CONTENTS
INTRODUCTION: Fight Club and Knockout Commitments
COMBO Explained and Calls to Put Me in Jail
Misplaced Confidence and My Journey into Sales
Why You Need to Be the Hottest One at the Bar
CHAPTER ONE: Awful Truths That Can Set You Free
Behold the Stately Honey Badger Who Never Gets Fired
Extract Your Head from the Darkness; Facts Don’t Lie
The Great Disruption of Your Precious Livelihood
Cyborg Sellers in the Age of the Machines
Go Big, Bust Out, and Break Through
Winning Combinations of Old and New
Why Savvy Social Sellers Still Call Like Crazy
The Lunacy of Cold-Calling vs. Social Selling
Why Being Beat Up Is Good for the Soul
CHAPTER TWO: Earning the Right to Win
Foundations of Executive Engagement
The Language of Leaders and Relevance Challenge
Paradox of Nonhunger and Genuine Curiosity
Friending and Relationship Selling
The Truth About Trust and Value
Leading with Insight and Why a Conversation Matters
Creating Your Own Value Narrative
Questions That Qualify and Set the Agenda
Strategic Selling in the Real World
Social Selling Framework Defined
Building a Winning Business Case
CHAPTER THREE: Building Your Platform
Publishing Insights That Set the Agenda
Nurturing a Network That Enables You to Thrive
Creating Effective Scripts and Templates
Selecting the Right Enablement Tools
Nurturing the Machine That Feeds You Leads
CHAPTER FOUR: Executing Your COMBO Strategy
Be Your Own Sales Development Rep (SDR)
Shocking Paradoxes That Govern Prospecting
Time-Blocking—Discipline Within the Hours
Trigger Events and Social Listening
Referrals—The Path of Highest Probability
Insider Secrets of Savvy Sellers
The Importance of Multi-Threading
COMBOs to Conquer Executive ADD
Breaking Through to CXOs and Board Members
Anatomy of Giving Good Social Phone
Growth Hacks—Thinking like a Marketer
Sales Coaching from a CEO Buyer
Supercharge Lead Flow—Pulling It All Together
Turning Up the Heat Deeper in the Funnel
Dispelling Myths of the Serial Closer
CHAPTER FIVE: The Act of Personal Sales Leadership
Fight, Fight, Fight to Earn the Right
Avoiding the Roller-Coaster Performance Ride
80/20 Power Laws and Personal Effectiveness
Why You Must Become a Mentor and Coach
Free Sample From Sell with a Story by Paul Smith