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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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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 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.


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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 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.

30 review for The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

  1. 5 out of 5

    Jose Papo

    This is a must read book for any sales organization, specially startups and B2B orgs. If you want to know and understand the science of sales, please read this book by the Sales VP of HubSpot(a marketing automation SaaS solution).

  2. 4 out of 5

    Daniel Araújo

    This is an absolute goldmine of tactics and strategies for future-proof sales teams. Will surely re-read frequently!

  3. 4 out of 5

    Ahmad Abugosh

    A clear practical guide on how to build a scaling sales organization.

  4. 4 out of 5

    Kestutis

    It's a must read for anyone working in a startup, especially if you are selling SaaS, especially if your line of responsibilities are within generating growth. Loads of lessons shared from the first few employees at HubSpot, hands-on examples and failed experiments. Best sales-growth book I have read and definitely a good starting point for anyone just beginning their sales acceleration journey. It's a must read for anyone working in a startup, especially if you are selling SaaS, especially if your line of responsibilities are within generating growth. Loads of lessons shared from the first few employees at HubSpot, hands-on examples and failed experiments. Best sales-growth book I have read and definitely a good starting point for anyone just beginning their sales acceleration journey.

  5. 4 out of 5

    Lauri Svan

    One could say this is a sales enineering book: Clear structure on topics of recruiting a sales team, coaching them, lead generation and nurturing the customer relationships, with practical tips on each.

  6. 4 out of 5

    James Ketchell

    Good read but above the scope of most small business requirements. A very systemised approach to management which works better at scale than in a more personalised environment of smaller sales teams. I would have scored it higher had it not been for the over the top sales push towards inbound marketing above all other forms of sales methodology. I understand the author works for hubspot and that should be enough. Definitive sweeping statements about one form of sales vs another frustrate me. The Good read but above the scope of most small business requirements. A very systemised approach to management which works better at scale than in a more personalised environment of smaller sales teams. I would have scored it higher had it not been for the over the top sales push towards inbound marketing above all other forms of sales methodology. I understand the author works for hubspot and that should be enough. Definitive sweeping statements about one form of sales vs another frustrate me. There isn't a one size fits all sales model any more than there's a one size fits all business model.

  7. 4 out of 5

    Rick Yvanovich

    I've been a fan of Inbound marketing and HubSpot for many years but I've always looked at things from the marketing perspective. Reading this from a Sales perspective and seeing Inbound Marketing from a sales perspective is on the one hand duh dude how could you not have seen it, it's obvious and on the other hand completely eye opening. Gonna have to make this a compulsory read for sales and marketing teams from now on for sure! I've been a fan of Inbound marketing and HubSpot for many years but I've always looked at things from the marketing perspective. Reading this from a Sales perspective and seeing Inbound Marketing from a sales perspective is on the one hand duh dude how could you not have seen it, it's obvious and on the other hand completely eye opening. Gonna have to make this a compulsory read for sales and marketing teams from now on for sure!

  8. 4 out of 5

    Adriano De almeida

    The best book on sales that I've read. Very updated, with plenty of modern examples with real life situations among startups and SaaS business models. The book is also very complete since it draws the foundations for every major aspect of a sales team, going from lead generation, onboarding new employees and data driven management of a sales team and so on. It could easily be a 6 stars rate. The best book on sales that I've read. Very updated, with plenty of modern examples with real life situations among startups and SaaS business models. The book is also very complete since it draws the foundations for every major aspect of a sales team, going from lead generation, onboarding new employees and data driven management of a sales team and so on. It could easily be a 6 stars rate.

  9. 4 out of 5

    Jeff Beckham

    A great perspective on why B2B businesses need to change While this book is 5 years old at this point, the ideas are still spot on. Somehow, very few companies do things the right way, despite how ingrained these thoughts are within Silicon Valley water cooler talk. The core concept is that buyers are empowered and technical product advantages don’t last, so sales and marketing need to be differentiators. But to do that, you have to truly educate potential buyers rather than “selling” or “marketi A great perspective on why B2B businesses need to change While this book is 5 years old at this point, the ideas are still spot on. Somehow, very few companies do things the right way, despite how ingrained these thoughts are within Silicon Valley water cooler talk. The core concept is that buyers are empowered and technical product advantages don’t last, so sales and marketing need to be differentiators. But to do that, you have to truly educate potential buyers rather than “selling” or “marketing” to them. The big change since the book published is that a few of the tactics are harder to execute, so more creativity is required. The internet has become way noisier and each market has more companies vying for attention. The trick of hiring unemployed journalists as content marketers is also widespread. Nonetheless, the theories are sound and this book is a foundational read for anyone in the tech industry.

