Hacking Sales

Book description

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.

Table of contents

  1. Cover
  2. Praise for Hacking Sales
  3. Title Page
  4. Copyright
  5. Author's Note
  6. Introduction
    1. Why Sales, Why Now?
    2. Who This Book Is For
    3. Where This Book Fits In
    4. What This Book Is Not
  7. Chapter 1: Developing Your Sales Stack
    1. Where Do I Start?
    2. Qualifying Leads
    3. What's Your Sales Stack?
  8. Chapter 2: List Building: Part 1: Finding and Defining Your Ideal Customer Profile
    1. Easy, Nontechnical Web Scraping
    2. Deeper Insights into Your Competitors' Customers
    3. Targeting Key Executives, Influencers, and High-Potential Buyers
  9. Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM)
    1. Enrich Your Customers
    2. Meet Your Future Customers
    3. Make It Actionable
    4. Refine and Optimize the Entire Process
    5. Company Databases
  10. Chapter 4: List Building: Part 3: Getting in the Door
    1. Top-Down and Bottom-Up Targeting
    2. Lean on Your Industry Allies
    3. Using Twitter to Generate Warm Leads
  11. Chapter 5: Uncovering Contact Information
    1. Remove Duplicates Early On
    2. Pulling Contact Information Directly from LinkedIn
    3. E-mail Verification and Enrichment
  12. Chapter 6: Lead Research
    1. Trigger Event, Alerts, and Researching
    2. LinkedIn Advanced Settings and Sales Navigator
  13. Chapter 7: Segmenting
    1. Where to Start Segmenting
    2. But What about Whales?
  14. Chapter 8: Outbound E-Mailing and Messaging
    1. A/B Testing and Optimizing E-mails
    2. Determining Your Perfect Cadence
    3. The Services That Power Outbound Sales
    4. Sales and Customer Success
    5. Quick Tips on Messaging Psychology
  15. Chapter 9: Sales Outsourcing
    1. Preparing to Hire Virtual Assistants
    2. Hiring Virtual Assistants
    3. Strictly Sales Development Support
    4. Training Your Virtual Assistants
  16. Chapter 10: Customer Relationship Management Software
    1. Integration Software
  17. Chapter 11: Nurturing Leads and Sparking Engagement
    1. Using Social Media to Trigger Buyer Activity
    2. Make Sure to Follow Up
    3. Reactivating Leads
  18. Chapter 12: Preparing for and Holding Your First Sales Call
    1. Getting and Staying Prepared
    2. Properly Qualifying the Prospect
    3. Scripting Calls
    4. Forget PINs and Access Codes
    5. Quick Tips in Sales Psychology
    6. Set the Agenda and Stay in Control
    7. Let the Passion Out
  19. Chapter 13: Navigating the Buying Process and Closing the Deal
    1. Rules of Negotiating
    2. Creating Equality in Negotiations
    3. Don't Jump to Discounting
    4. Handling Objections
    5. Demos, Proposals, and Collateral
    6. E-Signature Solutions
  20. Chapter 14: Business Development
    1. The Art of the Introduction
    2. Asking for Referrals
  21. Chapter 15: Bonus Sales Hacks
    1. E-mail Signature
    2. Out-of-Office Reply
    3. Mix in Some Humor
    4. Frenemies
    5. Stay Relevant on Twitter and LinkedIn
    6. Other Unique Solutions for Hacking Sales
  22. Chapter 16: The Wrap-Up
  23. Resources and Programs
    1. Sales Hacker Programs
    2. Suggested Reading for Sales Hackers
  24. Acknowledgments
  25. About the Author
  26. Index
  27. End User License Agreement

Product information

  • Title: Hacking Sales
  • Author(s): Max Altschuler
  • Release date: May 2016
  • Publisher(s): Wiley
  • ISBN: 9781119281641