The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Mark Robergeamazon.com
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Don't hire a recruiting agency. Don't build a corporate recruiting team. Build a recruiting agency within your corporation.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The ideal sales hiring formula is different for every company…but the process to engineer the formula is the same.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Evaluate a sales compensation design through the lens of three factors: Simple. Aligned. Immediate.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
When the unique strengths of the salesperson align with the company's sales context, it is a beautiful thing.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The first step in establishing the Marketing SLA was to define when a lead would be qualified to be passed to the Sales team. This topic was covered thoroughly in Chapter 11. The decision to pass a lead to Sales is best derived from the Buyer Matrix.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Step 3: Score Candidates against the Ideal Sales Characteristics
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
“The most critical value from your first sales hire comes not from the first customers or revenue she generates, but from her ability to accelerate the company toward product/market fit.”
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The first application that originated from these efforts was Sidekick, available for free at www.getsidekick.com.