Hacking Sales E-Book

Max Altschuler

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 186

Veröffentlichungsjahr: 2016

Beschreibung

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.

Leseprobe

CONTENTS

Cover

Praise for

Hacking Sales

Title Page

Copyright

Author's Note

Introduction

Why Sales, Why Now?

Who This Book Is For

Where This Book Fits In

What This Book Is Not

Chapter 1: Developing Your Sales Stack

Where Do I Start?

Qualifying Leads

What's Your Sales Stack?

Chapter 2: List Building: Part 1: Finding and Defining Your Ideal Customer Profile

Easy, Nontechnical Web Scraping

Deeper Insights into Your Competitors' Customers

Targeting Key Executives, Influencers, and High-Potential Buyers

Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM)

Enrich Your Customers

Meet Your Future Customers

Make It Actionable

Refine and Optimize the Entire Process

Company Databases

Chapter 4: List Building: Part 3: Getting in the Door

Top-Down and Bottom-Up Targeting

Lean on Your Industry Allies

Using Twitter to Generate Warm Leads

Chapter 5: Uncovering Contact Information

Remove Duplicates Early On

Pulling Contact Information Directly from LinkedIn

E-mail Verification and Enrichment

Chapter 6: Lead Research

Trigger Event, Alerts, and Researching

LinkedIn Advanced Settings and Sales Navigator

Chapter 7: Segmenting

Where to Start Segmenting

But What about Whales?

Chapter 8: Outbound E-Mailing and Messaging

A/B Testing and Optimizing E-mails

Determining Your Perfect Cadence

The Services That Power Outbound Sales

Sales and Customer Success

Quick Tips on Messaging Psychology

Chapter 9: Sales Outsourcing

Preparing to Hire Virtual Assistants

Hiring Virtual Assistants

Strictly Sales Development Support

Training Your Virtual Assistants

Chapter 10: Customer Relationship Management Software

Integration Software

Chapter 11: Nurturing Leads and Sparking Engagement

Using Social Media to Trigger Buyer Activity

Make Sure to Follow Up

Reactivating Leads

Chapter 12: Preparing for and Holding Your First Sales Call

Getting and Staying Prepared

Properly Qualifying the Prospect

Scripting Calls

Forget PINs and Access Codes

Quick Tips in Sales Psychology

Set the Agenda and Stay in Control

Let the Passion Out

Chapter 13: Navigating the Buying Process and Closing the Deal

Rules of Negotiating

Creating Equality in Negotiations

Don't Jump to Discounting

Handling Objections

Demos, Proposals, and Collateral

E-Signature Solutions

Chapter 14: Business Development

The Art of the Introduction

Asking for Referrals

Chapter 15: Bonus Sales Hacks

E-mail Signature

Out-of-Office Reply

Mix in Some Humor

Frenemies

Stay Relevant on Twitter and LinkedIn

Other Unique Solutions for Hacking Sales

Chapter 16: The Wrap-Up

Resources and Programs

Sales Hacker Programs

Suggested Reading for Sales Hackers

Acknowledgments

About the Author

Index

End User License Agreement

List of Illustrations

Figure 1.1

Figure 1.2

Figure 3.1

Figure 5.1

Figure 6.1

Figure 6.2

Figure 7.1

Figure 7.2

Figure 8.1

Figure 9.1

Figure 9.2

Figure 10.1

Figure 11.1

Figure 12.1

Figure 12.2

Figure 13.1

Figure 15.1

Guide

Cover

Table of Contents

Begin Reading

Chapter 1

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Praise for