Sales Hacking: an Introduction

Learn proven Sales Hacks from CEOs and Sales VPs from companies such as Box, Hubspot, Adobe, Salesforce, Google & more
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  • Lectures 28
  • Contents Video: 12 hours
  • Skill Level Intermediate Level
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 11/2013 English

Course Description

Our inaugural event hosted over 250 sales professionals and startup founders plus a line up that included Aaron Ross, Jason Lemkin, Mark Roberge, Brian Jacobs, and other experienced CEOs and Sales SVPs with sales leadership roles at Box, Google, RelateIQ, Oracle, Dropbox, Yammer, Salesforce, among others.

The Sales Hacker Conferences aim to spark innovation and community engagement in the ever evolving world of B2B sales.

If you are selling a product at any level, this content will be sure to open your eyes to exciting new sales tactics.

Our Speakers:

Stage I. Lead Gen

-Aaron Ross - Building Predictable Revenue

Aaron Ross is the author of the acclaimed sales book Predictable Revenue. Aaron was an searly hire at Salesforce and built their outbound sales process from the ground up.

-Ilya Lichtenstein (CEO, Mixrank) - Hacking Lead Gen Part I

Ilya shows us the technical side of lead and adds context as to what types of leads your should be looking for and how to use and hack data to build endless targeted leads lists.

-J.Scott Zimmerman (CEO, Xola) - Hacking Lead Gen Part II

Scott shows us the technical side of lead gen through segmenting leads and ranking them in your system before reaching out.

-Jaspar Weir (President, Taskus) - Outsourcing The Sales Process

Jaspar is the President and Co-founder of a leading outsource staffing company by the name of Taskus. They work with some of Silicon Valley’s fastest growing companies.

-Darren Waddell (CMO, Radius) - Using Data to Segment Your Leads & Prospects

Darren Waddell is the CMO of Radius Intelligence and is a marketing and product legend. Radius Intelligence is using data to score leads and focus salespeople on the right targets.

Stage II. Engagement

-Tawheed Kader (Founder & CEO, ToutApp) - Email Engagement Rules For Sales Campaigns

Tawheed Kader or better known as TK, is the Founder and CEO of Toutapp. Toutapp allows salesmen visibility so they can track and optimize emails. TK has vast amounts of data that can be used to decipher exactly when and how to engage with your prospect.

-Armando Mann (SVP of Sales and Customer Success, RelateIQ) - Proven Getting To Market Strategies

Armando Mann is the SVP of Sales and Customer Success at RelateIQ which just raised a $29 million dollar series A round and is an incredibly fast growing and new smart CRM. Armando held sales positions at Google and Salesforce before he was the Head of Sales at Dropbox.

III. Competing

-Matt Cameron (VP of Sales, Scripted) - Proposals That Win

Matt Cameron is the VP of Sales at Scripted and help Salesforce launch their business in the Oceania/Asia regions. Matt has unique experience in competing with larger companies for bids and business and aims to teach us how to do it for ourselves.

-Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships

Heidi Tucker is the VP of Alliances & Business Development at InsideViews and was previously a sales or BD executive at Bank of America, First Research, and Hoovers.

-Brian Jacobs (Founder and General Partner, Emergence Capital Partners) - Funding SaaS Companies

III. Scaling

-Doug Landis (SVP of Sales Productivity, Box) - Building Scalable Sales Processes From Day One

Doug Landis is the SVP of Sales Productivity at Box, the largest enterprise cloud storage company. He’s held positions at Salesforce and Oracle and is in charge of making the sales organization more efficient.

-Jon Bischke (Co-founder & CEO, Entelo) - Sales Tactics To Use In Recruiting Talent

Jon Bishcke is a serial entrepreneur that has sold three companies, two to publicly traded companies. He runs a software company that uses proprietary data to help recruiters hire top talent.

-Mark Roberge (SVP of Sales, Hubspot) - The Science of Building a Scalable Sales Team

Mark Roberge is the SVP of Sales at Hubspot, the leading inbound sales company. He runs the sales team which has 200 employees. They’ve acquired 7,000 new customers for HubSpot, placing the company as the #33 Fastest Growing Company in America on the Inc. 500 list.

-Jason Lemkin (Co-founder & CEO, Echosign, SaaStr) - How To Hire Your VP Of Sales

Jason Lemkin founded and sold Echosign for over $100 million to Adobe. He now invests in and writes about SaaS and B2B startups.

IV. Startup Close Up

-Jason Lemkin & Aaron Ross

Two startups will present their problems for Jason and Aaron to assess and work through.

  • QuoteRoller
  • BadgerMapper

Special thanks to our sponsors - ToutApp, InsideView, Scripted, Fliptop, MobileWorks, Emergence Capital, Argyle Forum, Toofr

What are the requirements?

  • Some understanding of sales
  • Should be selling or looking to sell a product

What am I going to get from this course?

