The Sales Acceleration Formula

Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
Narrated by: Robert Feifar
Length: 6 hrs and 24 mins
4.5 out of 5 stars (718 ratings)

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Publisher's Summary

Use data, technology, and inbound selling to build a remarkable team and accelerate sales.

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 listeners. 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 audiobook he reveals his formulas for success. Listeners 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

©2015 HubSpot, Inc.; Published by John Wiley & Sons, Inc., Hoboken, New Jersey (P)2015 Audible, Inc.
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    4 out of 5 stars
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    4 out of 5 stars

A Book on Assembling a Sales Force and Some System, a Lot of Pitching for Hubspot

This book makes an overwhelming number of mentions about Hubspot, and I'm certain the book is written to target readers who would also make good Hubspot clients. It definitely comes off as a little to pitchy.

That being said, there are some very useful bits here about assembling a sales team, creating a hiring system and structuring compensation to align with the companies sales goals.

It's a useful read for those in any industry where sales is going to be the main driver, which is most industries. I wouldn't call it a fundamental guide but it's worth the read if you're an early stage startup founder or run a mid-size or larger business and trying to reach scale.

4 people found this helpful

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Mind opening content.

Great thought leadership about how to expand our business through inbound lead generation and systematizing our sales process. I love the idea of taking the subjectivity out of the marketing and sales process and creating a scientific process behind building duplicatable results. It was a great book. Thanks Mark.

3 people found this helpful

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HubSpot specific nonsense.

If you’re not in the fortunate position to have a marketing machine hand you warm leads all day long, then there’s not much use for this book.

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Thought provoking, perhaps a limited application

This is a very broad book, as it relates to the big picture sales organization. I think this is a strength, but it does limit its target audience. As a sales producer, there are some nice reminders and ideas, but it is not up to me to develop better and stronger leads... So good read, smart writer, limited audience perhaps.

1 person found this helpful

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Some Good Info

There are some good ideas and strategies here, the problem is the delivery. This is a pretty boring listen...lots of technical talk and acronyms. The message gets lost a bit in trying to stay focused on what's being said and drifting into a boredom induced haze.

1 person found this helpful

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Amazing!

Phenomenal book on sales success in business. Very clear and easy to understand. Love it!

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Mind opening experience

One of the best books I've read on putting together a high performing sales team with some very logical calls to action!

1 person found this helpful

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  • KP
  • 07-29-15

The worst performance of an audio book

Would you consider the audio edition of The Sales Acceleration Formula to be better than the print version?

No, the content is great, but the narrator is a horrible business book reader. He seems to have almost no understanding of business acronyms evidenced by his pronunciation of them.

What didn’t you like about Robert Feifar’s performance?

He seems to have almost no understanding of business acronyms evidenced by his pronunciation of them. It seems robotic.

4 people found this helpful

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Thank you Mark!

As the VP of sales at a financial technology start-up in an emerging market, I find the principles and examples in this book incredibly helpful and that they resonate with our observations and experiences. I will be applying several of these principles to our approach. Thank you Mark for sharing, We hope to be part of the response to the challenge you set out at the end of your work. Blessings

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Great, a very 'systematic' approach to Sales Mgmt

Excellent, a very 'systematic' approach to Sales Management coming without doubt from an analytical and organised mind, we can really feel the engineering backgrounds of Mark Roberge (HubSpot).

Besides, just a portion of the book, as no surprise also includes the benefits of Inbound Selling (hence HubSpot) vs. Cold Colling or peaking up the phone with generic sales pitch... while there are other prospecting books that continues to praise just calling using insight and value, is good to have also Mark take on this.

Definitely worth it for both seasoned and new sales managers.

Great job.

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  • James Fell
  • 02-02-17

Interesting Read

The principles that are raised in this book are really interesting having some direct applications. That said, I did find the reader a little annoying.

3 people found this helpful

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  • PMc
  • 11-22-19

Why does such a simple thing take so long to say?

There are some good pieces of information in here. I'm sure I would find more if only I could tolerate listening to the rest of it.

I got about a third of the way through and ditched it.

1 person found this helpful

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  • Alex G
  • 06-10-19

Insight on sales processes using hubspot

Written to promote hubspot. Very long sales pitch, with ultimate conclusion being: "you should use hubspot".
If your goal is to make a decision between Hubspot or sales force, it is a good way to understand how hubspot works and the pains it was solving from the beginning, hence showing its strengths in the sales process.
If you have already decided to choose hubspot, then it is a great way to see how you can use it.
If you don't intent to use hubspot, the content will seem less valuable for more than 50% of the book, as some insight can not be used,/implemented without subscribing to Hubspot.

1 person found this helpful

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  • Gary
  • 09-21-16

Best book on Modern selling

What made the experience of listening to The Sales Acceleration Formula the most enjoyable?

I was surprised at how much insight the author shared in terms of how one one the best sales organizations in the world works. Genuinely ground breaking book especially for those selling SaaS.

What about Robert Feifar’s performance did you like?

He made it very easy to listen to

Was this a book you wanted to listen to all in one sitting?

Yes

Any additional comments?

Buy it and implement the ideas outlined

1 person found this helpful

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  • Anonymous User
  • 02-16-19

overall good but lacks context

recommend if you are in b2b saas. the lessons are good and no matter what size/industry, you will be able to implement some of the concepts immediately. 4/5 stars because i wouldve liked a little more context for each of the concepts, e.g. how many people were in the team/dept/company for each of these concepts. info good but a little general.

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  • Gaute Håland
  • 09-05-18

A very inspirational book for sales people!

Super inspirational book for sales people who would like to build a great sales team.

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  • Amazon Customer
  • 03-14-18

Knowledge

First time I read a good in Sales. Leaned a lot, got some inspirations and discovered a new field.

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  • A. Crean
  • 08-12-15

Great book for nanagers

A really good book that shows what can be done when you are organised and methodical about building a selling team

1 person found this helpful