for me. I identified the key people, I put myself in their shoes, I wondered: ‘what are the metrics that they measure by?’ I needed to find common connections that can lead to an introduction because introductions, or referrals, are very important since they start a relationship with trust. I also was monitoring for trigger events because trigger events can start a conversation with the right context. In the end, two of the three publishing houses offered me a contract and I ended up selecting AMACOM. Tony’s most recommended tool The first tool is, if you’re an entrepreneur in business, as soon as you can, invest in a proper CRM marketing automation platform. If you want to be truly customer-centric, and if you want to support end to end customer lifecycle and execute campaigns and be all about delivering great customer service for people, as early as you can in your business, as soon as you can afford it, put in a proper CRM marketing automation and support system, and I certainly, and without hesitation, recommend SalesForce. The second tool is my secret, called SocialBee. It’s a brilliant product for anyone who is serious about digital and

Tony Hughes is the CEO and Managing Director of RSVP Selling and author of multiple books, including Combo Prospecting. As a best-selling author and award winning blogger, Tony is ranked by Top Sales Magazine as the Most Influential Person in Professional Selling in Asia Pacific. He is the most read LinkedIn author on the topic of leadership and speaks at conferences internationally, including the Salesforce World Tour event. He also teaches modernized selling within the MBA Program at The University of Technology in Sydney and sits on a number of advisory boards. Tony is a powerhouse of knowledge and is going to share a variety of amazing tactical sales processes and tips in this episode. Gain insight on the world of selling, tools you should be using and how to be successful in sales. Key Topics How technology is changing the world of selling Sales tools you need Unrealistic expectations of buyers Objections are for amateurs Negotiation Action items to shift away from a silent sales floor Time blocking Digging deep to find the perfect messaging How to effectively prospect and sell Book Recommendations Cracking the Sales Management Code - Jason Jordan Interact with Tony LinkedIn -Tony Hughes Rsvpselling.com Tonyhughes.com.au The Joshua Principle Combo Prospecting Notable Quotes “The thing all sellers need to think about is - I’m seeking alignment. I’m trying to find people that fit my ideal customer profile that feel, think and believe the things that line them up really well to be a great fit for us, to be a good client.” “We misinterpret people not responding to us as rejecting us.” “Phone on it’s own doesn’t work. Email on it’s own doesn’t work. Digital on it’s own doesn’t work. Social on it’s own doesn’t work… To break through we’ve got to use combinations.” “So long as your narrative is all about them and not about you and they believe they are going to get something out of a conversation, as opposed to a pitch as a salesperson, then you’re not an annoying pest, you are someone who earned the right for engagement. “The number one mistake people make is they try to manage by results instead of managing the activities that feed into the objectives then that create the results.” “Selling is about the transference of beliefs.” “We don’t know what channel works best for our buyer so try all of them until you figure out which one does.” “You need to be a true believer. You need to have great values. Buyers aren’t stupid. If you aren’t all in on what you are doing, people will really sense that. You need to be passionate about the difference you can make in customers lives with that solution you go and take to market.” “You have to quickly embrace the technologies that are changing everything.” Would you like to see more great stuff like this? I'm on a mission to connect with the most inspiring sales leaders and share their wisdom and insights with the world. If you'd like to get updates when I share new stuff please sign up here.

Tony Hughes has 30 years of corporate and sales leadership experience with personal and team sales records that have never been broken. He is named the most influential person in professional selling within Asia-Pacific by Top Sales World. He’s currently ranked #1 sales blogger globally by both Top Sales Magazine and Best Sales Blogger Awards, and #3 sales expert and thought leader globally by LinkedIn. Tony is also a bestselling author and the most read person on LinkedIn on the topic of B2B sales leadership. He writes about leadership, B2B strategic sales, modernized selling, and sales enabling technologies. Tony has more than 400,000 followers and his most recent book, COMBO Prospecting, is published by the American Management Association. Tony teaches ’modernized selling’ within the MBA program at the University of Technology, Sydney, sits on a number of boards, and is Chair of a CEO mentor group with Leadership Think Tank. Tony speaks at conferences internationally and his consulting clients include some of the best-known brands in the world.   Here are some of the topics covered in this episode:   Biggest trends in B2B Sales and how to adapt successfully Top tools every modern sales rep needs The winning strategy to modernize your sales process How to create your own narrative The most important sales skills you need to be successful in the new era of B2B Sales   About the Guest: Tony is Managing Director of RSVPselling, a management consultancy specialising in B2B sales strategy and execution for direct and channel models. Tony utilises a holistic approach that includes mentoring and coaching services along with training courses, workshops, pragmatic tools and his widely acclaimed book. He can work with your existing tools and methodologies to assist in building pipeline and winning complex or strategic deals. Tony is experienced in CRM and Social Selling (LinkedIn) tools, formulating go-to-market strategy, understanding cloud business models, and segmenting market offerings and sales channels. Tony offers the very latest thinking and is also a proven speaker delivering provocative high quality keynotes for kick-offs and conferences.   Website: www.RSVPselling.com Speaker Website: www.TonyHughes.com.au Twitter: @TonyHughesAU and @RSVPselling Linkedin: www.linkedin.com/in/hughestony

