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The Marketing Book Podcast: "The Sales Acceleration Formula" by Mark Roberge

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


Mark Roberge is Chief Revenue Officer of HubSpot Sales Products. Prior to this role, Mark served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000% and expanded the team from 1 to 450 employees. Among other achievements, this placed HubSpot at #33 on the INC 500 Fastest Growing Companies list.

Mark earned an MBA from MIT and a bachelor's degree in Mechanical Engineering from Lehigh University.  

Mark has been featured in the Wall Street Journal, Forbes Magazine, Inc Magazine, BostonGlobe, TechCrunch, Harvard Business Review, and other publications. And, Mark was ranked #19 on Forbes' Top 30 Social Sellers in the World list.

Mark Roberge: "The Sales Acceleration Formula" | Talks at Google

The Host's Perspective:

In the six years that Mark Roberge lead HubSpot’s sales team, he increased revenue over 6,000% and expanded his team from 1 to 450. He didn’t have a sales background either. He is an engineer by training. A self-described quant, meaning a person who specializes in the application of mathematical and statistical methods.

Truth is, his lack of a sales background freed him from outdated sales methods that weigh down many sales organizations these days.

In the book, Mark outlines the formulas he tested and implemented to provide HubSpot with predictable, recurring revenue. The four key formulas cover are:

Sales Hiring, focusing on how to find, screen and hire salespeople who will be successful in this new era of empowered, informed buyers.

Sales Training, where every salesperson learns the same, consistent sales process.

Sales Management,which shows how to hold salespeople accountable to the same process, and how best to compensate them, and

Demand Generation, where he shows how HubSpot provides its sales people with the same quality and quantity of leads every month.

If you run or are starting a business or sales team that needs to scale up quickly, and you understand that, because of the Internet, the way people buy has changed, you will love this book.

I certainly did.  

Listen to the interview:


Show Notes

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

The Sales Acceleration Formula SlideShare (Registration Required)

The Hard Thing About Hard Things by Ben Horowitz

Inbound Marketing by Brian Halligan and Dharmesh Shah

To Sell Is Human by Daniel Pink

Mark's Twitter (@MarkRoberge)

Mark's LinkedIn

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Douglas Burdett
Douglas Burdett
The Principal and Founder of Artillery, Douglas Burdett is a former artillery officer and Madison Avenue ad man. He also hosts The Marketing Book Podcast, where he interviews authors every week about the latest in modern marketing and sales.

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