I got some unsettling feedback a few weeks ago. I was told I was a “Brainiac”. I want to help you avoid the same fate.
At first, I thought it was a compliment. It sounded rather flattering. OK I think I would like to be know as that. But then the next part of the feedback came. “And the client said he had no idea what you were talking about.” Uh oh!
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I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described.
I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.
The part of Mark’s book I like the most is about hiring salespeople. If you’re going to take advice on hiring salespeople, Mark seems like a great guy to trust in my opinion. He hired hundreds of salespeople over his time at Hubspot, while building their sales and services area from 1 employee (him) to 450 employees.
The first point Mark makes in this section of the book is a killer: “World-class sales hiring is the most important driver of sales success”. He goes on to say, “Even if I was world-class at sales training, managing, coaching, and forecasting, it would not be enough to offset a team of mediocre salespeople.”
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