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Publisher's Summary

Unleash a killer combination of old and new sales strategies.

How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day?

Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks. The book reveals today's new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works. With actionable insights in every chapter, it explains how to:

  • Do deep-dive research into social
  • Locate leverage points that matter
  • Secure decision-maker meetings
  • Earn executive engagement
  • Build a knockout, online brand
  • Nurture a network that helps you thrive
  • Profit from referrals
  • Publish insights that set you apart and steer the agenda
  • Employ an efficient, lethal library of scripts and templates
  • And much, much more

Want to wildly exceed your quota? Combo Prospecting is a potent playbook that will pack your pipeline and turn you into a selling champ.

©2018 Tony J. Hughes (P)2017 Brilliance Publishing, Inc., all rights reserved. Published by arrangement with AMACOM, a division of American Management Association International, New York

What listeners say about Combo Prospecting

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Blew my Mind and Changed my Business!

The further I got into this book, the more I heard the words, the more I realised the power. Combo Prospecting has completely changed the way we prospect and sell. The old, "One, Two" followed by a hook - the "Triple" is a game-changer. The message is clear. I'm not going to drop it all here as a spoiler but suffice it to say, if you are in sales (let's face it -we all are in one way or another), if you are a business owner, you need to read this. I even got my DAUGHTERS to read this book!

Simple yet insightful messaging - Executable processes - Effective Systems.

This book has just pushed another one out of my top ten lifetime reads.

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Great listen

Loved it, this explains why some sales people push the envelope, stand out from the crowd. resist the push back from collegues and managers


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All about the numbers

This was a bit difficult to listen to. The sales approach is all about the numbers, so probably best fits with a highly transactional B2B sales situation rather than a strategic, long-term client situation.

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A must listen!

Probably one of the best books I have heard yet on b2b selling strategies and prospecting. Actually gives you solid practical advice that is useable, this needs to be higher on the sales book list and reviews. Highly recommended

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  • Rod
  • 09-09-2018

Superb

As a managing director, it was great to hear Tony’s insights into what it takes to play at the highest level. A fantastic call to action to all sales professionals, CXOs and business owners to become one of the greats - and packed with the strategies to do just that!!

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Sales Simplified

What a great book. It outlines a simple program to help you get more sales. This book would be great for the beginner or someone who wants to get to the next level. Tony has done a great job in showing how using the tools available in combo increases the success rate of moving leads to prospects and then onto sales.

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Inspiring , grounded and direct ! Brilliant

A grounded no BS sales book . Much wisdom and experience by a legendary veteran . Inspiring !

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Lots of excellent information

So many good new ideas, techniques and technology to help professional sellers. A must read for anyone in enterprise sales

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  • Andrew Cooke
  • 23-05-2019

Some gems in here, but don't expect coherence

I love Tony's work, and the core of this audio book is excellent. The performance is fine too. However the writing style is challenging to listen to. The back-to-back metaphors and verbal cliches make me cringe. The content feels like it was compiled from a bunch of blog posts so there is a lot of repetition, and a lack of structure. My advice? Get the physical book so you can bookmark the key bits and skim over the chaff.

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  • Amazon Customer
  • 21-03-2019

A book perfect for the current world

The narration is excellent, extremely good book
I liked the insights and look forward to implementing the actions

1 person found this helpful

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  • Amazon Customer
  • 04-04-2018

Excellent Book

Would you consider the audio edition of Combo Prospecting to be better than the print version?

Did not read the print version.

What was one of the most memorable moments of Combo Prospecting?

Using the "one-two" punch and the fact that the phone is still relevant.

Which character – as performed by Simon Mattacks – was your favorite?

NA

Was this a book you wanted to listen to all in one sitting?

I listened to most of it on a 7 hour road trip.

Any additional comments?

Excellent book and content. It de-mystifies the sales process and is a great guide for sales success.

1 person found this helpful

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  • Tom Carroll
  • 24-02-2018

Helpful, Current New Business Prospecting Read

I've been in sales for over 20 years and this book was well worth the time to read. It is very current and gives helpful, specific tactics to use for successful prospecting, including technology suggestions and communication strategies. Great book!

1 person found this helpful

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  • EW
  • 18-04-2021

Old School Selling Tactics for the Digital World

This is a phenomenal Audible. It helps to bridge the gap between old school selling and social selling.

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  • S. Hofmans
  • 17-04-2021

great book

basically, do whatever it takes, do what others won't, and you will succeed wildly in prospecting.

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  • Omri Blit
  • 02-04-2021

great info

its a wealth of knowledge although it DOES get a little repetitive. could be shorter by half an hour to an hour

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  • Anonymous User
  • 19-12-2020

Best sales book

Best sales book I've read/listened to. I've read/listened to about a dozen and of course the classic. Very comprehensive.

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  • Chris Quinn
  • 03-10-2020

On Point

👉Great read for anyone that’s serious about sharpening the saw and becoming an elite sales athletes -must read.🙏
In addition to so many pearls of knowledge he also shares other books that you need to read.
✅👍🎯

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  • Jorge Lizana aguirre
  • 02-05-2020

Some useful content but complete lack of structure

It provide some useful content and insight from several key books on Sales Prospecting and good summary of tools available to help. The book however lacks completely of a structure and narrative sense... It continues to jump over the same things once and again without a clear logic on how to tell and get deeper on them. I ended-up with several disorganised advices and examples, some of them quite useful.

I found It OK as complementary book for Sales Prospecting, although I won't recommend to go for It if you are looking to get a single book on this subject.

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  • Lauren Joanna
  • 22-02-2021

Amazing book on new business sales

Awesome book, engaging, easy to listen to and loads of amazing content for anyone who wants to quickly get better at b2b selling. 5 stars!

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