Mark RobergeWiley The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling Go From $0 to $100 Million

This is a very basic sales book and while an interesting read is written by someone with limited sales experience and someone who is not from a sales background.The author writes about how he discovers sales management techniques such as objectively scoring candidates during the interview process. This he claims is a technique he developed as a result of his engineering background and logical assessment approach to everything. Those with sales management or HR experience would know that this technique is called 'competency based' or 'criteria based' interviewing and allows for objective scoring of candidates such that the subjective opinions are removed from the decision process. As such there is nothing wrong with his discovery, but if you have some experience in sales management, this and many of the other techniques will not be news to you.It should also be noted that the selling style that he is referring to is a software technology start-up with an office based (tele)sales team who rely on inbound sales leads for their calling. They are wholly addressing the SME (small and medium sized enterprise customers i.e. not consumers and not large corporates). Again there is nothing wrong this, just the book won't really help you if you are looking for B2B field sales team management advice.If you happen to be in a software start-up looking to grow in the situation described above I'd recommend it. But if you were in other B2B or any B2C markets then this is one to skip over.

Excellent road map - written with credibility and curiosity.This is a must-read for anyone looking to build a robust sales engine.Great work Mark Roberge.

Really interesting read for anyone challenged with the task of how to build a successful sales team. Interesting formula based techniques used by Hubspot to grow their business so quickly. Data, technology and predictable approach from the experts of inbound lead generation. Would recommend if you're hiring, training or managing a sales team in the modern world.

Good CD with some great tips - needs to listen to it a few times though as there is so much to take away

Excellent book. Modern techniques and useful for sales and digital marketing strategy.It doesn't teach you how to sell more how to set up an effective sales process. Highly recommended for senior management in sales and marketing and MDs and CEOs.