CTech’s Book Review: Treating sales as a science

Science and Health

Rose Penhasi is the Founder and CEO of Revenue Operations Company ScaleOps. She has joined CTech to share a review of “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” by Mark Roberge.Title: “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”
Author: Mark Roberge
Format: Tablet
Where: Home1 View gallery Rose Penhasi, Founder and CEO of ScaleOps (Photo: Scaleops )The Sales Acceleration Formula by Mark Roberge is THE book for sales leaders at companies of all sizes. As a CEO of a growing RevOps company, I used it as a reference to build our sustainable sales function. Roberge writes from experience, as the SVP of Sales at HubSpot, having grown their revenue from $0 to $90 million and the sales team from one to 450. This book is for people who don’t want the classic sales advice. It’s for people who want to build a scalable sales team that doesn’t rely on a few high-performing stars. How does he do it? By providing a structure that any team can follow. It starts with data, technology and inbound selling. Here’s a glimpse at Roberge’s formula: hire for the right traits, use data to drive every decision, and create a transparent system where every part of the sales process is visible to the whole team. It’s as much about sales operations as it is about sales itself—bringing structure, transparency, and repeatability to how you approach growth. Important themes:Data is key across the whole sales organization. In his book, Roberge advocates for a system where each part of the sales process—hiring, training, engagement—is connected and measurable. This transparency isn’t just a nice to have; it’s what allows sales teams to continuously improve. With a CRM, this data-driven structure helps sales reps and managers see exactly what’s working and where gaps exist. From there, they can turn insights into action. Roberge’s also focuses on Inbound Selling: offering value to your prospects before making your pitch. It’s a mindset shift from ‘sales’ to ‘relationship’ for increased conversion. Nobody enjoys a cold email. We want value, understanding, and relevance. With proper sales processes in place and a CRM to track them, sales reps can keep track of each buyer’s journey and tailor the experience to the prospects’ needs. Related articles:Another core theme is scalability. Roberge’s process isn’t just about making one-off sales; it’s about creating a structure that can grow with the organization. By standardizing hiring practices, training, and performance metrics, he shows how to build a team that can scale without losing quality or consistency. Once you have a winning system, why not replicate that success across teams?What I’ve learned:Transparency and structure are at the heart of a successful sales organization. As someone with over a decade of experience in Revenue and Sales Operations, this was no surprise to me. Still, I appreciated how Roberge emphasizes CRM and data in every stage of the sales process. This wasn’t just about tracking quotas; it’s about understanding what’s happening at every step and where we can improve. CRM plays a central role in this, making sure that everyone—from sales reps to managers—has the same visibility and can make informed decisions. This transparency allows the team to work together, continuously improving the process based on real-time insights.Roberge’s approach to hiring really changed my perspective. Having grown my company from 1 (just me) to 15 employees in 3 years, I am constantly involved in the hiring process. In the beginning, it was difficult to understand what makes an exceptional hire. Roberge suggests not just looking for experience but for traits like curiosity, adaptability, and problem-solving. By focusing on these qualities, you can build a team that doesn’t just succeed individually but fits into a greater system, focused on growth and scale. Lastly, I always like new sales perspectives, and Roberge does not disappoint. He has great insights into Inbound Selling, and specifically customer relationships. By focusing on the buyer’s journey and using CRM to document interactions, the salesperson is not just selling; they’re creating value at every touchpoint. This alignment between CRM, transparency, and customer needs means you’re building trust, which ultimately leads to stronger, longer-lasting client relationships.Critiques:The Sales Acceleration Formula had a heavy focus on large B2B companies. The formula may be less relevant if you’re running a B2C business or a small company. It also focuses heavily on the inbound selling motion – which is highly valuable, but discounts other productive selling methodologies that may work for your company. Who should read this book:I recommend this book to sales managers, founders, and operations leaders in B2B companies, whether in tech, SaaS, or other industries with longer sales cycles. In these companies, data and CRM tools play a big role in sales. As a CEO, building revenue operations funnels for clients, I refer to Roberge while building our sales function, as well as employ his strategies with our clients. [embedded content]

‘Brutal’ Christmas movie with Donald Trump is now streaming – here’s where to watch it

Arts & Culture, Film & TV

Donald Trump’s most-recognised cameo in a beloved Christmas movie franchise is currently available to stream on Disney+. The projected 47th president of the United States has a history in film, famously appearing in Home Alone 2: Lost in New York with Macaulay Culkin. Released in December 1992, the sequel follows Kevin McCallister as he becomes…

