In this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He also talks about his book, Tech-Powered Sales: Achieve Superhuman Sales Skills, that he co-wrote with previous podcast guest, Justin Michael.