Hacking Sales. Altschuler Max

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      PRAISE FOR HACKING SALES

      “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 and marketing apps out there to cut through the clutter and show us some creative and practical ways to automate sales drudgery. Well done, sir!”

– Aaron Ross, Built Outbound Sales at Salesforce; Cofounder, 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; Cofounder 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 together to quantify and scale sales dramatically faster than ever before. Kudos, and thank you, to Max.”

– Jason Lemkin, Cofounder 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, Upwork; 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 the world's top technology 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

      “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, Cofounder and CEO, SalesLoft

      “Max has spent the last five 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 in 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 have created the best practices in this book that are essential for any sales team.”

– Jaspar Weir, Cofounder 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, Cofounder and Head of Sales, ScriptedHacking SalesThe Ultimate Playbook and Tool Guide to Building a High-Velocity Sales MachineMax Altschuler

      Cover image: © wowomnom/Shutterstock

      Cover design: Simon Avery, www.idobookcovers.com

      Copyright © 2016 by Sales Hacker Inc. All rights reserved.

      Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

      Published simultaneously in Canada.

      No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at www.wiley.com/go/permissions.

      Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may