Details

Hacking Sales

The Playbook for Building a High-Velocity Sales Machine
1. Aufl.

von: Max Altschuler
17,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	16.05.2016
ISBN/EAN:	9781119281672
Sprache:	englisch
Anzahl Seiten:	160

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Beschreibungen

Titelbeschreibung

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. <ul> <li>Identify your Ideal Customer and your Total Addressable Market</li> <li>Build massive lead lists and properly target your campaigns</li> <li>Learn effective hacks for messaging and social media outreach</li> </ul> <ul> <li>Overcome customer objections before they happen</li> </ul> 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.

Inhaltsverzeichnis

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

Autorenportrait

MAX ALTSCHULER is the CEO and founder of Sales Hacker, Inc. He’s always been fascinated with sales, psychology, technology, and entrepreneurship and considers himself an entrepreneur first and a salesman second. He was the first sales hire at Udemy, an online education company, and built the process that launched the instructor side of its marketplace.

Back cover copy

The world of sales is a $500 billion industry that employs more than 15 million people in the United States alone. Surprisingly, only a handful of colleges offer degrees in sales, and most MBA programs don’t offer a single sales class. For everyone who depends on sales—from entrepreneurs building a sales process to individual reps focused on hitting their numbers, Hacking Sales is your degree in modern sales. The most successful business executives and investors know a good sales team makes and breaks a business, which is why CEO and founder of Sales Hacker Max Altschuler put together this pioneering guide to building a fully streamlined sales engine that uses the newest, most innovative techniques and technologies. Whether you’re bootstrapping a start-up, running a publicly traded company, or operating somewhere in between, an organized sales process that effectively tracks and measures with a focus on improvement is critical to surviving. This comprehensive resource goes in-depth into the human aspect of sales, as well, because there is a point where you have to let go of technology and rely on your ability to sell; automating your process gives you more time to do it. It goes beyond prescribing a cookie-cutter methodology for everyone, and instead guides you through a sophisticated range of options, based on exclusive advice from a diverse group of highly accomplished professionals in sales training, global leadership, psychology, and more. From the soft skills of interpersonal relationships to the nuts and bolts of fitting the best customer relationship management software to your team, this everyday reference shows you how to do everything with step-by-step clarity, including: <ul><li>Build highly targeted lists of potential buyers, complete with potential targets at all levels within the companies—and their contact information</li> <li>Use scraping, crawling, artificial intelligence, and big data analysis to boost your lead research to enlightened levels</li> <li>Gain competitive advantage with virtual assistants who can do all your sales development right up until the actual call</li></ul> Whether you’re working in an antiquated sales process, crushing it but working too hard, or have product-market fit and need to know what’s next, Hacking Sales has the plays you need.

