In this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He also talks about his book, Tech-Powered Sales: Achieve Superhuman Sales Skills, that he co-wrote with previous podcast guest, Justin Michael.
WHAT YOU’LL LEARN
The journey behind Tony’s book, Tech-Powered Sales: Achieve Superhuman Sales Skills
How Tony used crowdsourcing as a form of peer review for his book and how he filters through the suggestions to find those pieces of gold
Why the opening message is the more critical phase and three reasons that deals stall
Mixing outbound methodologies with qualification methodologies, why it’s important to convey the intent and three questions to ask for inbound leads
What Tony looks for in prospects and the most important two signs
How to find a meaningful attribute for cold outbound calls and the relevance of General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA)
Why you should be positively persistent and keep it simple
QUOTES
“I’ve always believed that professional selling is about making a positive difference in the lives of others, both for them personally and also professionally in their role in an organization.” -Tony J. Hughes [02:23]
“I need to drive a conversation around why change now. Why would it make sense to consider change now? Because unless the person is committed to change, they’re not interested in what it is we can do for them.” -Tony J. Hughes [07:22]
“What we know about buyers today is they don’t like to be manipulated by seller, but more importantly, they don’t want their time wasted in being asked to educate somebody about things that person could have discovered elsewhere.” -Tony J. Hughes [13:10]
“The thing is we have to get to the nub of why this is relevant to them within seconds.” -Tony J. Hughes [29:59]
“Most sellers misinterpret being ignored as being rejected, and they’re just not the same thing.” -Tony J. Hughes [44:44]
TIMESTAMPS
[00:01] Intro
[00:21] Meet Tony J. Hughes
[01:19] The wild journey behind the book
[04:20] Tony’s filter with crowdsourcing
[08:37] Three reasons that deals stall
[11:32] Outbound and qualification methodologies
[16:49] Ways to test for prospects
[20:20] Find a meaningful attribute with cold outbound
[26:56] Tony’s example
[33:42] GDPR and CCPA
[42:04] Be positively persistent
[50:06] Keep it simple
[54:22] How to contact Tony
RESOURCES
CIENCE podcast: Enterprise Sales Development with Justin Michael
Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes
Liquid syntax
General Data Protection Regulation (GDPR)
California Consumer Privacy Act (CCPA)
The Challenger Sa
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Enterprise Sales Development with Tony J. Hughes | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
