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

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

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, Non–Technical Web Scraping

Deeper Insights On Your Competitor s 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 & 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 Info 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/Messaging

Now you ll learn

A/B testing and Optimizing E–mails

Determining Your Perfect Cadence

The Services That Power Outbound Sales

Enterprise/Cross Organization

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

Call Scripting

Screw 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

Objection Handling

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

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.