Hacking Sales: The Playbook for Building a High-Velocity Sales Machine

Max Altschuler

ISBN 10: 1119281644 / ISBN 13: 9781119281641

Editore: John Wiley & Sons Inc, 2016

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Codice articolo B9781119281641

Dati bibliografici

• Titolo: Hacking Sales: The Playbook for Building a High-Velocity Sales Machine
• Editore: John Wiley & Sons Inc
• Data di pubblicazione: 2016
• Lingua: Inglese
• ISBN 10: 1119281644
• ISBN 13: 9781119281641
• Rilegatura: Hardback
• Condizione: New

Descrizione articolo

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.

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.