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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
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Product details
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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, English
ASIN: B00YFOFLSI
Amazon Best Sellers Rank:
I’ve rarely seen a Customer Review listing with so many people who are clearly not the “usual reviewers.†These are business people who are positively gushing about Mark Roberge and the write-up of his 6 years as VP of Sales for HubSpot. The only hint of criticism is that his techniques worked for him in a specialized industry, but they might not be so effective for other companies in other industries.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.
I wish this book had come out some months ago - it could have saved me quite a bit of money spent on outbound marketing with no results... I've read quite a few sales-related books as an entrepreneur but none of them truly resonated with me, until this one came along. It's very practical and shows a much more scientific approach with actionable advice in every chapter. It demonstrates a lot of the latest techniques to build a strong sales team and scale your operation effectively, but most importantly: predictably. That's the key word throughout the book, and it's a key word in sales. How do you codify great sales people (how to find and train them), and how can you replicate their success? This book provides some answers, and we're already putting them to the test in our company.
This book is fundamental for anyone looking to getting a better understanding of not just sales but creating a revenue stream model for a business. I have worked in startup land for quite some time now and this book has an authentic twist on sales from methodology to identifying noise and adjusting accordingly. It's important to note that the other is not only from a reputable organization that has transcended numerous organizations, including some I've worked for. But also because he does not come from a sales background, in fact he's an engineer by trait. This unique combo isn't typically found to be successful so his insight is extremely validated. Additionally, my favorite part of the book is his attempt to changed the vexing outlook that people have towards sales. His explanation on addressing the dogma of others in the profession is not only inspiring, but also thought provoking. A job well done with the Sales Acceleration Formula! Brilliant.
Mark Roberge, HubSpot’s Sales VP since inception, beautifully captures the problems in hiring and ramping salespeople in a new business in his recently published book, The Sales Acceleration Formula.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.â€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.â€
The author was the first VP sales for Hubspot and this book details his methods and approaches in the stellar growth of that company. As a quant he is numbers driven and thus gives us a well-researched sales and marketing book that lays out exactly what to do, how to d o and why you do it. Then he presents a comprehensive metric approach to measure everything. This book has been missing from today's inbound sales writing and fills an essential need. Plus his rigor in analysis goes a long way to giving sales a theory into practice foundation for even more analytical studies. I see this as helping sales gain academic respect for rigor and hypothesis testing. A must buy for all sales management and stars who wish to go further. Combines with Hacking Sales this would be the one two punch most companies need .
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