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Hacking Sales: The Playbook for Building a High-Velocity Sales Machine Hardcover – May 31, 2016
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“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 org and the ever-changing world of technology.”--Mark Roberge, Chief Revenue Officer, Hubspot
“Max's sorted through the maelstrom of sales & marketing apps out there to cut through the clutter and show us some creative & practical ways to automate sales drudgery. Well done sir!”--Aaron Ross, Built Outbound Sales at Salesforce; Co-founder, Predictable Revenue and Carb.io
“Hacking Sales succinctly shows sellers how to use new technology and sales tactics to up their game.”--Elay Cohen, Former SVP of Sales Productivity,Salesforce; Co-founder and CEO, SalesHood
"Max has become a dominant force in the next wave of sales: the use of technology, training, and best practices to turn sales into a true science. Sales can truly now be hacked much in the way we learned in the last generation to hack marketing into a quantitative growth engine. Hacking Sales has uniquely captured these changes, bringing together sales thought leadership and leading next generation technologies to together quantify and scale sales dramatically faster than ever before. Kudos, and thank you, to Max."--Jason Lemkin, Co-founder and ex-CEO, Echosign; Founder,SaaStr;Managing Director, Storm Ventures
“Traditional sales methods have not kept pace with how customers want to buy today. Sales technology is finally catching up to the market and Max has created the ultimate playbook on how to sell in this era of Sales Acceleration.”--Gary Swart, Former CEO,oDesk. Partner,Polaris Partners
“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
“Max has packed this book full of actionable advice that will allow any sales professional to cut through the clutter and immediately improve results, by using proven techniques and tools. If you are an individual contributor or early stage founder looking to accelerate growth, reading this book will be the highest ROI you will get from your time today.”--Matt Cameron, Former Global Head of Corporate Sales, Yammer. VP of Sales, Kahuna
"One lesson I learned early in my career is to never be satisfied. Whether you're the #1 sales rep at your company, recently received a promotion into management, or are the CEO of Fortune 500 company you can always be pushing harder and performing better. Hacking Sales is an education in the new era of sales that will help sales orgs grow and innovate in ways they didn’t know they could.”--Sam Blond, VP of Sales, Zenefits, the fastest growing SaaS company in history
“Sales is undergoing such a major transformation; some would say so much that the profession may be at risk. Max has responded by starting a movement where sales professionals can share and learn from each other regularly through thought leadership, events, community and networking. This book is a critical must-have component to anyone who wants to stay ahead of this transformation."--Emmanuelle Skala, VP of Sales, Influitive
“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 Sales who’s building their team out.”--Bill Binch, VP of World Wide Sales, Marketo
As sales becomes more scientific, sales teams need to stay up to date on all the new technologies and processes. Max Altschuler knows them all!--Armando Mann, VP of Sales, RelateIQ
Max is one of the original hackers and like all hackers he's full of tips and tricks for you to follow and swallow to master the game of sales. It doesn't matter how much experience you have selling, you will most certainly gain some new knowledge by reading this book. It is chock full of unique ideas and approaches for you to use. This is a must read for anyone just getting into sales.--Doug Landis, VP of Sales Productivity, Box
"Max Altschuler and the Sales Hacker team are always on point. They remain at the forefront of knowing what's hip, what's now, and what's driving revenue for today's sales organizations. The tools and technologies explored in this book will bring you to the front of the line - on your sales team, in your industry, and at your bank."--Ralph Barsi, Sr. Director of Sales Development at ServiceNow
“Over the last few years, the sales development field has strongly emerged as the biggest innovation to happen to the sales process. There are not many who are more educated on this than Max Altschuler. Max shares his insights here as one of the only real references you'll need to understand this emerging space. After a quick read, you'll be able to boost revenue for your business and double down on your knowledge of modern day selling.”--Kyle Porter, Co-founder and CEO, SalesLoft
“Max has spent the last 5 years not only working in the trenches of B2B sales teams, he's also networked and collaborated with the most talented practitioners as part of his growing Sales Hacker movement. In this book, he has been gracious enough to share truly actionable strategies that just don't get written about it traditional cookie cutter sales books. For both sales leaders and salespeople, this is a must read.”--Tawheed Kader, Founder and CEO, ToutApp
“I've been lucky to have a first row seat watching Max create a new school of sales over the past few years. His real world experience, constant optimization, and questioning of traditional sales norms has created the best practices in this book that are essential for any sales team.”--Jaspar Weir, Co-founder and President, TaskUs
“Hacking Sales is the definitive guide to building a powerful sales machine that leverages the wide range of technology and data available today. Max has delivered a gift to sales reps and managers everywhere.”--Ryan Buckley, Co-founder and Head of Sales, Scripted
From the Inside Flap
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 salesfrom 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 companiesand 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.
