The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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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 FormulaTrain every salesperson in the same manner ― The Sales Training FormulaHold salespeople accountable to the same sales process ― The Sales Management FormulaProvide salespeople with the same quality and quantity of leads every month ― The Demand Generation FormulaLeverage 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.
Publisher : Wiley; 1st edition (February 24, 2015)
Language : English
Hardcover : 224 pages
ISBN-10 : 1119047072
ISBN-13 : 978-1119047070
Item Weight : 14.1 ounces
Dimensions : 6.3 x 1 x 9.1 inches
Customers say
Customers find the book amazing, interesting, and brilliant. They say it clarifies many concepts and provides good information on technical aspects. Readers also mention it demonstrates many of the latest techniques to build a strong sales team and scale your operation. They describe the writing style as effective, clear, and easy to read.
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8 reviews for The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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James Vernau –
A Data-Driven Blueprint for Scaling Sales and Growing Revenue
The Sales Acceleration Formula by Mark Roberge offers a detailed and practical guide to scaling sales using data, technology, and inbound selling techniques. Drawing from his experience as HubSpotâs first sales leader, Roberge shares a step-by-step approach to building a high-performing sales team and achieving rapid growth.What sets this book apart is its emphasis on leveraging data and metrics to make informed decisions at every stage of the sales process. Roberge breaks down complex strategies into actionable steps, making it accessible for both new and seasoned sales professionals.Whether you’re a startup founder, sales leader, or marketer, The Sales Acceleration Formula provides valuable insights into driving sustainable revenue growth. This book is a must-read for anyone looking to scale their sales efforts and achieve long-term success.
Tom Sales –
Has gotten a lot of accolades, and totally deserves it
Iâve rarely seen a Customer Review listing with so many people who are clearly not the âusual reviewers.â 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.Iâve 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 companyâregardless of their business and sales strategyâwill 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 organizationâhowever well-entrenched.While he implies that he had no right to be so successful because of a lack of selling experience, thatâs 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 operationsâafter hiring his initial salespeople, conducting his initial training classes, training his first sales managers, trying out new technology, and on and onâand 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 letâs face it ⦠without successful sales sooner rather than later youâve got nothing. Robergeâs final sentiment to get Sales the respect they deserve is the perfect touch. This book clearly deserves all the enthusiasm and passion itâs generating.
Brandon G Handley –
As read by an aspiring inbound sales specialist
This particular book comes by way of a recent chance meeting at a local networking group, Triangle Sales Think Tank, which is a spot where some of the prominent local sales folk may meet and from time to time offer exchanges of brilliance.In one such exchange with Lawrence Harte, who is a serialpreneur, did the get to know you dance, and while we did our verbal twirls and plies, he talked excitedly about this book. For some reason, the title failed to stay in my mind and I am quite sure I asked for the title a number of times.A bit later in the meeting Lawrence was referred to by one of the very perceptive members of the group (Linda Gutin) as being one of the smartest businessmen that she knew. As far as I could tell, this was genuine praise. I must read this book and I must read it now!And so now I have, and now I shall regale you with some of the nuggets or perceived insights that I received from this book.A worthwhile side note is that the foreword for this book is written by Neil Rackham, author of SPIN Selling. This is important because, as far as I can tell he has quite a following and according to Wikipedia pioneered consultative selling. This was a book recommended to me by Cisco sales managers when asked the question where can I learn more about sales. AKA the guy has some clout!Further evidence or at least finger pointing to the worth ideas contained on the pages within this book!Who is Mark Roberge and why do I want to read this book?Mark Roberge is one of the initial members of Hubspot, a company that went from $0 to $100 million in a relatively short period of time. He is an MIT grad. He was the first sales manager for Hubspot. He had no sales experience and was a self-proclaimed “Quant” (data specialist)This book outlines how he sought out his salesforce, and how he developed practices and processes to develop the team. How what and why he drove his teams to success along with recommendations for others in achieving what he calls a predictable and reliable way to run a sales team, as well as generate sales revenue sustainably.How does he accomplish this?In part one he gives us the sales hiring formula. He also prefaces and ends this section with a YMMV (Your Mileage May Vary) , this is what worked for me, of course suggesting a similar formula may work for you. Read as: season to taste, or tinker till satisfied.Immediately you run into his first finding when seeking characteristics of