EPISODE #1056MIN10.6.2021

Creating a Winning Sales Call Structure with Tony J. Hughes

Best-Selling Sales AuthorsMessaging & Positioning

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, which he co-wrote with previous podcast guest, Justin Michael.

Creating a Winning Sales Call Structure with Tony J. Hughes

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What you'll learn on this episode

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 the General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA)

Why you should be positively persistent and keep it simple

Get to know Tony J. Hughes

Tony J. Hughes

Co-Founder and Sales Innovation DirectorSales IQ Global

Sales IQ Global CEO Sales Insights Show

Tony J. Hughes's best 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]