- Audible Audiobook
- Listening Length: 6 hours and 24 minutes
- Program Type: Audiobook
- Version: Unabridged
- Publisher: Audible Studios
- Audible.com Release Date: July 7, 2015
- Whispersync for Voice: Ready
- Language: English
- ASIN: B00YFOFLSI
- Amazon Best Sellers Rank:
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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million Audible Audiobook – Unabridged
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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.”