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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Hardcover – 3 Apr 2015
|Hardcover, 3 Apr 2015||
MP3 CD, Audiobook, MP3 Audio, Unabridged
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From the Inside Flap
The standard wisdom is that sales is art, rather than a science, which might be why so many great ideas have gone from the startup phase straight to the graveyard. Building the next hundred-million-dollar business requires building a sales team that can get the job done reliably, but, until now, there has been no predictable formula for achieving that goal. Now, a tested formula exists to turn sales from an art into a science, and it's presented inThe Sales Acceleration Formula.
When author Mark Roberge joined HubSpot, it was just another software startup with a big idea but no numbers to prove it would work. In only a few years, Mark took HubSpot past the $100 million revenue mark using the strategy he outlines inThe Sales Acceleration Formula. In a world glutted with consultants and thought leaders who have more personality than real knowledge, Mark's story is a significant one. This book contains practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales.
The Sales Acceleration Formula deconstructs the process of building revenue into easy, measurable steps. The businesses that successfully make the transition to hundred-million-dollar ventures are those that have mastered five basic tasks: hiring salespeople, training the sales team, managing sales, generating demand, and experimenting with new technologies. Each of these is addressed inThe Sales Acceleration Formula, which presents concrete plans for implementing metrics-driven systems that work. Businesses encounter hurdles at every stage of the growth process, so this book provides a framework that can take you from your first sales hire all the way to a fantastic sales team with the motivation to take your business to the next level.
In today's marketplace, every action is logged, recorded, and stored somewhere. With all that information, we can uncover the scientific principles behind even the most mystifying processes. Sales is a perfect case in pointat one time, almost everyone believed that "sales can't be taught." With The Sales Acceleration Formula, Mark Roberge is disrupting common knowledge and showing that the journey from $0 to $100 million can be predicted, planned, and measured at every step of the way.
From the Back Cover
Praise for THE SALES ACCELERATION FORMULA
"A new breed of disciplined, data-driven leaders are re-shaping the field of sales.The Sales Acceleration Formula explains why."
"A lot of factors go into building a great sales force, but those factors don't have to be a mystery. Roberge breaks down the moving parts of a sales forcerecruitment, hiring, training, compensation, and performance evaluationand describes the metrics and methods he has applied to these components to make his company a success. If you want to engineer sales success, this book, written by an engineer-turned-sales-leader, is for you."
Daniel H. Pink, author of To Sell is Human and Drive
"The Sales Acceleration Formula provides the most powerful, practical approach yet to the total marketing and selling process from lead generation to close. It helps senior sales and marketing executives understand how to work in concert to satisfy customers, quickly close sales, and grow revenue exponentially."
Ben Shapiro, Malcolm P. McNair Professor of Marketing, Emeritus, Harvard Business School
"In The Sales Acceleration Formula, Roberge provides a prescriptive blueprint for scaling a modern sales team. It should be on every sales leader's reading list."
Kevin Egan, VP of Sales, Dropbox
"Mark has been at the forefront in figuring out the new sales methodologies around inside sales, leveraging metrics for insights, and web technologies for increased rep productivity. I'd highly recommend this book to anyone running a sales organization."
David Skok, General Partner, Matrix Partners
"Predictable scale is on every CEO and sales executives' mind. However, it is rarely achieved. Roberge provides a great tactical approach toward reaching this goal."
Brian Schmidt, Global VP of Sales, TripAdvisor
"Early in my career, I worked as a sales representative at a Wall Street economic consultancy. Back then the salesperson had the information and therefore the power in the relationship. Now, because of the wealth of content on the web, traditional selling doesn't work so well. In this important book, Mark shares his radically successful formulas for how sales needs to change in order to be successful in our new buyer-driven world."
David Meerman Scott, bestselling author of 10 books including The New Rules of Sales and Service
"It's time to rev up the revenue engines! The Sales Acceleration Formula transforms the mystique of selling into a scalable methodology that savvy leaders can implement."
Jill Konrath, author of Selling to Big Companies and Agile Selling
"Mark Roberge and Hubspot are one of the few places I go myself to study up on what's new and working in sales, as a legend in the making."
Aaron Ross, author of Predictable Revenue
"An engineering mindset arms the modern sales leader with an unfair advantage.The Sales Acceleration Formula explains why."
John McGeachie, VP of Sales, Evernote
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Most helpful customer reviews on Amazon.com
I’ve spent 40+ years developing training (mostly sales training) including stints at two tech companies that aspired to do what HubSpot is clearly excelling at. Working and consulting for big, famous companies and smaller companies showed me that every company—regardless of their business and sales strategy—will absolutely benefit from reading this book. The stories he tells, the way his selling initiatives fit together, the combination of selling and technology he describes … even the use cases he lists make the approach that Roberge describes applicable to any sales organization—however well-entrenched.
While he implies that he had no right to be so successful because of a lack of selling experience, that’s perhaps why Roberge was/is so successful. He had no legacy of selling assumptions to overcome, no selling organization politics to get around, no technology in place to have to work off of. What a great opportunity to work from the bottom up and put something in place that could be tested. When I worked for a company that built sales simulations for companies like IBM, BellSouth and others, we assumed that those clients had their sales processes fully documented and ready to build into a series of selling steps. We never met a client where that was the case, and it took months to get agreement about what those best practices really were. I loved how Roberge could get started on different aspects of his sales operations—after hiring his initial salespeople, conducting his initial training classes, training his first sales managers, trying out new technology, and on and on—and then use that experience to make things always better.
This is an exciting book because it shows not only how you can intertwine Sales with other functions but really how Sales can and must lead the way in how the organization runs. Because let’s face it … without successful sales sooner rather than later you’ve got nothing. Roberge’s final sentiment to get Sales the respect they deserve is the perfect touch. This book clearly deserves all the enthusiasm and passion it’s generating.
This Book Has:
- No quantitative methods of measurement
- No systems
- No research
- No tangible real life examples
I found it silly the author has a formula on the cover because I can't find one in this book. The book does touch on how to maybe hire sales people, but I even found these tips pretty bland. I gave it some extra stars because the one thing it does well is promote the concept of sales people should use their own strengths and methods which is nice to read.
If you want some anecdotal stories of how great HubSpot is and how In Bound marketing is the best thing in the world (which HubSpot happens to sell a very expensive platform to manage), then this book is for you.
In the end, this is a very large piece of self flattery and promotion for HubSpot - You're MUCH better off having a look at the book predictable revenue.
Hope this helps.
This is one of the most important books for sales leaders, entrepreneurs and CEO's of emerging companies ever written. Why? Because it takes an outsider with no prior sales experience to view sales through the lens of an engineer and to create frameworks for analysis of all aspects of the operation from day 1.
Great read- I was hooked after reading the intro.
“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.
Dozens of urgent fires are blazing around you at all times. Unfortunately you only have enough water to put out a select few. Choosing the right fires to extinguish might dictate your ultimate success of failure.”
Which fire to extinguish first?
“The first bet I made was to attempt to build a world-class sales hiring program. To this day, I’m glad I prioritized sales hiring excellence.”