COMBO Prospecting is taking the world by storm because it is the essential and practical prequel to both SPIN Selling and The Challenger Sale. This is because COMBO Prospecting is what gets you in front of people to then use the SPIN questioning framework of Neil Rackam and the 'Challenger' insight narrative and techniques of CEB (Corporate Executive Board). You can be the best salesperson in the world... but not if you're unable to create quality sales pipeline.
COMBO prospecting brings timeless principles of success together with modern engagement tools and techniques... people and technology, social and the phone, insight and value, relationships and strategy.
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.
Book Tony to speak at your sales meeting or event.