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.
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.