Why were kisses actually invented: scientists surprised with the answer

Science and Health

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Scientists stated that the art of kissing did not originate as a romantic gesture.
This was reported by URA-Inform with reference to the Daily Star.
Researchers at the University of Warwick suggest that kissing evolved among our ancient ancestors, apes, around seven million years ago as a way to rid themselves of parasites such as ticks and lice. They used their lips to help clean each other’s fur when they moved from the trees to the ground.
There are many different types of kissing, but they all share a common feature called “lip protrusion and gentle suction,” the researchers say. According to evolutionary psychologist Adriano Lameira, the behaviour was practised between members of a community and was not limited to mothers with children or sexual partners.
Today, chimpanzees use their fingers to remove the parasites and finish the process by picking up any remaining pests with their mouths. Scientists believe the ritual has evolved, retaining only the final part of the grooming procedure, to become an expression of affection and love.

When a grooming monkey finishes grooming by kissing the groomer, it shows parallels to human kissing in a way that no other proposed behavior has yet demonstrated,— the scientists noted.

A study published in the journal Microbiome found that a 10-second kiss can carry up to 80 million bacteria and about 700 different strains. In a study of 21 couples, scientists found that those who kissed nine times a day or more had similar oral bacteria. The presence of such bacteria is considered normal, and experts believe that kissing can support immunity and promote gut health.
It will also be interesting to know that AI has determined the appearance of “typical cheaters”: what they look like (photo).
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Washington state voters reject initiatives that aimed to repeal capital gains tax and climate program

Technology

An election box in Seattle. (GeekWire Photo / Lisa Stiffler)

Washington state voters rejected initiatives that would have axed a capital gains tax and a program to reduce carbon emissions.

More than 63% of residents voted “no” on Initiative 2109, which would have struck down the state’s capital gains tax, with 58% of votes counted, as of 9:17 p.m. PT on Tuesday. The Associated Press called the race at 8:43 p.m.

Nearly 62% voted against Initiative 2117, a measure to eliminate a program requiring the state’s largest polluters to pay for greenhouse gas emission permits, with 58% of votes counted, as of 9:17 p.m. PT on Tuesday. The Associated Press called the race at 8:46 p.m.

The campaign opposing I-2117 built a coalition of 500 organizations that included Washington tech giants Microsoft and Amazon, as well bp America REI, climate tech businesses, labor interests and 17 of the state’s federally-recognized Tribal Nations.

Supporters of the initiative include trade groups such as the Building Industry Association of Washington, Washington Retail Association, Association of General Contractors of Washington, National Federation of Independent Business and others.

I-2109 proponents include many of the same organizations behind the climate initiative, plus the Association of Washington Business.

The state’s capital gains tax, which has raised $1.2 billion over two years, pays for public education, early learning programs and school construction. The Office of Financial Management estimated that if voters had repealed the 7% tax, the state would lose $2.2 billion in revenue over the next five years.

Opponents to the measure include the National Education Association, the Washington Federation of State Employees, SEIU Initiative Fund, the Washington Education Association and others.

Washington’s climate efforts

I-2117 would have scuttled the cap-and-invest carbon market created by the state’s Climate Commitment Act, which was passed by lawmakers three years ago and went into effect in January 2023.

The program has raised billions of dollars that pay for climate efforts including initiatives in communities and tribes hardest hit by the impacts of climate change, state transportation infrastructure projects, and support for job creation and climate tech companies working on decarbonization.

The initiative would have additionally prohibited state leaders from creating similar programs in the future.

Backers of the initiative call the program a hidden gas tax and blame it for the state’s higher-than-average prices at the pump. They said the carbon market is not reducing climate-warming emissions and its impacts are unaffordable for many Washington residents.

Washington’s tax landscape

The capital gains tax was approved by lawmakers three years ago. It applies to profits from the liquidation of stocks and bonds that exceed a certain level, which was $262,000 for the 2023 tax year and adjusts with inflation. This spring, some 3,850 people filed returns associated with their capital gains, though not all would have owed the tax, according to the state Department of Revenue.

Tax opponents said that it harms small businesses and innovation and is detrimental to the region’s tech economy. They point to budget surpluses at the state level in recent years and accuse lawmakers of squandering tax dollars.

Washington is one of 42 states with a capital gains tax. It relies primarily on business and occupation (B&O) taxes, property, sales and other state taxes for most of its revenue. Washington is one of nine states that does not have a state income tax and it also lacks a corporate income tax. A new report from the nonprofit Washington Research Council said that B&O taxes are becoming increasingly burdensome in the state.

Washington’s capital gains tax does not apply to real estate and home sales, retirement and college savings accounts, farms and family-owned small businesses.

