{"product_id":"hacking-sales-9781119281641","title":"Hacking Sales","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eStay ahead of the sales evolution with a more efficient approach to everything\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHacking Sales\u003c\/i\u003e 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 jobthis book i\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eAuthor’s Note xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction xiii\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Sales, Why Now? xiii\u003c\/p\u003e \u003cp\u003eWho This Book Is For xiv\u003c\/p\u003e \u003cp\u003eWhere This Book Fits In xv\u003c\/p\u003e \u003cp\u003eWhat This Book Is Not xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eDeveloping Your Sales Stack 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere Do I Start? 1\u003c\/p\u003e \u003cp\u003eQualifying Leads 2\u003c\/p\u003e \u003cp\u003eWhat’s Your Sales Stack? 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eList Building: Part 1: Finding and Defining Your Ideal Customer Profile 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEasy, Nontechnical Web Scraping 10\u003c\/p\u003e \u003cp\u003eDeeper Insights into Your Competitors’ Customers 12\u003c\/p\u003e \u003cp\u003eTargeting Key Executives, Influencers, and High-Potential Buyers 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eList Building: Part 2: Defining Your Total Addressable Market (TAM) 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnrich Your Customers 18\u003c\/p\u003e \u003cp\u003eMeet Your Future Customers 20\u003c\/p\u003e \u003cp\u003eMake It Actionable 21\u003c\/p\u003e \u003cp\u003eRefine and Optimize the Entire Process 22\u003c\/p\u003e \u003cp\u003eCompany Databases 22\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eList Building: Part 3: Getting in the Door 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTop-Down and Bottom-Up Targeting 27\u003c\/p\u003e \u003cp\u003eLean on Your Industry Allies 32\u003c\/p\u003e \u003cp\u003eUsing Twitter to Generate Warm Leads 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eUncovering Contact Information 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRemove Duplicates Early On 35\u003c\/p\u003e \u003cp\u003ePulling Contact Information Directly from LinkedIn 37\u003c\/p\u003e \u003cp\u003eE-mail Verification and Enrichment 38\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eLead Research 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrigger Event, Alerts, and Researching 43\u003c\/p\u003e \u003cp\u003eLinkedIn Advanced Settings and Sales Navigator 44\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eSegmenting 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere to Start Segmenting 50\u003c\/p\u003e \u003cp\u003eBut What about Whales? 52\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eOutbound E-Mailing and Messaging 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA\/B Testing and Optimizing E-mails 56\u003c\/p\u003e \u003cp\u003eDetermining Your Perfect Cadence 59\u003c\/p\u003e \u003cp\u003eThe Services That Power Outbound Sales 61\u003c\/p\u003e \u003cp\u003eSales and Customer Success 68\u003c\/p\u003e \u003cp\u003eQuick Tips on Messaging Psychology 68\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eSales Outsourcing 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparing to Hire Virtual Assistants 74\u003c\/p\u003e \u003cp\u003eHiring Virtual Assistants 74\u003c\/p\u003e \u003cp\u003eStrictly Sales Development Support 75\u003c\/p\u003e \u003cp\u003eTraining Your Virtual Assistants 80\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eCustomer Relationship Management Software 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntegration Software 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 \u003c\/b\u003e\u003cb\u003eNurturing Leads and Sparking Engagement 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUsing Social Media to Trigger Buyer Activity 89\u003c\/p\u003e \u003cp\u003eMake Sure to Follow Up 91\u003c\/p\u003e \u003cp\u003eReactivating Leads 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 \u003c\/b\u003e\u003cb\u003ePreparing for and Holding Your First Sales Call 93\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGetting and Staying Prepared 94\u003c\/p\u003e \u003cp\u003eProperly Qualifying the Prospect 97\u003c\/p\u003e \u003cp\u003eScripting Calls 98\u003c\/p\u003e \u003cp\u003eForget PINs and Access Codes 100\u003c\/p\u003e \u003cp\u003eQuick Tips in Sales Psychology 101\u003c\/p\u003e \u003cp\u003eSet the Agenda and Stay in Control 102\u003c\/p\u003e \u003cp\u003eLet the Passion Out 102\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 \u003c\/b\u003e\u003cb\u003eNavigating the Buying Process and Closing the Deal 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRules of Negotiating 105\u003c\/p\u003e \u003cp\u003eCreating Equality in Negotiations 106\u003c\/p\u003e \u003cp\u003eDon’t Jump to Discounting 107\u003c\/p\u003e \u003cp\u003eHandling Objections 108\u003c\/p\u003e \u003cp\u003eDemos, Proposals, and Collateral 109\u003c\/p\u003e \u003cp\u003eE-Signature Solutions 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 \u003c\/b\u003e\u003cb\u003eBusiness Development 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Art of the Introduction 115\u003c\/p\u003e \u003cp\u003eAsking for Referrals 120\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 \u003c\/b\u003e\u003cb\u003eBonus Sales Hacks 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eE-mail Signature 123\u003c\/p\u003e \u003cp\u003eOut-of-Office Reply 124\u003c\/p\u003e \u003cp\u003eMix in Some Humor 125\u003c\/p\u003e \u003cp\u003eFrenemies 126\u003c\/p\u003e \u003cp\u003eStay Relevant on Twitter and LinkedIn 126\u003c\/p\u003e \u003cp\u003eOther Unique Solutions for Hacking Sales 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 \u003c\/b\u003e\u003cb\u003eThe Wrap-Up 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eResources and Programs 135\u003c\/p\u003e \u003cp\u003eSales Hacker Programs 135\u003c\/p\u003e \u003cp\u003eSuggested Reading for Sales Hackers 135\u003c\/p\u003e \u003cp\u003eAcknowledgments 137\u003c\/p\u003e \u003cp\u003eAbout the Author 139\u003c\/p\u003e \u003cp\u003eIndex 141\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49407027052887,"sku":"9781119281641","price":17.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119281641.jpg?v=1730497921","url":"https:\/\/bookcurl.com\/products\/hacking-sales-9781119281641","provider":"Book Curl","version":"1.0","type":"link"}