Podcast appearances and mentions of tony j hughes

Get Justin Michael's New Book Attraction Selling Exclusive Bonus's HERE ONLY!! ***Don't Miss This In-Person Event*** 1 Day Elite Account Executive Accelerator Dublin, Ireland on May 23rd, 2024 Click Here for the Details ________________________________________________ Follow Justin Michael on LinkedIn Connect with Paul M. Caffrey on LinkedIn. FREE!! Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Takeaways Attraction selling combines the law of attraction with sales techniques, emphasizing the importance of taking massive action and focusing on service and giving. Balancing theory and execution is crucial in writing sales books, and referencing other sales professionals adds value by providing practical application. Prospecting requires consistent follow-up, with four to five touches recommended for each platform, such as LinkedIn. Utilizing technology effectively involves using tools like Team Link on LinkedIn and personalizing messages based on individual profiles and activities. Mindset and identity play a significant role in sales success, and it's important to cultivate a positive and goal-oriented mindset. Recommended sales books include 'The Joshua Principle' by Tony J Hughes, 'New Power Base Selling' by Jim Holden, 'Mastering the Complex Sale' by Jeff Thull, and 'What Great Salespeople Do' by Mike Bosworth. Summary In this conversation, Paul Caffrey interviews Justin Michael about his latest book, Attraction Selling. They discuss the concept of attraction selling, which combines the law of attraction with sales techniques. Justin emphasizes the importance of taking massive action and focusing on service and giving in sales. They also talk about the balance between theory and execution in writing sales books and the value of referencing other sales professionals. Justin shares his insights on prospecting, utilizing technology effectively, and the power of follow-up. He also recommends several sales books and discusses the importance of mindset and identity in sales success.

Join us in this episode as we unveil a groundbreaking prospecting approach that promises to elevate your sales game. Our guest, Tony J Hughes, a renowned sales strategist and author, shares his invaluable insights on how to kickstart your prospecting efforts and achieve remarkable results.SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

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? 

Sales Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team. Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO. Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes. These are some of the questions we discuss in this episode: How has the sales tech landscape evolved since you started your career? Why should sales leaders care about growing their sales tech stack? Is more always better? What is the essential stack, what is the optional stack?  What is the TQ? What is required to nurture TQ for sales leaders? Here are some of the resources referenced in this episode: Connect with Tony on LinkedIn: https://www.linkedin.com/in/hughestony/ (https://www.linkedin.com/in/hughestony/) Tech-Powered Sales (book): https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X (https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X) Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/) Where to find The State of Sales Enablement: Website -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/) LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/) Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853) Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

Show sponsor - Virtue Health - the Stop-Loss Purchasing Consortium that allows you to share risk. You're joining a group of like-minded employers that are binding by the same risk-management strategies.Get your 30 minutes with John Sbrocco and Crystal Hoarau >>  CLICK HERE-------"Don't confuse being ignored by being rejected" - Tony J. HughesStatistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should. Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! And here's what it leads to... The bad news is: 1/3 of these salespeople will disappear within a decade. The good news is: there's a huge shift of capital for those who stay on the market... And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome. Here's what we cover: What are "EQ" and "TQ" and why you can't sell without itHow to create a level of value as opposed to "providing information."What should brokers do to keep from obsolete in the healthcare brokerage business?Next Steps: 1. Join Heads Up Adviser Facebook Group

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.

