The Science of Scaling https://www.hubspot.com/podcastnetwork?hubs_post=blog.hubspot.com%2F&hubs_post-cta=null&_ga=2.137319926.735863617.1675966337-1473551662.1664480619&_gl=1*plfdhm*_ga*MTQ3MzU1MTY2Mi4xNjY0NDgwNjE5*_ga_LXTM6CQ0XK*MTY3NTk2NjMzNS4zMS4xLjE2NzU5NjY0MzUuMC4wLjA. en Hubspot 2024 Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales. https://megaphone.imgix.net/podcasts/d926fefc-e9df-11ed-85a3-330c59c5a1ee/image/cafe5a63251c01d6a4a594efa72c14f4.png?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress The Science of Scaling https://www.hubspot.com/podcastnetwork?hubs_post=blog.hubspot.com%2F&hubs_post-cta=null&_ga=2.137319926.735863617.1675966337-1473551662.1664480619&_gl=1*plfdhm*_ga*MTQ3MzU1MTY2Mi4xNjY0NDgwNjE5*_ga_LXTM6CQ0XK*MTY3NTk2NjMzNS4zMS4xLjE2NzU5NjY0MzUuMC4wLjA. no episodic HubSpot Media Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales. Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.

]]> Hubspot podcasts@hubspot.com Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Every founder needs to sell. If you're not comfortable selling, then get comfortable. I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong. Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team. Use referral code: SOS to request your spot at this year's  ⁠⁠HubSpot AiSummit 2025⁠⁠ in San Francisco on June 11. The Science of Scaling is a HubSpot Media podcast in partnership with Hubspot for Startups// ⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠⁠⁠⁠⁠ // Produced by Matthew Brown Wed, 11 Jun 2025 04:30:00 -0000 full 3 16 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Every founder needs to sell. If you're not comfortable selling, then get comfortable. I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong. Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team. Use referral code: SOS to request your spot at this year's  ⁠⁠HubSpot AiSummit 2025⁠⁠ in San Francisco on June 11. The Science of Scaling is a HubSpot Media podcast in partnership with Hubspot for Startups// ⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠⁠⁠⁠⁠ // Produced by Matthew Brown Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


Every founder needs to sell. If you're not comfortable selling, then get comfortable.


I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong.


Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team.


Use referral code: SOS to request your spot at this year's  ⁠⁠HubSpot AiSummit 2025⁠⁠ in San Francisco on June 11.


The Science of Scaling is a HubSpot Media podcast in partnership with Hubspot for Startups// ⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠⁠⁠⁠⁠ // Produced by Matthew Brown

]]> 2254 no Rule of 40 vs Grow At All Costs w/ Mark Wayland (CRO, Box) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠ When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount. Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great success for the founders, the executives, and the investors. Mark Wayland (CRO, Box) talk about how only a few months into his grow at all costs company he found himself with an activist investor and a pivot to Rule of 40. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 04 Jun 2025 04:30:00 -0000 full 3 15 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠ When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount. Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great success for the founders, the executives, and the investors. Mark Wayland (CRO, Box) talk about how only a few months into his grow at all costs company he found himself with an activist investor and a pivot to Rule of 40. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠


When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount.

Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great success for the founders, the executives, and the investors.

Mark Wayland (CRO, Box) talk about how only a few months into his grow at all costs company he found himself with an activist investor and a pivot to Rule of 40.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2370 no How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes. Now, you need to pivot the model, pivot the playbook, and pivot the team. Today I'm joined by Carina Brockl, (fmr. CRO, Aurora Solar) who faced these challenging shifts and tells us how she navigated them. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 28 May 2025 04:30:00 -0000 full 3 14 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes. Now, you need to pivot the model, pivot the playbook, and pivot the team. Today I'm joined by Carina Brockl, (fmr. CRO, Aurora Solar) who faced these challenging shifts and tells us how she navigated them. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes.

Now, you need to pivot the model, pivot the playbook, and pivot the team.

Today I'm joined by Carina Brockl, (fmr. CRO, Aurora Solar) who faced these challenging shifts and tells us how she navigated them.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2279 no GTM in the AI Era w/ Andy Shorkey (CRO, Writer) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠https://clickhubspot.com/scienceofscaling There's tremendous conviction that AI is eating the software ecosystem. Well, today we speak with Andy Shorkey (CRO, Writer). Not only is he navigating all the complexities of bringing native AI products to market, he's also reinventing the way that go-to market is done internally in a far more efficient way in the post AI world. LINKS Exclusive ICP Expansion Guide: https://clickhubspot.com/ahk The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 21 May 2025 04:30:00 -0000 full 3 13 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠https://clickhubspot.com/scienceofscaling There's tremendous conviction that AI is eating the software ecosystem. Well, today we speak with Andy Shorkey (CRO, Writer). Not only is he navigating all the complexities of bringing native AI products to market, he's also reinventing the way that go-to market is done internally in a far more efficient way in the post AI world. LINKS Exclusive ICP Expansion Guide: https://clickhubspot.com/ahk The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠https://clickhubspot.com/scienceofscaling


There's tremendous conviction that AI is eating the software ecosystem.

Well, today we speak with Andy Shorkey (CRO, Writer).

Not only is he navigating all the complexities of bringing native AI products to market, he's also reinventing the way that go-to market is done internally in a far more efficient way in the post AI world.


