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

by Max Altschuler (Author)

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.

Front Jacket

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

Back Jacket

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.

Author Biography

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.