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

5.0 de 5 estrelas 3 avaliações de clientes

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Número de páginas: 217 páginas Dicas de vocabulário: Habilitado Configuração de fonte: Habilitado
Page Flip: Habilitado Idioma: Inglês

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Descrições do Produto

Descrição do produto

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 readers. 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 book, he reveals his formulas for success. Readers 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

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

A formula does exist.

Capa Interna

The standard wisdom is that sales is art, rather than a science, which might be why so many great ideas have gone from the startup phase straight to the graveyard. Building the next hundred–million–dollar business requires building a sales team that can get the job done reliably, but, until now, there has been no predictable formula for achieving that goal. Now, a tested formula exists to turn sales from an art into a science, and it′s presented in The Sales Acceleration Formula.

When author Mark Roberge joined HubSpot, it was just another software startup with a big idea but no numbers to prove it would work. In only a few years, Mark took HubSpot past the $100 million revenue mark using the strategy he outlines in The Sales Acceleration Formula. In a world glutted with consultants and thought leaders who have more personality than real knowledge, Mark′s story is a significant one. This book contains practical wisdom from a practitioner who has actually overcome the biggest challenge businesses face in the early stages: scaling sales.

The Sales Acceleration Formula deconstructs the process of building revenue into easy, measurable steps. The businesses that successfully make the transition to hundred–million–dollar ventures are those that have mastered five basic tasks: hiring salespeople, training the sales team, managing sales, generating demand, and experimenting with new technologies. Each of these is addressed in The Sales Acceleration Formula, which presents concrete plans for implementing metrics–driven systems that work. Businesses encounter hurdles at every stage of the growth process, so this book provides a framework that can take you from your first sales hire all the way to a fantastic sales team with the motivation to take your business to the next level.

In today′s marketplace, every action is logged, recorded, and stored somewhere. With all that information, we can uncover the scientific principles behind even the most mystifying processes. Sales is a perfect case in point at one time, almost everyone believed that "sales can′t be taught." With The Sales Acceleration Formula, Mark Roberge is disrupting common knowledge and showing that the journey from $0 to $100 million can be predicted, planned, and measured at every step of the way.

Detalhes do produto

  • Formato: eBook Kindle
  • Tamanho do arquivo: 2970 KB
  • Número de páginas: 217 páginas
  • ISBN da fonte dos números de páginas: 1119047072
  • Editora: Wiley; Edição: 1 (3 de fevereiro de 2015)
  • Vendido por: Amazon Servicos de Varejo do Brasil Ltda
  • Idioma: Inglês
  • ASIN: B00T7Q9E2S
  • Leitura de texto: Habilitado
  • X-Ray:
  • Dicas de vocabulário: Habilitado
  • Leitor de tela: Compatível
  • Configuração de fonte: Habilitado
  • Avaliação média: 5.0 de 5 estrelas 3 avaliações de clientes
  • Lista de mais vendidos da Amazon: #6,301 entre os mais vendidos na Loja Kindle (Conheça os 100 mais vendidos na Loja Kindle)

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O livro mostra qual foi o passo-a-passo da abordagem usada pelo time de vendas e marketing da Hubspot para levar a empresa de 0-100M em faturamento. O que mais gostei da abordagem do Mark foi usar a abordagem científica em um ambiente onde todo mundo jogo somente com o talento, transformando a equipe de vendas em uma máquina preditiva de vendas. O mais legal é que, apesar do nome sugerir que existe uma fórmula, ele não passa a fórmula dele nem diz que ela funciona para todas as ações, mas mostra como criar a fórmula para sua empresa. Excelente Leitura especialmente para gestores de vendas, vendedores, CEOs e CROs de empresas SaaS e que querem crescer!
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Excelente livro.
Traz toda a história da implementação do modelo de implementação da cultura de vendas escaláveis no hubspot.
Incrível leitura, traz vários exemplos interessantes.
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Por Mathias Luz em 16 de julho de 2016
Formato: eBook Kindle Compra verificada
I strongly recommend this book to whom are in the SaaS B2B Marketing/Sales Niche.

I find this a great resource for hiring, training, managing & scaling not only in the specific context of the sales are, but also for the organization as a whole, because many principles can be imported to a broader scene.

There are many actionable templates in there!

Cap 14.: is great on how to develop an innovation pipeline.

An inspiring story of Peter Caputa building what became 40% revenue stream organization within Hubspot against the Board's advice !

I wanna have an innovation story like that to tell to within Resultados Digitais or any company I join.

Also, I take my hat off for the transparency of Hubspot & Mark Roberge putting all of that insiders' knowledge out.

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Avaliações mais úteis de consumidores na Amazon.com (beta) (Pode incluir avaliações do Programa de Recompensas para Primeiros Avaliadores)

Amazon.com: 4.7 de 5 estrelas 148 avaliações
Esta avaliação foi considerada útil por 12 de 12 pessoa(s):
5.0 de 5 estrelas Has gotten a lot of accolades, and totally deserves it 15 de setembro de 2015
Por Tom Sales - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
I’ve rarely seen a Customer Review listing with so many people who are clearly not the “usual reviewers.” These are business people who are positively gushing about Mark Roberge and the write-up of his 6 years as VP of Sales for HubSpot. The only hint of criticism is that his techniques worked for him in a specialized industry, but they might not be so effective for other companies in other industries.

