Creating Your Company’s Unique Sales Acceleration Formula

Mark Roberge, former Chief Revenue Officer of HubSpot

Key Learnings:

· Building a SaaS sales strategy is multi-step process, and you can’t skip any steps: Roberge emphasizes that there are three phases to building a sales strategy: a) customer success; b) unit economics; and c) growth. Each phase is distinct. In the customer success phase, Roberge emphasizes customer happiness and delight. The customer should be demanding the product, and the startup should have a sales playbook that enables it to repeatedly identify ways to delight the customer. In the unit economics phase, the startup establishes whether the business model works, in particular that the product can be sold profitably.

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