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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Hardcover – February 24, 2015
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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 in The 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 in The 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 in The 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
Top customer reviews
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.”