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Sales engagement : how the world's fastest-growing companies are modernizing sales through humanization at scale
Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you're effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.
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Hacking sales
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 -- Followerwonk -- Little 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 System -- Step 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.io.
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