How to Understand the Future of Professional Selling – In Just 7 Minutes with Tony Hughes

 Find out the three reasons why business owners struggle with pipeline Hear from Tony how dating is linked to business The importance of being buyer centered Resources/Links: www.tonyhughes.com.au www.tonyhughes.com.au/the-joshua-principle Summary   Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. In this episode of Marketing the Invisible, Tony discussed the future of professional selling, the reason why people struggle with their pipeline and how buyer behavior has impacted the transformation of sales especially from CEO's point and the rest of the business ladder. Check out these episode highlights: 00:45 – Tony Hughes professional background as a coach 01:19 – the ideal client that Tony serves: large B2B sales organization people who have got a top line revenue problem that they need to solve. 01:41 – symptoms his clients experience when trying to solve their revenue problems 02:11 – what ‘missing numbers’ is all about, the outcome not the root cause, suffering from a higher turnover of salespeople in their own organization. They'll be struggling with diminishing customer loyalty. 00:07:54 – What to do to sell more? Just amp up what you're doing. Most people are just way too passive. You need to be driving combinations of outreach at the right targeted people. Know what would an ideal customer looks like, how that organization profiles up, targeting the right organizations, and then understand buyer personas and what matters to them. Tweetable Takeaway from this Episode: “The reality is if you're struggling with pipeline you've actually got a sales problem. It's a giant mistake to separate the creation of pipeline from the process of actually driving a sale.” -@TonyHughesAU Click To Tweet “People have gone hyper passive in this social and digital world in how they try and build a pipeline. They expect people to come and find their website where they do a whole lot of soft things in Linked In or digital outbound. And at the end of…Click To Tweet “Don’t mistake someone ignoring us as someone rejecting us.” - @TonyHughesAUClick To Tweet “Selling is the skill that everybody in life needs. But it's the skill that nobody seems to want.” - @TonyHughesAUClick To Tweet Transcript: (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: Hello everyone. A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from on the sand of Little Castaways Beach in Queensland, Australia. Joined today by Tony Hughes. Who is not that far away. Tony, where you're beaming in from? Tony Hughes: I'm in Sydney today. Tom Poland: Sydney. The Big Smoke, the New York of Australia. For those of you don't know Ton, you must have been living under a rock or in a cave. Because he's got 35 years sales leadership experience. He is a bestselling author, is the number one blogger globally on B2B sales. He is so much in demand that he told me before the interview that he really does not want any more clients. Please don't promote me too heavily.