LINKS

Exclusive ICP Expansion Guide: https://clickhubspot.com/ahk


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2212 no How to Cold Call When 90% Hang Up (Roleplay) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Send me your cold calls! Email us at TheScienceofScaling@gmail.com. I'll help you set more meetings &. we'll use your call in an upcoming video. So Producer Matthew fails at cold calling. But he learns the framework that actually works. *Stop freezing up on sales calls, get a script!* 🔗 https://clickhubspot.com/29868f I roped in Producer Matthew to actually try selling me a pizza. It was terrifying. But even if you're good at this, you get hung up on 90% of the time. I break down what makes effective cold calls work - from the opening line that gets you past those crucial first seconds, to handling objections without needing people to like you (apparently my people-pleasing instincts are a sales career killer). You'll learn Sam Nelson's proven framework that even Harvard Business School students use, why sounding like a "nervous 14-year-old" is actually better than sounding polished, and how to stay in the objection "flywheel" until you get that meeting. If you're still reading this, go ahead and drop a cold calling story in the comments. I'll be waiting!! Follow us on YouTube at The Science of Scaling: 🔗 www.youtube.com/@ScienceofScaling Wed, 14 May 2025 04:30:00 -0000 full 3 12 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Send me your cold calls! Email us at TheScienceofScaling@gmail.com. I'll help you set more meetings &. we'll use your call in an upcoming video. So Producer Matthew fails at cold calling. But he learns the framework that actually works. *Stop freezing up on sales calls, get a script!* 🔗 https://clickhubspot.com/29868f I roped in Producer Matthew to actually try selling me a pizza. It was terrifying. But even if you're good at this, you get hung up on 90% of the time. I break down what makes effective cold calls work - from the opening line that gets you past those crucial first seconds, to handling objections without needing people to like you (apparently my people-pleasing instincts are a sales career killer). You'll learn Sam Nelson's proven framework that even Harvard Business School students use, why sounding like a "nervous 14-year-old" is actually better than sounding polished, and how to stay in the objection "flywheel" until you get that meeting. If you're still reading this, go ahead and drop a cold calling story in the comments. I'll be waiting!! Follow us on YouTube at The Science of Scaling: 🔗 www.youtube.com/@ScienceofScaling Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


Send me your cold calls! Email us at TheScienceofScaling@gmail.com.

I'll help you set more meetings &. we'll use your call in an upcoming video.


So Producer Matthew fails at cold calling. But he learns the framework that actually works.

*Stop freezing up on sales calls, get a script!* 🔗 https://clickhubspot.com/29868f

I roped in Producer Matthew to actually try selling me a pizza. It was terrifying. But even if you're good at this, you get hung up on 90% of the time.

I break down what makes effective cold calls work - from the opening line that gets you past those crucial first seconds, to handling objections without needing people to like you (apparently my people-pleasing instincts are a sales career killer). You'll learn Sam Nelson's proven framework that even Harvard Business School students use, why sounding like a "nervous 14-year-old" is actually better than sounding polished, and how to stay in the objection "flywheel" until you get that meeting. If you're still reading this, go ahead and drop a cold calling story in the comments. I'll be waiting!! Follow us on YouTube at The Science of Scaling: 🔗 www.youtube.com/@ScienceofScaling

]]> 1337 no The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Perplexity is attempting something no one thought possible: Challenging Google for search dominance.  Dmitri Shevelenko was advising five different orgs, before fully signing on to Perplexity. What energy and pull he found from this vision? And he unpacks how Perplexity successfully transitioned from founder selling to professional sales. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 07 May 2025 04:30:00 -0000 full 3 11 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Perplexity is attempting something no one thought possible: Challenging Google for search dominance.  Dmitri Shevelenko was advising five different orgs, before fully signing on to Perplexity. What energy and pull he found from this vision? And he unpacks how Perplexity successfully transitioned from founder selling to professional sales. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


Perplexity is attempting something no one thought possible: Challenging Google for search dominance.

 Dmitri Shevelenko was advising five different orgs, before fully signing on to Perplexity. What energy and pull he found from this vision?

And he unpacks how Perplexity successfully transitioned from founder selling to professional sales.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2339 no The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Imagine passing $5 million with three customers. That is whale hunting. Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path. Today, Ed Calnan (Co-Founder and Fmr. CRO, Seismic) walks us through how to get big account's attention, get through procurement, get through security, all solve for all the things that kill the startups that try this path. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 30 Apr 2025 04:30:00 -0000 full 3 10 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Imagine passing $5 million with three customers. That is whale hunting. Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path. Today, Ed Calnan (Co-Founder and Fmr. CRO, Seismic) walks us through how to get big account's attention, get through procurement, get through security, all solve for all the things that kill the startups that try this path. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


Imagine passing $5 million with three customers. That is whale hunting.

Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path.

Today, Ed Calnan (Co-Founder and Fmr. CRO, Seismic) walks us through how to get big account's attention, get through procurement, get through security, all solve for all the things that kill the startups that try this path.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2310 yes The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling   Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing. They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not. Today Dan Sperring (Founder, AlignICP) explores how product success is often determined by specific use cases rather than customer demographics, and challenges the common startup approach of targeting broad markets too early. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 23 Apr 2025 04:30:00 -0000 full 3 9 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling   Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing. They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not. Today Dan Sperring (Founder, AlignICP) explores how product success is often determined by specific use cases rather than customer demographics, and challenges the common startup approach of targeting broad markets too early. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling

 

Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing.

They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not.

Today Dan Sperring (Founder, AlignICP) explores how product success is often determined by specific use cases rather than customer demographics, and challenges the common startup approach of targeting broad markets too early.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 1930 no How to Close Your First Million Dollar Deal Grab our guide to transform your sales approach: ⁠https://clickhubspot.com/zrjp The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal. I'll walk you through how to navigate complex Decision Making Units, adapt your entire sales playbook for enterprise deals, and implement advanced qualification frameworks that go way beyond the basics. I'll also reveal what the best enterprise sellers consistently tell me is their number one reason for winning deals. Whether you're trying to move upmarket or sharpen your enterprise sales approach, these frameworks will help you transform your business. Happy scaling, everyone! Check out The Science of Scaling YouTube channel: www.youtube.com/@ScienceofScaling Wed, 16 Apr 2025 04:30:00 -0000 full 3 8 HubSpot Media Grab our guide to transform your sales approach: ⁠https://clickhubspot.com/zrjp The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal. I'll walk you through how to navigate complex Decision Making Units, adapt your entire sales playbook for enterprise deals, and implement advanced qualification frameworks that go way beyond the basics. I'll also reveal what the best enterprise sellers consistently tell me is their number one reason for winning deals. Whether you're trying to move upmarket or sharpen your enterprise sales approach, these frameworks will help you transform your business. Happy scaling, everyone! Check out The Science of Scaling YouTube channel: www.youtube.com/@ScienceofScaling Grab our guide to transform your sales approach: ⁠https://clickhubspot.com/zrjp


The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal.


