• [Critic] The Sales Acceleration Formula Book Review

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  • MARK ROBERGE

    He 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 is currently a Senior Lecturer at Harvard Business School.

  • Available as: Hard Cover, Audio Book

    No. of pages: 224 pages

    Language: English

    Published Date: February 24th, 2015

    ISBN: 978-1119047070

  • Table Of Content


    Part 1: 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

    CHAPTER 3

    Finding Top Performing Salespeople

    CHAPTER 4

    The Ideal First Sales Hire

    Part 2- The Sales Training Formula

    CHAPTER 5

    Setting Up A Predictable Sales Training Program

    CHAPTER 6

    Manufacturing Helpful Sales People Your Buyers Trust

    Part 3: The Sales Management Formula

    CHAPTER 7

    Metrics Driven Sales Coaching

    CHAPTER 8

    Motivation Through Sales Sales Compensation Plans and Contests

    CHAPTER 9

    Developing Sales Leaders

    Part 4: The Demand Generation Formula

    CHAPTER 10

    Flip The Demand Generation Formula- Get Buyers To Find You

    CHAPTER 11

    Converting Inbound Interest Into Revenue

    CHAPTER 12

    Aligning Sales and Marketing-The SMarketing SLA

    Part 5: Technology and Experimentation

    CHAPTER 13

    Technology to Sell Better, Faster

    CHAPTER 14

    Running Successful Sales Experiment

    CHAPTER 15

    HubSpot’s Most Successful Sale Experiments

    CHAPTER 16

    Conclusion: Where Do We Grow From Here?

     

     

  • More Info


    Building a business is very difficult for someone who hasn’t followed the same road of business. Increasing revenues, dealing with clients, managing sales and all becomes quite difficult. With the author’s engineering background and as an MIT alum he has helped us a lot for gaining perspectives of sales not by just values but by knowing how to apply technology, data and methods in real scenarios. That is why his book is called The Sale Acceleration Formula.

    There is some science even behind Sales. This is no longer considered just an art of dealing with customers but has involved a lot more than that. Now, Data representations help us to take decisions, sales is also a matter of data and traffic driven. We need to make our decisions accordingly. This book has dealt with all such various strategies and helped us to acknowledge the SCIENCE part of Sales.

  • Crisp Video


  • Reviews


  • FAQs


    What is different about the book?

    The book is different from the others because it doesn’t talk about just the art of selling and values but helps us to deal with it more realistically. The book shows us how data statistics help to take the Sales revenue up! How does the hiring, training, compensation and performance evaluation goes by. There surely lies a secret formula for the same and if you believe in it too then you need to learn more about it by getting the book.