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Mark N. Roberge

Mark N. Roberge

Senior Lecturer of Business Administration

Senior Lecturer of Business Administration

 


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Mark Roberge is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School.  He teaches Entrepreneurial Sales and Marketing in the second-year MBA program in the Fall term and The Entrepreneurial Manager and Startup Bootcamp in the first-year MBA program in the Spring and Winter terms. 

Prior to HBS, Mark served as SVP of Global Sales and Services at HubSpot (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference.  Mark is active with a number of startups as a board of director’s member, advisory board member, and investor.

Mark received his MBA from the MIT Sloan School of Management and a B.A. in Mechanical Engineering from Lehigh University.  He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.


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Entrepreneurial Management
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Mark N. Roberge
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Entrepreneurial Management
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(617) 496-9362
Send Email
Featured Work Publications
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

  • Hire the same successful salesperson every time — The Sales Hiring Formula
  • Train every salesperson in the same manner — The Sales Training Formula
  • Hold salespeople accountable to the same sales process — The Sales Management Formula
  • Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
  • Leverage technology to enable better buying for customers and faster selling for salespeople

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

A formula does exist.

Mark Roberge is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School.  He teaches Entrepreneurial Sales and Marketing in the second-year MBA program in the Fall term and The Entrepreneurial Manager and Startup Bootcamp in the first-year MBA program in the Spring and Winter terms. 

Prior to HBS, Mark served as SVP of Global Sales and Services at HubSpot (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference.  Mark is active with a number of startups as a board of director’s member, advisory board member, and investor.

Mark received his MBA from the MIT Sloan School of Management and a B.A. in Mechanical Engineering from Lehigh University.  He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.


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

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

  • Hire the same successful salesperson every time — The Sales Hiring Formula
  • Train every salesperson in the same manner — The Sales Training Formula
  • Hold salespeople accountable to the same sales process — The Sales Management Formula
  • Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
  • Leverage technology to enable better buying for customers and faster selling for salespeople

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

A formula does exist.

Published
  • Roberge, Mark. "Drift: The First Sales Hire." Harvard Business School Case 820-103, February 2020. View Details
  • Roberge, Mark, Gamze Yucaoglu, and Samer Al-Rachedy. "Yatooq: Longing for Arabic Coffee." Harvard Business School Case 819-075, November 2018. View Details
  • Roberge, Mark N., and Natalie Bartlett. "Bow & Drape." Harvard Business School Spreadsheet Supplement 819-702, September 2018. View Details
  • Roberge, Mark N., and Natalie Bartlett. "Bow & Drape." Harvard Business School Case 819-048, August 2018. View Details
  • Roberge, Mark. "Troubadour Goods." Harvard Business School Spreadsheet Supplement 818-701, November 2017. View Details
  • Roberge, Mark, and Monica Baraldi. "Troubadour Goods." Harvard Business School Case 818-064, October 2017. (Revised November 2017.) View Details
  • Roberge, Mark, and Michael Roberts. "VTS." Harvard Business School Case 818-048, August 2017. (Revised November 2017.) View Details
  • Kerr, William R., Mark Roberge, and Paul A. Gompers. "The Entrepreneurial Manager, Module I: Defining and Developing the Business Model." Harvard Business School Module Note 817-108, February 2017. (Revised December 2018.) View Details
  • Roberge, Mark N. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Spreadsheet Supplement 817-704, September 2016. View Details
  • Roberge, Mark. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Case 817-041, September 2016. (Revised February 2017.) View Details
  • Roberge, Mark, and Frank Cespedes. "Entrepreneurial Sales and Marketing Vignettes." Harvard Business School Case 817-010, July 2016. (Revised October 2016.) View Details
  • Roberge, Mark N., and Thomas R. Eisenmann. "eSig: Growth Analysis." Harvard Business School Spreadsheet Supplement 817-701, November 2019. (Revised November 2019.) View Details
  • Roberge, Mark, and Tom Eisenmann. "eSig: Growth Analysis." Harvard Business School Case 817-009, August 2016. (Revised November 2019.) View Details
  • Roberge, Mark N. "InsightSquared: Developing the Sales and Marketing Plan Courseware." Harvard Business School Spreadsheet Supplement 816-703, February 2016. (Revised April 2019.) View Details
  • Roberge, Mark, Tom Eisenmann, and Frank Cespedes. "InsightSquared: Developing the Sales and Marketing Plan." Harvard Business School Case 816-074, February 2016. (Revised August 2020.) View Details
Additional Information
  • HBS Digital Initiative
  • @markroberge on Twitter
  • Mark Roberge - LinkedIn
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Additional Information
HBS Digital Initiative
@markroberge on Twitter
Mark Roberge - LinkedIn

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