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:
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