I'll walk you through how to navigate complex Decision Making Units, adapt your entire sales playbook for enterprise deals, and implement advanced qualification frameworks that go way beyond the basics.


I'll also reveal what the best enterprise sellers consistently tell me is their number one reason for winning deals.


Whether you're trying to move upmarket or sharpen your enterprise sales approach, these frameworks will help you transform your business. Happy scaling, everyone!


Check out The Science of Scaling YouTube channel: www.youtube.com/@ScienceofScaling

]]> 1483 no Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling  What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call? You'd think I'm crazy. Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions. He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 09 Apr 2025 04:30:00 -0000 full 3 7 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling  What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call? You'd think I'm crazy. Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions. He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling 


What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call?


You'd think I'm crazy.


Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions.


He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 1920 no Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team. When Greg left the company, Zoom was valued at $140 billion. He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 02 Apr 2025 04:30:00 -0000 full 3 6 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team. When Greg left the company, Zoom was valued at $140 billion. He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team.


When Greg left the company, Zoom was valued at $140 billion.


He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2230 no Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want." Yeah, , we all want that, but the question is how do you get there? So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 26 Mar 2025 04:30:00 -0000 full 3 5 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want." Yeah, , we all want that, but the question is how do you get there? So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want."


Yeah, , we all want that, but the question is how do you get there?


So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2096 Sales is Not Magic, It's Math w/ Loren Padelford (Founding CRO, Shopify) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling Index on impact, not work. Care about the impact people have, not the work they're doing. It's something too many sales leaders forget. Loren Padelford, who transformed Shopify Plus from zero to $1 billion in revenue in just seven years, is proudly a non-traditional sales leader. He positioned Shopify Plus as "anti-enterprise," instead looking beyond the current Fortune 500; saying "we want to build the next one." Loren also reflects on the personal toll that constant grind culture had on his personal life and relationships. Something I encourage every sales leader to hear and reflect on themselves. The Science of Scaling is brought to you by HubSpot Media in partnership with Hubspot For Startups // ⁠⁠Learn more about HubSpot for Startups⁠⁠ // Produced by Matthew Brown Wed, 19 Mar 2025 04:29:00 -0000 full 3 4 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling Index on impact, not work. Care about the impact people have, not the work they're doing. It's something too many sales leaders forget. Loren Padelford, who transformed Shopify Plus from zero to $1 billion in revenue in just seven years, is proudly a non-traditional sales leader. He positioned Shopify Plus as "anti-enterprise," instead looking beyond the current Fortune 500; saying "we want to build the next one." Loren also reflects on the personal toll that constant grind culture had on his personal life and relationships. Something I encourage every sales leader to hear and reflect on themselves. The Science of Scaling is brought to you by HubSpot Media in partnership with Hubspot For Startups // ⁠⁠Learn more about HubSpot for Startups⁠⁠ // Produced by Matthew Brown Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling


Index on impact, not work. Care about the impact people have, not the work they're doing. It's something too many sales leaders forget.


Loren Padelford, who transformed Shopify Plus from zero to $1 billion in revenue in just seven years, is proudly a non-traditional sales leader. He positioned Shopify Plus as "anti-enterprise," instead looking beyond the current Fortune 500; saying "we want to build the next one."


Loren also reflects on the personal toll that constant grind culture had on his personal life and relationships. Something I encourage every sales leader to hear and reflect on themselves.


The Science of Scaling is brought to you by HubSpot Media in partnership with Hubspot For Startups // ⁠⁠Learn more about HubSpot for Startups⁠⁠ // Produced by Matthew Brown

]]> 2237 no How to Hire Sales Reps for AI Products w/ Lauren Nemeth (Fmr COO, Pinecone) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You're a CRO at a $4B company with 2,000 sellers. You've made it. Then comes an unexpected call: Want to lead sales at a 40-person team doing $25M? Most would laugh. Not Lauren Nemeth. As Twilio's sales leader, she saw something bigger in Pinecone - a chance to shape how AI transforms enterprise selling. From hiring algorithms to handling objections, she recognized that AI wouldn't just change tech sales - it would rewrite the entire playbook. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 12 Mar 2025 04:30:00 -0000 full 3 3 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You're a CRO at a $4B company with 2,000 sellers. You've made it. Then comes an unexpected call: Want to lead sales at a 40-person team doing $25M? Most would laugh. Not Lauren Nemeth. As Twilio's sales leader, she saw something bigger in Pinecone - a chance to shape how AI transforms enterprise selling. From hiring algorithms to handling objections, she recognized that AI wouldn't just change tech sales - it would rewrite the entire playbook. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


You're a CRO at a $4B company with 2,000 sellers. You've made it. Then comes an unexpected call: Want to lead sales at a 40-person team doing $25M? Most would laugh.