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75% of the text in the first 12 chapters are just references to online tools that will allow you to pull down user information from various websites. Check out the apps Import.io, Datanyze, Builtwith, Socedo, and Littlebird; in doing so you've just covered the first 5 chapters of this book. I would say you could use this book as a reference guide to cool websites, but I have a web-browser for that. There's nothing in this book that you couldn't just Google for yourself.
The other 25% of the book is sales fluff, lazy advice you'll find in any sales book: qualifying leads, use social media to reach new clients, using mail-chimp to follow up with your customers, ask customers for references, reach out often, etc. Even the section on business development was kind of bleh.
The book is definitively written for a web-based entrepreneur. The reader is intended to be fairly web savvy, but it doesn't really train you on how to properly use the web tools it references. The book only introduces you to them with a descriptive paragraph paired with a CEO testimony. Then the book essentially hands you off to Datayze & Socedo (et al) for training, which is fair, but that makes the book feel like 140 pages of a web advertisements.
I've met him, and done business with him. He's a friend, a leader, and an inspiration to countless people through his Sales Hacker events and workshops all across the nation.
That being said, I had high expectations going into reading this book. And my expectations were not only met, they were exceeded. After reading this book, your takeaways (as stated by Max in Chapter 16) should be:
1) How to figure out your ideal customer profile (ICP)
2) How to map your total addressable market (TAM)
3) How to find the companies in your TAM and harvest accurate data
4) How to build lists of potential buyers
5) How to find the contact information of potential buyers at scale
6) How to find different strategies for targeting prospects
7) How to properly segment lists
8) How to look at the messaging process and how to track, measure, and optimize your outbound emails
9) How to implement outsourcing and how to hire, train and manage virtual assistants
10) How to pick a CRM system that best fits your needs
11) The best ways to nurture and follow up with leads
12) The process for preparing for your first call
13) How to negotiate, handle objections, and close the deal
14) How to navigate introductions, how to phrase introductions, and how to get your point across
15) The importance of asking for referrals
16) How to use bonus sale hacks << My personal favorite part of the book
I can say with total confidence that Max delivered on all 16 points above and more.
I was at a Sales Hacker event in NYC a few weeks ago and heard two guys at a table talking about the book saying "It's just a book of tools". Ha! Clearly, they just skimmed the book and didn't actually read it cover to cover like I have. Too bad. It's their loss.
Speaking from personal experience, I gained a high-level overview of 65+ tools I'd never heard about before, many of which have and will make a massive impact to my bottom line.
Do yourself a favor and read this book front to back. It's worth your time and attention no matter how much experience you have in this industry. You're guaranteed to pick up dozens "hacks" as well as numerous tools you never knew existed.
No fluff, with a highly applied approach. Max starts by describing the sales funnel (the process of going from a theory about who your customers might be to a closed deal) and then illustrates every single step in the funnel by reference to specific modern tools and how one might use them together.
While it's a quick read, you will find yourself referring back to every section over and over again if you are building a sales organization. One of the few books I would recommend to every entrepreneur or founder who is interested in what a modern sales stack looks like in 2017.