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

by Mark Roberge

the average company today has twice as many competitors as it had five years ago.

“Hire the same successful salesperson every time.” (The Sales Hiring Formula) “Train every salesperson in the same way.” (The Sales Training Formula) “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula) “Provide our salespeople with the same quality and quantity of leads every month.” (The Demand Generation Formula)

Sales can be predictable. A formula does exist.

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

buyers will no longer tolerate being strong-armed into a purchase. They will respond to salespeople who are helpful, smart, and respectful of their needs.

Coachability Curiosity Prior success Intelligence Work ethic

Great salespeople are naturally curious. They ask great questions, listen intently, and probe into points of interest.

Great salespeople seek to understand customer goals, aspirations, fears, and struggles—all through tactical questioning.

Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner.

“Don't hire a recruiting agency. Don't build a corporate recruiting team. Build a recruiting agency within your corporation.”

Great salespeople never need to apply for a job. Finding great salespeople requires a passive recruiting strategy.

The best-trained salespeople have experienced the day-to-day jobs of their potential customers.

“Sales contests are an effective tool to drive short-term behaviors and build team culture within the sales organization.”