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

INTRODUCTION: Fight Club and Knockout Commitments1   COMBO Explained and Calls to Put Me in Jail 5   Misplaced Confidence and My Journey into Sales8   Why You Need to Be the Hottest One at the Bar15     CHAPTER ONE: Awful Truths That Can Set You Free23   Wake Up and Get in the Fight!24   Behold the Stately Honey Badger Who Never Gets Fired 31   Extract Your Head from the Darkness
 Facts Don't Lie 32   The Great Disruption of Your Precious Livelihood38   Cyborg Sellers in the Age of the Machines44   Go Big, Bust Out, and Break Through50   Winning Combinations of Old and New54   Blooding Your COMBO Strategy60   Why Savvy Social Sellers Still Call Like Crazy 63   The Lunacy of Cold-Calling vs. Social Selling 66   Why Being Beat Up Is Good for the Soul70     CHAPTER TWO: Earning the Right to Win 73   Foundations of Executive Engagement74   The Language of Leaders and Relevance Challenge76   Paradox of Nonhunger and Genuine Curiosity79   Friending and Relationship Selling80   The Truth About Trust and Value 82   The Art of Pragmatic Research87   Leading with Insight and Why a Conversation Matters88   Creating Your Own Value Narrative90   Questions That Qualify and Set the Agenda93   The Power of Truly Listening97   Strategic Selling in the Real World99   Social Selling Framework Defined 103   Building a Winning Business Case106   Engineering Consensus111   Opening Is the New Closing113       CHAPTER THREE: Building Your Platform 117   Creating Your Online Brand119   Publishing Insights That Set the Agenda123   Nurturing a Network That Enables You to Thrive128   Creating Effective Scripts and Templates130   Selecting the Right Enablement Tools133   Nurturing the Machine That Feeds You Leads136   Account-Based Everything142     CHAPTER FOUR: Executing Your COMBO Strategy 147   Be Your Own Sales Development Rep (SDR) 153   Shocking Paradoxes That Govern Prospecting159   Time-Blocking--Discipline Within the Hours162   Trigger Events and Social Listening163   Referrals--The Path of Highest Probability164   Advanced Technique Playbook166   Insider Secrets of Savvy Sellers172   The Importance of Multi-Threading176   COMBOs to Conquer Executive ADD178   Breaking Through to CXOs and Board Members180   Anatomy of Giving Good Social Phone181   Growth Hacks--Thinking like a Marketer188   Ghost Your Own CEO's Profile191   Sales Coaching from a CEO Buyer194   Supercharge Lead Flow--Pulling It All Together197   Turning Up the Heat Deeper in the Funnel201   Dispelling Myths of the Serial Closer202     CHAPTER FIVE: The Act of Personal Sales Leadership211   Fight, Fight, Fight to Earn the Right213   Avoiding the Roller-Coaster Performance Ride216   80/20 Power Laws and Personal Effectiveness223   Why You Must Become a Mentor and Coach225     Resources 229   Endnotes 231   Index 237