Hacking Sales: The Playbook for Building a High Velocity Sales Machine Paperback – March 2, 2015
|New from||Used from|
|Paperback, March 2, 2015||
There is a newer edition of this item:
Inspire a love of reading with Amazon Book Box for Kids
Discover delightful children's books with Amazon Book Box, a subscription that delivers new books every 1, 2, or 3 months — new Amazon Book Box Prime customers receive 15% off your first box. Sign up now
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
- Mark Roberge, Chief Revenue Officer at Hubspot and bestselling author of The Sales Acceleration Formula
- Aaron Ross, Built Outbound Sales at Salesforce and bestselling author of Predictable Revenue
"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 at Zenefits, the fastest growing SaaS company in history
"Hacking Sales uniquely brings together sales thought leadership and leading next generation technologies to quantify and scale sales dramatically faster than ever before. Kudos, and thank you, to Max."
- Bill Binch, VP of World Wide Sales at 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 and Customer Success at RelateIQ
"This is a must read for anyone just getting into sales."
- Doug Landis, VP of Sales Productivity at Box
"Startups no longer have the luxury of time. They need to create and execute their sales strategy in real time... kind of like changing a tire while the bus is still in motion. This book gives startup and sales executives the ability to do just that."
About the Author
His entrepreneurial journey led him to San Francisco to work for an online education company called Udemy, in which he was the first sales hire and built the process that launched the Instructor side of the marketplace. Udemy recently raised a $32 million dollar series C round of funding with a valuation in the hundreds of millions.
After Udemy, Max helped build the AttorneyFee marketplace as the Vice President of Business Development and departed after their acquisition by LegalZoom.
He started Sales Hacker, Inc. to help other startups with fewer resources to sell their products and services to large corporations. This book is a product of the community and we're excited to see the growth and innovation that comes out of it.
- Publisher : CreateSpace Independent Publishing Platform (March 2, 2015)
- Language: : English
- Paperback : 148 pages
- ISBN-10 : 1508655081
- ISBN-13 : 978-1508655084
- Item Weight : 8.3 ounces
- Dimensions : 6 x 0.34 x 9 inches
- Customer Reviews:
Top reviews from the United States
There was a problem filtering reviews right now. Please try again later.
I'd say the only drawback to this book is some of the companies that are being referenced will likely go out of business or get sold in the next couple of years so it needs to be updated regularly.
I'm going to recommend this book to everyone who purchases our product the "You Everywhere Now Consult and Profit" system - it's a training program for consultants, coaches and advisors who want to get and close more deals by learning influence, persuasion and powerful techniques for selling big-ticket advice.
Nice job, Max!
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.
Said that though ,around 40 % of the companies mentioned in the first half of the book are no longer in business. The author should either remove the book from kindle or update it.
Despite that the content is VERY GOOD.
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.
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.
Top reviews from other countries
Update after 1 month: I read the book again and decided to give this 5 stars. It's definitely a strategic book and some parts are not relevant if you have a small, defined market. However: one great idea or two (which I found) can be total game changers. We love Yesware and are signing up asap. CRMs were too generic for us but gave us an idea of what's out there in terms of functionality. This helped us choose a new CRM system.
A great book for Sales Directors / Company Owners. Could be good for sales people - as long as your company will invest in new tools / technologies.
It is with out doubt the worst sales book i have ever read. a total waste of my money. I rarely write reviews but this book is so poor I had to.
I see all the good reviews on the page and wonder if they are his friends or family because they are so badly misleading