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Tony Hughes
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Tony Hughes

Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. Tony’s first book is a business bestseller with his second book, COMBO Prospecting, available for preorder on Amazon here. He can be found at TonyHughes.com.au and RSVPselling.com.

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Communicating Your Value

It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer, look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.

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I Know Why You're Failing... Stop It!

Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.

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Sales Mastery or Sales Enablement?

I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.

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Why Sales Enablement Can Prevent Success

Late last year I attended a presentation from Brent Adamson, Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement... something that everyone needs to own within the enterprise.

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Solution Selling vs The Challenger Sale

  The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.

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All Sales Floors Should Be Loud!

Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.

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Closing Is Usually Not The Problem In B2B Sales

A while back, I was working with a client that provides brilliant cloud solutions with a compelling business case. When I asked what their biggest challenges were within the sales team they said: "Many of them can't seem to close... they want better closing techniques."

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The Ten Laws of Strategic Selling

Definition: Strategic Enterprise Selling: The process of engaging early at the most senior levels, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions with unique compelling value while setting an agenda that disadvantages or eliminates competitors.

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CRM: Graveyards of Information or Powerhouses for Improvement?

George Brontén from Membrain has been following my posts and regularly provides insightful comments. LinkedIn is an amazing platform for building relevant connections with thought leaders around the world and we decided to catch-up on Skype.