I work with many sales people across multiple industries every month in my role of mentoring and deal coaching. Many meetings feel like Ground Hog Day or maybe I’m just becoming grumpy in my old age; but here are common shortcomings I see in sales people that make them worthy of being fired. If you’re… Read More
About Tony Hughes
B2B Social Selling Demystified – Five Strategic Pillars
We live in the age of personal brands. This article will provide you with a framework for creating your own personal social strategy in the world of complex business-to-business (B2B) selling. It’s important because the vast majority of buyers do research before a meeting. What will they see when they look at your LinkedIn profile… Read More
Buyer Motivation and Differentiation
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Challenger Vs Relationship Sales Persona
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Confidence In Selling
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Formula For Building Trust
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How To Build Rapport When Selling
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How To Build Your Sales Pipeline
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How To Deal With The Early Price Question
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How To Qualify a Sales Opportunity
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How To Secure A Meeting with CXO or VITO
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How To Sell. Secrets of Super Easy Selling
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Killing Sales Stress
Just over a year ago I was awake on an operating table, watching the big screen that my cardiologist was using to guide him as he stented my heart. Later he said, “You were very close to a major event; 99% blocked in the widow-maker part of the heart.” I am a road-bike rider and… Read More
Lead with Why – You Only Have 20 Seconds
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Managing The Risks in Selling Software
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Next Level Qualification
No-one likes being ‘qualified’ by a salesperson. Nor do they like it when people ask manipulative questions. A life insurance salesman once asked me “Tony, do you love your family and want the best for them?” I answered in the affirmative with wry grin and waited for his next zinger. “Would you want to know… Read More
Sell High Or Gain Consensus?
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Should Sales People Be Content Creators?
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Strategic Selling Defined by Execution
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Talk The Language of Leaders
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The 3 Pillars Of Modernised Selling
Gartner Research predicts that 85% of business-to-business (B2B) sales transactions will occur without human intervention in 2020. Andy Hoar from Forrester Research predicts that more than 1 million sales roles will be disappear in the USA alone with the same timeframe. This equates to approximately 22% of B2B sales positions being lost to the forces… Read More
The 7 Sins Of Selling
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The Buy-bot Disruption of Professional Selling
I was a keynote speaker along with Andrew Vorster at a conference last month and he delivered a provocative presentation titled: The Rise of the Robots. I believe that automation is taking sales jobs away and I had a coffee with him to ask if sales people are all destined to become extinct sometime soon. Here is his response…. Read More
The Closing Myth
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