It isn’t uncommon to hear companies and boardrooms across the globe focusing on their next sales strategy. “While mantras like innovation and “organic growth” are important, what is really crucial to scaling a business is having an excellent sales force that is capable of outselling the competition”, according to Mark Roberge, author of new book,The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million (ISBN: 978-1-119-04707-0, March 2015)
Mark Roberge is Chief Revenue officer at Hubspot, a global marketing and sales software company that evangelizes the inbound approach to business.. Mark’s tenure as SVP of Global sales and services saw Hubspot cross the $100 M run-rate revenue mark. With this book, the author walks readers through his how-to-do-it journey of building an impeccable sales team, applying data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries.
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. As 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.
The book is written for business owners, sale executives and investors in mind who crave a blueprint for success but fail to find it. It’s geared towards entrepreneurs looking to turn brilliant ideas into the next $100 million dollar business. It offers practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales.
The Sales Acceleration Formula provides an action plan for others to replicate his success. The book contains practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales. Sales Acceleration Formula includes 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
In today's marketplace, every action is logged, recorded, and stored somewhere. With all that information, it’s possible to uncover the scientific principles behind even the most mystifying processes. For anyone who believed "sales can't be taught”, Mark Roberge aims to disrupt common knowledge and show readers that the journey from $0 to $100 million can be predicted, planned, and measured at every step of the way.
MARK ROBERGE served as HubSpot'sSVP of Worldwide Sales and Services from 2007 to 2013, scaling the customer base from 1 to over 12,000 and his staff from one to hundreds of employees. Mark holds an MBA from the MIT Sloan School of Management and an engineering degree from Lehigh University. He has been featured in The Wall Street Journal, Forbes Magazine, Inc Magazine, The Boston Globe, and Harvard Business Review. Mark currently serves as the Chief Revenue Officer of the HubSpot Sales Division.
