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by Max Altschuler
Hacking Sales
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
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Praise for <i xmlns="http://www.w3.org/1999/xhtml" xmlns:epub="http://www.idpf.org/2007/ops" xmlns:m="http://www.w3.org/1998/Math/MathML" xmlns:svg="http://www.w3.org/2000/svg" xmlns:ibooks="http://vocabulary.itunes.apple.com/rdf/ibooks/vocabulary-extensions-1.0">Hacking Sales</i>
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Hacking Sales
The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine
Max Altschuler
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