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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

4.29  ·  Rating details ·  1,360 ratings  ·  86 reviews
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 readers

Kindle Edition, 225 pages
Published February 3rd 2015 by Wiley
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Andreas Kwiatkowski From Impossible To Inevitable indeed is a must-read then. Maybe including the preceding one, Predictable Revenue.

Pitch Anything is also worth a look f…more
From Impossible To Inevitable indeed is a must-read then. Maybe including the preceding one, Predictable Revenue.

Pitch Anything is also worth a look for enterprise sales psychology in general.(less)

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Jose Papo
Mar 05, 2015 rated it it was amazing  ·  review of another edition
This is a must read book for any sales organization, specially startups and B2B orgs. If you want to know and understand the science of sales, please read this book by the Sales VP of HubSpot(a marketing automation SaaS solution).
Daniel Araújo
Feb 05, 2016 rated it it was amazing
This is an absolute goldmine of tactics and strategies for future-proof sales teams. Will surely re-read frequently!
Ahmad Abugosh
Dec 22, 2019 rated it liked it
A clear practical guide on how to build a scaling sales organization.
Feb 24, 2020 rated it it was amazing
It's a must read for anyone working in a startup, especially if you are selling SaaS, especially if your line of responsibilities are within generating growth.

Loads of lessons shared from the first few employees at HubSpot, hands-on examples and failed experiments.

Best sales-growth book I have read and definitely a good starting point for anyone just beginning their sales acceleration journey.
Lauri Svan
Apr 25, 2018 rated it really liked it
One could say this is a sales enineering book: Clear structure on topics of recruiting a sales team, coaching them, lead generation and nurturing the customer relationships, with practical tips on each.
James Ketchell
Apr 04, 2015 rated it liked it
Shelves: sales-marketing
Good read but above the scope of most small business requirements. A very systemised approach to management which works better at scale than in a more personalised environment of smaller sales teams.

I would have scored it higher had it not been for the over the top sales push towards inbound marketing above all other forms of sales methodology. I understand the author works for hubspot and that should be enough. Definitive sweeping statements about one form of sales vs another frustrate me. The
Rick Yvanovich
I've been a fan of Inbound marketing and HubSpot for many years but I've always looked at things from the marketing perspective. Reading this from a Sales perspective and seeing Inbound Marketing from a sales perspective is on the one hand duh dude how could you not have seen it, it's obvious and on the other hand completely eye opening. Gonna have to make this a compulsory read for sales and marketing teams from now on for sure!
Adriano De almeida
Dec 04, 2016 rated it it was amazing
The best book on sales that I've read. Very updated, with plenty of modern examples with real life situations among startups and SaaS business models. The book is also very complete since it draws the foundations for every major aspect of a sales team, going from lead generation, onboarding new employees and data driven management of a sales team and so on.

It could easily be a 6 stars rate.
Jeff Beckham
May 03, 2020 rated it it was amazing
A great perspective on why B2B businesses need to change

While this book is 5 years old at this point, the ideas are still spot on. Somehow, very few companies do things the right way, despite how ingrained these thoughts are within Silicon Valley water cooler talk. The core concept is that buyers are empowered and technical product advantages don’t last, so sales and marketing need to be differentiators. But to do that, you have to truly educate potential buyers rather than “selling” or “marketi
Avishkar Surana
May 26, 2019 rated it really liked it
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million comes from practical experience of Mark Roberge setting up a Predictable, Scalable sales team at Hubspot. Relevant for B-2-B sales.
This book answers 4 top questions:
1) How to build sales hiring model
2) How to build sales training model
3) How to build a model to make sales reps accountable
4) How to build model for steady leads pouring in

WIIFM: Hiring model explained pretty well, I am taking i
Ben Merton
Jan 05, 2020 rated it really liked it
This book packs a serious punch for anyone involved in Inside Selling.

I know I will keep referring back to it for tactical insights on hiring, training and building inbound sales and content marketing teams, as well as in creating experimentation frameworks.

It’s only limitation is that it very much chants the Hubspot mantra, meaning many of the examples might not be directly applicable to your business.

In particular, it was fascinating to read how Roberge instituted a training program for new s
Sep 04, 2017 rated it liked it
This is a good book on sales written by Hubspot's former head of sales. An engineer by training, he had great success defining and systematizing a selling system that he shares in this book.

His system consists of first uncovering the important characteristics of a successful salesperson. Second, instructions for how to interview them. Third, prospecting for sales people. Fourth, setting up a predictable sales training program. Fifth, metrics-driven coaching and compensation design. Sixth, the i
Justin Murphy
Mar 09, 2019 rated it it was amazing
Shelves: 2019, school
I picked this up when I saw Mark Roberge was speaking at SalesLoft's annual conference Rainmaker. Mr. Roberge is the former CRO of Hubspot, a company that invested in PandaDoc.

PandaDoc uses Hubspot and is inbound focused - exactly what Mr. Roberge preaches is the future of selling as buying power has shifted with the creation of the internet.

The book is broken down into 5 sections:
Hiring, Training, Management, Demand Generation, and Technology/Experiments.

Each section is written with an expl
Agnė V.
Feb 12, 2018 rated it it was amazing
Shelves: work-related
If you are in sales, this book should be must read/listen (this was my first audible book!).

