The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
| Informative | 8.5 |
|---|---|
| Helpful | 8.5 |
| Easy to Read | 9 |
| Value for money | 8.3 |
Use data, technology, and inbound selling to build a remarkable team and accelerate sales.
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Key Take-aways
- Hire salespeople with qualities that complement your business. If you already have a high-performer among your ranks, analyze the individual’s characteristics, and incorporate them in the vetting stage.
- Prioritize coachability and work ethic. You want to work with people who are willing to learn and are humble enough to be trained.
- Great salespeople are not job seekers—you need to find them.
- Roberge suggests using LinkedIn to find the right people. Use employment histories and past achievements to identify potential candidates. Reach out to your candidates, and don’t hesitate to express how much you’re willing to bring them on board. Ask for referrals if LinkedIn doesn’t work out for you.
- Sales training is crucial to success.
- Business climates change on a whim. Even top sellers fall behind if they don’t keep up with change. Invest in courses and workshops to maintain your team’s performance. Make sure your training is related to your clients’ industries. It will be easier for sales reps to spot new opportunities and challenges when dealing with prospects.
About the book
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.
As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company’s first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:
- Hire the same successful salesperson every time — The Sales Hiring Formula
- Train every salesperson in the same manner — The Sales Training Formula
- Hold salespeople accountable to the same sales process — The Sales Management Formula
- Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
- Leverage technology to enable better buying for customers and faster selling for salespeople
Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can’t major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.
The Sales Acceleration Formula completely alters this paradigm. In today’s digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.
A formula does exist.
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