The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Scalable, predictable revenue growth.”

“Hire the same successful salesperson every time.” (The Sales Hiring Formula) “Train every salesperson in the same way.” (The Sales Training Formula) “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula) “Provide our salespeople with the same quality and quantity of leads every month.” (The Demand Generation F

I needed to keep customer churn in check. I also needed the salespeople to be able to control their own destiny. I asked myself, “What criterion is 100 percent in the control of the salesperson and highly correlated with customer success?” For the HubSpot business at the time, the answer was advanced payment terms for new customers. Our customers w

So how does long-tail theory apply to your business? As you embark on a content product process, focus on the “long tail,” not on the “head,” especially when selecting target topics. If you sell IT services, don't focus on phrases like “IT consultant” or “information technology.” These words sit at the head of the curve. Yes, there are millions of

Flip the Demand Generation Formula—Get Buyers to Find You

As we'd walk through their plans for each salesperson, I'd ask them three questions: What skill will you work on this month with this salesperson? How did you decide on that skill? What is the customized coaching plan you will use to develop the skill?

“Sales contests are an effective tool to drive short-term behaviors and build team culture within the sales organization.”

Sales technology creates better buying experiences for customers by capturing customer context and making that context readily available to salespeople.

Buyers get annoyed with the interruptive tactics referred to in the first two sets of questions. At HubSpot, we call these tactics “outbound marketing.” Outbound marketing just doesn't work anymore. Buyers dislike outbound marketing so much that they actually invest in technology to keep these tactics out of their lives. Buyers