Hacking Sales

Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you re disjointed, disorganized, and ultimately, underperforming. Whether you re building a sales process from scratch or looking to become your company s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today s sales environment is very much a keep up or get left behind paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Stay ahead of the sales evolution with a more efficient approach to everythingHacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You'll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job--this book is your roadmap to fast and efficient revenue growth.Without a reliable process, you're disjointed, disorganized, and ultimately, underperforming. Whether you're building a sales process from scratch or looking to become your company's rock star, this book shows you how to make it happen.* Identify your Ideal Customer and your Total Addressable Market* Build massive lead lists and properly target your campaigns* Learn effective hacks for messaging and social media outreach* Overcome customer objections before they happenThe economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today's sales environment is very much a "keep up or get left behind" paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Author's Note xiIntroduction xiiiWhy Sales, Why Now? xiiiWho This Book Is For xivWhere This Book Fits In xvWhat This Book Is Not xvChapter 1 Developing Your Sales Stack 1Where Do I Start? 1Qualifying Leads 2What's Your Sales Stack? 4Chapter 2 List Building: Part 1: Finding and Defining Your Ideal Customer Profile 7Easy, Nontechnical Web Scraping 10Deeper Insights into Your Competitors' Customers 12Targeting Key Executives, Influencers, and High-Potential Buyers 15Chapter 3 List Building: Part 2: Defining Your Total Addressable Market (TAM) 17Enrich Your Customers 18Meet Your Future Customers 20Make It Actionable 21Refine and Optimize the Entire Process 22Company Databases 22Chapter 4 List Building: Part 3: Getting in the Door 27Top-Down and Bottom-Up Targeting 27Lean on Your Industry Allies 32Using Twitter to Generate Warm Leads 33Chapter 5 Uncovering Contact Information 35Remove Duplicates Early On 35Pulling Contact Information Directly from LinkedIn 37E-mail Verification and Enrichment 38Chapter 6 Lead Research 41Trigger Event, Alerts, and Researching 43LinkedIn Advanced Settings and Sales Navigator 44Chapter 7 Segmenting 49Where to Start Segmenting 50But What about Whales? 52Chapter 8 Outbound E-Mailing and Messaging 55A/B Testing and Optimizing E-mails 56Determining Your Perfect Cadence 59The Services That Power Outbound Sales 61Sales and Customer Success 68Quick Tips on Messaging Psychology 68Chapter 9 Sales Outsourcing 73Preparing to Hire Virtual Assistants 74Hiring Virtual Assistants 74Strictly Sales Development Support 75Training Your Virtual Assistants 80Chapter 10 Customer Relationship Management Software 83Integration Software 85Chapter 11 Nurturing Leads and Sparking Engagement 89Using Social Media to Trigger Buyer Activity 89Make Sure to Follow Up 91Reactivating Leads 91Chapter 12 Preparing for and Holding Your First Sales Call 93Getting and Staying Prepared 94Properly Qualifying the Prospect 97Scripting Calls 98Forget PINs and Access Codes 100Quick Tips in Sales Psychology 101Set the Agenda and Stay in Control 102Let the Passion Out 102Chapter 13 Navigating the Buying Process and Closing the Deal 105Rules of Negotiating 105Creating Equality in Negotiations 106Don't Jump to Discounting 107Handling Objections 108Demos, Proposals, and Collateral 109E-Signature Solutions 112Chapter 14 Business Development 115The Art of the Introduction 115Asking for Referrals 120Chapter 15 Bonus Sales Hacks 123E-mail Signature 123Out-of-Office Reply 124Mix in Some Humor 125Frenemies 126Stay Relevant on Twitter and LinkedIn 126Other Unique Solutions for Hacking Sales 127Chapter 16 The Wrap-Up 131Resources and Programs 135Sales Hacker Programs 135Suggested Reading for Sales Hackers 135Acknowledgments 137About the Author 139Index 141