Episode 6: Mark Roberge

Why are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in.

Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re making!

Mark Roberge is a lecturer at the Harvard School of Business and the Chief Revenue Officer at HubSpot. His bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million covers his approach to building a sales team and increasing revenue.

Episode Highlights:

• Who is the modern salesperson?
• Buyer behavior & empowerment
• Understanding the buyer journey
• Relationship between sales and marketing within persona development
• Becoming a stronger sales rep: Sales Methodology
• “First in Ten” technique
• Writing data-based emails in a personalized way
• Changing the image of the salesperson

Resources:

Check out Mark Roberge’s bestselling book The Sales Acceleration Formula

Tweet him @markroberge or connect with him on Linkedin

Pre-order my new book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline , out on August 19th 2016!