Mark Roberge scaled Hubspot’s customer base from 0 to 12.000, and from 0 to $100M in revenue between 2007 and 2013. Even though Mark came from a technical background (MiT Engineer), he was given a sales hat upon joining Hubspot as employee #3 (first sales job he ever had).He wrote a remarkable playbook - The Sales Acceleration Formula. In it he lays out the 4 formulas he followed to achieve his mission:What I love about this book is how he rejects the conventional wisdom that sales is more art than science. Most sales books focus on the “art of convincing” buyers. This book does a 180 and presents the “science” of sales growth - basically a standardised and repeatable process built on tracking and experimentation.
Very interesting Ivan, thank you for sharing