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Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler
| Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler |
| Autore | Altschuler Max <1987-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource (163 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Selling |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-119-28165-2 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Hacking Sales: The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine; Contents; 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; Import.io; Deeper Insights into Your Competitors' Customers; Datanyze; BuiltWith; Targeting Key Executives, Influencers, and High-Potential Buyers
FollowerwonkLittle Bird; Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM); Enrich Your Customers; Tier 1: Sales Cycle, Average Contract Value (ACV), Win Rate; Tier 2: Industry (and Vertical), Employee Size, Growth Score, Location, and Technology Stack; Tier 3: Company Specific Data; Meet Your Future Customers; Step 1: Map Your Customer Data; Step 2: Identify the Early Adopters and Mainstream (see Geoffrey Moore's Crossing the Chasm); Step 3: Validate the Size and Scope; Make It Actionable; Step 1: Confirm the Variables Step 2: Create Custom Fields within the CRM SystemStep 3: Mapping the Fields to Reports in Salesforce; Refine and Optimize the Entire Process; Company Databases; CrunchBase and AngelList; Owler; Mattermark; Socedo; Chapter 4: List Building: Part 3: Getting in the Door; Top-Down and Bottom-Up Targeting; Top-Down Targeting; Bottom-Up Targeting; LinkedIn Sales Navigator; Node.io; DataFox; Growbots; Spiderbook; RainKing; Lean on Your Industry Allies; SellerCrowd; Using Twitter to Generate Warm Leads; Socedo; Chapter 5: Uncovering Contact Information; Remove Duplicates Early On; Toofr; ZoomInfo Prospect.ioPulling Contact Information Directly from LinkedIn; SalesLoft; Capture (by RingLead); E-mail Verification and Enrichment; BriteVerify; Clearbit; Chapter 6: Lead Research; Trigger Event, Alerts, and Researching; InsideView; FunnelFire; DiscoverOrg; LinkedIn Advanced Settings and Sales Navigator; Predictive Sales and Web Signaling; Infer; Compile; Use Your Network; Conspire; Getting Information on Your Individual Prospect; 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 CadenceThe Services That Power Outbound Sales; Cadence (from SalesLoft); Outreach.io; ToutApp; Yesware; SalesforceIQ; Cirrus Insight; PersistIQ; LiveHive; Sidekick (from HubSpot); Sales and Customer Success; Sendbloom; Quick Tips on Messaging Psychology; 1. Pay Close Attention to the Words You Use; 2. Keep It Short, and Dumb It Down; 3. Don't Be Afraid to Challenge People; 4. Sell to the Individual, Then the Employee, Then the Company; Chapter 9: Sales Outsourcing; Preparing to Hire Virtual Assistants; Hiring Virtual Assistants; Upwork; TaskUs Strictly Sales Development Support |
| Record Nr. | UNINA-9910465540803321 |
Altschuler Max <1987->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler
| Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler |
| Autore | Altschuler Max <1987-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource (163 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Selling |
| ISBN |
1-119-28167-9
1-119-28165-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Hacking Sales: The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine; Contents; 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; Import.io; Deeper Insights into Your Competitors' Customers; Datanyze; BuiltWith; Targeting Key Executives, Influencers, and High-Potential Buyers
FollowerwonkLittle Bird; Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM); Enrich Your Customers; Tier 1: Sales Cycle, Average Contract Value (ACV), Win Rate; Tier 2: Industry (and Vertical), Employee Size, Growth Score, Location, and Technology Stack; Tier 3: Company Specific Data; Meet Your Future Customers; Step 1: Map Your Customer Data; Step 2: Identify the Early Adopters and Mainstream (see Geoffrey Moore's Crossing the Chasm); Step 3: Validate the Size and Scope; Make It Actionable; Step 1: Confirm the Variables Step 2: Create Custom Fields within the CRM SystemStep 3: Mapping the Fields to Reports in Salesforce; Refine and Optimize the Entire Process; Company Databases; CrunchBase and AngelList; Owler; Mattermark; Socedo; Chapter 4: List Building: Part 3: Getting in the Door; Top-Down and Bottom-Up