Not Lauren Nemeth. As Twilio's sales leader, she saw something bigger in Pinecone - a chance to shape how AI transforms enterprise selling. From hiring algorithms to handling objections, she recognized that AI wouldn't just change tech sales - it would rewrite the entire playbook.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2165 no AI Is Reshaping The Way We Prospect w/ Henry Schuck (Founder & CEO, ZoomInfo) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling "I have an amazing idea for a startup." That goes through the mind of every entrepreneur. Step #1: Raise venture capital to fund it. Wrong. People are always shocked to hear that more wealth is created in non venture-backed startups than in venture-backed ones. But it's the VC backed ones that make the front page of TechCrunch. Today we're unpacking the blueprint to bootstrap an amazing company with Henry Shuck of ZoomInfo. And since Henry knows arguably the most in the world in the field of prospecting, we get into how AI will reshape it. Will it all be done by agents? Will humans have any role? The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Wed, 05 Mar 2025 05:30:00 -0000 full 3 2 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling "I have an amazing idea for a startup." That goes through the mind of every entrepreneur. Step #1: Raise venture capital to fund it. Wrong. People are always shocked to hear that more wealth is created in non venture-backed startups than in venture-backed ones. But it's the VC backed ones that make the front page of TechCrunch. Today we're unpacking the blueprint to bootstrap an amazing company with Henry Shuck of ZoomInfo. And since Henry knows arguably the most in the world in the field of prospecting, we get into how AI will reshape it. Will it all be done by agents? Will humans have any role? The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling


"I have an amazing idea for a startup." That goes through the mind of every entrepreneur. Step #1: Raise venture capital to fund it.


Wrong.


People are always shocked to hear that more wealth is created in non venture-backed startups than in venture-backed ones. But it's the VC backed ones that make the front page of TechCrunch.


Today we're unpacking the blueprint to bootstrap an amazing company with Henry Shuck of ZoomInfo. And since Henry knows arguably the most in the world in the field of prospecting, we get into how AI will reshape it. Will it all be done by agents? Will humans have any role?


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with ⁠HubSpot For Startups⁠ // Produced by Matthew Brown.

]]> 2393 no How to Build Your MVP & Sales Playbook At The Same Time w/ Mike Gamson (Founding CRO, LinkedIn) Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling There's a connection few founders make — customer interview best practices & deciding what product to build are almost exactly the same as building your sales playbook. Those best practices should influence your zero to one minimal viable product design. And during that stage, not only are you figuring out your MVP, you're actually building your sales process. There are so many companies where you look back at the foundational times, and they followed this process. Today we will unpack one of 'em with Mike Gamson from a little company you've all heard of, called LinkedIn. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 26 Feb 2025 05:30:00 -0000 full 3 1 HubSpot Media Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling There's a connection few founders make — customer interview best practices & deciding what product to build are almost exactly the same as building your sales playbook. Those best practices should influence your zero to one minimal viable product design. And during that stage, not only are you figuring out your MVP, you're actually building your sales process. There are so many companies where you look back at the foundational times, and they followed this process. Today we will unpack one of 'em with Mike Gamson from a little company you've all heard of, called LinkedIn. The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with HubSpot For Startups // Produced by Matthew Brown. Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling


There's a connection few founders make — customer interview best practices & deciding what product to build are almost exactly the same as building your sales playbook.


Those best practices should influence your zero to one minimal viable product design.

And during that stage, not only are you figuring out your MVP, you're actually building your sales process.


There are so many companies where you look back at the foundational times, and they followed this process. Today we will unpack one of 'em with Mike Gamson from a little company you've all heard of, called LinkedIn.


The Science of Scaling is a HubSpot Original Podcast // Brought to you by HubSpot Media in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2250 no Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist) New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist). We pack more knowledge inside 25 minutes than most sales leaders get in a month -- including performance diagnostics, addressing stakeholder interests, pricing models, and attuning sales rep mindsets. We always love to hear from you so reach out to us at podcasts@hubspot.com or send me a note on LinkedIn. Tue, 17 Dec 2024 15:26:00 -0000 bonus 2 18 HubSpot Media New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist). We pack more knowledge inside 25 minutes than most sales leaders get in a month -- including performance diagnostics, addressing stakeholder interests, pricing models, and attuning sales rep mindsets. We always love to hear from you so reach out to us at podcasts@hubspot.com or send me a note on LinkedIn. New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist).


We pack more knowledge inside 25 minutes than most sales leaders get in a month -- including performance diagnostics, addressing stakeholder interests, pricing models, and attuning sales rep mindsets.


We always love to hear from you so reach out to us at podcasts@hubspot.com or send me a note on LinkedIn.

]]> 1713 no Q&A | How Do You Solve for a Siloed Marketing and Sales? Are marketers just doing a bunch of arts & crafts? Are salespeople spoiled brats? I don't want to offend anyone, but I think most folks would chuckle at this: Sales and marketing leaders don't naturally get along. So what's the solve for a siloed marketing and sales? Let's talk through some key steps towards holding everyone accountable to meeting our revenue goals: Team communication responsibilities Identify how much pipeline and revenue comes from Marketing Defining a Marketing Qualified Lead (MQL) Sales has tof ollow up quickly with a high degree of personalization Establish an Service Level Agreement (SLA) Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch Thu, 29 Aug 2024 04:30:00 -0000 bonus 2 17 HubSpot Media Are marketers just doing a bunch of arts & crafts? Are salespeople spoiled brats? I don't want to offend anyone, but I think most folks would chuckle at this: Sales and marketing leaders don't naturally get along. So what's the solve for a siloed marketing and sales? Let's talk through some key steps towards holding everyone accountable to meeting our revenue goals: Team communication responsibilities Identify how much pipeline and revenue comes from Marketing Defining a Marketing Qualified Lead (MQL) Sales has tof ollow up quickly with a high degree of personalization Establish an Service Level Agreement (SLA) Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch Are marketers just doing a bunch of arts & crafts? Are salespeople spoiled brats? I don't want to offend anyone, but I think most folks would chuckle at this: Sales and marketing leaders don't naturally get along.


So what's the solve for a siloed marketing and sales?


