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.

The ideal sales hiring formula is different for every company…but the process to engineer the formula is the same.

Evaluate a sales compensation design through the lens of three factors: Simple. Aligned. Immediate.

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.

When the unique strengths of the salesperson align with the company's sales context, it is a beautiful thing.

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.

Once the sales methodology is defined, structuring a training curriculum is relatively straightforward. Introduce the elements of the sales methodology in the same order in which you created them.

So, why do we even need salespeople? Good question.

In contrast to the exams, certifications were often used to test qualitative skills, such as the ability to navigate certain stages of the sales process.

Buyers can be bored at home on a Saturday night and start researching the problems they are experiencing at work. This action is the start of the modern sales and marketing funnel.