Hacking Sales

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Sales is everything you do

Having a sales process for your business is very important. The best assets of sales teams are great organizational skills and analytical sales

Building a Pipeline

Ask
What stages of the pipeline matter the most? 
What are the milestones I want to hit along the way
Each stage should have it's own checklist

The main things that matter when you are managing a pipeline are
Total number of deals in the pipeline
Average deal size
percent of deals that move from stage to stage until closed
Average time a deal stays in the pipeline

All selling starts with leads
Seeds - Word of mouth leads from prior relationships, or happy customers. Where most of the first customers come from
Pros - Highly profitable, fastest to close and have high win rates
Cons - impossible to proactively grow them. You just have to do your best and be patient
Nets - Marketing leads, quantity over quality
Pros - Easy to generate, at times scalable, measurable
Cons - Most leads aren't fits. Low conversion rate, mostly individuals/small businesses, small order sizes, a lot of cost and effort to build and maintain
Spears - Salespeople reaching out to specific targets, lists, or kinds of companies
Pros - Very predictable results, enables a very targeted approach to ideal prospects at executive levels
Cons - Not profitable for small deals or customers, hard for old school companies to get the culture right

Sales Stack
The less you have to do manually the more efficient you'll be

List Building

Ideal Customer Profile (ICP) is the prospect who will most likely and most easily enter into a transaction or business relationship with you

To get started ask 
What products are my customers using that I compete with, complement, or could translate into interest into my product
Where are these potential customers living on the Web?
Which potential customers do I consider my low hanging fruit?
What can I decipher from my previous closed deals that I can use in new ones?

Tools
	Web Scraping to mine data from sites
	Analyzing Competitors
	Social Media Searcher (Followerwonk, Little Bird)
	
Total Addressable Market

The measure of the total potential customers you can sell to

Segmenting

Closing Deals

Leveraging Technology

Unstarred

Dunk (exclude from study)

Hacking Sales

Review Questions

Todos

Sensemaker