The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.
As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:
- Hire the same successful salesperson every time — The Sales Hiring Formula
- Train every salesperson in the same manner — The Sales Training Formula
- Hold salespeople accountable to the same sales process — The Sales Management Formula
- Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
- Leverage technology to enable better buying for customers and faster selling for salespeople
Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.
The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.
A formula does exist.
the Demand Generation Formula—Get Buyers to Find You How Can Your Business Rank at the Top of Google? This Does Not Happen Overnight Create a Content Production Process Complement Content Production with Social Media Participation Long-Tail Theory 111 113 115 116 121 123 Chapter 11 Converting Inbound Interest into Revenue Marketing’s Role in Converting Interest into Revenue Sales’ Role in Converting Interest into Revenue 127 128 137 Chapter 12 Aligning Sales and Marketing—The SMarketing SLA
of applicants. I probably completed about 50 phone screens and dozens of in-person interviews. I hired zero candidates. Zero! At that point, I had an important revelation about hiring salespeople. Great salespeople never have to apply for a job. Great salespeople never need to pull together a resume. Truly great salespeople have multiple job offers at all times, even if they are not in the job market. Their old bosses are 25 WEBC03 01/23/2015 26 21:40:3 Page 26 The Sales Hiring Formula
plan aside and just go sell the way they know best. The opportunity to drive the desired behavior through the compensation plan is lost. Keep the plan simple. It should be extraordinarily clear which outcomes you are rewarding. Aligned: Look ahead to the next year and ask yourself, “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
they can work in addition to the inbound demand that is coming in. To Recap, when implementing an inbound sales and marketing revenue machine Marketing needs to: 1. Filter the leads. Avoid passing all inbound leads to Sales. 2. Avoid the lead scoring trap. Use a Buyer Persona/Buyer Journey matrix to decide when to pass leads to Sales. Sales needs to: 1. Call low, and then call high. On the call, scrap the generic elevator pitch. 2. Prioritize prospecting by engagement, not call cadence or
journey (e.g., Problem Deﬁnition, Solution Education, Solution Selection), technology can recommend the appropriate collateral to share with the buyer to help accelerate the process. If a salesperson is working with a mid-sized health care company investigating its compliance with a new FDA mandate, what is the most appropriate blog article or ebook or webinar that the salesperson’s company has produced that would resonate with the prospect’s speciﬁc buyer context? If a salesperson is working