If you're wondering what steps you should take as a Founder before you make material investments in building a sales team or are scratching your head about how to make the most of the investment in your existing team… you need to listen to this episode. Tony Hughes has been recognised as ‘the' expert on B2B selling, the #1 sales blogger globally, a Top 3 Sales Thought Leader globally and the most influential person for professional selling in Asia-Pacific. This week he shares his 5 secrets for Founders seeking to power-up their B2B revenues. Don't miss this episode. Here's What We Cover This Week…. 03:10 – Tony's Career Before Becoming a Global B2B Sales Expert 06:20 – The 5 Things Founders Need to Do to Scale Their Revenues 10:16 - #1 of 5 – Know Your Ideal Customer Profile 16:10 - #2 of 5 – Identify the Buyer Personas You're Selling To 33:58 - #3 of 5 – Nail Your Value Narrative 36:12 - #4 of 5 – Find a Way to Break Through into Their World 44:48 - #5 of 5 – Anticipate Objections 52:42 – Attracting Top Sales Talent in a Hot Market 56:11 – How to Follow Tony's Work ------------------------------------------------------ If you got value from today's episode, please remember to: 1. Rate and review us on Apple Podcasts 2. Register to be the first to know when new episodes drop and free tools are published at www.scaleupspodcast.com, or 3. Drop us a question about scaling using Speakpipe on the website, or email questions@scaleupspodcast.com. Follow us on your favourite socials: ScaleUps Podcast on LinkedIn: https://www.linkedin.com/company/scaleupspodcast ScaleUps Podcast on Instagram: https://www.instagram.com/scaleupspodcast/ ScaleUps Podcast on Facebook: https://www.facebook.com/scaleupspodcast Watch the full episode at ScaleUps Podcast on Youtube: https://www.youtube.com/channel/UCLlvcqAuqJMYBVUBoiixChQ You can connect with Tony J Hughes via: Website: www.TonyHughes.com.au or www.salesIQglobal.com or www.RSVPselling.com. Blog: http://www.linkedin.com/today/posts/hughestony LinkedIn for Tony: https://www.linkedin.com/in/hughestony/ or you can reach out to connect with Sean directly via: LinkedIn: https://www.linkedin.com/in/seansteeleprofile/ Website: www.seansteele.com.au

“70% of what sellers do today…can be replaced by technology.” - Tony J Hughes. With this staggering statistic, how do sellers and marketers de-risk their career? Technology is a clear part of the present and the future, there is no end in sight. In this episode, Tony J Hughes, sales leader and bestselling author, shares the critical elements that sales and marketing professionals need to embrace to stay relevant and grow in their role. Tony speaks on creating value in your role, embracing technology, bringing your human elements into your role, IQ (Intelligence Quotient), EQ (Emotional Quotient), and TQ (Technology Quotient), how to become a ‘little cyborg,' how old dogs (professionals decades deep in their careers) can learn new tricks and bring some old school wisdom to a modern practice. In this episode, we dive into the big career questions and discuss: - Why do I need to future-proof my sales or marketing career? - How do I start future-proofing my career? - How do I embrace tech and use it to my advantage? - How can we implement tech in our organisation that enables our team to best use the tech? ____________________________ Connect with Tony on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony J Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 The Joshua Principal: Leadership Secrets of Selling by Tony J Hughes: https://www.audible.com/pd/The-Joshua-Principle-Leadership-Secrets-of-Selling-Audiobook/B00GCRM0DA ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

“70% of what sellers do today…can be replaced by technology.” - Tony J Hughes. With this staggering statistic, how do sellers and marketers de-risk their career? Technology is a clear part of the present and the future, there is no end in sight. In this episode, Tony J Hughes, sales leader and bestselling author, shares the critical elements that sales and marketing professionals need to embrace to stay relevant and grow in their role. Tony speaks on creating value in your role, embracing technology, bringing your human elements into your role, IQ (Intelligence Quotient), EQ (Emotional Quotient), and TQ (Technology Quotient), how to become a ‘little cyborg,' how old dogs (professionals decades deep in their careers) can learn new tricks and bring some old school wisdom to a modern practice. In this episode, we dive into the big career questions and discuss: - Why do I need to future-proof my sales or marketing career? - How do I start future-proofing my career? - How do I embrace tech and use it to my advantage? - How can we implement tech in our organisation that enables our team to best use the tech? ____________________________ Connect with Tony on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony J Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 The Joshua Principal: Leadership Secrets of Selling by Tony J Hughes: https://www.audible.com/pd/The-Joshua-Principle-Leadership-Secrets-of-Selling-Audiobook/B00GCRM0DA ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

