The Sales Acceleration Formula Quotes

“the sales compensation plan is Batman, the sales contest is Robin.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“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.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“About one to two months into the job, once they were comfortable with their new home, I would ask these new hires for referrals. Now, that approach is nothing new. However, it is this specific tactic that worked great. Instead of just saying, “We offer $2,500 for new hire referrals—do you know anyone?” I would say, “I am going to set a 20-minute meeting with you tomorrow. Tonight, I will go through your 275 connections on LinkedIn and look for salespeople in Boston to whom you are connected that look like they may be a good fit for our team.” The next day, I show up to the meeting with the 18 people they are connected to that fit the criteria mentioned. They then proceed to tell me which prospective candidates are top performers and whether they are comfortable introducing me.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Email Subject: Yahoo!/Boston College Email Body: John, Congrats on all your success! I run the sales team over here at HubSpot. Our current team can't keep up with the inbound lead flow so we are expanding the team. Your background is similar to those of our current top performers. Are there any folks in your network who are in the job market and have a background similar to yours? Best, Mark Roberge SVP of Global Sales Mobile: 123-456-7890”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Longevity at their current/former employers. This was especially relevant for candidates at companies I knew had high-performing sales teams. Even a poorly performing salesperson can survive at a company for a year. A mediocre salesperson might survive for two years. However, when I spotted folks that had made it three, four, five, or more years in a high-performing environment, I knew they were likely to be high-value candidates.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“The team measured themselves similarly to the ways you would see sales teams measure themselves. How many outbound candidates did they touch this week? How many touches led to connections? How many connections led to a phone screen? How many phone screens led to interviews with HubSpot's hiring managers? How many interviews led to a hire? Now I had a predictable, scalable process to find great sales talent, complete with internal metrics and ability to iterate on them quickly.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Prior success: a history of top performance or remarkable achievement.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Evaluating prior success becomes more challenging when the candidate does not come from a reasonably sized sales organization or does not come from sales at all. In these cases, I evaluate prior success through other activities in the candidate's life. How did the candidate perform academically in school? What was her class rank? What were the candidate's standardized test scores? Was the candidate a standout performer on a varsity sports team? Was she the captain of the team? Perhaps she contributed to a major championship? Was the candidate involved in student government or a leader of an extracurricular organization? If the candidate is transitioning from a nonsales background, how did the candidate differentiate herself from her peers in her current/former role? What made her special?”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Does the candidate start with a question? Does the candidate ask me about my day? Did the candidate research my background and does she take the opportunity to reference an observation from her findings? Based on my responses, does the candidate follow up with smart, open-ended questions to learn more? If all of these things are happening, then this interview has started really well for me (and for her).”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Great salespeople seek to understand customer goals, aspirations, fears, and struggles—all through tactical questioning.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Great salespeople educate potential customers through the questions they ask. Their questions are thought-provoking and elicit introspection. “You know, nobody has ever asked me that before. Now that I think about it.…” Great salespeople quickly build trust in order to earn the right to ask personal questions and to receive honest answers in return.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Great salespeople are naturally curious. They ask great questions, listen intently, and probe into points of interest.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Statistics suggest salespeople who are intelligent and helpful, rather than aggressive and high-pressure, are most successful with today's empowered buyer.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“I realized that every salesperson has her unique strengths. Some are great consultative sellers. Some crush their sales activity goals. Some deliver exceptional presentations. Some are amazing networkers. Some just know how to make their customers feel like family.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“World-class sales hiring is the most important driver of sales success.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“first is the huge increase in competition. Today no niche is safe.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Figure 1.1 Correlation of Sales Characteristics to HubSpot Sales Success (Results of the First Regression Analysis).”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“For example, on the “Do Not Be on It” dashboard, we had a chart that showed any new leads that were not touched within one hour of converting through the website. We had a chart that showed any free trials that were one week old and had been called fewer than three times. We had a chart illustrating the demo requests that were three days old and had been touched fewer than two times. You”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Scalable, predictable revenue growth.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“prerequisite”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“What is the most important goal the company needs to achieve? Customer count? Profitability? Customer success? Market share? New product distribution? New market penetration?” Then ask yourself, “How can the sales compensation plan be aligned with this goal?” Do not underestimate the power of the compensation plan. You”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“When you are scaling a sales team, the to-do list is endless. Hiring, training, coaching, pipeline reviews, forecasting, enterprise deal support, leadership development, and cross-functional communication are all part of the day-to-day.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“recently at a meeting of corporate strategists. More than 70 percent responded that their strategy was”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million