The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million is written by Mark Roberge, former SVP of Worldwide Sales at HubSpot.
The book describes how Roberge applied engineering-style thinking, metrics, experiments, and process design, to grow HubSpot’s revenue and win its first 10,000 customers across more than 60 countries.
The focus is on making sales predictable rather than relying on individual charisma or intuition.
You are walked through how technology, standardized processes, and consistent training can turn sales into a repeatable system.
Roberge explains how inbound selling, where customers are attracted through valuable content and digital channels, changes hiring needs, compensation design, and team structure.
The book is written for founders, revenue leaders, and investors looking for a replicable model rather than ad-hoc tactics.
What You Will Learn
You learn four core frameworks: the Sales Hiring Formula, Sales Training Formula, Sales Management Formula, and Demand Generation Formula.
The book demonstrates how to identify the traits of top performers, evaluate candidates against these traits, and train everyone to execute the same process.
You also see how dashboards and KPIs can be used to coach performance and forecast revenue more accurately.
You also learn how inbound marketing fuels predictable sales pipelines and how technology supports faster selling and better buying experiences.
Reader reviews frequently highlight the book’s practicality and specificity, noting that it moves beyond motivation to focus on designing systems, incentives, and data loops within sales organizations.
Our Key Takeaways:
- The book presents a structured, metrics-driven approach to hiring, training, managing, and scaling sales teams.
- It is written for entrepreneurs, sales leaders, and operators who want predictable revenue rather than personality-driven results.
- You read it to understand how data, technology, and inbound selling can combine to grow sales from early traction to large-scale operations.
You may also want to check out some of our other bestseller book spotlights.
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