Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Max Altschuler is a sales master who founded the leading B2B sales media company, Sales Hacker, which had over 150,000 monthly visitors just before joining Outreach.
At Outreach, Max leads in everything related to marketing and is regarded as a thought leader of sales. He has been published by Forbes, Time, Harvard Business Review, and Quora.
He also literally wrote the book on modern sales with “Sales Hacks: The Playbook for Building a High-Velocity Sales Machine.”
On the podcast, Max discusses the future of sales and forward thinking.
When Max was an early employee of a company called Udemy, he was tasked with building the sales side of the marketplace. Because the company was small, he didn’t have a lot of money at his disposal. He ended up using a sales development team in the Philippines to get the jobs done.
Even though they didn’t speak English, Max would funnel them keywords, and they would use the keywords to find leads. Then, they would utilize the 10-80-10 rule, which meant they would personalize the beginning and end of messages, but keep the middle relatively generic.
After this experience, Max jumped around from company to company, until finally starting Sales Hacker as a conference. Now, Sales Hacker is getting up to 200,000 monthly visitors.
Max believes that the key to Sales Hacker’s success is staying relevant and being on the cutting edge of the newest trends.
Outreach is a sales engagement platform that allows people to sell in the most modern way.
One of the ways it does this is by using omnichannel. Omnichannel is a system of sales that focuses on pinpointing the correct channels for marketing.
For instance, not everyone is regularly answering phone calls. Some people are glued to their computer monitors all day. Therefore, contacting them through email would be the way to go. Omnichannel is a platform that understands this dynamic.
Max believes that the generation gap is compressing due to the rapid pace of technology. And it’s only going to keep speeding up.
For this reason, it’s important for salespeople and marketers to adapt. For example, getting people’s attention is only going to get harder with more technology. This issue is another reason why omnichannel is so important going forward.
Another trick of new technology is figuring out when to use it and when to rely on old ways. Going back and forth like this comes up in regard to automation, which can sometimes be inflexible. For Max, he believes it’s important for technology to augment the human element, not replace it.
Technology is becoming better and better at analyzing data. Max also believes that conversational AI isn’t far away, which will be able to communicate suggestions to salespeople not through numbers, but actual language.
Max predicts that AI learning how to communicate effectively will be a huge part of the future. Even now, Gmail has a feature that will finish your sentences, even going so far as to read your writing and predict your writing voice.
Coding is going be a large part of the future, as will any other kind of technology type of work. Even though this may seem difficult, being able to adapt to new technologies will separate the winners from the losers.
If this sounds too difficult, Max recommends adopting a growth mindset. In other words, rewire your brain to view difficult circumstances as growth opportunities, as opposed to brick walls.
You’re happening to the world. The world isn’t happening to you.
Always keeping an eye out for efficiency is another of Max’s ideas. There’s always a way to make things better, smoother, and faster.
If you’re selling B2B, learning how to use LinkedIn is a vital part of your success. It’s where you’ll find like-minded people and where you can effectively share content.
Learn more about Max Altschuler by checking out his official website: https://maxalts.com or follow him on LinkedIn https://www.linkedin.com/in/maxaltschuler/
About the author