076: Max Altschuler | Hacking Sales: Doing More with Less - a podcast by Jim Brown

Takeaways

1. Outsource List Building: While you need to own the process of creating and validating your ideal customer profile, you can and should outsource the data gathering. Using the idea of virtual assistants from countries like the Philippines, building targeted lists of prospects can be done quick and cheap.
2. Build Outbound to Create Inbound: Instead of blasting inboxes with requests for 15 minute conversations, leverage your outbound messaging to deliver information that entices prospects to click through to your site. Then, using a chatbot tool like Drift, those visitors qualify themselves, generating conversations actually worth having.
3. Optimize for the Long Term: When comparing opportunities, consider the long term value of opportunities over short-term money. OTE is often a mirage. Make sure you ask the question to understand how many reps actually hit quota and achieve the expected OTE. Oftentimes, it makes more sense to take less money today in order to work for a better sales leader or CEO.

Full Notes

• https://www.salestuners.com/max-altschuler/

Book Recommendation

• Greatest Salesman in the World by Og Mandino

Sponsors

• Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.
• TreeLine-Specializing in improving top line revenue, Treeline helps you find, recruit, and hire the best salespeople.

 

Further episodes of Sales Tuners

Further podcasts by Jim Brown

Website of Jim Brown