Let's talk through some key steps towards holding everyone accountable to meeting our revenue goals:


  1. Team communication responsibilities
  2. Identify how much pipeline and revenue comes from Marketing
  3. Defining a Marketing Qualified Lead (MQL)
  4. Sales has tof ollow up quickly with a high degree of personalization
  5. Establish an Service Level Agreement (SLA)


Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

]]> 775 no Q&A | What Is Mark Reading, Watching, and Listening To? You wanted to know about me?! I'm flattered, humbled, and happy to share what's been inspiring me lately. Everything from my favorite comedians to my thoughts on the Innovator's Dilemma. I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch Thu, 22 Aug 2024 04:30:00 -0000 bonus 2 16 HubSpot Media You wanted to know about me?! I'm flattered, humbled, and happy to share what's been inspiring me lately. Everything from my favorite comedians to my thoughts on the Innovator's Dilemma. I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch You wanted to know about me?! I'm flattered, humbled, and happy to share what's been inspiring me lately.


Everything from my favorite comedians to my thoughts on the Innovator's Dilemma.


I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify.


Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

]]> 671 no Q&A | How Can Sales Culture Be Influenced From the Top Down? Today's listener Q&A is all about scaling your culture. We want to move GTM and sales away from an uncontrollable art form to a data-driven, predictable process. And that starts at the top. Our questions is -- "How can sales culture be influenced from the top down?" Here's what you can expect: "Scalable Visibility" through inspecting every aspect of your GTM Effective coaching strategies for your sales team Hiring high-quality, best fit candidates through training and certification How to create a predictable process by identifying leading indicators I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch Thu, 15 Aug 2024 04:30:00 -0000 bonus 2 15 HubSpot Media Today's listener Q&A is all about scaling your culture. We want to move GTM and sales away from an uncontrollable art form to a data-driven, predictable process. And that starts at the top. Our questions is -- "How can sales culture be influenced from the top down?" Here's what you can expect: "Scalable Visibility" through inspecting every aspect of your GTM Effective coaching strategies for your sales team Hiring high-quality, best fit candidates through training and certification How to create a predictable process by identifying leading indicators I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch Today's listener Q&A is all about scaling your culture. We want to move GTM and sales away from an uncontrollable art form to a data-driven, predictable process. And that starts at the top.


Our questions is -- "How can sales culture be influenced from the top down?"


Here's what you can expect:

  • "Scalable Visibility" through inspecting every aspect of your GTM
  • Effective coaching strategies for your sales team
  • Hiring high-quality, best fit candidates through training and certification
  • How to create a predictable process by identifying leading indicators


I want to know what you're wondering about! Submit your question at podcasts@hubspot.com, dropping a note on LinkedIn, or leaving a comment on Spotify.


Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

]]> 774 no Q&A | How Do You Decide Whether CS or Sales Owns Revenue from Customers? Today we have another mailbag question, and let me tell you: I love these. Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?" Here's what you can expect: Pros & cons in specializing roles between hunters and farmers A framework for decision making based on LTV captured in the first sale Designing the most motivating compensation plan The concept of Leading Indicator of Retention Why you need to collaborate with your CFO So, keep the questions coming. You can drop it to me on LinkedIn. If you're on Spotify, there's a common section. You can drop it there. You can email us at podcasts@hubspot.com and maybe your question will tackle next. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 08 Aug 2024 04:30:00 -0000 bonus 2 14 HubSpot Media Today we have another mailbag question, and let me tell you: I love these. Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?" Here's what you can expect: Pros & cons in specializing roles between hunters and farmers A framework for decision making based on LTV captured in the first sale Designing the most motivating compensation plan The concept of Leading Indicator of Retention Why you need to collaborate with your CFO So, keep the questions coming. You can drop it to me on LinkedIn. If you're on Spotify, there's a common section. You can drop it there. You can email us at podcasts@hubspot.com and maybe your question will tackle next. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Today we have another mailbag question, and let me tell you: I love these.


Today's question is one that's come up a lot lately for the portfolio over at Stage 2 Capital -- "How do you decide whether CS or Sales owns revenue from customers?"


Here's what you can expect:

  • Pros & cons in specializing roles between hunters and farmers
  • A framework for decision making based on LTV captured in the first sale
  • Designing the most motivating compensation plan
  • The concept of Leading Indicator of Retention
  • Why you need to collaborate with your CFO


So, keep the questions coming. You can drop it to me on LinkedIn. If you're on Spotify, there's a common section.


You can drop it there. You can email us at podcasts@hubspot.com and maybe your question will tackle next.


Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 1398 no How to Build a Billion Dollar Outbound Sales Team w/ Carrie Bosworth (SVP Sales, Checkr) Is the startup you're about to join gonna become a unicorn? That's the billion dollar question. It's so hard to tell. But one of the leading indicators of that that's rarely talked about is whether they're scaling to massive revenue through only inbound leads. It's so hard to find those companies. And if you do latch on. That's what happened with Carrie Bosworth, who a few years ago joined Checkr as the SVP of Sales. They scaled to huge revenue numbers through inbound only, but they knew it was gonna dry up. In order to keep that pace, they brought in Carrie to diversify inbound with outbound selling. She's been there for two years and in her own words: It's not so simple. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 01 Aug 2024 04:30:00 -0000 full 2 13 HubSpot Media Is the startup you're about to join gonna become a unicorn? That's the billion dollar question. It's so hard to tell. But one of the leading indicators of that that's rarely talked about is whether they're scaling to massive revenue through only inbound leads. It's so hard to find those companies. And if you do latch on. That's what happened with Carrie Bosworth, who a few years ago joined Checkr as the SVP of Sales. They scaled to huge revenue numbers through inbound only, but they knew it was gonna dry up. In order to keep that pace, they brought in Carrie to diversify inbound with outbound selling. She's been there for two years and in her own words: It's not so simple. Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Is the startup you're about to join gonna become a unicorn? That's the billion dollar question. It's so hard to tell.


