The number one problem most sales people say they have is lack of pipeline. Yet, lack of pipeline is usually a symptom of other issues. The three key issues that affect lack of pipeline are having the wrong mindset, using the wrong narrative, and executing the wrong activities. 

Today, I speak with LinkedIn’s most read author of B2B selling content. Tony Hughes is a sales improvement consultant and bestselling author. His new book Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales is available for pre-order and will be released in January of 2018. In our conversation, we attack the myths around prospecting and lead generation. Tony also shares some wonderful actionable tips that you can implement right away. 

Episode Highlights: 

• Treating predictable prospecting as a process.
• Separation of roles that actually work in large organizations.
• How sellers need to generate their own pipeline.
• Everyone in the organization needs to be prospecting and looking for referrals.
• Getting to a point where the sales process is a habit.
• After engaging with a client ask for a referral.
• Lead with why the conversation should matter and add value.
• Help, help, help and then ask.
• Ask is this email helping a prospects challenge? If no, don’t send.
• Speak to prospects at the level of a peer.
• Combo sell with phone, email, social, etc. using the right narrative.
• Buyers are interested in what is going on in their industry, provide value.
• Try to reach a range of people within an organization with the right narrative.
• More focus on customer experience and human engagement.
• Embracing technology and the way you sell. Being politely persistent. 

Resources: 

• Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
• Tony Hughes on LinkedIn
• Tony’s Keynote Speaker Website
• RSVP Selling
• Tony on Twitter @rsvpselling
• Cracking The Sales Management Code : The Secrets to Measuring and Managing Sales Performance