  10. 5 out of 5

    Avishkar Surana

    The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million comes from practical experience of Mark Roberge setting up a Predictable, Scalable sales team at Hubspot. Relevant for B-2-B sales. This book answers 4 top questions: 1) How to build sales hiring model 2) How to build sales training model 3) How to build a model to make sales reps accountable 4) How to build model for steady leads pouring in WIIFM: Hiring model explained pretty well, I am taking i The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million comes from practical experience of Mark Roberge setting up a Predictable, Scalable sales team at Hubspot. Relevant for B-2-B sales. This book answers 4 top questions: 1) How to build sales hiring model 2) How to build sales training model 3) How to build a model to make sales reps accountable 4) How to build model for steady leads pouring in WIIFM: Hiring model explained pretty well, I am taking it from this along with Training model (the Data driven training).

  11. 4 out of 5

    Maciek Wilczyński

    As a person who is always more connected to marketing rather than sales, it was beneficial. Mark Roberge proved his model work by pushing Hubspot towards a unicorn valuation path. Funny thing, even his haters (e.g., Dan Lyons in "Disrupted") had to agree that the formula he had implemented in the company worked. What I personally enjoyed: it's simple, actionable, and provides both tactical and strategic approaches. I think that the process for hiring a salesperson or when it comes to marketing/sa As a person who is always more connected to marketing rather than sales, it was beneficial. Mark Roberge proved his model work by pushing Hubspot towards a unicorn valuation path. Funny thing, even his haters (e.g., Dan Lyons in "Disrupted") had to agree that the formula he had implemented in the company worked. What I personally enjoyed: it's simple, actionable, and provides both tactical and strategic approaches. I think that the process for hiring a salesperson or when it comes to marketing/sales SLA approach - simply awesome. What I miss: it was too short! I really wanted more case studies, more examples of the situation. I would also like to see the data, but I understand it was not possible due to the confidentiality policy. As I'm thinking of our sales operations or our clients, I know that ROI from this piece will prove extremely useful for sure.

  12. 5 out of 5

    Ben Merton

    This book packs a serious punch for anyone involved in Inside Selling. I know I will keep referring back to it for tactical insights on hiring, training and building inbound sales and content marketing teams, as well as in creating experimentation frameworks. It’s only limitation is that it very much chants the Hubspot mantra, meaning many of the examples might not be directly applicable to your business. In particular, it was fascinating to read how Roberge instituted a training program for new s This book packs a serious punch for anyone involved in Inside Selling. I know I will keep referring back to it for tactical insights on hiring, training and building inbound sales and content marketing teams, as well as in creating experimentation frameworks. It’s only limitation is that it very much chants the Hubspot mantra, meaning many of the examples might not be directly applicable to your business. In particular, it was fascinating to read how Roberge instituted a training program for new sales recruits to create their own digital presence using Hubspot so that they could develop deeper empathy with their customers when they sold. This might not apply to my own business but it certainly helped me understand a driver of Hubspot’s enormous success.

  13. 4 out of 5

    Tarun

    Wellbeing into sales I used to ponder whether sales can be data-driven & can be learnt. After reading this I can confidently say that the prior two points are taken care of. In a modern world where the buyer is well versed, this books signifies how imperative is to understand the need of the customer. How important is hiring, training, marketing/ sales alignment? If the prior plans are not aligned then it is a sure shot kiss of death in a buyer-driven world. This book signifies quantitative metr Wellbeing into sales I used to ponder whether sales can be data-driven & can be learnt. After reading this I can confidently say that the prior two points are taken care of. In a modern world where the buyer is well versed, this books signifies how imperative is to understand the need of the customer. How important is hiring, training, marketing/ sales alignment? If the prior plans are not aligned then it is a sure shot kiss of death in a buyer-driven world. This book signifies quantitative metrics for success and removes the subjectivity. It also highlights fostering innovation as the forefront of any modern organisation. Practices like BANT & GPCT can be game-changers. I would highly recommend this book to all the leaders who want to grow there org at a fast pace.

  14. 5 out of 5

    Austin

    This is a good book on sales written by Hubspot's former head of sales. An engineer by training, he had great success defining and systematizing a selling system that he shares in this book. His system consists of first uncovering the important characteristics of a successful salesperson. Second, instructions for how to interview them. Third, prospecting for sales people. Fourth, setting up a predictable sales training program. Fifth, metrics-driven coaching and compensation design. Sixth, the i This is a good book on sales written by Hubspot's former head of sales. An engineer by training, he had great success defining and systematizing a selling system that he shares in this book. His system consists of first uncovering the important characteristics of a successful salesperson. Second, instructions for how to interview them. Third, prospecting for sales people. Fourth, setting up a predictable sales training program. Fifth, metrics-driven coaching and compensation design. Sixth, the inbound demand generation formula. Seventh, setting up a culture of experimentation and helpful technology.