But one of the leading indicators of that that's rarely talked about is whether they're scaling to massive revenue through only inbound leads. It's so hard to find those companies. And if you do latch on.


That's what happened with Carrie Bosworth, who a few years ago joined Checkr as the SVP of Sales.


They scaled to huge revenue numbers through inbound only, but they knew it was gonna dry up. In order to keep that pace, they brought in Carrie to diversify inbound with outbound selling.


She's been there for two years and in her own words: It's not so simple.


Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 1896 no Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice) You're looking for your next job. The last one didn't go so well. You gotta get this one right, and you found one. But how do you know if it's good and how do you know you can help? That's an important riddle. And today we bring in my friend Dini Mehta , the founding CRO of Lattice. She saw that this company wasn't exactly growing in its infancy, but she came across Jack Altman, Sam Altman's (OpenAI) brother, who's one of the most brilliant founders she met. So she had to assess Lattice to figure out if she could grow it, and then execute a playbook so that years later it's become a $3 billion company. Here's how she did it. Thu, 25 Jul 2024 04:30:00 -0000 full 2 12 HubSpot Media You're looking for your next job. The last one didn't go so well. You gotta get this one right, and you found one. But how do you know if it's good and how do you know you can help? That's an important riddle. And today we bring in my friend Dini Mehta , the founding CRO of Lattice. She saw that this company wasn't exactly growing in its infancy, but she came across Jack Altman, Sam Altman's (OpenAI) brother, who's one of the most brilliant founders she met. So she had to assess Lattice to figure out if she could grow it, and then execute a playbook so that years later it's become a $3 billion company. Here's how she did it. You're looking for your next job. The last one didn't go so well. You gotta get this one right, and you found one. But how do you know if it's good and how do you know you can help?


That's an important riddle.


And today we bring in my friend Dini Mehta , the founding CRO of Lattice.


She saw that this company wasn't exactly growing in its infancy, but she came across Jack Altman, Sam Altman's (OpenAI) brother, who's one of the most brilliant founders she met.


So she had to assess Lattice to figure out if she could grow it, and then execute a playbook so that years later it's become a $3 billion company. Here's how she did it.

]]> 2008 no Expanding to Multi-Product Selling w/ Ryan Meadows (SVP Global Sales, Klaviyo) Expanding from selling a single product to multiple products. It's almost a required journey for getting to unicorn status. And yet that journey often leads to failure. Most companies think, "Mobilize the organization, train the sales team, build the product, get the customer support folks trained, change the website." Only, that's the approach that leads to failure. So today we bring in Ryan Meadows, head of Global Sales at Klaviyo, to walk us through how his company has scaled to multi-product selling. And in the process, hit unicorn status. The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 18 Jul 2024 04:30:00 -0000 full 2 9 HubSpot Media Expanding from selling a single product to multiple products. It's almost a required journey for getting to unicorn status. And yet that journey often leads to failure. Most companies think, "Mobilize the organization, train the sales team, build the product, get the customer support folks trained, change the website." Only, that's the approach that leads to failure. So today we bring in Ryan Meadows, head of Global Sales at Klaviyo, to walk us through how his company has scaled to multi-product selling. And in the process, hit unicorn status. The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Expanding from selling a single product to multiple products. It's almost a required journey for getting to unicorn status. And yet that journey often leads to failure.


Most companies think, "Mobilize the organization, train the sales team, build the product, get the customer support folks trained, change the website." Only, that's the approach that leads to failure.


So today we bring in Ryan Meadows, head of Global Sales at Klaviyo, to walk us through how his company has scaled to multi-product selling. And in the process, hit unicorn status.



The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 1972 The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast) If a sales rep receives more than three hours of coaching a month, they beat their quota by 7% on average. If they receive less than two hours of coaching a month, they miss by 10%. (Corporate Executive Board) Building a world class coaching culture is one of the most important ways to scale your sales and revenue. And that's what Jonathan Vassil (CRO, Toast) has done. Jonathan talks bout: Importance and influence of a sales coaching culture Creating performance management systems Prioritizing work ethic over industry experience in hiring Scorecards and iterative review processes The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 11 Jul 2024 04:30:00 -0000 full 2 8 HubSpot Media If a sales rep receives more than three hours of coaching a month, they beat their quota by 7% on average. If they receive less than two hours of coaching a month, they miss by 10%. (Corporate Executive Board) Building a world class coaching culture is one of the most important ways to scale your sales and revenue. And that's what Jonathan Vassil (CRO, Toast) has done. Jonathan talks bout: Importance and influence of a sales coaching culture Creating performance management systems Prioritizing work ethic over industry experience in hiring Scorecards and iterative review processes The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown If a sales rep receives more than three hours of coaching a month, they beat their quota by 7% on average. If they receive less than two hours of coaching a month, they miss by 10%. (Corporate Executive Board)


Building a world class coaching culture is one of the most important ways to scale your sales and revenue. And that's what Jonathan Vassil (CRO, Toast) has done.