  • Over 7 hours of content and 15 video sessions with slides
  • Written transcriptions of each session
  • How to build an outbound sales machine that can triple your pipeline
  • How to hire and grow the best kinds of salespeople
  • Where to find free and clean emails in bulk and how to mine leads
  • How to hire, train, and manage outsourcers for the sales procress
  • Engagement and relationship strategies for the new salesperson
  • How to create short and effective proposals
  • What you need to know about sizing up partnerships
  • What to know when looking for funding
  • How to keep your sales team productive through growth
  • Hiring your VP of Sales

What is the target audience?

  • B2B Founders
  • B2B Sales Hires
  • First employees of B2B companies
  • Anyone selling a product

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Lead Generation
26:13

Jaspar Weir (President, Taskus) - Outsourcing The Sales Process

-Jaspar Weir is the President and Co-founder of a leading outsource staffing company by the name of Taskus. They work with some of Silicon Valley’s fastest growing companies.

What you will learn:

  • How to hire, train, and manage outsourcers.
  • What areas of the sales process can outsourcers efficiently plug into.
  • How to keep your high value employees from doing low value work.
  • Where to find the best possible options.

www.taskus.com

This session is transcribed in the attached document below.

Jaspar Weir - Outsourcing your SDRs
19:41
13:02

Darren Waddell (CMO, Radius) - Using Data to Segment Your Leads & Prospects

-Darren Waddell is the CMO of Radius Intelligence and is a marketing and product legend. Radius Intelligence is using data to score leads and focus salespeople on the right targets.

What you will learn:

  • How to use data to score leads.
  • What does this data look like and how can I find it.
  • How can I discover a pattern among successful leads and replicate it.

www.radius.com

This session is transcribed in the attached document below.

07:56

J.Scott Zimmerman (CEO, Xola) - Hacking Lead Gen Part II

Scott shows us the technical side of lead gen through segmenting leads and ranking them in your system before reaching out.

What you will learn:

  • Internal tools to build for lead segmenting.
  • How to teach this to your salespeople.
  • How to focus on the right leads.

www.xola.com

This session is transcribed in the attached document below.

17:45

Ilya Lichtenstein (CEO, Mixrank) - Hacking Lead Gen Part I

Ilya shows us the technical side of lead and adds context as to what types of leads your should be looking for and how to use and hack data to build endless targeted leads lists.

What you will learn:

  • What to look for when building targeted leads lists.
  • Clever ways to build scrapers for compiling lead data.
  • Where to find free and clean emails in bulk and how to mine them.

www.mixrank.com

This session is transcribed in the attached document below.

John Marcus - Creating Viral Sales Channels
19:10
42:29

Aaron Ross (Author, Predictable Revenue) - Building Predictable Revenue With Outbound Sales

-Aaron Ross is the author of the acclaimed sales book Predictable Revenue. Aaron was an searly hire at Salesforce and built their outbound sales process from the ground up.

What you will learn:

  • 3 fatal sales mistakes sales leaders make.
  • How to build an outbound sales machine that can triple your pipeline.
  • Why salespeople shouldn't prospect.
  • What it takes to create sales growth that scales.
  • How to hire and grow the best kinds of salespeople.

www.predictablerevenue.com

This session is transcribed in the attached document below.

Aaron Ross - Building Outbound Sales Through Predictable Revenue
43:54
Section 2: Engagement
23:35

Tawheed Kader (Founder & CEO, ToutApp) - Email Engagement Rules For Sales Campaigns

-Tawheed Kader or better known as TK, is the Founder and CEO of Toutapp. Toutapp allows salesmen visibility so they can track and optimize emails. TK has vast amounts of data that can be used to decipher exactly when and how to engage with your prospect.

What you will learn:

  • What sales messaging is proven to work best.
  • How to optimize your messaging to establish the perfect sales campaigns.
  • How and when to reach out.
  • How to make your company look more established when dealing with larger entities.

www.toutapp.com

This session is transcribed in the attached document below.

Tawheed Kader - The 5x5: Personalizing Relationships at Scale
28:22
10:55

Prezi presentation can be seen at - http://prezi.com/kcrebygbrclx/sales-hacker-conference-11162013/?utm_campaign=share&utm_medium=copy

Armando Mann (SVP of Sales and Customer Success, RelateIQ) - Proven Getting To Market Strategies

-Armando Mann is the SVP of Sales and Customer Success at RelateIQ which just raised a $29 million dollar series A round and is an incredibly fast growing and new smart CRM. Armando held sales positions at Google and Salesforce before he was the Head of Sales at Dropbox.

What you will learn:

  • Defining and targeting new market segments.
  • Proven launch strategies for jump into new markets.
  • Establishing the correct connection with perfect timing.

www.relateiq.com

This session is transcribed in the attached document below.

John Barrows - Top Strategies for Maximizing Response Rates from Executives
53:59
Section 3: Competing
29:15

Matt Cameron (VP of Sales, Scripted) - Proposals That Win

-Matt Cameron is the VP of Sales at Scripted and help Salesforce launch their business in the Oceania/Asia regions. Matt has unique experience in competing with larger companies for bids and business and aims to teach us how to do it for ourselves.

What you will learn:

  • How to create short and effective proposals.
  • What to know about your client and how to use it.
  • The guide to the Four Box organizer for unsolicited proposals.
  • Addressing strengths and weakness by “ghosting” them.

www.scripted.com

This session is transcribed in the attached document below.

35:55

Heidi Tucker (VP of Alliances & Business Development, InsideView) - Selling Through Partnerships

-Heidi Tucker is the VP of Alliances & Business Development at InsideViews and was previously a sales or BD executive at Bank of America, First Research, and Hoovers.

What you will learn:

  • Sizing up potential partnerships that make sense.
  • Getting noticed and sticking out when dealing with large entities.
  • Developing business development channels and creative partnerships.

www.insideview.com

This session is transcribed in the attached document below.

29:05

Brian Jacobs (Founder and General Partner, Emergence Capital Partners) -

What you will learn:

  • What are the phases of growth important to VCs.
  • What type of traction are VCs looking for.
  • What should you look for in a good VC.

www.emcap.com

This session is transcribed in the attached document below.

Dave Govan - Aligning a Go to Market Strategy with Sales Execution
30:26
Section 4: Hiring, Managing, Retaining, Motivating Salespeople
Carolyn Betts - How to Hire Top Sales Talent That Doesn't Suck
21:55
Adam Liebman - Building Your Culture Starts Now: How to Hire the Right Team from
27:47
Kyle Porter - My Reps are Averaging 370% of Quota, Here's the 5 Reasons Why
20:35
Section 5: Scaling
22:21

Doug Landis (SVP of Sales Productivity, Box) - Building Scalable Sales Processes From Day One

-Doug Landis is the SVP of Sales Productivity at Box, the largest enterprise cloud storage company. He’s held positions at Salesforce and Oracle and is in charge of making the sales organization more efficient.

What you will learn:

  • Individual sales productivity hacks.
  • Management techniques that streamline sale teams.
  • On boarding and training systems that make scaling a smooth operation.

www.box.com

This session is transcribed in the attached document below.

23:50

Jon Bischke (Co-founder & CEO, Entelo) - Sales Tactics To Use In Recruiting Talent

-Jon Bishcke is a serial entrepreneur that has sold three companies, two to publicly traded companies. He runs a software company that uses proprietary data to help recruiters hire top talent.

What you will learn:

  • Where to look for the best sales talent and how to tell when someone is ready to leave their company.
  • Key ways to use social media and research to identify and connect with the best talent.
  • How to run a hiring process for new sales hires.

www.entelo.com

This session is transcribed in the attached document below.

24:48

How to Achieve Ramp to Revenue & Deal Velocity by Elay Cohen

Tim Bertrand - Building a Formula One Sales Model, while Driving at 200 mph
18:46
34:41

Mark Roberge (SVP of Sales, Hubspot) - The Science of Building a Scalable Sales Team

-Mark Roberge is the SVP of Sales at Hubspot, the leading inbound sales company. He runs the sales team which has 200 employees. They’ve acquired 7,000 new customers for HubSpot, placing the company as the #33 Fastest Growing Company in America on the Inc. 500 list.

What you will learn:

  • How to hire the same successful sales person every time.
  • Training new hires in a consistent, measurable way.
  • How to provide sales people with the same quality and quantity of leads each month.
  • Developing a system to work those leads with the same process every time.

www.hubspot.com

This session is transcribed in the attached document below.

Mark Roberge - How Hubspot Scaled Sales Through Science and Social Selling
21:39
32:33

Jason Lemkin (Co-founder & CEO, Echosign, SaaStr) - How To Hire Your VP Of Sales.

-Jason Lemkin founded and sold Echosign for over $100 million to Adobe. He now invests in and writes about SaaS and B2B startups.

What you will learn:

  • The 48 types of VPS and how to tell which one is right for you.
  • Luring and selling your VPS to work for you.
  • Compensation and goals for your VPS.
  • Asking the right questions to your VPS in the hiring process.

www.saastr.com

www.stormventures.com

This session is transcribed in the attached document below.

Section 6: Startup Close Up
15:28

Jason and Aaron dive in to QuoteRoller's sales problems.

This session is transcribed in the attached document below.

10:16

Jason and Aaron dive in to Badger Map's sales problems.

This session is transcribed in the attached document below.

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Instructor Biography

Sales Hacker Conference, B2B & SaaS Sales Conferences

Our inaugural event hosted over 250 sales professionals and startup founders plus a line up that included Aaron Ross, Jason Lemkin, Mark Roberge, Brian Jacobs, and other experienced CEOs and Sales SVPs with sales leadership roles at Box, Google, RelateIQ, Oracle, Dropbox, Yammer, Salesforce, among others.

We will aim to do conferences in new cities in 2014. Stay up to date at www.saleshackerconference.com

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