#SLT009 | Mark Roberge |Engineering sales processes in your company's unique context

Sales leaders tend to take practices and tactics that worked in their previous jobs and implement them in a new environment. But a new sales environment and a new buyer require a unique approach to the sales process. Mark Roberge is sharing his experience on growing Hubspot team from 1 to 450 employees and increasing revenue by 6000% using his methodology. Our guest describes how to apply the sales acceleration methodology to your unique business environment.

Key points you will learn in this episode

  • How to scale hiring process in sales departments. 
  • Why hiring the right candidates should be a priority of sales leaders.
  • Can hiring be outsourced to external agencies. 
  • What are the traits of great sales candidates. 
  • What is the most powerful tool of sales reps who close deals as crazy.
  • Why there is no uniform sales accelaration formula for every organizaiton.

Transcript


Margo: 00:01 Welcome to Sales Leaders Talks brought to you by Callpage. This podcast is for sales and marketing leaders who want to lead their people to success, do more, better and faster each day. Our guests are experienced sales and marketing experts who share their secrets and strategies on everything from team coaching and leadership to marketing and sales tech solutions. Before we move forward, ask yourself this question, "Do you want to excel as a leader and help your company grow?" If your answer is yes, let's get started.

Show notes

Podcast moments that will matter to you:

03:00
How it felt to be first on board of Hubspot
04:11
How to create sales processes from scratch.
06:42
How engineering  background can help in sales.
08:14
What motivates customers to purchase again.
7:36   
How to develop the framework to measure sales efficiency. 
09:34
Why A+ hiring should be a top priority.
11:17
Five important traits of sales rockstars. 
13:57
The doctor-type sales process.
18:01
A more effective approach to measuring success in sales.
21:12
Setting the right expectations as  a determinant for sales success.
23:01
Selling to decission-makers vs. selling to end users.
30:50
The biggest mistake sales leaders make moving to new organizations.

Additional resources

Hubspot – a marketing automation software
Sales Acceleration Formula - a bestselling book by Mark Roberge

FREE WEBINAR: How to accelerate your sales? + Ask Me Anything Session

Mark Roberge
  
27.02.2019
Save your spot!