Sales Acceleration Formula

What Hacker News says

1. EuropeanHackerJul 2021
   Other good recommendations if you talk about the 90’s and 80’s is SPIN Selling from Neil Rackham. It just cuts through a lot of crap and mumbo jumbo out there today. From marketing & sales I also liked the engineer-perspective on it by Mark Roberge (Sales Acceleration Formula). This one is a LOT more modern though. Thank you for sharing!
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2. mavelikaraSep 2020
   The Sales Acceleration Formula by Hubspot Sales leader Mark Roberge is a good book for this. He was an engineer by training.
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3. zkid18Sep 2020
   Has jumped into that boat with the identical background a couple month ago.

   Here some resources I found useful to do first B2B sales and get a general understanding of the process.

   1. Peter Levine course of sales for tech entrepreneurs https://a16z.com/2018/09/02/sales-startups-technical-founder...

   2. Steve Blank's 4 steps to the epiphany https://www.amazon.com/Four-Steps-Epiphany-Steve-Blank/dp/09...

   3. Close.io SaaS Sales Book https://close.com/resources/saas-sales-book/

   4. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge https://www.amazon.com/gp/product/1119047072

   Also I advice you to fasten you educational feedback loop as mush as you can. The last boo can help you with metrics as well.

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4. reubenswartzJan 2017
   This seems to be a bit of click bait, but when Mark Roberge at HubSpot analyzed the performance of their sales people, they found that the most important traits were conscientiousness and coachability. I've seen this come in multiple interviews on Sales for Nerds-- if you can get away from the notion in your own head that you have to be extraverted, being introverted is fine, and may be an advantage because you may be more process-oriented, more willing to take rejection as a chance to fix process vs personal, etc.

   Mark Roberge's book The Sales Acceleration Formula. https://www.amazon.com/dp/B00T7Q9E2S/

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5. hkmurakamiDec 2015
   "Shopgirl" - Steve Martin - short and poignant. Recommended.

   "Madame Bovary" - Gustave Flaubert - Considered to be one of the masterpieces of literature, but it's so long that I can't really recommend it.

   "The Sales Acceleration Formula" - Mark Roberge - I'd recommend this to any entrepreneur.

   "Status Anxiety" - Alain de Botton - A pretty good pop scienc-y psychology book.

   "Zero to One" - Peter Thiel - A philosophy book imo.

   "Tokyo Vice" - Jake Adelstein - A look at the underbelly of Japanese society.

   "Capitalism and the Jews" - Jerry Muller - A very good overview of the intersection of the Jewish faith and culture with their business success.

   "The Richest Man in Babylon" - George S. Clayson - A personal finance parable. Recommended.

   "The Life Changing Magic of Tidying Up" - Marie Kondo - A philosophy book. Worth a look even if you don't ascribe to its teachings.

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6. jonheartySep 2015
   Jason Lemkin's SaaStr.com is a great starting point, although it focuses mostly on B2B SaaS. I would also check out his posts on Quora.

   Aaron Ross's "Predictable Revenue" is a great start and focuses a lot on outbound sales; he is working on a part 2 with Jason Lemkin.

   Mark Roberge's "The Sales Acceleration Formula" is also great and talks more about the marketing side.

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