Hacking Sales
Реклама. ООО «ЛитРес», ИНН: 7719571260.
Оглавление
Altschuler Max. Hacking Sales
PRAISE FOR HACKING SALES
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
WILEY END USER LICENSE AGREEMENT
Отрывок из книги
The companies mentioned in this book are not in any way affiliated with Sales Hacker, Inc. We take no fees or compensation from any of the companies mentioned in this book. The companies listed are in no particular rank or order. I provide information and my opinion, but it's up to the reader to decide which companies to do business with and what process to follow.
Visit www.SalesHacker.com for more information and bonus material.
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Having a sales process for your business is extremely important. Without it, your business will be disorganized and disjointed. If you're not tracking and measuring with a standardized approach, then how will you get better? The best assets of sales teams and salespeople are great organizational and analytical skills. Companies that figure this out early and build a strong and streamlined engine will surpass their competitors. Sales reps who figure this out will outsell their peers.
This book was written to help you build a strong foundation for your business. Specifically, this book will help you to do the following:
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