  15. 5 out of 5

    Justin Murphy

    I picked this up when I saw Mark Roberge was speaking at SalesLoft's annual conference Rainmaker. Mr. Roberge is the former CRO of Hubspot, a company that invested in PandaDoc. PandaDoc uses Hubspot and is inbound focused - exactly what Mr. Roberge preaches is the future of selling as buying power has shifted with the creation of the internet. The book is broken down into 5 sections: Hiring, Training, Management, Demand Generation, and Technology/Experiments. Each section is written with an expl I picked this up when I saw Mark Roberge was speaking at SalesLoft's annual conference Rainmaker. Mr. Roberge is the former CRO of Hubspot, a company that invested in PandaDoc. PandaDoc uses Hubspot and is inbound focused - exactly what Mr. Roberge preaches is the future of selling as buying power has shifted with the creation of the internet. The book is broken down into 5 sections: Hiring, Training, Management, Demand Generation, and Technology/Experiments. Each section is written with an explanation supported by examples and diagrams. I think the first three sections were most valuable as people are the key to doing well in anything. As my old rowing coach Mike Teti used to say, "its not about Xs and Ox but Jims and Joes." This book is easy to read and full of learnings. I would recommend to anyone who is trying to grow professionally. Cherry on top is all earnings go to the nonprofit BUILD.

  16. 5 out of 5

    Siti Nursari

    As a fan of @hubspot, exploring how this startup grows its B2B revenue from $0 to $100million, scales its team from 3 to 10k, and acquires millions B2B customers in pretty quick time absolutely got my attention! And how they dit it? Mark, as first VP of Sales at that time, with no background at sales instead engineering, took different approach of most sales leader did. Seeing sales as a science instead of art and experimenting with lot of matrix to find its best sales framework to scale Hubspot. As a fan of @hubspot, exploring how this startup grows its B2B revenue from $0 to $100million, scales its team from 3 to 10k, and acquires millions B2B customers in pretty quick time absolutely got my attention! And how they dit it? Mark, as first VP of Sales at that time, with no background at sales instead engineering, took different approach of most sales leader did. Seeing sales as a science instead of art and experimenting with lot of matrix to find its best sales framework to scale Hubspot. A few sales book talks about this kind of practical formula. Pretty suitable for you who aim to scale a B2B business. 9.5/10 - thanks for sharing, @roberge_mark!

  17. 4 out of 5

    Agnė V.

    If you are in sales, this book should be must read/listen (this was my first audible book!). Mark Roberge not only states the obvious which is really common for books of such kind, but also shares lots of great insights and ideas of how to make sales process the succsessful one. Starting from recruitment process to coching stages or effective selling strategies, it gave me a lot of insipration for self-reflection. Totally recommend.

  18. 4 out of 5

    Glenn Bravy

    Great ideas and a book to think about more than take down word-for-word what's recommended. I appreciate his engineering-minded data approach to sales and that problems make him think rather than just blame everyone around him. Poor adoption level can be an issue with the way things are executed and aren't always problems with the people themselves. Very much a book that teaches sales as a scientist would approach rather than a hard-charging old-school sales type would. Great ideas and a book to think about more than take down word-for-word what's recommended. I appreciate his engineering-minded data approach to sales and that problems make him think rather than just blame everyone around him. Poor adoption level can be an issue with the way things are executed and aren't always problems with the people themselves. Very much a book that teaches sales as a scientist would approach rather than a hard-charging old-school sales type would.

  19. 5 out of 5

    Christopher J Finlayson

    A handful of interesting ideas The Sales Acceleration Formula has a number of good ideas to make sacking sales more measurable. Many of the ideas would be tough to implement outside of HubSpot’s context where they are selling relatively high velocity products with a large team. Many approaches that rely heavily on measurement fail when the number of deals and sales people are small.

  20. 4 out of 5

    Janine Sneed

    1.) “World class hiring is the most important driver of sales success”. 2.) Build a hiring matrix formula: characteristics, evaluation strategy, scores, weights. Iterate. 3.) Coachability rules: Pick one skill at a time to improve 4.) Inbound marketing is like exercise - you have to stick to it to see results 5.) Hire a journalist and have your team brain dump to her 6.) Dysfunctions between sales and marketing will kill a team. Align on the same SLA.