Luigi's first sales job at 17 was selling $7,000 high-end suits. And he fell in love with sales while working in a call center. His journey is unique and now he's partnering with Tony J. Hughes helping other organizations grow their revenue. Realtime feedback = Growth Mindset How to coach rapport building How my mom and Mary Kay affected my sales career The tactics of retail clothing sales you can use today.The challenges of sales training and enablement in 2022 What's broken in the current sales models

Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it? Tony J. Hughes joins us in a Surf and Sales Bonfire session to give you all the answers. The biggest differentiation is based on the experience of your buyer The Middle is where deals go to die It's not about closing, its is about opening 3 Reasons A Deal Pushes and Dies What Leaders Should Manage Specifically What Leaders Should Coach Their Teams on Better

In this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He also talks about his book, Tech-Powered Sales: Achieve Superhuman Sales Skills, that he co-wrote with previous podcast guest, Justin Michael. WHAT YOU'LL LEARN The journey behind Tony's book, Tech-Powered Sales: Achieve Superhuman Sales Skills How Tony used crowdsourcing as a form of peer review for his book and how he filters through the suggestions to find those pieces of gold Why the opening message is the more critical phase and three reasons that deals stall Mixing outbound methodologies with qualification methodologies, why it's important to convey the intent and three questions to ask for inbound leads What Tony looks for in prospects and the most important two signs How to find a meaningful attribute for cold outbound calls and the relevance of General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA) Why you should be positively persistent and keep it simple QUOTES “I've always believed that professional selling is about making a positive difference in the lives of others, both for them personally and also professionally in their role in an organization.” -Tony J. Hughes [02:23] “I need to drive a conversation around why change now. Why would it make sense to consider change now? Because unless the person is committed to change, they're not interested in what it is we can do for them.” -Tony J. Hughes [07:22] “What we know about buyers today is they don't like to be manipulated by seller, but more importantly, they don't want their time wasted in being asked to educate somebody about things that person could have discovered elsewhere.” -Tony J. Hughes [13:10] “The thing is we have to get to the nub of why this is relevant to them within seconds.” -Tony J. Hughes [29:59] “Most sellers misinterpret being ignored as being rejected, and they're just not the same thing.” -Tony J. Hughes [44:44] TIMESTAMPS [00:01] Intro [00:21] Meet Tony J. Hughes [01:19] The wild journey behind the book [04:20] Tony's filter with crowdsourcing [08:37] Three reasons that deals stall [11:32] Outbound and qualification methodologies [16:49] Ways to test for prospects [20:20] Find a meaningful attribute with cold outbound [26:56] Tony's example [33:42] GDPR and CCPA [42:04] Be positively persistent [50:06] Keep it simple [54:22] How to contact Tony RESOURCES CIENCE podcast: Enterprise Sales Development with Justin Michael Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes Liquid syntax General Data Protection Regulation (GDPR) California Consumer Privacy Act (CCPA) The Challenger Sa

The future is technology. Every day, new tech is being invented and then integrated into our jobs and lives. Over the years, technology has been edging in to replace many jobs in the market. How do we as humans stop competing with technology and start leveraging technology to help us accelerate in our careers? In this episode, Tony J Hughes, sales leader and bestselling author, shares what the future of B2B selling looks like and gives us a sneak peek into his book, Tech-Powered Sales. Tony talks about the 4th industrial revolution, how COVID has accelerated tech adoption, the benefits of technology, challenges for sellers, and how to become superhuman. He also speaks on elevating your TQ (Technology Quotient), how AI is operating in the modern world, how AI is affecting society, and how humans can work together with technology. ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

