{"product_id":"the-sales-acceleration-formula-isbn-9781119047070","title":"The Sales Acceleration Formula","description":"\u003cb\u003eUse data, technology, and inbound selling to build a remarkable team and accelerate sales\u003c\/b\u003e \u003cp\u003e\u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eAs 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHire the same successful salesperson every time — \u003ci\u003eThe Sales Hiring Formula\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eTrain every salesperson in the same manner — \u003ci\u003eThe Sales Training Formula\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eHold salespeople accountable to the same sales process — \u003ci\u003eThe Sales Management Formula\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eProvide salespeople with the same quality and quantity of leads every month — \u003ci\u003eThe Demand Generation Formula\u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eLeverage technology to enable better buying for customers and faster selling for salespeople\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBusiness 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eA formula does exist.\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eNeil Rackham\u003c\/i\u003e ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Sales Hiring Formula 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Uncovering the Characteristics of a Successful Salesperson 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Five Traits Great Salespeople Have and How to Interview for Them 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCoachability 12\u003c\/p\u003e \u003cp\u003eCuriosity 16\u003c\/p\u003e \u003cp\u003ePrior Success 19\u003c\/p\u003e \u003cp\u003eIntelligence 20\u003c\/p\u003e \u003cp\u003eWork Ethic 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3\u003c\/b\u003e \u003cb\u003eFinding Top-Performing Salespeople 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuild a Recruiting Agency within Your Company 26\u003c\/p\u003e \u003cp\u003eFind Quality Passive Sales Candidates on LinkedIn 28\u003c\/p\u003e \u003cp\u003eFind Quality Passive Sales Candidates through Your Team: The “Forced Referral” 33\u003c\/p\u003e \u003cp\u003eUnderstand the Sales Talent Pool in Your Area 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Ideal First Sales Hire 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II The Sales Training Formula 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Setting up a Predictable Sales Training Program 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix 50\u003c\/p\u003e \u003cp\u003eCreate a Training Curriculum around the Sales Methodology 53\u003c\/p\u003e \u003cp\u003eAdding Predictability to the Sales Training Formula 54\u003c\/p\u003e \u003cp\u003eConstant Iteration on the Sales Process 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6\u003c\/b\u003e \u003cb\u003eManufacturing Helpful Salespeople Your Buyers Trust\u003c\/b\u003e \u003cb\u003e59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrain Your Salespeople to Experience the Day-to-Day Job of Potential Customers 60\u003c\/p\u003e \u003cp\u003eEnable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III\u003c\/b\u003e \u003cb\u003eThe Sales Management Formula 67\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7\u003c\/b\u003e \u003cb\u003eMetrics-Driven Sales Coaching\u003c\/b\u003e \u003cb\u003e69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImplementing a Coaching Culture throughout the Organization 71\u003c\/p\u003e \u003cp\u003eCreating the Coaching Plan Together with the Salesperson 72\u003c\/p\u003e \u003cp\u003eExamples of Metrics-Driven Skill Diagnosis and Coaching Plans 74\u003c\/p\u003e \u003cp\u003e“Peeling Back the Onion” 79\u003c\/p\u003e \u003cp\u003eMeasure the Coaching Success 80\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8\u003c\/b\u003e \u003cb\u003eMotivation through Sales Compensation Plans and Contests 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCriteria to Evaluate a New Commission Plan 88\u003c\/p\u003e \u003cp\u003eInvolve the Sales Team in Compensation Plan Design 89\u003c\/p\u003e \u003cp\u003ePromotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments 90\u003c\/p\u003e \u003cp\u003eUsing Sales Contests to Motivate the Team 93\u003c\/p\u003e \u003cp\u003eThe Best Contest I Ever Ran 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9\u003c\/b\u003e \u003cb\u003eDeveloping Sales Leaders—Advantages of a “Promote from Within” Culture\u003c\/b\u003e \u003cb\u003e97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrerequisites for Leadership Consideration 102\u003c\/p\u003e \u003cp\u003eFrom the Classroom to the Real World 103\u003c\/p\u003e \u003cp\u003eCommon Potholes from New Sales Managers 104\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV\u003c\/b\u003e \u003cb\u003eThe Demand Generation Formula \u003c\/b\u003e109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Flip the Demand Generation Formula—Get Buyers to Find\u003c\/b\u003e \u003cb\u003eYou\u003c\/b\u003e \u003cb\u003e111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Can Your Business Rank at the Top of Google? 