Combo Prospecting by Hughes, Tony J. -- Read -- Imperial Library of Trantor

Index

Cover Half title Title Acknowledgments Contents Introduction: Fight Club and Knockout Commitments

COMBO Explained and Calls to Put Me in Jail Misplaced Confidence and My Journey into Sales Why You Need to Be the Hottest One at the Bar

Chapter One: Awful Truths That Can Set You Free

Wake Up and Get in the Fight! Behold the Stately Honey Badger Who Never Gets Fired Extract Your Head from the Darkness; Facts Don’t Lie The Great Disruption of Your Precious Livelihood Cyborg Sellers in the Age of the Machines Go Big, Bust Out, and Break Through Winning Combinations of Old and New Blooding Your COMBO Strategy Why Savvy Social Sellers Still Call Like Crazy The Lunacy of Cold-Calling vs. Social Selling Why Being Beat Up Is Good for the Soul

Chapter Two: Earning the Right to Win

Foundations of Executive Engagement The Language of Leaders and Relevance Challenge Paradox of Nonhunger and Genuine Curiosity Friending and Relationship Selling The Truth About Trust and Value The Art of Pragmatic Research Leading with Insight and Why a Conversation Matters Creating Your Own Value Narrative Questions That Qualify and Set the Agenda The Power of Truly Listening Strategic Selling in the Real World Social Selling Framework Defined Building a Winning Business Case Engineering Consensus Opening Is the New Closing

Chapter Three: Building Your Platform

Creating Your Online Brand Publishing Insights That Set the Agenda Nurturing a Network That Enables You to Thrive Creating Effective Scripts and Templates Selecting the Right Enablement Tools Nurturing the Machine That Feeds You Leads Account-Based Everything

Chapter Four: Executing Your COMBO Strategy

Be Your Own Sales Development Rep (SDR) Shocking Paradoxes That Govern Prospecting Time-Blocking—Discipline Within the Hours Trigger Events and Social Listening Referrals—The Path of Highest Probability Advanced Technique Playbook Insider Secrets of Savvy Sellers The Importance of Multi-Threading COMBOs to Conquer Executive ADD Breaking Through to CXOs and Board Members Anatomy of Giving Good Social Phone Growth Hacks—Thinking like a Marketer Ghost Your Own CEO’s Profile Sales Coaching from a CEO Buyer Supercharge Lead Flow—Pulling It All Together Turning Up the Heat Deeper in the Funnel Dispelling Myths of the Serial Closer

Chapter Five: The Act of Personal Sales Leadership

Fight, Fight, Fight to Earn the Right Avoiding the Roller-Coaster Performance Ride 80/20 Power Laws and Personal Effectiveness Why You Must Become a Mentor and Coach

Resources Endnotes Index About the Author Free Sample From Sell with a Story by Paul Smith About AMACOM Books Copyright