Jonathan talks bout:

  • Importance and influence of a sales coaching culture
  • Creating performance management systems
  • Prioritizing work ethic over industry experience in hiring
  • Scorecards and iterative review processes


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 1832 no There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) Have you ever reflected on the term post sale? Why do we call that post sale? When did we stop selling? And what have we started to do? Create customer value. Renew and expand. I've never thought about it until today's episode with Sangeeta Chakraborty (CRO, Miro) — a recent Silicon Valley darling. And what's really cool and unique about her is she grew up in customer success. Customer success didn't even exist 20 years ago. And now we have this new generation of CROs that grew up from that perspective. Evolution of Customer Success in Sales Leadership Importance of Company Value System in Hiring Sales Leaders Alignment of Enterprise and PLG Offerings in Sales Transition Differentiation in Sales Approach for PLG and SLG The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 04 Jul 2024 04:30:00 -0000 full 2 7 HubSpot Media Have you ever reflected on the term post sale? Why do we call that post sale? When did we stop selling? And what have we started to do? Create customer value. Renew and expand. I've never thought about it until today's episode with Sangeeta Chakraborty (CRO, Miro) — a recent Silicon Valley darling. And what's really cool and unique about her is she grew up in customer success. Customer success didn't even exist 20 years ago. And now we have this new generation of CROs that grew up from that perspective. Evolution of Customer Success in Sales Leadership Importance of Company Value System in Hiring Sales Leaders Alignment of Enterprise and PLG Offerings in Sales Transition Differentiation in Sales Approach for PLG and SLG The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Have you ever reflected on the term post sale? Why do we call that post sale? When did we stop selling? And what have we started to do? Create customer value. Renew and expand.


I've never thought about it until today's episode with Sangeeta Chakraborty (CRO, Miro) — a recent Silicon Valley darling. And what's really cool and unique about her is she grew up in customer success.


Customer success didn't even exist 20 years ago. And now we have this new generation of CROs that grew up from that perspective.


  • Evolution of Customer Success in Sales Leadership
  • Importance of Company Value System in Hiring Sales Leaders
  • Alignment of Enterprise and PLG Offerings in Sales Transition
  • Differentiation in Sales Approach for PLG and SLG


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2167 no How to Use Gong Like The Team Who Developed It w/ Ryan Longfield (fmr CRO, Gong) You're the sales leader of a unicorn. Selling the tool that every sales leader tries to optimize around. So the question is: How do you and your team use it? We're learning from Ryan Longfield (fmr. CRO, Gong) about how to run your sales org like a billion dollar company using the same software we're all using. Because it turns out, almost all of us are not unlocking its real potential You'll also hear from Ryan about: How to chart your career path based on priority and life stage Why content marketing is your best differentiator early on What to look for in choosing the next company leader you work with Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 27 Jun 2024 04:30:00 -0000 full 2 8 HubSpot Media You're the sales leader of a unicorn. Selling the tool that every sales leader tries to optimize around. So the question is: How do you and your team use it? We're learning from Ryan Longfield (fmr. CRO, Gong) about how to run your sales org like a billion dollar company using the same software we're all using. Because it turns out, almost all of us are not unlocking its real potential You'll also hear from Ryan about: How to chart your career path based on priority and life stage Why content marketing is your best differentiator early on What to look for in choosing the next company leader you work with Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown You're the sales leader of a unicorn. Selling the tool that every sales leader tries to optimize around. So the question is: How do you and your team use it?


We're learning from Ryan Longfield (fmr. CRO, Gong) about how to run your sales org like a billion dollar company using the same software we're all using. Because it turns out, almost all of us are not unlocking its real potential


You'll also hear from Ryan about:

  1. How to chart your career path based on priority and life stage
  2. Why content marketing is your best differentiator early on
  3. What to look for in choosing the next company leader you work with


Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2189 How to Build an Advisory Board w/ Jen Grant (COO, Cube) You're a first time founder, CEO, or sales leader. You've crushed the Seed stage of your business, and got the $10 million Series A check. Now you're at your board meeting. The multi-decade venture capitalist is feeding you with advice and counsel. And you take it. The problem is: They're wrong sometimes. But how do you know — you've never been in this seat before? As an independent board member, Jen Grant (COO, Cube) has seen every angle of this equation and she's here to help us decipher it. The role of an independent board member How to build an advisory board Evaluating advice from VCs Navigating the pace of growth Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 20 Jun 2024 04:30:00 -0000 full 2 7 HubSpot Media You're a first time founder, CEO, or sales leader. You've crushed the Seed stage of your business, and got the $10 million Series A check. Now you're at your board meeting. The multi-decade venture capitalist is feeding you with advice and counsel. And you take it. The problem is: They're wrong sometimes. But how do you know — you've never been in this seat before? As an independent board member, Jen Grant (COO, Cube) has seen every angle of this equation and she's here to help us decipher it. The role of an independent board member How to build an advisory board Evaluating advice from VCs Navigating the pace of growth Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown You're a first time founder, CEO, or sales leader. You've crushed the Seed stage of your business, and got the $10 million Series A check. Now you're at your board meeting. The multi-decade venture capitalist is feeding you with advice and counsel. And you take it.


The problem is: They're wrong sometimes. But how do you know — you've never been in this seat before?


As an independent board member, Jen Grant (COO, Cube) has seen every angle of this equation and she's here to help us decipher it.


  1. The role of an independent board member
  2. How to build an advisory board
  3. Evaluating advice from VCs
  4. Navigating the pace of growth


Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2238 no Listener Q&A | What Future Revenue Space Challenges Can You Predict Today? You spoke and we listened. We cover a lot of the science of scaling in our episodes, but we know there's plenty of questions you still have. So we'll be answering listener questions periodically on the show. Send your question to Mark on LinkedIn, at our email address podcasts@hubspot.com, or on Spotify's Q&A prompt on your phone. Today, Mark predicts the future of AI in the revenue space and how leaders need to think today in order to find success in the years to come. It won't be easy, but the winners ten years from now are the ones creating the right moats today. Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc Thu, 13 Jun 2024 04:30:00 -0000 bonus HubSpot Media You spoke and we listened. We cover a lot of the science of scaling in our episodes, but we know there's plenty of questions you still have. So we'll be answering listener questions periodically on the show. Send your question to Mark on LinkedIn, at our email address podcasts@hubspot.com, or on Spotify's Q&A prompt on your phone. Today, Mark predicts the future of AI in the revenue space and how leaders need to think today in order to find success in the years to come. It won't be easy, but the winners ten years from now are the ones creating the right moats today. Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc You spoke and we listened. We cover a lot of the science of scaling in our episodes, but we know there's plenty of questions you still have. So we'll be answering listener questions periodically on the show.

