Hacking Sales

Index

• A/B multivariable test
• Acquia
• Active Admin
• ACV
• Adopters, early, identifying
• Agenda, setting
• Alerts
• AngelList
• Annual recurring revenue (ARR) CRM software. See ARR
• API
• Application program interface (API). See API
• ARR
• Average contract value (ACV). See ACV

• Barber, Daniel
• Barrows, John
• Base
• Bedrock Data
• Blogs, on trigger events
• Blue Jeans Network
• The Boron Letters
• BuiltWith
• Business development
• Buyers
  • high-potential, targeting
  • potential, information about
• Buying process
  • demos, proposals, and collateral
  • discounting
  • e-signature solutions
  • handling objections
  • negotiating

• Cadence, determining
• Cameron, Matt
• Capture (by RingLead)
• Charlie App.
• Cirrus Insight
• Clearbit
• ClearSlide
• Close.io
• Collateral
• Company(ies)
  • databases
  • segmenting
  • specific data
• Competitors’ customers, keeping tabs on
• Compile
• ConnectAndSell
• Conspire
• Contact information
  • e-mail verification and enrichment
  • pulling directly from LinkedIn
  • removing duplicates
• Conversations, follow protocols for
• CRM
• CRM systems
  • checking for accounts
  • creating custom fields within
  • DiscoverOrg and
  • Infer and
• CrunchBase
• Crystal
• Customer.io
• Customer relationship management (CRM). See CRM
• Customer(s)
  • competitors’, keeping tabs on
  • data mapping
  • enriching
  • meeting future
  • potential
  • prospective, message to
  • success, sales and

• DataFox
• Datahug
• Datanyze
• Demos
• Discounting
• Discover.ly
• DiscoverOrg
• DocSend
• Dreamforce

• E-mail productivity service. See Yesware
• E-mail(s)
  • abbreviations in
  • A/B testing and optimizing
  • adding humor to ...