Our guest this week is Tony J. Hughes. He's been on the show before and we're glad to have him back! Tony has thirty years of sales leadership experience and holds personal and team sales records that have never been broken. He is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is an award winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. He has more than 135,000 followers of his blog and Tony's first book has become a business best seller. Today we're talking about his next book, COMBO Prospecting which you can find here. Tony's articles can be read at www.linkedin.com/today/posts/hughestony and he can also be found at www.TonyHughes.com.au and www.RSVPselling.com. This episode is brought to you by, Deathwish Coffee, the world's strongest coffee and the only brew we drink when we do the show. It's the only choice for the true Sell or Diehard! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Do you need more B2B leads? Then you'll have to understand something: Lead generation is NOT just the job of the marketing department, it’s ours too. Every sales professional must be responsible to create and maintain their own pipeline full of prospects. In the words of my guest on this episode of #SellingWithSocial, Tony Hughes, your sales leads are your responsibility. Join us for this conversation about creating your own B2B leads through what Tony calls "Combo Prospecting." He's just released a new book by that name and shares a ton of great insights about how multiple approaches to prospects can warm them up, open the door to sales conversations, and lead to closed sales and long-term customer relationships. Don't miss it! This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate. Has B2B Selling Gotten Easier or Harder? When I asked Tony if B2B selling is harder or easier these days, he gave an awesome answer: It’s both. Selling is easier because it has never been easier to gain access to the information that allows salespeople to speak directly to a prospect's needs. In addition, it’s never been easier to find and get through to the people they need to speak to about those needs. But at the same time, it's obvious from statistics that sales is harder than ever. Failure rates are growing, salespeople are too passive, and many have lost the ability to make sales conversations about the buyer, not themselves. Tony's insights about what it takes to succeed in sales are pure gold. You will grow as a sales professional from applying what he has to share. Generating Your Own B2B Leads Depends on Two Things OK, so Tony says that every salesperson needs to be creating their own leads rather than depending on the marketing department to do it. But the question we all have is, "How do you do it?" Tony says that lead generation depends on two vitally important things. First, you need to have the right narrative, one that speaks directly to your prospect's needs in language they are able to hear. Secondly, you have to take a omni-channel approach, making use of social, phone calls, texts, and more. On this episode, Tony explains how to discover the narrative that will speak to your buyer’s needs and how to use omni--channel prospecting that creates the one-two punch that leads to success. This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate. Why Getting Beat Up Now and Then Is Good For The Salesperson’s Soul A successful sales career requires experiencing rejection, which is one of the reasons many people wash out of the profession. But the rewards that come from becoming a skilled sales professional are enormous. Tony says those who will become successful have to think about the rejections differently - we must come to believe that the rejections are actually good for our souls. It's the difficult situations that make us face the battles going on inside - the hang-ups that hold us back. Facing them enables us to become free from the negative responses of others, which in turn frees us to help people through sales. As you can see, Tony not only teaches sales skills, he also clarifies the mindsets behind success. Listening to this episode and applying what Tony shares will help you develop as a sales professional. I'm confident of that. What Does It Take to Succeed In Today’s B2B Sales Environment? One of the last things I wanted to hear from Tony before we ended our conversation was his opinion about what it takes to succeed in today's sales environment. Tony didn't skip a beat, saying that the very first thing a salesperson needs to have clear in their own mind, is the difference that they are making for their customers. You have to clearly know that what you do matters. But that confidence has to be combined with massive levels of action, far beyond what others are doing. You've got to work overtime across multiple channels to connect with prospects, generate qualified leads, and engage in meaningful conversations that lead to sales. Tony is a wealth of insight about sales success, don't miss this fabulous episode! Outline of This Episode [1:58] Tony Hughes: Social Selling icon and author of a new book: Combo Prospecting [4:20] Why 50% of the salesperson’s job is to create their own sales pipeline [8:43] Is selling easier or harder in our day? [12:35] How Tony came to write his book, “Combo Prospecting” [14:22] Generating your own B2B leads depends on the right narrative and the right multi-channel approach [20:22] Is social selling all that it’s cracked up to be? [23:02] How does a combination of approaches create B2B leads? [27:59] Why being beat up is good for the soul [35:15] What does it take to be successful in today’s sales environment? Resources Mentioned Tony Hughes’s Website www.RSVPSelling.com Tony’s LinkedIn Profile Tony on Twitter: @TonyHughesAU Tony’s new book: Combo Prospecting Episode 54 of Selling With Social with Sangram Vajre Selling With Social Episode 55 with Paul Teshima Open View Tony’s All-Time Favorite Movies: Shawshank Redemption and Jerry Maguire Social Business Engine Podcast - Bernie Borges   The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - use the code “Leadership 1095” USE THE BANNER IMAGE Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Join Mario at The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - and use the code “Leadership 1095” to get a Vengreso-only discount

Tony Hughes is an international speaker and best selling author with 30 years of sales leadership experience. He is ranked as the most influential person in professional selling within Asia-Pacific by Top Sales Magazine and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is also the ‘most read’ LinkedIn Author globally on the topic of sales leadership and in 2016 was recognized multiple times as a top 2 blogger globally. His upcoming book is titled COMBO Prospecting and his blog articles can be read within his LinkedIn profile where he has more than 120,000 followers.He can also be found at www.RSVPselling.com and www.TonyHughes.com.au.Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Tony Hughes is an international speaker and best selling author with 30 years of sales leadership experience. He is ranked as the most influential person in professional selling within Asia-Pacific by Top Sales Magazine and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony is also the ‘most read’ LinkedIn Author globally on the topic of sales leadership and in 2016 was recognized multiple times as a top 2 blogger globally. His upcoming book is titled COMBO Prospecting and his blog articles can be read within his LinkedIn profile where he has more than 120,000 followers.He can also be found at www.RSVPselling.com and www.TonyHughes.com.au.Influential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/