The Sales Acceleration Formula, by Mark Robergé

⭐️⭐️⭐️⭐️⭐️ Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

2015 read.

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Book details
Author Mark Robergé
Release Date 3 Feb 2015
Pages 217
Amazon https://www.amazon.co.uk/Sales-Acceleration-Formula-Technology-Inbound-ebook/dp/B00T7Q9E2S/ref=tmm_kin_swatch_0
ISBN-10 1119047072
ISBN-13 978-1119047070
ASIN B00T7Q9E2S

Author

Mark 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.

Review

One of the best VP Sales playbook. Still in my top 3.

Both aligned with what I was doing/thinking at the time & showed me how to take it even further.

Essential read for anyone in Sales - VP Sales & CROs obviously, but also reps & founders/CEOs.

Book flow

Part I: The Sales Hiring Formula 1

Chapter 1: Uncovering the Characteristics of a Successful Salesperson 3

Chapter 2: Five Traits Great Salespeople Have and How to Interview for Them 11

  • Coachability 12
  • Curiosity 16
  • Prior Success 19
  • Intelligence 20
  • Work Ethic 21

Chapter 3: Finding Top-Performing Salespeople 25

  • Build a Recruiting Agency within Your Company 26
  • Find Quality Passive Sales Candidates on LinkedIn 28
  • Find Quality Passive Sales Candidates through Your Team: The “Forced Referral” 33
  • Understand the Sales Talent Pool in Your Area 33

Chapter 4: The Ideal First Sales Hire 37

Part II: The Sales Training Formula 45

Chapter 5: Setting up a Predictable Sales Training Program 47

  • Defining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix 50
  • Create a Training Curriculum around the Sales Methodology 53
  • Adding Predictability to the Sales Training Formula 54
  • Constant Iteration on the Sales Process 57

Chapter 6: Manufacturing Helpful Salespeople Your Buyers Trust 59

  • Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers 60
  • Enable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media 62

Part III: The Sales Management Formula 67

Chapter 7: Metrics-Driven Sales Coaching 69

  • Implementing a Coaching Culture throughout the Organization 71
  • Creating the Coaching Plan Together with the Salesperson 72
  • Examples of Metrics-Driven Skill Diagnosis and Coaching Plans 74
  • “Peeling Back the Onion” 79
  • Measure the Coaching Success 80

Chapter 8: Motivation through Sales Compensation Plans and Contests 83

  • Criteria to Evaluate a New Commission Plan 88
  • Involve the Sales Team in Compensation Plan Design 89
  • Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments 90
  • Using Sales Contests to Motivate the Team 93
  • The Best Contest I Ever Ran 95

Chapter 9: Developing Sales Leaders—Advantages of a “Promote from Within” Culture 97

  • Prerequisites for Leadership Consideration 102
  • From the Classroom to the Real World 103
  • Common Potholes from New Sales Managers 104

Part IV: The Demand Generation Formula 109

Chapter 10: Flip the Demand Generation Formula—Get Buyers to Find You 111

  • How Can Your Business Rank at the Top of Google? 113
  • This Does Not Happen Overnight 115
  • Create a Content Production Process 116
  • Complement Content Production with Social Media Participation 121
  • Long-Tail Theory 123

Chapter 11: Converting Inbound Interest into Revenue 127

  • Marketing’s Role in Converting Interest into Revenue 128
  • Sales’ Role in Converting Interest into Revenue 137

Chapter 12: Aligning Sales and Marketing—The SMarketing SLA 149

  • The Marketing Service Level Agreement (SLA) 151
  • The Sales Service Level Agreement (SLA) 154

Part V: Technology and Experimentation 161

Chapter 13: Technology to Sell Better, Faster 163

  • Accelerate Lead Sourcing with Technology 165
  • Accelerate Sales Prospecting with Technology 167
  • Accelerate Lead Engagement with Technology 170
  • Automated Reporting with Technology 171

Chapter 14 Running Successful Sales Experiments 175

  • Generating Ideas for Experiments 176
  • Best Practices of Experiment Execution 178

Chapter 15 HubSpot’s Most Successful Sales Experiments 183

  • The HubSpot Value Added Reseller (VAR) Program 183

Chapter 16 Conclusion: Where Do We Go from Here? 191

Highlights

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