Mark Roberge > Quotes

“the sales compensation plan is Batman, the sales contest is Robin.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Defining the sales methodology enables the sales training formula to be scalable and predictable. The three elements of the sales methodology are the buyer journey, the sales process, and the qualifying matrix.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“What is the most important goal the company needs to achieve? Customer count? Profitability? Customer success? Market share? New product distribution? New market penetration?” Then ask yourself, “How can the sales compensation plan be aligned with this goal?” Do not underestimate the power of the compensation plan. You”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Figure 1.1 Correlation of Sales Characteristics to HubSpot Sales Success (Results of the First Regression Analysis).”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Scalable, predictable revenue growth.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“prerequisite”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“Statistics suggest salespeople who are intelligent and helpful, rather than aggressive and high-pressure, are most successful with today's empowered buyer.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“recently at a meeting of corporate strategists. More than 70 percent responded that their strategy was”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“first is the huge increase in competition. Today no niche is safe.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“I realized that every salesperson has her unique strengths. Some are great consultative sellers. Some crush their sales activity goals. Some deliver exceptional presentations. Some are amazing networkers. Some just know how to make their customers feel like family.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“World-class sales hiring is the most important driver of sales success.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“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.”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

“For example, on the “Do Not Be on It” dashboard, we had a chart that showed any new leads that were not touched within one hour of converting through the website. We had a chart that showed any free trials that were one week old and had been called fewer than three times. We had a chart illustrating the demo requests that were three days old and had been touched fewer than two times. You”
― Mark Roberge, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million