The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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...more
Pitch Anything is also worth a look f…moreFrom 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)
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. ...more
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 ...more
It could easily be a 6 stars rate. ...more
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 ...more
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 ...more
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 ...more
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 ...more
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 ...more
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 ...more
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. ...more
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.
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.
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.
I would recommend it for anyone working in the marketing or sales profession, leader or executive.
I highly recommend this amazing read to every B2B SaaS salesperson ever.