Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. The Status Quo and Do Nothing are more megalithic than ever with budgets slashed on razor thin margins.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Tony Hughes

MAY 27, 2019

According to Jason Jordan and Michelle Vazzana in Cracking The Sales Management Code, 83% of what is measured (typically in CRM systems) cannot be managed. No wonder so many CRM implementations become manage-up tools with poor data and no real transparency. Number of opportunities reviewed by sales manager.

CRM 87

CRM Revenue Margin Forecasting 87

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Sales Models and Fundamentals. The Transparency Sale. The Challenger Sale. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. As a gifted sales manager, you rise and fall based on the cadence of accountability that you set as a baseline benchmark for these behaviors. Don't you be the one.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63