Mark Roberge not only states the obvious which is really common for books of such kind, but also shares lots of great insights and ideas of how to make sales process the succsessful one.

Starting from recruitment process to coching stages or effective selling strategies, it gave me a lot of insipration for self-reflection. Totally recommend.
Glenn Bravy
Feb 20, 2019 rated it really liked it
Great ideas and a book to think about more than take down word-for-word what's recommended. I appreciate his engineering-minded data approach to sales and that problems make him think rather than just blame everyone around him. Poor adoption level can be an issue with the way things are executed and aren't always problems with the people themselves. Very much a book that teaches sales as a scientist would approach rather than a hard-charging old-school sales type would.
Apr 20, 2018 rated it it was amazing
This book is too real. You may treat it as a sales handbook. All the anecdotes in this book are so real and hailing from the sales team and an engineering background I can totally relate to these. Mark has done a commendable job by calling a spade, spade in this book and unmasking the nuances of being a salesperson.

I highly recommend this amazing read to every B2B SaaS salesperson ever.
Jun 01, 2018 rated it really liked it
Very interesting read on the early days at Hubspot and how to build a sales engine that drives revenue. There are some great ideas and concepts in the book. The author is aware that it may not apply to all sales orgs, which is rare amongst authors writing about sales. It is a quick read and will instantly give you a few ideas to try out or experiment with.
Kacper Cebo
Feb 26, 2019 rated it it was amazing
This book is excellent. Very well-thought pattern, full of brilliant ideas and both high- and low-level insights into B2B sales. Some ideas are universal, some, naturally, specific to the Hubspot's industry and business environment. An absolute must-read for everybody responsible for sales processes within their organization. Not a single page to spare. Wonderful!
Apr 16, 2019 rated it it was amazing
Shelves: business
In the line of books like Predictable Revenue, this is a great read on lessons from a startup that scaled fast and big to become the successful company it is today. Practical and high level info on how sales/leadgen evolved and how they approached daily activities, kpi's, management, recruitment, training, leadership and partnerships.
Petr Bela
Jan 02, 2020 rated it really liked it
Shelves: audible-uk, startup
If Hubspot can do one thing better than marketing, it's sales; and in this book, their CSO shares what he's learned over the years. As a result, the book provides a solid guide on how to set up your sales organization, from hiring salespeople, through educating them, to evaluating the success of your team. If you're building a startup, especially a B2B business, this is a highly recommended read!
Tony Pitchford
Apr 12, 2020 rated it it was amazing  ·  review of another edition
This is a must read for sales leaders and entrepreneurs. Remember the old adage, 'if you can't measure it, you can't manage it'? Well, this book shows you what to measure, how to measure and when. It is well written with good examples and case studies as well as a handful of useful tools for leaders to take away.
John Di Marzio
Apr 18, 2020 rated it it was amazing
Shelves: sales-marketing
As an engineer and owner of a SMB manufacturing company, I can relate to the use of the logical and systematic approach the author presents. While not all his methods pertain to my business, the overall structure was quite compelling and made me rethink my approach on both macro and micro level. Well worth the purchase.
Guy Cohen
Jan 22, 2017 rated it it was amazing
An absolute must read for any sales leader. I've read tons of business books and most could have gotten the message across in 20 pages, not 200. If you're building a sales team or are a CEO, you can't afford to skip this.
Wayne Silverman
Aug 26, 2018 rated it it was amazing
Outstanding. The author was apart of a very impressive story and writes very specifically about his learnings. I highly recommend this book in today's buyer-driven sales world. Think data-driven inbound marketing.
Nicholas Zerangue
Sep 09, 2018 rated it it was amazing
Shelves: business
Mark Roberge provides a thoughtful and quantitative framework for building a sales team for a growth company. He provides many great insights and explains everything thoroughly. I definitely recommend to anyone in sales, but also anyone in business broadly.
Heli Järvenpää
Sep 30, 2018 rated it liked it
It tried to be logical but felt more like humanity tried to be forced to become just numbers. You get what you measure. Also felt that many sales tactics can’t be used like that in any given culture. It is just one example in one time and place, not a sales bible like some seem to think.
Krzysztof Kowalczyk
Feb 05, 2019 rated it it was amazing
Must read for every sales manager and business owner. It's a fundamental book on how to manage sales team efficiently from recruiting sales people, training to managing pipeline and continuous improvement.
Jul 29, 2019 rated it liked it
Shelves: business-books
I read this along with our management team. While most is focused on Sales teams, it requires good integration with Marketing. Good insight and recommendations on how to approach the challenges of driving quality leads to Sales.
Mohammadhossein Amiri
Sep 21, 2019 rated it it was amazing
The sales acceleration formula is fantastic because Mark Roberge wrote about his direct experiences in this book. This book is not about the sales process of a large organization, but about how a SaaS startup would earn from zero to $ 100 million.
Joel Pacheco
Apr 05, 2020 rated it it was amazing
Shelves: marketing, sales
Sales is not what it used to be. Step up your game!

Mark's storytelling is good. The book presents a more data-driven approach to sales where every action, from coaching to front-line execution, can be measured and improved.
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