  21. 4 out of 5

    Shreya

    This book is too real. You may treat it as a sales handbook. All the anecdotes in this book are so real and hailing from the sales team and an engineering background I can totally relate to these. Mark has done a commendable job by calling a spade, spade in this book and unmasking the nuances of being a salesperson. I highly recommend this amazing read to every B2B SaaS salesperson ever.

  22. 4 out of 5

    Christian

    Very interesting read on the early days at Hubspot and how to build a sales engine that drives revenue. There are some great ideas and concepts in the book. The author is aware that it may not apply to all sales orgs, which is rare amongst authors writing about sales. It is a quick read and will instantly give you a few ideas to try out or experiment with.

  23. 5 out of 5

    Kacper Cebo

    This book is excellent. Very well-thought pattern, full of brilliant ideas and both high- and low-level insights into B2B sales. Some ideas are universal, some, naturally, specific to the Hubspot's industry and business environment. An absolute must-read for everybody responsible for sales processes within their organization. Not a single page to spare. Wonderful! This book is excellent. Very well-thought pattern, full of brilliant ideas and both high- and low-level insights into B2B sales. Some ideas are universal, some, naturally, specific to the Hubspot's industry and business environment. An absolute must-read for everybody responsible for sales processes within their organization. Not a single page to spare. Wonderful!

  24. 5 out of 5

    Bryan

    In the line of books like Predictable Revenue, this is a great read on lessons from a startup that scaled fast and big to become the successful company it is today. Practical and high level info on how sales/leadgen evolved and how they approached daily activities, kpi's, management, recruitment, training, leadership and partnerships. In the line of books like Predictable Revenue, this is a great read on lessons from a startup that scaled fast and big to become the successful company it is today. Practical and high level info on how sales/leadgen evolved and how they approached daily activities, kpi's, management, recruitment, training, leadership and partnerships.

  25. 5 out of 5

    Petr Bela

    If Hubspot can do one thing better than marketing, it's sales; and in this book, their CSO shares what he's learned over the years. As a result, the book provides a solid guide on how to set up your sales organization, from hiring salespeople, through educating them, to evaluating the success of your team. If you're building a startup, especially a B2B business, this is a highly recommended read! If Hubspot can do one thing better than marketing, it's sales; and in this book, their CSO shares what he's learned over the years. As a result, the book provides a solid guide on how to set up your sales organization, from hiring salespeople, through educating them, to evaluating the success of your team. If you're building a startup, especially a B2B business, this is a highly recommended read!

  26. 5 out of 5

    Tony Pitchford

    This is a must read for sales leaders and entrepreneurs. Remember the old adage, 'if you can't measure it, you can't manage it'? Well, this book shows you what to measure, how to measure and when. It is well written with good examples and case studies as well as a handful of useful tools for leaders to take away. This is a must read for sales leaders and entrepreneurs. Remember the old adage, 'if you can't measure it, you can't manage it'? Well, this book shows you what to measure, how to measure and when. It is well written with good examples and case studies as well as a handful of useful tools for leaders to take away.

  27. 4 out of 5

    John Di Marzio

    As an engineer and owner of a SMB manufacturing company, I can relate to the use of the logical and systematic approach the author presents. While not all his methods pertain to my business, the overall structure was quite compelling and made me rethink my approach on both macro and micro level. Well worth the purchase.

  28. 4 out of 5

    Josh Lee

    As a Sales Manager in a seed-stage startup, this book gave me immense value. It provides tried and tested systems for building, managing, and scaling a sales team. It helped me build a SaaS (sales as a science) mindset. I also came out with a deeper appreciation for my profession after reading this book and applying what I learned on the job.

  29. 4 out of 5

    Guy Cohen

    An absolute must read for any sales leader. I've read tons of business books and most could have gotten the message across in 20 pages, not 200. If you're building a sales team or are a CEO, you can't afford to skip this. An absolute must read for any sales leader. I've read tons of business books and most could have gotten the message across in 20 pages, not 200. If you're building a sales team or are a CEO, you can't afford to skip this.

  30. 4 out of 5

    Wayne Silverman

    Outstanding. The author was apart of a very impressive story and writes very specifically about his learnings. I highly recommend this book in today's buyer-driven sales world. Think data-driven inbound marketing. Outstanding. The author was apart of a very impressive story and writes very specifically about his learnings. I highly recommend this book in today's buyer-driven sales world. Think data-driven inbound marketing.

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