Targeting; Top-Down Targeting; Bottom-Up Targeting; LinkedIn Sales Navigator; Node.io; DataFox; Growbots; Spiderbook; RainKing; Lean on Your Industry Allies; SellerCrowd; Using Twitter to Generate Warm Leads; Socedo; Chapter 5: Uncovering Contact Information; Remove Duplicates Early On; Toofr; ZoomInfo Prospect.ioPulling Contact Information Directly from LinkedIn; SalesLoft; Capture (by RingLead); E-mail Verification and Enrichment; BriteVerify; Clearbit; Chapter 6: Lead Research; Trigger Event, Alerts, and Researching; InsideView; FunnelFire; DiscoverOrg; LinkedIn Advanced Settings and Sales Navigator; Predictive Sales and Web Signaling; Infer; Compile; Use Your Network; Conspire; Getting Information on Your Individual Prospect; 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 CadenceThe Services That Power Outbound Sales; Cadence (from SalesLoft); Outreach.io; ToutApp; Yesware; SalesforceIQ; Cirrus Insight; PersistIQ; LiveHive; Sidekick (from HubSpot); Sales and Customer Success; Sendbloom; Quick Tips on Messaging Psychology; 1. Pay Close Attention to the Words You Use; 2. Keep It Short, and Dumb It Down; 3. Don't Be Afraid to Challenge People; 4. Sell to the Individual, Then the Employee, Then the Company; Chapter 9: Sales Outsourcing; Preparing to Hire Virtual Assistants; Hiring Virtual Assistants; Upwork; TaskUs Strictly Sales Development Support |
| Record Nr. | UNINA-9910798477303321 |
|
Altschuler Max <1987->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler
| Hacking sales : the ultimate playbook and tool guide to building a high velocity sales machine / / Max Altschuler |
| Autore | Altschuler Max <1987-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource (163 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Selling |
| ISBN |
1-119-28167-9
1-119-28165-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Hacking Sales: The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine; Contents; 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; Import.io; Deeper Insights into Your Competitors' Customers; Datanyze; BuiltWith; Targeting Key Executives, Influencers, and High-Potential Buyers
FollowerwonkLittle Bird; Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM); Enrich Your Customers; Tier 1: Sales Cycle, Average Contract Value (ACV), Win Rate; Tier 2: Industry (and Vertical), Employee Size, Growth Score, Location, and Technology Stack; Tier 3: Company Specific Data; Meet Your Future Customers; Step 1: Map Your Customer Data; Step 2: Identify the Early Adopters and Mainstream (see Geoffrey Moore's Crossing the Chasm); Step 3: Validate the Size and Scope; Make It Actionable; Step 1: Confirm the Variables Step 2: Create Custom Fields within the CRM SystemStep 3: Mapping the Fields to Reports in Salesforce; Refine and Optimize the Entire Process; Company Databases; CrunchBase and AngelList; Owler; Mattermark; Socedo; Chapter 4: List Building: Part 3: Getting in the Door; Top-Down and Bottom-Up Targeting; Top-Down Targeting; Bottom-Up Targeting; LinkedIn Sales Navigator; Node.io; DataFox; Growbots; Spiderbook; RainKing; Lean on Your Industry Allies; SellerCrowd; Using Twitter to Generate Warm Leads; Socedo; Chapter 5: Uncovering Contact Information; Remove Duplicates Early On; Toofr; ZoomInfo Prospect.ioPulling Contact Information Directly from LinkedIn; SalesLoft; Capture (by RingLead); E-mail Verification and Enrichment; BriteVerify; Clearbit; Chapter 6: Lead Research; Trigger Event, Alerts, and Researching; InsideView; FunnelFire; DiscoverOrg; LinkedIn Advanced Settings and Sales Navigator; Predictive Sales and Web Signaling; Infer; Compile; Use Your Network; Conspire; Getting Information on Your Individual Prospect; 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 CadenceThe Services That Power Outbound Sales; Cadence (from SalesLoft); Outreach.io; ToutApp; Yesware; SalesforceIQ; Cirrus Insight; PersistIQ; LiveHive; Sidekick (from HubSpot); Sales and Customer Success; Sendbloom; Quick Tips on Messaging Psychology; 1. Pay Close Attention to the Words You Use; 2. Keep It Short, and Dumb It Down; 3. Don't Be Afraid to Challenge People; 4. Sell to the Individual, Then the Employee, Then the Company; Chapter 9: Sales Outsourcing; Preparing to Hire Virtual Assistants; Hiring Virtual Assistants; Upwork; TaskUs Strictly Sales Development Support |
| Record Nr. | UNINA-9910814126303321 |
|
Altschuler Max <1987->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||