Opponents to the tax challenged it in court, arguing that it functioned as an income tax and was therefore banned by state law. The Washington state Supreme Court upheld the tax in a 7-2 decision last year, and the U.S. Supreme Court declined to hear an appeal of the ruling.

Campaign cash

Initiatives 2117 and 2109 were spearhead by Seattle-area hedge fund manager Brian Heywood and the Let’s Go Washington campaign. Heywood sponsored two additional measures as well: I-2066, which aimed to prohibit state and local governments from restricting access to natural gas, and I-2124, which would allow people to opt out of a tax that provides long-term care.

I-2066 had 51.2% of the “yes” vote as of 9:07 p.m. I-2124 had 55.5% against it.

Let’s Go Washington raised $9.5 million for the four ballot measures.

The No on I-2117 campaign brought in $16.4 million, while No on I-2109 raised $4.4 million.

Devara Part 1 OTT release date: Where to watch Jr NTR film in Tamil, Malayalam

Arts & Culture, Film & TV

Devara-Part 1, the recently released 2024 Telugu film starring Junior NTR in the lead role, will be available for streaming in Tamil and Malayalam on Netflix from November 8. The film is written and directed by filmmaker Koratala Siva and stars Janhvi Kapoor as the female lead.
Devara Part 1 OTT release date: Where to watch in Tamil and MalayalamWe had already reported that the post-theatrical streaming rights of the 2024 Telugu film Devara – Part 1, have been bagged by Netflix. The film is soon to make its OTT debut on the streaming platform, but if you would like to stream the film with Tamil and Malayalam audios, it will be available on Netflix from November 8 onwards.Devara- Part 1 is an action drama headlined by Jr NTR. The film also stars Janhvi Kapoor and Saif Ali Khan as the female lead and antagonist respectively, marking their Telugu debuts as well. The film is directed by Koratala Siva.The action drama is produced by Yuvasudha Arts and NTR Arts production banners. Devara- Part 1 features Jr NTR in dual roles and follows the life of a coastal village’s head who locks horns with an equally powerful man who is engaged in smuggling.
More on Devara- Part 1Jr NTR in DevaraDevara – Part 1 is the first instalment in the duology planned by the makers. The film also stars Shruti Marathe, Zarina Wahab, Talluri Rameswari, Prakash Raj, Shine Tom Chacko, Narain, Kalaiyarasan and others.Upon its release, the film opened to mixed to negative reviews. The OTTplay review of the film reads, “On the whole, Devara Part 1 is a stylish action drama that has Jr NTR’s terrific performance. While the visuals and action click, the drama is weak. The build-up for the second half looks half-baked and makes the film just a passable watch. Just lower your expectations, and watch the film with an open mind.”A release date for the second part is yet to be announced.

Azaad: Ajay Devgn drops first-look poster of Aaman Devgn & Rasha Thadani’s film

Arts & Culture, Film & TV

Raveena Tandon’s daughter, Rasha Thadani, is all set to make her Bollywood debut with another debutant and Ajay Devgn’s nephew, Aaman Devgn, with the upcoming film, Azaad. The teaser of the film already received praise from the audience. Now, a new look poster of the film was unveiled today, November 6, featuring Aaman and Rasha.Azaad’s new posterTaking to his Instagram handle, Ajay Devgn shared the poster of Azaad. In the poster, we can see Aaman Devgn and Rasha Thadani holding each other close. “Harr yaadgaar kahaani ki shuruaat ek prem kahaani se hoti hai…. #AzaadTeaser Out Now. Witness the adventure on big screens this January 2025,” read the caption. 
Have a look: Reacting to the poster, one fan wrote, “Awesome look and trailer” Another commented, “Block buster ajay sir” Several fans dropped fire emojis and red hearts as they reacted to the poster. Azaad teaser On November 5, the makers dropped the fascinating teaser of Azaad featuring Ajay Devgn, Aaman Devgn, and Rasha Thadani. The teaser shows Ajay riding a horse and fighting with a sword while Aman also showcases his promising acting skills. On the other hand, Rasha looks impressive in the teaser as she flaunts her royalty with her look.
Meanwhile, Azaad is based on Maharana Pratap’s ‘Wafadar ghoda.’ The epic story is set against the backdrop of the historic battle of Haldighati and shows Maharana Pratap leading an army of eight to nine thousand against a rival force of forty thousand.The caption of the post read, “Harr jung mein, harr bahadur yodha ke saath, ek wafadaar ghoda zaroor raha hai. #Azaad Teaser Out Now. Witness the adventure on big screens this January 2025.”Raveena Tandon’s advice to daughter Rasha Thadani before AzaadIn an interview with News 18, Raveena Tandon shared her advice to daughter Rasha Thadani ahead of her debut with Abhishek Kapoor’s Azaad. She said that she believes that raising children is an adventure that you should start every day. She said that in order for your children to grow stronger and understand their inner strength and talents, sometimes you have to make them fall, get back up and walk again.
“Audience is king, content is king, and today, it’s the audiences that decide whether you’re here to stay or it’s time to pack up. You have to be hard-working, you have to be talented, you have to be sincere with what you’re doing and then that little bit of luck as well,” the actress was quoted as saying.
Meanwhile, Azad is an action-adventure film directed by Abhishek Kapoor. The story revolves around themes of freedom, bravery and resilience. 
Bankrolled by Ronnie Screwvala and Pragya Kapoor, Azaad is co-produced by Abhishek Nayyar and Abhishek Kapoor. Made under the banner of RSVP & Guy In The Sky Pictures, the movie will hit the theatres in January 2025.

