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

John Wiley & Sons, Inc., Hoboken, New Jersey, 2015. – 184 p. – ISBN: 1119047072.
Sales doesn't get any exemption from the curse of living in interesting times. Everyone recognizes that today we face unprecedented challenges: the consequences of the Internet and e-commerce, the increasing power and sophistication of purchasing, the effects of globalization. There's no shortage.
of “interesting” challenges confronting sales organizations, sales managers, and their salespeople.
Use data, technology, and inbound selling to build a remarkable team and accelerate sales.
The Sales Acceleration Formula 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 listeners. 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.
Leverage technology to enable better buying for customers and faster selling for salespeople.The Sales Hiring Formula.
Uncovering the Characteristics of a Successful Salesperson.
Five Traits Great Salespeople Have and How to Interview for Them.
Finding Top-Performing Salespeople.
The Ideal First Sales Hire.
The Sales Training Formula.
Setting Up a Predictable Sales Training Program.
Manufacturing Helpful Salespeople Your Buyers Trust.
The Sales Management Formula.
Metrics-Driven Sales Coaching.
Motivation through Sales Compensation Plans and Contests.
Developing Sales Leaders — Advantages of a “Promote from Within” Culture.
The Demand Generation Formula.
Flip the Demand Generation Formula — Get Buyers to Find You.
Converting Inbound Interest into Revenue.
Aligning Sales and Marketing — The SMarketing SLA.
Technology and Experimentation.
Technology to Sell Better, Faster.
Running Successful Sales Experiments.
HubSpot's Most Successful Sales Experiments Chapter 16: Conclusion: Where Do We Go from Here?