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Mark Roberge
More books by Mark Roberge…
“the sales compensation plan is Batman, the sales contest is Robin.”
― The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
― 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.”
― The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
― The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
“About one to two months into the job, once they were comfortable with their new home, I would ask these new hires for referrals. Now, that approach is nothing new. However, it is this specific tactic that worked great. Instead of just saying, “We offer $2,500 for new hire referrals—do you know anyone?” I would say, “I am going to set a 20-minute meeting with you tomorrow. Tonight, I will go through your 275 connections on LinkedIn and look for salespeople in Boston to whom you are connected that look like they may be a good fit for our team.” The next day, I show up to the meeting with the 18 people they are connected to that fit the criteria mentioned. They then proceed to tell me which prospective candidates are top performers and whether they are comfortable introducing me.”
― The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
― The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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