Customer Success, Lead Generation, Sales Development, Sales Enablement, Sales Hiring, Sales Management, Sales Operations, Sales Prospecting, Social Selling 1 Comment
Hacking Sales: The Playbook For Building a High Velocity Sales Machine
*Editor’s Note: Learn How to Leverage more than 150+ Sales Tools, Hacks, Tactics, and Strategies to Accelerate Your Sales! HACKING SALES – The Playbook For Building a High Velocity Sales Machine is available now on Amazon. The world of sales is heating up. Keep up or get left behind.
I’ve always been an entrepreneur. When I was little, I memorized the prices of Pokemon cards and would trade up until I had the most expensive one and then sell it at the local flea market. I sold cd’s and dvd’s I burned from napster in the school cafeteria. The list of ways I made money as a child were comical. I come from a long line of entrepreneurs. My father was an entrepreneur. His father too.
In college, I won a grant competition to start a bike share business for Arizona State University, similar to the ones you see in NYC and SF. When I graduated college, I knew the corporate life wasn’t for me, so I set out to start a business in which I could make an American wage while living abroad. I ran a social media company with three friends from Costa Rica and Nicaragua, until we got bored and decided to come to San Francisco. We wanted learn and grow as entrepreneurs. So, I got a job at Udemy and became their first salesperson.
I’ve always come at sales from an entrepreneurial, analytical, and creative perspective. When I started at Udemy 4 years ago, we were one of ToutApp’s first customers. I built a team of Virtual Assistants in the Philippines to run the SDR process. We did some incredibly hacky things. Things that we knew didn’t scale, but we didn’t have the luxury to worry about the future. We were focused on getting to the very next level, and getting there fast. Udemy has raised close to $50 million since my start date.
Realizing that there were many people trying to do that same thing at their own startups, we started a small Sales Hacker meetup. People in the group were building some new and unique tools for salespeople. We shared our stories and hacks with the group, and spread knowledge of ways to automate sales at our companies.
This group eventually turned into a Conference, and the Conference into a media company. Now I spend my time talking to the best and most innovative salespeople in the business, and playing with the coolest and most useful new tools I can get my hands on.
Over time, I’ve developed a very special set of skills for building streamlined sales processes at early stage companies. With input from sales leaders all over, this process has been refined over and over again.
State of Sales Today
Fast forward to now and sales itself is undergoing a transformation. One could call it the acceleration or automation era. It’s a $500 billion dollar industry that employs over 15 million people in the US alone. Salesforce, a sales technology company, may soon be doing $10 billion in ARR. For reference, that’s what the NFL made in revenue in 2014.
There is more financial investment in sales, and more talented people are choosing careers in sales than ever before. The Ivy Leaguers that would once jump straight to finance jobs at Goldman Sachs are getting into the sales game instead. Big venture capital firms are funding sales automation and acceleration start-ups. There are more cash-rich companies in the space with capital to spend on natural acquisitions than ever before. It’s a good time to be in sales.
That’s why I’m incredibly excited to launch Hacking Sales today. We take you through the entire sales process starting at the top of the funnel, and showcase over 150 sales tools along the way. The book is tactical, actionable, and will get you running a streamlined sales machine in no time.
I hope you enjoyed my story and that you enjoy the book. We’re here to help.
What Others Are Saying About 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 at Hubspot
“Max’s sorted through the maelstrom of sales & marketing apps out there to cut through the clutter and show us some creative & practical ways to automate sales drudgery. Well done sir!”
–Aaron Ross, Built Outbound Sales at Salesforce. Co-founder of 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 at Salesforce. Co-founder and CEO of 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 to together quantify and scale sales dramatically faster than ever before. Kudos, and thank you, to Max.”
–Jason Lemkin, Co-founder and ex-CEO at Echosign. Founder at SaaStr. Managing Director at 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 of oDesk. Partner at 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 world’s top tech 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 at Yammer. VP of Sales at Kahuna
“One lesson I learned early in my career is to never be satisfied. Whether you’re the #1 sales rep at your company, recently received a promotion into management, or are the CEO of Fortune 500 company you can always be pushing harder and performing better. 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