Sellers must embrace digital tools and social platforms, along with the phone, is they are to prosper in today's hyper-competitive market. Success demands the right value narrative, combined with the right mindset and strategy, along with effective combinations to break though to those who need our help.

“In a fad-filled sales world that loves silver bullets, Tony Hughes gut- punches us with what’s real and what works. COMBO Prospecting addresses the challenges of prospecting with unflinching courage. Sales reps must master prospecting or starve. Companies must embrace prospecting or be run over by competitors who are not afraid to attack the top of the sales funnel. Tony doesn’t mince words in these pages. My advice: read it twice and apply its clear lessons daily.”
— Chris Beall, CEO, ConnectAndSell, Inc.

It’s harder than ever to break through to C-level decision makers who are already bombarded with “digital outreach.” Use only email and social media, and you’ll hit a brick wall. On the other hand, relying simply on cold-calling is a thing of the past. To connect with these impossible-to-reach executive buyers, you need to be bold but smart, using powerful strategies that combine proven, old-school values with new-school techniques. You need COMBO Prospecting — finally, the funnel prequel to SPIN Selling and The Challenger Sale.

COMBO Prospecting is the proven way for today's sales professionals and entrepreneurs to succeed. The book methodology and book is filled with specific approaches for gaining access to top-level prospects in order to secure meetings and ultimately make the sale.

Tony’s practical strategies will enable you to master deep-dive research using LinkedIn and other social media platforms; create an effective value narrative with powerful scripts and templates; select and use the very best sales enablement tools; identify “trigger events” and optimize referrals to create engagement; nurture a strong and empowering network that helps you thrive; construct an online brand that really packs a punch, and more. When you’re willing to make dramatic changes in how you operate, embracing technology and combining it with intelligent human engagement — you can create a quality top-of-the-funnel sales pipeline.

The COMBO Prospecting book is your essential guide to strategic selling in the real world; a gold mine of insights and actionable wisdom so you can break through and operate at the very top of your game.

“Tony Hughes is one of the most respected writers and speakers globally on the topic of business-to-business selling. COMBO Prospecting is an absolute must-read for anyone interested in delivering consistently high sales results in the real world of ferocious competition and difficult-to-win clients”
— Jonathan Farrington, CEO - Top Sales World

Create Sales Pipeline With 'Strategic Social Selling'

Please play video above. Buyers have never been more empowered and sellers must adapt in how they engage potential clients to create value. Sales and marketing teams must move away from the paradigm of 'interrupt and push' to instead 'attract and engage' to better create sales pipeline and drive revenue growth. Leveraging social platforms and technology can transform the process of building networks with intelligent engagement to set the right agenda on insight and value. 'Strategic Social Selling' is the strategy and process of building quality networks online to attract clients and accelerate the speed of business. Results are achieved with a strong personal brand and connection through social listening, researching and publishing to attract, engage and collaborate with partners and customers.

Strategic-Social-Selling 6 black.jpg
Tony Hughes - Social Selling Methodology.jpg

Strategic Social Selling

This is an award winning course with a framework that modernizes selling through strong personal brands and strategies that set the right agenda and increase market reach with reduced cost of sale. Transform how sellers operate and drive targeted engagement, build pipeline and improve sales efficiency by leveraging social technology & platforms.

“Tony Hughes is one of the very few voices I listen to when it comes to pipeline creation and new business development—and you should, too! The sales world needed COMBO Prospecting and this book delivers exactly what you need to know and do to succeed creating your own sales opportunities. Read it and implement. Now.”
— Mike Weinberg, author of the AMACOM bestsellers New Sales. Simplified. and Sales Management. Simplified.

Complementary White Paper

This free white paper defines a modern approach to strategic business-to-business (B2B) selling. It builds the business case for embracing 'social selling' while addressing common fears expressed by CEOs who are grappling with increased competition, shrinking margins and weakening customer loyalty. The buyer's journey is mapped to points of sales engagement and the role of personal brands, content marketing and automation tools is discussed. The paper concludes with recommendations for bringing sales and marketing together to attract clients, drive better customer experience, individual pipeline creation, lower cost of sales and increased revenue with improved customer retention.

Tony’s social selling framework has transformed the way I sell. No more cold calls and instead a level of engagement with clients I could only previously dream of. His strategies and techniques really work!
— Olsie Selfo. Regional Security Lead at The Network
“Creating sales pipeline is one of the top issues facing sales organizations today and foundational for sales success. Combining proven sales strategies with modern methods of engagement is a winning combination for prospecting in today’s competitive marketplace. Tony’s book explains how to intelligently embrace technology to consistently deliver outstanding sales results.”
— Tiffani Bova, analyst, sales strategist, and growth adviser, Salesforce