ABSTRACT
This chapter discusses what we need to construct our very own Unstoppable Sales Machine and start generating repeatable and predictable sales. When it comes to staying ahead of the competition, we’ll need to equip ourselves with competitive intelligence repeatedly. The frequency with which we collect this information, and more importantly, its accuracy, is vital to our success. Collecting intelligence in this comprehensive way extends beyond just the insights we can gain to help us to sell more. Hybrid Selling is the strategic collaboration between sales and marketing, measured by the quality of leads and volume and size of the deals closed. It’s connecting what are considered two very different disciplines, understanding that the common theme between sales and marketing is to find, convert, and close high-quality, repeatable customers.
