Hacking Sales: The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine: The Playbook for Building a High-Velocity Sales Machine - Rilegato

Altschuler, Max

Rilegato

ISBN 10: 1119281644 ISBN 13: 9781119281641

Casa editrice: John Wiley & Sons Inc, 2016

Riassunto

All sales teams need to evolve, or they’ll go extinct. 40% of the Fortune 500 from the year 2000 is no longer on the Fortune 500 in the year 2015. That’s because these companies failed to evolve.

In Hacking Sales, Max Altschuler walks you logically through the entire sales process. You’ll learn:

1. How to figure out your Ideal Customer Profile and your Total Addressable Market. These are the companies that need your product or services that you can easily surface with a little effort and know-how. Always best to go after your lowest hanging fruit first.
2. How to build massive leads lists using your ICP and TAM info and how to get contact info. 
3. How to properly segment these lists and target in your outreach campaigns.
4. The different types of business development and prospecting. Top down, bottom up, or hyper targeted.
5. Copy and messaging strategies, A/B testing, and using public information and lead research.
6. Outbound outreach process and follow up cadence.
7. How to nurture leads through the sales process once you’ve made contact.
8. Messaging and social media psychology hacks.
9. How and what areas of the sales process to outsource.
10.   Preparing for calls and demos and how to overcome objections before they happen.
11.   Bonus solutions for basic business development skills.

Su questo libro

Informazioni sull?autore

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.

Dalla quarta di copertina

Praise for HACKING SALES

"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 organization and the ever-changing world of technology."
?MARK ROBERGE, Chief Revenue Officer, Hubspot

"Max has sorted through the maelstrom of sales and marketing apps out there to cut through the clutter and show us some creative and practical ways to automate sales drudgery. Well done, sir!"
?AARON ROSS, Built Outbound Sales at Salesforce; Co-founder, Predictable Revenue and Carb.io

"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

"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 of Sales who's building their team out."
?BILL BINCH, VP of World Wide Sales, Marketo

Dal risvolto di copertina interno

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:

• Build highly targeted lists of potential buyers, complete with potential targets at all levels within the companies?and their contact information
• Use scraping, crawling, artificial intelligence, and big data analysis to boost your lead research to enlightened levels
• Gain competitive advantage with virtual assistants who can do all your sales development right up until the actual call

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.

Dettagli dell'edizione

• Editore: John Wiley & Sons Inc
• Data di pubblicazione: 2016
• Lingua: Inglese
• ISBN 10: 1119281644
• ISBN 13: 9781119281641
• Rilegatura: Copertina rigida
• Numero di pagine: 144
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile