Matt Heinz

The Heinz Marketing Team

Full Funnel Marketing

Dave Kurlan

Andy Paul

Gerhard Gschwandtner

Trish Bertuzzi

Kraig Kleeman

Chad Burmeister

Skip Miller

Chris Beall

Dan McDade

Sales Hack, is a co-authored series of sales hacks by 25 of the greatest sales professionals of our time. A "Sales Hack" is a solution discovered when a Sales Hacker thinks outside of the box, disregards the rules, and finds something new that changes the way sellers can outsell the competition. Quotes about the book: "Sales Hack combines the knowledge of decades of sales experience into a single book. If you are a front line sales professional, a first line manager, or a senior leader, SalesHack is a must read for you." Richard Harris, Owner, The Harris Consulting Group "Thanks to Chris, Chad, and all of the authors and contributors for delivering this hand's on, how-to guide for our community. Chris and Chad have brought together many of todays leading sales minds to share proven, practical best practices that will help folks every day. Their unrelenting and constant passion for our profession is helping take sales to the next level of professionalism andperformance. Hats off to you guys!!!" Larry Reeves, CEO, The American Association of Inside Sales Professionals "Sales & Marketing leaders, if your sales team isn't using most or all of these sales hacks, then you are leaving money on the table." Daniel Percey, Chief Revenue Officer, TechnologyAdvice "Chad Burmeister and Chris Beall have put together a sales book for today's seller - a seller who is more equipped with technology than ever before. Well done guys!" Michael Farrell, Chief Operating Officer, BAO, Inc. "I've known Chad for nearly 10 years, and he really is the Sales Hack! His knowledge and understanding of sales and ability to bring together so many incredible sales leaders is truly inspirational." Barbara Spector, President, SmartMoves! Inc. "If you are in sales or sales leadership, you need new ideas and inspiration every day. Sales Hack gives you both - in short, easy to read doses. This is a collection to review regularly and share with your favorite sellers." Lori Richardson, CEO, Score More Sales & President Women Sales Pros Sales Hack Contributors: Lauren Bailey Ralph Barsi Chris Beall Trish Bertuzzi Matt Behrend Rick Bennett Chad Burmeister Stephen D'Angelo David DiStefano Jourdan DuFort Jim Eberlin Shawn Elledge Gerhard Gschwandtner Richard Harris Alice Heiman Liz Heiman Matt Heinz Kraig Kleeman Mark Kosoglow Dave Kurlan Dan McDade Skip Miller Mike O'Neil Andy Paul Bob Perkins Larry Reeves Steve Richard Lori Richardson Craig Rosenberg Tibor Shanto Kurt Shaver Gabe Villamizar Townsend Wardlaw"

With Contributions from Over 25 of the World's Greatest Sales Professionals of Our Time

Sales Hack

The Modern Marketer's Field Guide

Too many companies face a roller coaster of inconsistent sales results, often accelerated by ineffective or random acts of marketing as well as unsustainable fire drills, short-term thinking, and a lack of a solid foundation for profitable, predictable growth. What may have worked in the company’s earlier stages isn’t working now, and the “growth hacking” mindset just leads to inconsistency, more burnout, bad morale, and too-often missed objectives. What’s more, marketing’s role and impact in driving sustainable sales growth is nebulous, where at best marketers aren’t able to measure their true impact, and at worst they’re still just acting like the arts and crafts department. There is a better way. Based on the best practices of hundreds of successful B2B organizations worldwide, The Predictable Pipeline methodology covers seven key areas of marketing-driven impact that will deliver more proscriptive, reliable, and scalable sales pipeline and results in the months, quarters, and years to come. In this book, you will discover the strategies, tactics, and operational best practices that make today’s most successful B2B organizations more productive, more consistent, more motivated, and more successful. Key to successful, predictable pipelines and included in this book: Focusing on precisely the target accounts that are ready to buy Personalizing your message at scale Accelerating productivity and impact of your sales and marketing resources Right-sizing your technology, budget, and key metrics scorecards Executing on a more effective review and optimization cadence to drive success

How Growth-Oriented Companies Deliver Repeatable, Scalable, and Profitable Marketing-Driven Results

The Predictable Pipeline

Matt Heinz

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