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Hacking Sales - 9781119281641

Un libro in lingua di Max Altschuler edito da John Wiley & Sons Inc, 2016

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All sales teams need to evolve, or they’ll go extinct. 40% of the Fortune 500 from the year 2000 is no longer on the Fortune 500 in the year 2015. That’s because these companies failed to evolve.

In Hacking Sales, Max Altschuler walks you logically through the entire sales process. You’ll learn:

  1. How to figure out your Ideal Customer Profile and your Total Addressable Market. These are the companies that need your product or services that you can easily surface with a little effort and know-how. Always best to go after your lowest hanging fruit first.
  2. How to build massive leads lists using your ICP and TAM info and how to get contact info. 
  3. How to properly segment these lists and target in your outreach campaigns.
  4. The different types of business development and prospecting. Top down, bottom up, or hyper targeted.
  5. Copy and messaging strategies, A/B testing, and using public information and lead research.
  6. Outbound outreach process and follow up cadence.
  7. How to nurture leads through the sales process once you’ve made contact.
  8. Messaging and social media psychology hacks.
  9. How and what areas of the sales process to outsource.
  10.   Preparing for calls and demos and how to overcome objections before they happen.
  11.   Bonus solutions for basic business development skills.

Informazioni bibliografiche