February 2015
Intermediate to advanced
224 pages
4h 26m
English
book
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
by Mark Roberge
Content preview from The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
14Running Successful Sales Experiments
Great teams have a core philosophy of continual improvement. Whether succeeding or failing, there is always a way to improve existing execution, adapt to changing market dynamics, or consider expansion into new areas. Maintaining a culture of experimentation is a great way to foster this philosophy of continual improvement.
Let's navigate back to year two of HubSpot's journey. We had had a great first year. We were fortunate to have Gail Goodman, CEO of ConstantContact, on our board of directors. At the time, she pointed out, “Great year, but you guys are not experimenting enough. You have a very good model. It is working. But there must be ways to do it better. You are a young company. Try some things. Don't be afraid to fail.”
I took those comments to heart, and now I can point to dozens of best practices within the HubSpot sales organization that originated from Gail's philosophy. A key ingredient to the sales acceleration formula is fostering a culture of experimentation. I've included some of my favorite methods for establishing this environment.
Generating Ideas for Experiments
At HubSpot, we had what I would call a “bottom-up” innovation funnel. Our most groundbreaking ideas didn't necessarily come from our executives or directors, but rather from our front line. They ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.