The future is technology. Every day, new tech is being invented and then integrated into our jobs and lives. Over the years, technology has been edging in to replace many jobs in the market. How do we as humans stop competing with technology and start leveraging technology to help us accelerate in our careers? In this episode, Tony J Hughes, sales leader and bestselling author, shares what the future of B2B selling looks like and gives us a sneak peek into his book, Tech-Powered Sales. Tony talks about the 4th industrial revolution, how COVID has accelerated tech adoption, the benefits of technology, challenges for sellers, and how to become superhuman. He also speaks on elevating your TQ (Technology Quotient), how AI is operating in the modern world, how AI is affecting society, and how humans can work together with technology. ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on Social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

"Don't confuse being ignored by being rejected" - Tony J. HughesStatistically, salespeople spend 70% of their time on things that can be done by a tech. This means that every person who has not leveraged the game-changing sales technologies works at least 2.5X times more than they should. Salespeople are so focused on being busy instead of being productive that they have no time to close the deals! And here's what it leads to... The bad news is: 1/3 of these salespeople will disappear within a decade. The good news is: there's a huge shift of capital for those who stay on the market... And now the great news: in this episode of the Heads Up Adviser Show, the Global B2B Sales Expert Tony J. Hughes will present his new book "Tech-Powered Sales" and explain how to use technologies in your sales to get to the busy executives, CEOs, and CFOs. Now you get a chance to turn your prospecting into a "perpetuum mobile" with less effort and greater outcome. Here's what we cover: What are "EQ" and "TQ" and why you can't sell without itHow to create a level of value as opposed to "providing information."What should brokers do to keep from obsolete in the healthcare business?Get "Tech-Powered Sales" book on Amazon >> CLICK HERE------------CONNECT WITH TONY J. HUGHES: LinkedIn: https://www.linkedin.com/in/hughestony/Speaker and author: www.TonyHughes.com.auCorporate and methodologies: www.RSVPselling.comeLearning sales enablement: www.salesIQglobal.com-----------Show sponsor: Virtue Health. CLICK HERE to Register for the FREE WEBINAR "Virtue Health Consortium"- A Blueprint For Attracting & Retaining Self-Funded Business In 2021. 

3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years. Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies. We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in professional selling and thrive instead of eke out a meagre living before being replaced by robots, bring a note pad and take copious notes. Take the lessons to your management. And if they aren't willing to adapt, find another job with a company and management that is ready to join the tidal wave that will crush the luddites and dinosaurs. The future is already here and it is #TechPoweredSales Contact Tony on LinkedIn via linkedin.com/in/hughestony Websites tonyhughes.com.au  (Personal Website) rsvpselling.com/  (Company Website) Email: tony@rsvpselling.com Twitter: TonyHughesAU -- Make certain to share this episode with someone who wants to advance their sales career or has a team of salespeople who have stretch targets to hit and are struggling to make their quota consistently -- To contact me email marcus@laughs-last.com  

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

A tech adoption journey can be a challenging process for business leaders, employees and customers. As a growing business, it is important to consider all angles of what new technology means for the people and processes in your company. How is this done effectively and efficiently? In this episode of All Ears of Digital Transformation, Tony J Hughes, and Luke Orell discuss the deep strategies and considerations when going on a tech adoption journey like; advanced CRM strategies, ensuring ROI on tech spend, developing the right tech stack for your unique business, bringing marketing, sales, service and support teams together, modern technology's automation, AI, and forecasting capabilities, delivering exceptional customer experience, and embracing your new technology through it all! In this episode, we dig into tech stack strategies and discuss questions like: - Where is the best place to get started with tech adoption? - What does successful tech adoption look like? - Who is responsible for leading tech adoption? - How do you adjust if you adopt the wrong technology? - What preparation you should do when looking for the right technology? - What's the key to a successful tech adoption journey? ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU "Tech-Powered Sales: Achieve Superhuman Sales Skills" by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business, today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

