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

By Mark Roberge (Author)

First Edition

Publisher: Wiley

Dimensions: 6.1 x 0.9 x 9 inches

ISBN-10: 1119047072

ISBN-13: 978-1119047070

Publication Date: February 24, 2015

Print Length: 224 pages

This book provides a scalable, predictable approach to growing revenue and building a winning sales team. As an MIT alum with an engineering background, Mark Roberge challenges conventional methods of scaling sales using a metrics-driven, process-oriented lens. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

In this book, Roberge shares his formulas for success, particularly as SVP of Worldwide Sales and Services at software company HubSpot where he led hundreds of employees in the acquisition and retention of over 10,000 customers across more than 60 countries. Key elements include:

• The Sales Hiring Formula: Hire the same successful salesperson every time
• The Sales Training Formula: Train every salesperson in the same manner