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Tony Hughes

Sales Management Advice for CEOs

Tony Hughes - 8 May 2019

Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. The results … [Read more...] about Sales Management Advice for CEOs

How To Manage Stress

Tony Hughes - 2 May 2019

Professional selling is one of the most stressful careers a person can choose. There is fierce competition and endless pressure to deliver. You’re … [Read more...] about How To Manage Stress

The Future of B2B Selling is Contextualised Technologies

Tony Hughes - 11 April 2019

As Morpheus said in The Matrix, “I imagine that right now, you're feeling a bit like Alice. Hmm? Tumbling down the rabbit hole?” Technology is … [Read more...] about The Future of B2B Selling is Contextualised Technologies

Only The Customer is Qualified To Define Value

Tony Hughes - 17 March 2019

The market determines price and only the customer is qualified to assess value for money. Everything we sell must help customers improve revenue … [Read more...] about Only The Customer is Qualified To Define Value

Law of Delegation Magnified By Social

Tony Hughes - 14 February 2019

We are delegated down to people we sound like. This is an immutable law of selling and if we are to engage at the highest levels we must talk the … [Read more...] about Law of Delegation Magnified By Social

Re-gift Some Prospects This Christmas

Tony Hughes - 18 December 2018

Come on, admit it – you’re guilty of re-gifting and it haunts you every time you see the person who gave you the gift you secretly rejected. But what … [Read more...] about Re-gift Some Prospects This Christmas

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