6 Years of Sarkar: Know where you can watch Vijay’s controversial political film

Arts & Culture, Film & TV

Sarkar, the 2018 Tamil political action film starring Vijay in the lead role, has completed six years since its release. If you would like to revisit the film, it is available on the SunNXT app and OTTplay Premium.6 Years of SarkarIn 2018, Vijay headlined the political action film Sarkar, helmed by filmmaker AR Murugadoss. The film was released on November 6, 2018, and now has completed six years since its release. You can revisit the film on SunNXT and the OTTplay Premium app. Besides Vijay, the film also stars Keerthy Suresh, Varalaxmi Sarathkumar, Yogi Babu, Tulasi, Radha Ravi, and Pala Karuppiah among others.Sarkar is about an NRI businessman who returns to India only to realize that his vote has already been cast by someone else, as he begins to understand the depths of electoral fraud. He soon contests an election to rectify the system. The film marks Vijay’s 62nd film and third collaboration with AR Murugadoss after Thuppakki and Kaththi.With a screenplay by AR Murugadoss and dialogues by B Jeyamohan, Sarkar is produced by Sun Pictures. The film opened to mixed to positive response. However, the film was also mired in controversy with many claiming that the film referred to late politician and former CM of Tamil Nadu, J Jayalalithaa.
Which is Vijay’s next film?H Vinoth and Vijay at Thalapathy 69 launch event.Vijay, who announced his political entry earlier this year, and also conducted his first party conference recently, will be working with director H Vinothfor Thalapathy 69, for the first time. The film also stars actors Pooja Hegde, Mamitha Baiju, Gautham Menon, Prakash Raj, Bobby Deol, and others. Backed by KVN Productions, the film has music by Anirudh Ravichander. A release date is yet to be mentioned.
Thalapathy 69 is expected to be Vijay‘s final film before he readies himself for the 2026 State Assembly elections. His party is called Tamilaga Vettri Kazhagam.

Time Cut viewers infuriated by ‘ridiculous’ ending to Netflix’s new No 1 film

Arts & Culture, Film & TV

Your support helps us to tell the storyFrom reproductive rights to climate change to Big Tech, The Independent is on the ground when the story is developing. Whether it’s investigating the financials of Elon Musk’s pro-Trump PAC or producing our latest documentary, ‘The A Word’, which shines a light on the American women fighting for reproductive rights, we know how important it is to parse out the facts from the messaging.At such a critical moment in US history, we need reporters on the ground. Your donation allows us to keep sending journalists to speak to both sides of the story.The Independent is trusted by Americans across the entire political spectrum. And unlike many other quality news outlets, we choose not to lock Americans out of our reporting and analysis with paywalls. We believe quality journalism should be available to everyone, paid for by those who can afford it.Your support makes all the difference.CloseRead moreViewers of the new Netflix movie Time Cut have voiced their annoyance with one significant twist.The film, which stars Outer Banks’s Madison Bailey as a teenager who travels back in time to the year 2003, was released on the streaming service last week.Spoilers follow for the ending of Time Cut… you have been warned!In the film, Lucy (Bailey) travels back in time to 2003, a time shortly before her older sister Summer (Antonia Gentry) was murdered by a masked killer.By the end of the film, Lucy has discovered that the killer was in fact an alternate-timeline version of her friend Quinn (Griffin Gluck), who travelled back from the future to carry out a murder spree.She is, however, able to prevent the death of her sister by bringing the murderer back to the future and killing him. At the very ending of the film, it transpires that this change means that Lucy herself was never born, so she travels back to the year 2003 to live her life in the past.Antonia Gentry as Summer, Madison Bailey as Lucy and Griffin Gluck as Quinn in ‘Time Cut’