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

4.27  ·  Rating details ·  1,621 ratings  ·  110 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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Start your review of The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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! ...more
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
Maciek Wilczyński
Jan 08, 2021 rated it it was amazing
As a person who is always more connected to marketing rather than sales, it was beneficial. Mark Roberge proved his model work by pushing Hubspot towards a unicorn valuation path. Funny thing, even his haters (e.g., Dan Lyons in "Disrupted") had to agree that the formula he had implemented in the company worked.

What I personally enjoyed: it's simple, actionable, and provides both tactical and strategic approaches. I think that the process for hiring a salesperson or when it comes to marketing/sa
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
Nov 18, 2020 rated it it was amazing
Wellbeing into sales I used to ponder whether sales can be data-driven & can be learnt. After reading this I can confidently say that the prior two points are taken care of. In a modern world where the buyer is well versed, this books signifies how imperative is to understand the need of the customer. How important is hiring, training, marketing/ sales alignment? If the prior plans are not aligned then it is a sure shot kiss of death in a buyer-driven world. This book signifies quantitative metr ...more
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
Siti Ismarini
Dec 29, 2020 rated it it was amazing
As a fan of @hubspot, exploring how this startup grows its B2B revenue from $0 to $100million, scales its team from 3 to 10k, and acquires millions B2B customers in pretty quick time absolutely got my attention!

And how they dit it? Mark, as first VP of Sales at that time, with no background at sales instead engineering, took different approach of most sales leader did. Seeing sales as a science instead of art and experimenting with lot of matrix to find its best sales framework to scale Hubspot.
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. ...more
Christopher J Finlayson
A handful of interesting ideas

The Sales Acceleration Formula has a number of good ideas to make sacking sales more measurable. Many of the ideas would be tough to implement outside of HubSpot’s context where they are selling relatively high velocity products with a large team. Many approaches that rely heavily on measurement fail when the number of deals and sales people are small.
Janine Sneed
Nov 22, 2020 rated it really liked it

1.) “World class hiring is the most important driver of sales success”.

2.) Build a hiring matrix formula: characteristics, evaluation strategy, scores, weights. Iterate.

3.) Coachability rules: Pick one skill at a time to improve

4.) Inbound marketing is like exercise - you have to stick to it to see results

5.) Hire a journalist and have your team brain dump to her

6.) Dysfunctions between sales and marketing will kill a team. Align on the same SLA.
Ahmed Waleed
Feb 01, 2021 rated it really liked it
It is a great and interesting read. You will enjoy it so much specially if you are a marketing or a sales professional. It demonstrates very important and efficient concepts about how to develop a technology business commercially. It combined those concepts with a great practical story that solidifies the concepts and conveys the experience in a much tactical and insightful way.

I would recommend it for anyone working in the marketing or sales profession, leader or executive.
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! ...more
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. ...more
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! ...more
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. ...more
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.
Josh Lee
Sep 12, 2020 rated it it was amazing
As a Sales Manager in a seed-stage startup, this book gave me immense value. It provides tried and tested systems for building, managing, and scaling a sales team. It helped me build a SaaS (sales as a science) mindset. I also came out with a deeper appreciation for my profession after reading this book and applying what I learned on the job.
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. ...more
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“the sales compensation plan is Batman, the sales contest is Robin.” 3 likes
“Defining the sales methodology enables the sales training formula to be scalable and predictable. The three elements of the sales methodology are the buyer journey, the sales process, and the qualifying matrix.” 1 likes
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