The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

16Conclusion: Where Do We Go from Here?

There are three layers of takeaways from this book.

At the surface layer, I hope this book has presented you with some useful tactics around building a sales team in a scalable, predictable way. I hope that my anecdotes provide a blueprint for how you can effectively hire, train, and manage a high-performing sales team. I hope that you appreciate the power of executing an inbound selling model and empowering your organization with a culture of experimentation. I hope, too, that you understand the competitive advantage that can be unleashed for your business with the proper adoption of sales technology, benefiting both your salespeople and your customers.

Beneath the surface, I hope this book has inspired you to challenge the norm as you scale sales. I prefaced almost every anecdote with a word of caution that the tactics discussed worked in our context, but may not work in yours. Constantly seek out the latest, best practices; study the sales strategies of the most successful companies. However, appreciate how your buyer context is special. Only apply the strategies that are relevant to your team and product. Challenge the norm in the areas in which you are unique. Innovate. Share your learnings. Contribute to the field of sales.

That leads us to the final layer. At its core, I have an aspirational hope and dream that this book contributes to a foundation of new sales philosophies that fundamentally change the sales field. An evolution ...