Mark Roberge

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Mark Roberge

Foremost Authority on Revenue Generation, Sales and Marketing Strategy in the Digital Era; Founding CRO, HubSpot; Author, “The Sales Acceleration Formula”; Professor, Harvard Business School; Angel Investor; Boston Consulting Group Consultant; Active Startup Board Member

Biography

The worlds of sales and marketing have been utterly transformed by new technologies and business models – and yet go-to-market strategies have not always kept up. Big Data has enhanced both opportunities and complexities for sellers; the internet has empowered the consumer and changed the role of the salesperson; and the subscription economy now requires sellers to continuously provide customer support where previously they would have not engaged with buyers again. Mark Roberge, a leading authority on modern revenue generation, is an inspirational practitioner with proven success in building a business from the ground up, harnessing the power of all things digital in the process. The former (and founding) chief revenue officer at HubSpot, who is now a full-time professor at Harvard Business School, Roberge helps companies build data-driven, 21st century strategies for sales, marketing, growth and human resources.

The vanguard of a revolution in sales, Roberge argues that by building on the data and technology available, selling – from inbound sales to social selling – can instead be reduced to a few formulas which guarantee predictable and quantifiable sales growth. In his book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” (Wiley, February 2015), Roberge used his own experience at HubSpot – where he helped transform the startup into a unicorn valued at over $5 billion – to outline his unique formula for quantifying and scaling sales. Arguing that the digital age has fundamentally altered the way consumers think and act, Roberge further advises companies on how they too can flip the lens on revenue generation strategies. This also applies to quantifying the effectiveness of salespeople and making compensation and hiring decisions accordingly. As a speaker and consultant, Roberge instigates and inspires strategic change across industries.

Roberge, a senior advisor for Boston Consulting Group, actively advises Fortune 500 on modernizing their sales and marketing departments. An angel investor with a number of startups, Roberge was ranked #19 in Forbes’ Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year at the MIT Sales Conference. He is a graduate of MIT Sloan School of Management, where he received his MBA, and he holds a bachelor’s in mechanical engineering from Lehigh University. A major thought leader in entrepreneurial management and sales, he has been featured in leading publications, including The Wall Street Journal, Forbes, Inc., Boston Globe, TechCrunch and Harvard Business Review.

Mark Roberge is available for paid speaking engagements including keynote addresses, speeches, panels, conference talks, and advisory/consulting services through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

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Roberge, Mark

Biography

The worlds of sales and marketing have been utterly transformed by new technologies and business models – and yet go-to-market strategies have not always kept up. Big Data has enhanced both opportunities and complexities for sellers; the internet has empowered the consumer and changed the role of the salesperson; and the subscription economy now requires sellers to continuously provide customer support where previously they would have not engaged with buyers again. Mark Roberge, a leading authority on modern revenue generation, is an inspirational practitioner with proven success in building a business from the ground up, harnessing the power of all things digital in the process. The former (and founding) chief revenue officer at HubSpot, who is now a full-time professor at Harvard Business School, Roberge helps companies build data-driven, 21st century strategies for sales, marketing, growth and human resources.

The vanguard of a revolution in sales, Roberge argues that by building on the data and technology available, selling – from inbound sales to social selling – can instead be reduced to a few formulas which guarantee predictable and quantifiable sales growth. In his book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” (Wiley, February 2015), Roberge used his own experience at HubSpot – where he helped transform the startup into a unicorn valued at over $5 billion – to outline his unique formula for quantifying and scaling sales. Arguing that the digital age has fundamentally altered the way consumers think and act, Roberge further advises companies on how they too can flip the lens on revenue generation strategies. This also applies to quantifying the effectiveness of salespeople and making compensation and hiring decisions accordingly. As a speaker and consultant, Roberge instigates and inspires strategic change across industries.

