The Future of Revenue for Business Owners – In Just 7 Minutes with Tony Hughes
Learn how to create a consistent, healthy, and quality opportunity pipeline that never runs out of clients Find out how to fix your sales and marketing machines, so you continue attracting quality clients for retention and growth Discover how to create intent, not just interest in your clients, so your message is anchored on the improved result for the client's business Resources/Links: Check out more of Tony's FREE content and resources at https://www.salesiqglobal.com/ Summary Do you find your business lacks forecast accuracy and adequate pipeline coverage? Is your market narrowly targeted, and do you create a message that speaks specifically for them? Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multinationals. He is a best-selling author, consultant, trainer, and keynote speaker. Listen in as Tony points out how to understand and focus on your customer persona and create a message that will make them take action on the necessary changes they need to make running their business to reach an improved result. Check out these episode highlights: 01:19 - Tony's ideal client: My ideal customer profile is a technology or professional services company. 01:27 - The problem he helps solve with his clients: The number one problem is a lack of consistent opportunity pipeline. The secondary problem is the progression and closure of those opportunities. And then the third problem is retention and growth with existing clients. 02:30 - Symptoms of the problem his clients face: Not enough salespeople, not enough salespeople on target year to date, a lack of forecast accuracy, or lack of adequate pipeline coverage. 03:28 - Mistakes clients commit before consulting with Tony: Some common mistakes people make as leaders is they try to manage the result, instead of managing the right effective activity that feeds into the objectives that create the result. 05:53 - Tony's Valuable Free Action (VFA): We need to instead lead with the opportunity to drive and improve results. And when they ask for more information, we talk about the strategy that achieves the result, not our capabilities. So, we leave with result, strategy, and then capability; reverse the order. 06:42 - Tony's Valuable Free Resource (VFR): Check out Tony's FREE content and resources at https://www.salesiqglobal.com/ 07:15 - Q: What's causing most people to fail? A: And the reality is, most people are really busy doing enough not to feel guilty, rather than getting busy doing what it actually takes to be successful. Tweetable Takeaways from this Episode: “Create a customer-centric narrative where you have a point of view on how they can drive improved results in their role.” -Tony HughesClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Greetings everyone! A very warm welcome to another edition of marketing the invisible. I'm Tom Poland, and joined today by Tony Hughes. Tony, very warm welcome to you. So where are you hanging out? Tony Hughes 00:21 Thanks, Tom. I am so excited about the conversation today. I'm based in Sydney. Tom Poland 00:24 I'm in Sydney, Australia. And I'm just a bit further north couple of hours flight...