{"product_id":"the-sales-acceleration-formula-using-data-technology-and-inbound-selling-to-go-from-0-to-100-million-hardback-9781119047070","title":"The Sales Acceleration Formula; Using Data, Technology, and Inbound Selling to go from $0 to $100 Million (Hardback) 9781119047070","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Sales Acceleration Formula\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eUsing Data, Technology, and Inbound Selling to go from $0 to $100 Million\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eMark Roberge (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119047070, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 3 April 2015\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e224 pages\u003cbr\u003e23.1 x 15.8 x 2.5 cm, 0.431 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\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\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\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\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52449456652568,"sku":"9781119047070","price":15.56,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119047070_284722.jpg?v=1785200267","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-sales-acceleration-formula-using-data-technology-and-inbound-selling-to-go-from-0-to-100-million-hardback-9781119047070","provider":"Freshly Printed Books","version":"1.0","type":"link"}