I’ve spent 40+ years developing training (mostly sales training) including stints at two tech companies that aspired to do what HubSpot is clearly excelling at. Working and consulting for big, famous companies and smaller companies showed me that every company—regardless of their business and sales strategy—will absolutely benefit from reading this book. The stories he tells, the way his selling initiatives fit together, the combination of selling and technology he describes … even the use cases he lists make the approach that Roberge describes applicable to any sales organization—however well-entrenched.

While he implies that he had no right to be so successful because of a lack of selling experience, that’s perhaps why Roberge was/is so successful. He had no legacy of selling assumptions to overcome, no selling organization politics to get around, no technology in place to have to work off of. What a great opportunity to work from the bottom up and put something in place that could be tested. When I worked for a company that built sales simulations for companies like IBM, BellSouth and others, we assumed that those clients had their sales processes fully documented and ready to build into a series of selling steps. We never met a client where that was the case, and it took months to get agreement about what those best practices really were. I loved how Roberge could get started on different aspects of his sales operations—after hiring his initial salespeople, conducting his initial training classes, training his first sales managers, trying out new technology, and on and on—and then use that experience to make things always better.

This is an exciting book because it shows not only how you can intertwine Sales with other functions but really how Sales can and must lead the way in how the organization runs. Because let’s face it … without successful sales sooner rather than later you’ve got nothing. Roberge’s final sentiment to get Sales the respect they deserve is the perfect touch. This book clearly deserves all the enthusiasm and passion it’s generating.
Esta avaliação foi considerada útil por 26 de 27 pessoa(s):
5.0 de 5 estrelas Ground-breaking book on sales - found out why in just 4 minutes 7 de abril de 2015
Por Konstantinos Papakonstantinou - Publicada na Amazon.com
Formato: Capa dura Compra verificada
I wish this book had come out some months ago - it could have saved me quite a bit of money spent on outbound marketing with no results... I've read quite a few sales-related books as an entrepreneur but none of them truly resonated with me, until this one came along. It's very practical and shows a much more scientific approach with actionable advice in every chapter. It demonstrates a lot of the latest techniques to build a strong sales team and scale your operation effectively, but most importantly: predictably. That's the key word throughout the book, and it's a key word in sales. How do you codify great sales people (how to find and train them), and how can you replicate their success? This book provides some answers, and we're already putting them to the test in our company.
Esta avaliação foi considerada útil por 4 de 4 pessoa(s):
3.0 de 5 estrelas Title Is Nothing Like The Content - Book Seems WAY Over Hyped By HubSpot 7 de junho de 2017
Por W. Hall - Publicada na Amazon.com
Formato: Capa dura Compra verificada
All of these reviews must be from HubSpot employees. There is absolutely nothing remotely close to a formula in this book.

This Book Has:
- No quantitative methods of measurement
- No systems
- No research
- No tangible real life examples

I found it silly the author has a formula on the cover because I can't find one in this book. The book does touch on how to maybe hire sales people, but I even found these tips pretty bland. I gave it some extra stars because the one thing it does well is promote the concept of sales people should use their own strengths and methods which is nice to read.

If you want some anecdotal stories of how great HubSpot is and how In Bound marketing is the best thing in the world (which HubSpot happens to sell a very expensive platform to manage), then this book is for you.

In the end, this is a very large piece of self flattery and promotion for HubSpot - You're MUCH better off having a look at the book predictable revenue.

Hope this helps.
Esta avaliação foi considerada útil por 2 de 2 pessoa(s):
5.0 de 5 estrelas An Engineer's Formula for accelerating sales - and it works! 13 de agosto de 2015
Por Mark Gibson - Publicada na Amazon.com
Formato: eBook Kindle Compra verificada
Mark Roberge, HubSpot’s Sales VP since inception, beautifully captures the problems in hiring and ramping salespeople in a new business in his recently published book, The Sales Acceleration Formula.
This is one of the most important books for sales leaders, entrepreneurs and CEO's of emerging companies ever written. Why? Because it takes an outsider with no prior sales experience to view sales through the lens of an engineer and to create frameworks for analysis of all aspects of the operation from day 1.
Great read- I was hooked after reading the intro.
“When you are scaling a sales-team, the to-do list is endless. Hiring, training, coaching, pipeline reviews, forecasting, enterprise deal support, leadership development and cross functional communication are all part of the day to day.
Dozens of urgent fires are blazing around you at all times. Unfortunately you only have enough water to put out a select few. Choosing the right fires to extinguish might dictate your ultimate success of failure.”
Which fire to extinguish first?
“The first bet I made was to attempt to build a world-class sales hiring program. To this day, I’m glad I prioritized sales hiring excellence.”
Esta avaliação foi considerada útil por 2 de 2 pessoa(s):
5.0 de 5 estrelas Perhaps the best all round sales book this year. 8 de junho de 2015
Por Reg Nordman - Publicada na Amazon.com
Formato: Capa dura Compra verificada
The author was the first VP sales for Hubspot and this book details his methods and approaches in the stellar growth of that company. As a quant he is numbers driven and thus gives us a well-researched sales and marketing book that lays out exactly what to do, how to d o and why you do it. Then he presents a comprehensive metric approach to measure everything. This book has been missing from today's inbound sales writing and fills an essential need. Plus his rigor in analysis goes a long way to giving sales a theory into practice foundation for even more analytical studies. I see this as helping sales gain academic respect for rigor and hypothesis testing. A must buy for all sales management and stars who wish to go further. Combines with Hacking Sales this would be the one two punch most companies need .
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