Ignorer la navigation
Combo Prospecting
Book

Combo Prospecting

The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales

AMACOM, 2018 plus...


Editorial Rating

8

Qualities

  • Applicable
  • Overview
  • Concrete Examples

Recommendation

This “in-the-trenches handbook” on sales prospecting, written by best-selling author Tony Hughes, crackles with excitement and pep. The book introduces readers to Hughes’s “COMBO Prospecting” approach to sales prospecting: call, leave a message and send an email. Don’t miss an opportunity. He offers useful information about how to get in the door with prospects and how to sell once you’re there. Hughes provides down-to-earth tips and helpful suggestions. He says your first assignment is to make 30 combo calls to prospects every morning.

Take-Aways

  • The first rule in sales is to “prospect every day.”
  • Salespeople should do 30 “triples” – phone, message, email – a day, preferably first thing in the morning.
  • Don’t discuss products or services on your lead calls. Deliver a “business-value narrative” to engage prospects.

About the Author

Tony J. Hughes teaches modernized selling within the MBA program at the University of Technology, Sydney. Top Sales Magazine ranks Hughes as the most influential sales authority in the Asia-Pacific region.


More on this topic

Related Channels