A tech adoption journey can be a challenging process for business leaders, employees and customers. As a growing business, it is important to consider all angles of what new technology means for the people and processes in your company. How is this done effectively and efficiently? In this episode of All Ears of Digital Transformation, Tony J Hughes, and Luke Orell discuss the deep strategies and considerations when going on a tech adoption journey like; advanced CRM strategies, ensuring ROI on tech spend, developing the right tech stack for your unique business, bringing marketing, sales, service and support teams together, modern technology's automation, AI, and forecasting capabilities, delivering exceptional customer experience, and embracing your new technology through it all! In this episode, we dig into tech stack strategies and discuss questions like: - Where is the best place to get started with tech adoption? - What does successful tech adoption look like? - Who is responsible for leading tech adoption? - How do you adjust if you adopt the wrong technology? - What preparation you should do when looking for the right technology? - What's the key to a successful tech adoption journey? ____________________________ Connect with Tony J Hughes on Social! LinkedIn: https://www.linkedin.com/in/hughestony Twitter: (@TonyHughesAU) https://twitter.com/TonyHughesAU "Tech-Powered Sales: Achieve Superhuman Sales Skills" by Justin Michael and Tony Hughes: https://www.audible.com/pd/Tech-Powered-Sales-Audiobook/1400226546 ____________________________ About Cattle Dog Digital: Cattle Dog Digital is a full-funnel implementation team of experts that build your tech stack across critical business functions. We live and breathe RevOps. We are your trusted experts. We work fast to deliver the data insights you need to run your business, today and tomorrow. To learn more, visit: www.cattledogdigital.io Connect with us on social! Twitter: https://twitter.com/CattleDog_io LinkedIn: https://www.linkedin.com/company/cattledogdigital Facebook: https://www.facebook.com/cattledogdigital Instagram: https://www.instagram.com/cattledogdigital

On this episode, Tony J. Hughes, one of the top B2B thought leaders of all time, discusses what it really takes to succeed in sales: Product Marketing Fit, Ideal Customer Profile, Buyer Personas, and the Holy Grail of Personalization. This is the session you can't miss where you get an exact actionable blueprint on the steps to take to succeed at sales in the pandemic.

  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"

What Forrest Gump said about chocolates can also be applied to inbound leads – you never know what you’re going to get.  This week on INSIDE Inside Sales, Darryl welcomes one of the world’s foremost authorities on all things sales, the brilliant Tony J. Hughes. Darryl and Tony discuss strategies to convert your inbound leads, such as finding the proper context for outreach, and doing enough pragmatic research so you can personalize content. They also share valuable advice on using inbound leads to get access to key people and quality information, as well as ways to win deals by understanding your buyer. Don’t miss the all-important 3 questions to improve engagement through inbound leads on this episode of INSIDE Inside Sales!   About Darryl's Guest: 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.Tony has served as Director of Sales for public corporations and as the Asia-pacific Managing Director for a number of tier-one global technology companies, and teaches 'modernized selling' within the MBA program at the University of Technology, Sydney. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, Salesforce, TAL Life, Zip Water, Findex, BAE Systems, Flight Centre Travel Group, Red Hat, Agilyx, NEXTDC, and UBT with their 4,000 member companies globally.   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.     

Want a proven framework to sell more? Tony is Co-founder and Sales Innovation Director at Sales IQ Global. He's Ranked 3rd most influential person in the world on the topic of selling according to LinkedIn! He has 35 years of corporate + sales leadership experience and is a Best selling Author/Speaker/Blogger and Sales Leader Sales legend, Tony J. Hughes lays down his framework to work out problems with your products / services, and helps identify your Ideal Customer Profile (ICP), utilise pattern interrupts and applying combo prospecting (and tells you what combo prospecting means!) within a 90 second window! Tony shares exactly how to craft your messaging to make it all about your prospect and get regular new business meetings flowing! Use his insight and wisdom to help skyrocket your own sales & biz!

