The Sales Acceleration Formula written By Mark Roberge///Full English Audiobook///

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Chapters Outline:
00:00 Introduction

00:13:27 Part I: The Sales Hiring Formula
Chapter 1: Uncovering the Characteristics of a Successful
Salesperson

00:30:32 Chapter 2: Five Traits Great Salespeople Have and How to
Interview for Them
Coachability
Curiosity
Prior Success
Intelligence
Work Ethic

00:57:15 Chapter 3: Finding Top-Performing Salespeople
Build a Recruiting Agency within Your Company
Find Quality Passive Sales Candidates on LinkedIn
Find Quality Passive Sales Candidates through Your Team:
The “Forced Referral”
Understand the Sales Talent Pool in Your Area

01:22:00 Chapter 4: The Ideal First Sales Hire.

01:37:00 Part II: The Sales Training Formula
Chapter 5: Setting Up a Predictable Sales Training Program
Defining the Three Elements of the Sales Methodology:
The Buyer Journey, Sales Process, and Qualifying Matrix
Create a Training Curriculum around the Sales
Methodology
Adding Predictability to the Sales Training Formula
Constant Iteration on the Sales Process

02:04:00 Chapter 6: Manufacturing Helpful Salespeople Your Buyers
Trust
Train Your Salespeople to Experience the Day-to-Day Job
of Potential Customers
Enable Your Salespeople to Build Their Personal Brand
with Potential Customers Using Social Media

02:21:00 Part III: The Sales Management Formula
Chapter 7: Metrics-Driven Sales Coaching
Implementing a Coaching Culture throughout the
Organization
Creating the Coaching Plan Together with the Salesperson
Examples of Metrics-Driven Skill Diagnosis and Coaching
Plans
“Peeling Back the Onion”
Measure the Coaching Success

02:44:00 Chapter 8: Motivation through Sales Compensation Plans and
Contests

03:17:00 Chapter 9: Developing Sales Leaders—Advantages of a
“Promote from Within” Culture

03:47:00 Part IV: The Demand Generation Formula
Chapter 10: Flip the Demand Generation Formula—Get
Buyers to Find You

04:25:00 Chapter 11: Converting Inbound Interest into Revenue
Marketing's Role in Converting Interest into Revenue
Sales' Role in Converting Interest into Revenue

05:11:00 Chapter 12: Aligning Sales and Marketing—The SMarketing
SLA
The Marketing Service Level Agreement (SLA)
The Sales Service Level Agreement (SLA)

05:33:00 Part V: Technology and Experimentation
Chapter 13: Technology to Sell Better, Faster

05:58:00 Chapter 14: Running Successful Sales Experiments
Generating Ideas for Experiments

06:14:00 Chapter 15: HubSpot's Most Successful Sales Experiments
The HubSpot Value Added Reseller (VAR) Program
GPCT

06:34:00 Chapter 16: Conclusion: Where Do We Go from Here?

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The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

Hire the same successful salesperson every time ― The Sales Hiring Formula
Train every salesperson in the same manner ― The Sales Training Formula
Hold salespeople accountable to the same sales process ― The Sales Management Formula
Provide salespeople with the same quality and quantity of leads every month ― The Demand Generation Formula
Leverage technology to enable better buying for customers and faster selling for salespeople.