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SalesNewz
What Does the New Sales Leader Look Like?

By John Jantsch

April 3, 2015

The current sales leader for inbound marketing giant Hubspot was a self-proclaimed geek at MIT with no sales experience who found that by using data he could grow the organization.

Does this suggest that the quota carrying experience of the current sales leader is no longer a valid marker of sales success? Perhaps it does.

My guest for this week's episode of the Duct Tape Marketing Podcast is Mark Roberge, Hubspot's Chief Revenue Officer and author of The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.

Marketing Podcast with Mark Roberge

Podcast: Play in new window | Download

The use of data and process in sales has grown substantially over the past decade and may indeed signal the need for a new kind of leader in the sales department.

Roberge points to a change in buyer behavior driving the need for change in selling behavior and clearly suggests that these types of changes tend to be more permanent than some change created by a new selling [...]

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