How do you get more sales without having to pick up the phone and make a cold call? Mark Roberge argues that the secret is inbound marketing.
In this brilliant book, Roberge unpacks his key takeaways from his time as Chief Revenue Officer at Hubspot and explains the tactics that took Hubspot from $0 to $100million in revenue.
According to Roberge, the sales acceleration formula = sales hiring + sales training + sales management + demand generation. As a digital marketer, the last component, demand generation, was the most valuable section.
What is demand generation?
“Today’s buyer is empowered by the internet. A modern demand generation strategy means less focus on interruptive outbound marketing and more focus on inbound marketing. “
If you want to be the leader in your industry and get more high-quality leads, Roberge recommends two tactics:
- Continual quality content production
- Frequent online participation in social media where your target buyers are already conversing
The successful implementation of these two tactics builds trust with clients, establishes you as the expert and produces high-quality leads, 24/7. These tactics take time to master and produce results but if you want to be the best you need to be committed. Commitment will allow you to withstand the test of time and outlast the majority.
My favourite quote from The Sales Acceleration Formula
“Social media presents an opportunity for all salespeople to be perceived as trusted advisors by their buyers. Salespeople should take some time normally spent prospecting and reallocate it to social media participation. The rewards are greater.”
People buy from people. If you offer valuable advice or show that you are an expert in your field you give people the insight to know why they need your product/service and a reason to buy it from you. Whether you are a one-man band or a large corporation, you and your team should always strive to be thought leaders.
Who should read The Sales Acceleration Formula
Do you have a business that sells a product? If yes then you should read this book. The Sales Acceleration Formula is particularly valuable for companies with a sales team/s or who engage in digital marketing. The tactics learnt from this book are largely responsible for our own growth over the past 6 months.
Buy a copy of The Sales Acceleration Formula here.