Unpublished endorsement

“Companies that embrace technology and data in their sales process will build the world class sales organizations that win. Hacking Sales creates an actionable, cutting-edge sales process that can scale with your sales org and the ever-changing world of technology.”--Mark Roberge, Chief Revenue Officer, Hubspot “Max's sorted through the maelstrom of sales & marketing apps out there to cut through the clutter and show us some creative & practical ways to automate sales drudgery. Well done sir!”--Aaron Ross, Built Outbound Sales at Salesforce; Co-founder, Predictable Revenue and Carb.io “Hacking Sales succinctly shows sellers how to use new technology and sales tactics to up their game.”--Elay Cohen, Former SVP of Sales Productivity,Salesforce; Co-founder and CEO, SalesHood "Max has become a dominant force in the next wave of sales: the use of technology, training, and best practices to turn sales into a true science. Sales can truly now be hacked much in the way we learned in the last generation to hack marketing into a quantitative growth engine. Hacking Sales has uniquely captured these changes, bringing together sales thought leadership and leading next generation technologies to together quantify and scale sales dramatically faster than ever before. Kudos, and thank you, to Max."--Jason Lemkin, Co-founder and ex-CEO, Echosign; Founder,SaaStr;Managing Director, Storm Ventures “Traditional sales methods have not kept pace with how customers want to buy today. Sales technology is finally catching up to the market and Max has created the ultimate playbook on how to sell in this era of Sales Acceleration.”--Gary Swart, Former CEO,oDesk. Partner,Polaris Partners “Max is at the forefront of this new age of selling and has done a fantastic job in this book outlining the process of building and evolving a sales approach and process with tools, tips and techniques along the way. I recommend it to any Sales rep or Sales leader who is looking to play catch up or stay ahead of this ever-evolving profession we call Sales.”--John Barrows, Leading Sales Trainer for Salesforce, LinkedIn, Zendesk, Marketo, Box, and many of world’s top tech sales organizations “Max has packed this book full of actionable advice that will allow any sales professional to cut through the clutter and immediately improve results, by using proven techniques and tools. If you are an individual contributor or early stage founder looking to accelerate growth, reading this book will be the highest ROI you will get from your time today.”--Matt Cameron, Former Global Head of Corporate Sales, Yammer. VP of Sales, Kahuna "One lesson I learned early in my career is to never be satisfied. Whether you're the #1 sales rep at your company, recently received a promotion into management, or are the CEO of Fortune 500 company you can always be pushing harder and performing better. Hacking Sales is an education in the new era of sales that will help sales orgs grow and innovate in ways they didn’t know they could.”--Sam Blond, VP of Sales, Zenefits, the fastest growing SaaS company in history “Sales is undergoing such a major transformation; some would say so much that the profession may be at risk. Max has responded by starting a movement where sales professionals can share and learn from each other regularly through thought leadership, events, community and networking. This book is a critical must-have component to anyone who wants to stay ahead of this transformation."--Emmanuelle Skala, VP of Sales, Influitive “Finally! A single, consolidated playbook to help start-ups define their prospecting strategy and sales philosophy. Max breaks down the areas to consider and the tools to evaluate in helping you maximize your resources. A great read for any VP Sales who’s building their team out.”--Bill Binch, VP of World Wide Sales, Marketo As sales becomes more scientific, sales teams need to stay up to date on all the new technologies and processes. Max Altschuler knows them all!--Armando Mann, VP of Sales, RelateIQ Max is one of the original hackers and like all hackers he's full of tips and tricks for you to follow and swallow to master the game of sales. It doesn't matter how much experience you have selling, you will most certainly gain some new knowledge by reading this book. It is chock full of unique ideas and approaches for you to use. This is a must read for anyone just getting into sales.--Doug Landis, VP of Sales Productivity, Box "Max Altschuler and the Sales Hacker team are always on point. They remain at the forefront of knowing what's hip, what's now, and what's driving revenue for today's sales organizations. The tools and technologies explored in this book will bring you to the front of the line - on your sales team, in your industry, and at your bank."--Ralph Barsi, Sr. Director of Sales Development at ServiceNow “Over the last few years, the sales development field has strongly emerged as the biggest innovation to happen to the sales process. There are not many who are more educated on this than Max Altschuler. Max shares his insights here as one of the only real references you'll need to understand this emerging space. After a quick read, you'll be able to boost revenue for your business and double down on your knowledge of modern day selling.”--Kyle Porter, Co-founder and CEO, SalesLoft “Max has spent the last 5 years not only working in the trenches of B2B sales teams, he's also networked and collaborated with the most talented practitioners as part of his growing Sales Hacker movement. In this book, he has been gracious enough to share truly actionable strategies that just don't get written about it traditional cookie cutter sales books. For both sales leaders and salespeople, this is a must read.”--Tawheed Kader, Founder and CEO, ToutApp “I've been lucky to have a first row seat watching Max create a new school of sales over the past few years. His real world experience, constant optimization, and questioning of traditional sales norms has created the best practices in this book that are essential for any sales team.”--Jaspar Weir, Co-founder and President, TaskUs “Hacking Sales is the definitive guide to building a powerful sales machine that leverages the wide range of technology and data available today. Max has delivered a gift to sales reps and managers everywhere.”--Ryan Buckley, Co-founder and Head of Sales, Scripted