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

In this new buyer/seller paradigm, salespeople must prove their worth by adding more value to the process. Sales is no longer about memorizing the call script, the price book, and the top 10 objections. It's about being a genuine consultant and trusted advisor to potential customers.

“The Marketing SLA provides a framework to put Marketing

In the first few years of HubSpot, we targeted marketing professionals. Therefore, my sales training goal was to teach our new sales hires what it was like to be a marketer. New sales hires did not spend their first few weeks in sales training, memorizing scripts and discussing objections. Instead, our new sales hires spent their first few weeks at

The other advantage of having this structure in place was the establishment of a baseline foundation from which to measure and iterate. The sales training formula needs to be constantly evolving, reacting to changes in the business, just like the sales hiring formula.

“A common sales management mistake is to overwhelm the salesperson with coaching too many skills simultaneously. Pick one skill and focus.”

“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

The entrepreneur (candidate 3) is my most desirable candidate.

Step 3: Score Candidates against the Ideal Sales Characteristics

“The most critical value from your first sales hire comes not from the first customers or revenue she generates, but from her ability to accelerate the company toward product/market fit.”