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"

Tony J Hughes is an experienced CEO, bestselling author and international speaker with thirty years of corporate and sales leadership experience. He has taught sales for Sydney University and his blogs have more than half a million followers.On top of that Top Sales World Rated him the most influential person in professional selling within Asia-Pacific and LinkedIn Ranked him as  number 3 in their list of sales experts globally.It is an absolute pleasure to welcome onto this show - the co-founder of Sales IQ Global and author of the must-read best seller - COMBO Prospecting – Mr. Tony J Hughes

 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

With more than 500 articles on B2B selling, Tony J. Hughes founder of RSVP Selling is insightful, and genuinely brilliant when it comes to sales. In this episode of The Bookkeeper's Voice, Tony spoke to our listeners (the bookkeeping community) about how vital it is to understand their ideal customer profile, develop a personal brand and continually develop their sales pipeline. It's not surprising that Tony, the 'most read person on LinkedIn on the topic of B2B selling', and 'best-selling author' on the topic of sales, imparted truckloads of valuable knowledge gained from three decades of record breaking performance and business leadership experience. If you've want expert insight and tried-and-tested sales tips that 'pack a punch', then listen in! Useful Links Connect with Tony on LinkedIn https://www.linkedin.com/in/hughestony/  Article: Creating an Awesome LinkedIn Profile https://www.linkedin.com/pulse/creating-awesome-linkedin-profile-tony-j-hughes/ Example of a Great LinkedIn profile by an Accountant Bookkeeper - Debra Anderson:  https://www.linkedin.com/in/andersondebra/ Tony's Blog RSVP Selling https://www.rsvpselling.com/blog-tony-hughes-strategic-selling See omnystudio.com/listener for privacy information.

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

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

SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2 SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQ YOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCg THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seamlessai/ JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbornancin/ FOLLOW TONY WEBSITE ► https://www.tonyhughes.com.au/ LINKEDIN ► https://www.linkedin.com/in/hughestony/ TWITTER ► https://twitter.com/rsvpselling?lang=en AMAZON ► https://www.amazon.com/Tony-J.-Hughes/e/B077H7SJLR%3Fref=dbs_a_mng_rwt_scns_share

We discuss emerging trends, AI, CRMs, the short-comings of most Sales strategies and the uniqueness of B2B, plus much more in this fascinating interview with top global Sales Strategist, Tony J Hughes. Tony is a B2B sales strategist, Keynote Speaker, Sales Improvement Consultant, Bestselling Author & Award Winning Blogger on top of being named as one of LinkedIn Top Voices of 2018. https://www.linkedin.com/in/hughestony/ https://www.rsvpselling.com/

Tony shares his thoughts on effective prospecting, how to personalise our messaging to potential buyers and how we must leverage insight to progress the sale. He also gives us real life examples of how these approaches should be used in the real sales world. Tony also gives us some great advice on how sales teams and salespeople should be leveraging technology so they can be more effective and focus on what really matters. Tony J. Hughes is a bestselling author and the most read person in LinkedIn on the topic of B2B sales leadership. He is also rated as the most influential person in professional selling within Asia-Pacific by Top Sales World and ranked as the #1 sales blogger by oth Top Sales magazine and by Best Sales Blogger Awards.     

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.

Re-live the best of Sell or Die March edition! Protip: Click the links for the full episodes. PLUS! Our resident nutritionist Margaux Gunning is back with tips on how you can hack your Easter dinner for great taste without feeling that post-Easter slump. 1:50 - Jen overcomes one of her greatest sales challenges from this Sell or Die Extra 5:00 - A super-cut of the best moments from our LIVE Motivation Monday Episodes. Follow Jeffrey on Facebook and get notified when we go live next Monday! 6:38 - Scott Leese gives us his secret to managing ANYONE 7:11 - NBA All-Star and amazing leadership speaker Mark Eaton was in-studio and discussed the advice he got from his Hall of Fame NBA coaches. 10:09 - Tony J. Hughes describes the disease known as "sales-breath." Listen to the full episode where Jeffrey and Jen discuss the cure. 12:05 - Jeb Blount and Jeffrey answer a question about objection handling from a reddit user with a very unique name. 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

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

Today's guest is award winning blogger, bestselling author and international speaker Tony J. Hughes. He's here to give you tips on building and maintaining a healthy sales pipeline. PLUS, we discuss the big difference between a sales problem and a sales symptom.