Sales Acceleration Formula

60-SECOND BOOK BRIEFS

BY MARK ROBERGE

Mark Roberge has led the growth at Hubspot from $0 to well over $100 million by utilizing a unique sales strategy. Here’s how he did it.

First, you need to build a model for what the ideal salesperson looks like at your company.

first

For Hubspot, the 5 traits ended up being coachability, curiosity, prior success, intelligence and work ethic. Surprisingly, Roberge suggests that your first sales hire should probably be an former entrepreneur.

Second, you need to train your sales reps in a repeatable and predictable way. second

again

again

again

Included in this is to define the sales methodology for your company, which will allow you to scale the training and grow rapidly.

Third, you need to manage your sales staff rigourously.

third

sales

staff

manage

A regular check-in cadence, a compensation plan that motivates the right behaviours, and promoting from within are your most effective tools here.

Finally, you need to flip the demand generation and get buyers to find you. finally

demand

generation

flip

A content marketing strategy which includes continual content production, social media

participation, and an effective handoff between marketing and sales is what makes this process shine.

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