The Sales Acceleration Formula E-Book

Mark Roberge

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Veröffentlichungsjahr: 2015

Beschreibung

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 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.

As 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:

• 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

Business 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.

The Sales Acceleration Formula 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.

A formula does exist.

Leseprobe

CONTENTS

Cover

Title Page

Copyright

Foreword

Acknowledgments

Introduction

Part I: The Sales Hiring Formula

Chapter 1: Uncovering the Characteristics of a Successful Salesperson

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

Coachability

Curiosity

Prior Success

Intelligence

Work Ethic

Chapter 3: Finding Top-Performing Salespeople

Build a Recruiting Agency within Your Company

Find Quality Passive Sales Candidates on LinkedIn

Find Quality Passive Sales Candidates through Your Team: The “Forced Referral”

Understand the Sales Talent Pool in Your Area

Chapter 4: The Ideal First Sales Hire

Part II: The Sales Training Formula

Chapter 5: Setting Up a Predictable Sales Training Program

Defining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix

Create a Training Curriculum around the Sales Methodology

Adding Predictability to the Sales Training Formula

Constant Iteration on the Sales Process

Chapter 6: Manufacturing Helpful Salespeople Your Buyers Trust

Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers

Enable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media

Part III: The Sales Management Formula

Chapter 7: Metrics-Driven Sales Coaching

Implementing a Coaching Culture throughout the Organization

Creating the Coaching Plan Together with the Salesperson

Examples of Metrics-Driven Skill Diagnosis and Coaching Plans

“Peeling Back the Onion”

Measure the Coaching Success

Chapter 8: Motivation through Sales Compensation Plans and Contests

Criteria to Evaluate a New Commission Plan

Involve the Sales Team in Compensation Plan Design

Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments

Using Sales Contests to Motivate the Team

The Best Contest I Ever Ran

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

Prerequisites for Leadership Consideration

From the Classroom to the Real World

Common Potholes from New Sales Managers

Part IV: The Demand Generation Formula

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

How Can Your Business Rank at the Top of Google?

This Does Not Happen Overnight

Create a Content Production Process

Complement Content Production with Social Media Participation

Long-Tail Theory

Chapter 11: Converting Inbound Interest into Revenue

Marketing's Role in Converting Interest into Revenue

Sales' Role in Converting Interest into Revenue

Chapter 12: Aligning Sales and Marketing—The SMarketing SLA

The Marketing Service Level Agreement (SLA)

The Sales Service Level Agreement (SLA)

Part V: Technology and Experimentation

Chapter 13: Technology to Sell Better, Faster

Accelerate Lead Sourcing with Technology

Accelerate Sales Prospecting with Technology

Accelerate Lead Engagement with Technology

Automated Reporting with Technology

Chapter 14: Running Successful Sales Experiments

Generating Ideas for Experiments

Best Practices of Experiment Execution

Chapter 15: HubSpot's Most Successful Sales Experiments

The HubSpot Value Added Reseller (VAR) Program

GPCT

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

All of the Proceeds of This Book Will Be Donated to BUILD-Boston

Index

End User License Agreement

List of Illustrations

Figure 1.1

Figure 2.1

Figure 5.1

Figure 5.2

Figure 5.3

Figure 7.1

Figure 7.2

Figure 7.3

Figure 7.4

Figure 8.1

Figure 10.1

Figure 11.1

Figure 11.2

Figure 11.3

Figure 12.1

Figure 12.2

Figure 12.3

Guide

Cover

Table of Contents

Begin Reading

Begin Reading

Part 1

Chapter 1

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The Sales Acceleration Formula

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

Mark Roberge

Cover design: Wiley

Copyright © 2015 by HubSpot, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor the author shall be liable for damages arising herefrom.

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Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

Roberge, Mark.

The sales acceleration formula : using data, technology, and inbound selling to go from $0 to $100 million / Mark Roberge.

pages cm

Includes index.

ISBN 978-1-119-04707-0 (hardback); ISBN 978-1-119-04717-9 (ebk); ISBN 978-1-119-04701-8 (ebk)

1. Sales management. 2. Selling. I. Title.

HF5438.4.R58 2015

658.8'1–dc23

2014039741

Foreword

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.