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The Sales Acceleration Formula by Mark Roberge, CRO, HubSpot
1. Bridging the Gap Between Inbound
Interest and Revenue
Mark Roberge
Chief Revenue Officer, HubSpot
Senior Lecturer, Harvard Business School
@markroberge
2. My mission as a sales executive
MISSION
Predictable, scalable revenue growth
STRATEGY
If I can…
1. Hire the same type of successful sales person
2. Train salespeople to align with the modern buyer
3. Provide each sales person with the same quantity and quality of leads
4. Have the sales people work the leads using the same process
…then I will achieve my goal.
3. #1: Hire the same type of successful
sales person
17. 1. Inbound sales teams base their entire sales strategy on the
buyer rather than the seller.
2. Inbound salespeople personalize the entire sales
experience to the buyer’s context.
INBOUND SELLING PHILOSOPHIES
18. #3: Provide sales people with the
same quantity and quality of leads
31. Implement a metrics-driven sales culture
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different Sales
Rep
32. “Peel Back the Onion” for More Insight
* Data has been altered from actual HubSpot data for the purposes
of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
33. Say goodbye to manual tasks and confusing
features. Say hello to HubSpot CRM.
www.hubspot.com/crm www.hubspot.com/sales/sales-training