a successful salesperson. His regression analysis found that the characteristics traditionally sought after such as closing ability and needs identification had the worst correlation with success! This is bookended by preparation and adaptability. This may be some great news for some of the people out there who are terrible at closing and or needs analysis. Of course, it may not be such great news if you are working on your closing and developing your needs analysis skills. Oh, the ever-changing landscape of the workforce and skills that are needed. Could you imagine the world flipping on its axis and the sun rising from the west?!Mark is adamant about tracking everything and utilizing data that he gathers to drive his next steps.He also highlights his primary candidate criteria, or as I like to read it, who I’m up against. This section bothers me a little bit, if you focus on certain criteria which follows a particular trend, then how will you fall upon the rare gem, the outlier who has the potential to shift the trajectory of your companies future. You could also read this as, “I don’t think that based on the supplied criteria I would have made it through the door”. Of course, he does have SOME criteria that will allow for a miscreant or two to slip through the cracks. Go underdogs!So he has his hires, now he needs to train them. I will not go into to much detail on this one. Suffice to say one of the modules he provides is he has each salesperson create and run their own successful blog. Interestingly enough Hubspot also has a free course to learn more about blogging, should you succeed in completing this course they will provide you with a certificate of completion.He also provides some keen insights as to looking for the right sales manager. He mentions reading a number of management books to no avail. It is not until he begins reading books about leadership does he believe he is retrieving useful insight. Luckily for us he also provides us with a list of these useful books:Defining and Developing Your Leadership Style:Discovering Your Authentic Leadership (assuming this link as the link from this book did not work for me.Building an Authentic Leadership Image (WordPress messing with me and link application..user error?)Twelve O’Clock High – This is a movie, you can watch it!Forceful Leadership and Enabling LeadershipOngoing Feedback: How to Get It, How to Use ItProviding Positive & Negative Feedback to SubordinatesFeedback That Works: How to Build and Deliver Your Message (Ideas Into Action Guidebooks)Giving Feedback to SubordinatesSuccessful Mentoring and CoachingSales Coaching: Making the Great Leap from Sales Manager to Sales CoachSeven Keys to Successful Mentoring [Paperback] [2009] (Author) Center for Creative Leadership (CCL), E. Wayne HartThe New One Minute ManagerOne Minute ManagerSucceed: How We Can Reach Our GoalsSucceed How We Can Reach our GoalsManaging Conflict:Managing Conflict with Direct Reports by Popejoy, Barbara, McManigle, Brenda J.. (Center for Creative Leadership,2002) [Paperback]Managing Conflict with PeersManaging Conflict with PeersManaging Conflict with Your BossManaging through Change:Adaptability: Responding Effectively to ChangeBuilding and Developing Your Team:Good to Great Chapter 3: First Who then WhatRaising Sensitive Issues in a TeamBuilding Your Team’s Morale, Pride, and SpiritActive Listening:Building Your Team’s Morale, Pride, and SpiritOne or two of these books is bound to make it onto my list!His finding is such that he begins to refer to the sales manager as the sales coach. He provides his guide on metric-driven sales coaching. He continues with how his compensation plan is initially created as well as how it evolves. In short, it is not different from any other training these days. Identify desired behaviors and reward accordingly. Of particular interest in the sales coaching, he was able to drive organic adoption of process changes. I will leave it to you to read more!And as far as this review goes:If you are not currently familiar with todays sales landscape, this book will set you straight.. If you are not familiar with the SAAS terminology, this book will provide you with some solid background. You’re are not familiar with inbound sales? Marketing? You need to be! After you read this book you will be.The sales landscape is changing and in the blink of an eye, it may have already happened.Many of the ideas and principles that I read in this book I had also recently heard on the following two podcasts:Linking into Sales – Jill Rowley EpisodeRory Vaden’s Recent The Action Catalyst Episode with Dr. Jonah BergerHow is this book rated? What is the scale? I rate this book on a timely to misses the boat scale. If you read this book and become current with sales along with the mechanisms and motivators than it is timely. If you don’t then you stand a chance of missing the boat and will end up as the saying goes, swimming with the fishes.
Karen Dansie –
Helpful tool to coach team
Gabriel Andrade –
Achei muito interessante como o livro aborda cada etapa do processo de vendas (a partir do inbound), utilizando muitos exemplos de de/para. Gostei muito da leitura, recomendo bastante!
Anaheim –
Nueva visión a la estructura tradicional de vengas, ideas para aplicar de inmediato. Fácil de leer, conciso y muy práctico.
Paolo –
Per chi è gia un manager esperto e è alla ricerca di nuovi punti di vista su come creare un sales team da zero, credo sia un must have. Ho trovato molto interessante la parte per i criteri di scelta su come assumere un team.
Amazon Customer –
PracticalInsightfullyActionableAlthough deals with mostly growth stage startup sales – for both sales leaders and foundersWorth the read