Roberge, a senior advisor for Boston Consulting Group, actively advises Fortune 500 on modernizing their sales and marketing departments. An angel investor with a number of startups, Roberge was ranked #19 in Forbes’ Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year at the MIT Sales Conference. He is a graduate of MIT Sloan School of Management, where he received his MBA, and he holds a bachelor’s in mechanical engineering from Lehigh University. A major thought leader in entrepreneurial management and sales, he has been featured in leading publications, including The Wall Street Journal, Forbes, Inc., Boston Globe, TechCrunch and Harvard Business Review.

Mark Roberge is available for paid speaking engagements including keynote addresses, speeches, panels, conference talks, and advisory/consulting services through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

Speech Topics

The Data-Driven Way to Hire, Train and Manage Talent

Companies have access to exponentially greater amounts of data than ever before – and yet they are not sufficiently making use of it. Seeing the opportunity for companies to harness this data, Roberge developed a data-driven approach to hiring, training and managing talent for HR executives and functional leaders. Using this approach, Roberge hired more than 500 employees, scaling HubSpot from a startup out of MIT to a publicly traded company. In this presentation, Roberge illustrates the detailed tactics he used in sourcing, hiring, training and onboarding talent, as well as the linkages between these talent management stages. He also explains how these concepts are applicable to roles beyond sales, including engineering, marketing and customer service.

Winning the New Frontier of Sales: How to Master “Social Selling”

What causes customer churn in Software-As-A-Service models? You might think it’s the product or the customer service team, but have you looked at your sales team, and the type of customers they are choosing to bring on? Learn how you can incentivize your sales team to grow a healthy, successful subscriber base by putting the tools for their success, your success, and customer success in their hands. Learn how to adjust compensation, organize your teams, and establish a customer success framework.

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Recommendations

Praise for “The Sales Acceleration Formula”

“A new breed of disciplined, data-driven leaders are re-shaping the field of sales. The Sales Acceleration Formula explains why.”

—Tony Robbins

“A lot of factors go into building a great sales force, but those factors don’t have to be a mystery. Roberge breaks down the moving parts of a sales force–recruitment, hiring, training, compensation, and performance evaluation–and describes the metrics and methods he has applied to these components to make his company a success. If you want to engineer sales success, this book, written by an engineer-turned-sales-leader, is for you.”

—Daniel H. Pink, author of To Sell is Human and Drive

The Sales Acceleration Formula provides the most powerful, practical approach yet to the total marketing and selling process from lead generation to close. It helps senior sales and marketing executives understand how to work in concert to satisfy customers, quickly close sales, and grow revenue exponentially.”

—Ben Shapiro, Malcolm P. McNair Professor of Marketing, Emeritus, Harvard Business School

“In The Sales Acceleration Formula, Roberge provides a prescriptive blueprint for scaling a modern sales team. It should be on every sales leader’s reading list.”

—Kevin Egan, VP of Sales, Dropbox

“Mark has been at the forefront in figuring out the new sales methodologies around inside sales, leveraging metrics for insights, and web technologies for increased rep productivity. I’d highly recommend this book to anyone running a sales organization.”

—David Skok, General Partner, Matrix Partners

“Predictable scale is on every CEO and sales executives’ mind. However, it is rarely achieved. Roberge provides a great tactical approach toward reaching this goal.”

—Brian Schmidt, Global VP of Sales, TripAdvisor

“Early in my career, I worked as a sales representative at a Wall Street economic consultancy. Back then the salesperson had the information and therefore the power in the relationship. Now, because of the wealth of content on the web, traditional selling doesn’t work so well. In this important book, Mark shares his radically successful formulas for how sales needs to change in order to be successful in our new buyer-driven world.”

—David Meerman Scott, bestselling author of 10 books including The New Rules of Sales and Service

“It’s time to rev up the revenue engines! The Sales Acceleration Formula transforms the mystique of selling into a scalable methodology that savvy leaders can implement.”

—Jill Konrath, author of Selling to Big Companies and Agile Selling

“Mark Roberge and Hubspot are one of the few places I go myself to study up on what’s new and working in sales, as a legend in the making.”

—Aaron Ross, author of Predictable Revenue

“An engineering mindset arms the modern sales leader with an unfair advantage. The Sales Acceleration Formula explains why.”

—John McGeachie, VP of Sales, Evernote

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