113\u003c\/p\u003e \u003cp\u003eThis Does Not Happen Overnight 115\u003c\/p\u003e \u003cp\u003eCreate a Content Production Process 116\u003c\/p\u003e \u003cp\u003eComplement Content Production with Social Media Participation 121\u003c\/p\u003e \u003cp\u003eLong-Tail Theory 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11\u003c\/b\u003e \u003cb\u003eConverting Inbound Interest into Revenue\u003c\/b\u003e \u003cb\u003e127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing’s Role in Converting Interest into Revenue 128\u003c\/p\u003e \u003cp\u003eSales’ Role in Converting Interest into Revenue 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12\u003c\/b\u003e \u003cb\u003eAligning Sales and Marketing—The SMarketing SLA\u003c\/b\u003e \u003cb\u003e149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Marketing Service Level Agreement (SLA) 151\u003c\/p\u003e \u003cp\u003eThe Sales Service Level Agreement (SLA) 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V   Technology and Experimentation 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Technology to Sell Better, Faster 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccelerate Lead Sourcing with Technology 165\u003c\/p\u003e \u003cp\u003eAccelerate Sales Prospecting with Technology 167\u003c\/p\u003e \u003cp\u003eAccelerate Lead Engagement with Technology 170\u003c\/p\u003e \u003cp\u003eAutomated Reporting with Technology 171\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14\u003c\/b\u003e \u003cb\u003eRunning Successful Sales Experiments\u003c\/b\u003e \u003cb\u003e175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGenerating Ideas for Experiments 176\u003c\/p\u003e \u003cp\u003eBest Practices of Experiment Execution 178\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15\u003c\/b\u003e \u003cb\u003eHubSpot’s Most Successful Sales Experiments 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe HubSpot Value Added Reseller (VAR) Program 183\u003c\/p\u003e \u003cp\u003eGPCT 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16\u003c\/b\u003e \u003cb\u003eConclusion: Where Do We Go from Here?\u003c\/b\u003e \u003cb\u003e191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIndex 195\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eMARK ROBERGE\u003c\/b\u003e served as HubSpot's SVP 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.   \u003c\/p\u003e\u003cp\u003eThe standard wisdom is that sales is art, rather than a science, which might be why so many great ideas have gone from the startup phase straight to the graveyard. Building the next hundred-million-dollar business requires building a sales team that can get the job done reliably, but, until now, there has been no predictable formula for achieving that goal. Now, a tested formula exists to turn sales from an art into a science, and it's presented in \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e.  \u003c\/p\u003e\u003cp\u003eWhen author Mark Roberge joined HubSpot, it was just another software startup with a big idea but no numbers to prove it would work. In only a few years, Mark took HubSpot past the $100 million revenue mark using the strategy he outlines in \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e. In a world glutted with consultants and thought leaders who have more personality than real knowledge, Mark's story is a significant one. This book contains practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e deconstructs the process of building revenue into easy, measurable steps. The businesses that successfully make the transition to hundred-million-dollar ventures are those that have mastered five basic tasks: hiring salespeople, training the sales team, managing sales, generating demand, and experimenting with new technologies. Each of these is addressed in \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e, which presents concrete plans for implementing metrics-driven systems that work. Businesses encounter hurdles at every stage of the growth process, so this book provides a framework that can take you from your first sales hire all the way to a fantastic sales team with the motivation to take your business to the next level.  \u003c\/p\u003e\u003cp\u003eIn today's marketplace, every action is logged, recorded, and stored somewhere. With all that information, we can uncover the scientific principles behind even the most mystifying processes. Sales is a perfect case in point—at one time, almost everyone believed that \"sales can't be taught.\" With \u003ci\u003eThe Sales Acceleration\u003c\/i\u003e Formula, Mark Roberge is disrupting common knowledge and showing that the journey from $0 to $100 million can be predicted, planned, and measured at every step of the way.\u003c\/p\u003e\u003cp\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for THE SALES ACCELERATION FORMULA\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"A new breed of disciplined, data-driven leaders are re-shaping the field of sales. \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e explains why.\"\u003cbr\u003e \u003cb\u003e—Tony Robbins\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"A lot of factors go into building a great sales force, but those factors don't have to be a mystery. Roberge breaks down the moving parts of a sales force–recruitment, hiring, training, compensation, and performance evaluation–and describes the metrics and methods he has applied to these components to make his company a success. If you want to engineer sales success, this book, written by an engineer-turned-sales-leader, is for you.\"\u003cbr\u003e \u003cb\u003e—Daniel H. Pink,\u003c\/b\u003e author of \u003ci\u003eTo Sell is Human\u003c\/i\u003e and \u003ci\u003eDrive\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e provides the most powerful, practical approach yet to the total marketing and selling process from lead generation to close. It helps senior sales and marketing executives understand how to work in concert to satisfy customers, quickly close sales, and grow revenue exponentially.\"\u003cbr\u003e \u003cb\u003e—Ben Shapiro,\u003c\/b\u003e Malcolm P. McNair Professor of Marketing, Emeritus, Harvard Business School  \u003c\/p\u003e\u003cp\u003e\"In \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e, Roberge provides a prescriptive blueprint for scaling a modern sales team. It should be on every sales leader's reading list.\"\u003cbr\u003e \u003cb\u003e—Kevin Egan,\u003c\/b\u003e VP of Sales, Dropbox  \u003c\/p\u003e\u003cp\u003e\"Mark has been at the forefront in figuring out the new sales methodologies around inside sales, leveraging metrics for insights, and web technologies for increased rep productivity. I'd highly recommend this book to anyone running a sales organization.\"\u003cbr\u003e \u003cb\u003e—David Skok,\u003c\/b\u003e General Partner, Matrix Partners  \u003c\/p\u003e\u003cp\u003e\"Predictable scale is on every CEO and sales executives' mind. However, it is rarely achieved. Roberge provides a great tactical approach toward reaching this goal.\"\u003cbr\u003e \u003cb\u003e—Brian Schmidt,\u003c\/b\u003e Global VP of Sales, TripAdvisor  \u003c\/p\u003e\u003cp\u003e\"Early in my career, I worked as a sales representative at a Wall Street economic consultancy. Back then the salesperson had the information and therefore the power in the relationship. Now, because of the wealth of content on the web, traditional selling doesn't work so well. In this important book, Mark shares his radically successful formulas for how sales needs to change in order to be successful in our new buyer-driven world.\"\u003cbr\u003e \u003cb\u003e—David Meerman Scott,\u003c\/b\u003e bestselling author of 10 books including \u003ci\u003eThe New Rules of Sales and Service\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003e\"It's time to rev up the revenue engines! \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e transforms the mystique of selling into a scalable methodology that savvy leaders can implement.\"\u003cbr\u003e \u003cb\u003e—Jill Konrath,\u003c\/b\u003e author of \u003ci\u003eSelling to Big Companies\u003c\/i\u003e and \u003ci\u003eAgile Selling\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003e\"Mark Roberge and Hubspot are one of the few places I go myself to study up on what's new and working in sales, as a legend in the making.\"\u003cbr\u003e \u003cb\u003e—Aaron Ross,\u003c\/b\u003e author of \u003ci\u003ePredictable Revenue\u003c\/i\u003e  \u003c\/p\u003e\u003cp\u003e\"An engineering mindset arms the modern sales leader with an unfair advantage. \u003ci\u003eThe Sales Acceleration Formula\u003c\/i\u003e explains why.\"\u003cbr\u003e \u003cb\u003e—John McGeachie,\u003c\/b\u003e VP of Sales, Evernote\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990334357733,"sku":"NP9781119047070","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119047070.jpg?v=1761787400","url":"https:\/\/k12savings.com\/products\/the-sales-acceleration-formula-isbn-9781119047070","provider":"K12savings","version":"1.0","type":"link"}