Название: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 MillionАвтор: Mark Roberge
Издательство: Wiley
Год: 2015
ISBN: 9781119047070
Формат: pdf
Страниц: 224
Размер: 5,7 mb
Язык: English
The standard wisdom is that sales is art, rather than a science, which might be why so many great ideas have gone from the startup phase straight to the graveyard. Building the next hundred-million-dollar business requires building a sales team that can get the job done reliably, but, until now, there has been no predictable formula for achieving that goal. Now, a tested formula exists to turn sales from an art into a science, and it's presented in The Sales Acceleration Formula.
When author Mark Roberge joined HubSpot, it was just another software startup with a big idea but no numbers to prove it would work. In only a few years, Mark took HubSpot past the $100 million revenue mark using the strategy he outlines in The Sales Acceleration Formula. In a world glutted with consultants and thought leaders who have more personality than real knowledge, Mark's story is a significant one. This book contains practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales.
The Sales Acceleration Formula deconstructs the process of building revenue into easy, measurable steps. The businesses that successfully make the transition to hundred-million-dollar ventures are those that have mastered five basic tasks: hiring salespeople, training the sales team, managing sales, generating demand, and experimenting with new technologies. Each of these is addressed in The Sales Acceleration Formula, which presents concrete plans for implementing metrics-driven systems that work. Businesses encounter hurdles at every stage of the growth process, so this book provides a framework that can take you from your first sales hire all the way to a fantastic sales team with the motivation to take your business to the next level.
In today's marketplace, every action is logged, recorded, and stored somewhere. With all that information, we can uncover the scientific principles behind even the most mystifying processes. Sales is a perfect case in point—at one time, almost everyone believed that "sales can't be taught." With The Sales Acceleration Formula, Mark Roberge is disrupting common knowledge and showing that the journey from $0 to $100 million can be predicted, planned, and measured at every step of the way.