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Max Altschuler, CEO of Sales Hacker \u2013 a rapidly growing media company focused on the future of B2B sales. Max wrote the book Hacking Sales: The Playbook for Building a High Velocity Sales Machine which was recently published by Wiley. Aside from sales hack and angel investors, Max advises startups all around the globe.

Famous Five:

• Favorite Book? \u2013 The 48 Laws of Power
• What CEO do you follow? \u2013 N/A

• Favorite online tool? \u2014 Boomerang
• Do you get 8 hours of sleep?\u2014 No
• If you could let your 20-year old self, know one thing, what would it be? \u2013 Max wished he could have studied Psychology a bit more

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Time Stamped Show Notes:

• 01:40 \u2013 Nathan introduces Max to the show
• 02:07 \u2013 Sales Hacker is a media company ushering the future of sales
• • 02:35 \u2013 Sales Hacker does crowdsourcing of content on their blog and holds conferences throughout the year
  • 03:12 \u2013 The conferences are Sales Hacker\u2019s main revenue stream
• 03:20 \u2013 Sales Hacker\u2019s last conference was in June 2016
• • 04:09 \u2013 The sponsored revenue for the last conference was $1.2 M
  • 04:14 \u2013 Ticket sales was $300-400K
  • 04:22 \u2013 Average ticket price was $400-500
  • 04:28 \u2013 Total attendees
• 04:41 \u2013 The cost per conference is less than $1M
• 04:53 \u2013 Max shares how they manage the cost of the conference
• 05:51 \u2013 You need to find venue sponsorship
• 05:57 \u2013 Max helps clients with bigger conferences like Pulse
• 07:00 \u2013 Sales Hacker finds out which businesses are interested in the conference
• 07:33 \u2013 Have prospective sponsors sign up and pay early
• 09:15 \u2013 Sales Hacker\u2019s average revenue per event depends on the event
• 10:54 \u2013 Sales Hacker takes a percentage from the total profit of SaaSters
• 11:30 \u2013 2015 total revenue is $2.5M
• 11:45 \u2013 Team size
• 12:04 \u2013 Max shares why he didn\u2019t build a SaaS business
• 12:59 \u2013 Sales Hacker\u2019s list size
• 13:55 \u2013 Max\u2019s goal for a VC round
• 14:07 \u2013 Max is from Udemy
• 14:35 \u2013 Max had 2 companies before Udemy
• 15:20 \u2013 Max\u2019s second business was Last Call
• 15:45 \u2013 Max\u2019s 3 favorite investments at the moment
• 16:50 \u2013 The average amount Max is investing in a business
• 18:00 \u2013 Max sets expectations of what he will and will not do for a company
• 18:36 \u2013 Max is trying to invest in B2B companies
• 19:21 \u2013 Connect with Max through LinkedIn, Twitter and his website
• 21:30 \u2013 The Famous Five

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3 Key Points:

• Closing a business does NOT mean it was a failure \u2013 you gain experience and learn valuable lessons from that process.
• Take the time to research and know where to invest.
• Even if you\u2019re working with SaaS businesses, that doesn\u2019t mean you should or can build one as well.

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Resources Mentioned:

• Acuity Scheduling \u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Drip \u2013 Nathan uses Drip\u2019s email automation platform and visual campaign builder to build his sales funnel
• Toptal\xa0\u2013 Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn\u2019t have to hire a co-founder due to the quality of Toptal
• Host Gator\xa0\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible.
• Audible\xa0\u2013 Nathan uses Audible when he\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books.
• The Top Inbox\xa0 \u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences
• @MaxAlts \u2013 Max\u2019s Twitter handle
• LinkedIn \u2013 Max\u2019s LinkedIn account
• Sales Hacker \u2013 Max\u2019s business website
• Show Notes provided by Mallard Creatives