Send your question to Mark on LinkedIn, at our email address podcasts@hubspot.com, or on Spotify's Q&A prompt on your phone.

Today, Mark predicts the future of AI in the revenue space and how leaders need to think today in order to find success in the years to come. It won't be easy, but the winners ten years from now are the ones creating the right moats today.


Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc

]]> 708 no Moving From Big Company to Startup Sales Roles w/ Jeff Perry (CRO, Carta) We're in the Q2 board meeting, and we have a huge decision ahead: Who is our next sales leader? We're sifting through the candidates and one person says, ah, they're two big company. What does that mean to big company? Jeff Perry (CRO, Carta) knew he had to check his ego at the door if he was going to find success coming from a sales org like Oracle to lead a then 50 person team at Carta. Here's what it takes: Sales ops as a trusted internal partner for sales leaders Segmentation for optimal org design A mix of inbound and prospecting Enabling expert frontline salespeople & checking your own ego Stay ahead of the sales trends and exceed your 2024 sales targets with this: https://clickhubspot.com/qin The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 06 Jun 2024 04:30:00 -0000 full 2 5 HubSpot Media We're in the Q2 board meeting, and we have a huge decision ahead: Who is our next sales leader? We're sifting through the candidates and one person says, ah, they're two big company. What does that mean to big company? Jeff Perry (CRO, Carta) knew he had to check his ego at the door if he was going to find success coming from a sales org like Oracle to lead a then 50 person team at Carta. Here's what it takes: Sales ops as a trusted internal partner for sales leaders Segmentation for optimal org design A mix of inbound and prospecting Enabling expert frontline salespeople & checking your own ego Stay ahead of the sales trends and exceed your 2024 sales targets with this: https://clickhubspot.com/qin The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown We're in the Q2 board meeting, and we have a huge decision ahead: Who is our next sales leader? We're sifting through the candidates and one person says, ah, they're two big company. What does that mean to big company?


Jeff Perry (CRO, Carta) knew he had to check his ego at the door if he was going to find success coming from a sales org like Oracle to lead a then 50 person team at Carta.


Here's what it takes:

  1. Sales ops as a trusted internal partner for sales leaders
  2. Segmentation for optimal org design
  3. A mix of inbound and prospecting
  4. Enabling expert frontline salespeople & checking your own ego


Stay ahead of the sales trends and exceed your 2024 sales targets with this: https://clickhubspot.com/qin


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2235 no The Power of Community Led Growth to Drive Demand w/ Paul St. John (Ex-GitHub) Probably the most common and important early stage go-to-market question I get from founders and first sales leaders is this: What are creative new ways to create demand for my sales team? It's a forever question, and it's so hard. Usually it's about understanding what's coming next. Best practices that haven't been exploited yet. I have a hypothesis — it's community-led growth, CLG. My friend Paul St. John, the first sales leader at GitHub, arguably the pioneer on CLG, joins me to demystify how he built a revenue machine and all the unique attributes of doing that on top of a very successful CLG company. Free Resource: [Free Report] Learn from 1,000+ startup founders on how AI is scaling their sales strategy https://clickhubspot.com/ias The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 30 May 2024 10:00:00 -0000 full 2 4 HubSpot Media Probably the most common and important early stage go-to-market question I get from founders and first sales leaders is this: What are creative new ways to create demand for my sales team? It's a forever question, and it's so hard. Usually it's about understanding what's coming next. Best practices that haven't been exploited yet. I have a hypothesis — it's community-led growth, CLG. My friend Paul St. John, the first sales leader at GitHub, arguably the pioneer on CLG, joins me to demystify how he built a revenue machine and all the unique attributes of doing that on top of a very successful CLG company. Free Resource: [Free Report] Learn from 1,000+ startup founders on how AI is scaling their sales strategy https://clickhubspot.com/ias The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Probably the most common and important early stage go-to-market question I get from founders and first sales leaders is this: What are creative new ways to create demand for my sales team?

It's a forever question, and it's so hard. Usually it's about understanding what's coming next. Best practices that haven't been exploited yet.

I have a hypothesis — it's community-led growth, CLG.

My friend Paul St. John, the first sales leader at GitHub, arguably the pioneer on CLG, joins me to demystify how he built a revenue machine and all the unique attributes of doing that on top of a very successful CLG company.


Free Resource:


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2046 no It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury) I'm rewriting some of my Science of Scaling framework after this conversation. It knocked me off my chair, if we're being honest here. It's about the commission plan. When I asked Nick Dellis (VP of Revenue, Mercury) about his team's commission plan, he said, "We don't have one." And Nick makes a strong case for why it might be high time for your company to ditch its commission plan too. Resource: [Free Download] Learn how sales teams are using AI and automation with our 2024 Report https://clickhubspot.com/sai The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 23 May 2024 10:00:00 -0000 full 2 3 HubSpot Media I'm rewriting some of my Science of Scaling framework after this conversation. It knocked me off my chair, if we're being honest here. It's about the commission plan. When I asked Nick Dellis (VP of Revenue, Mercury) about his team's commission plan, he said, "We don't have one." And Nick makes a strong case for why it might be high time for your company to ditch its commission plan too. Resource: [Free Download] Learn how sales teams are using AI and automation with our 2024 Report https://clickhubspot.com/sai The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown I'm rewriting some of my Science of Scaling framework after this conversation. It knocked me off my chair, if we're being honest here.

It's about the commission plan.

When I asked Nick Dellis (VP of Revenue, Mercury) about his team's commission plan, he said, "We don't have one."

And Nick makes a strong case for why it might be high time for your company to ditch its commission plan too.


Resource:

[Free Download] Learn how sales teams are using AI and automation with our 2024 Report https://clickhubspot.com/sai


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2230 no How to Perfect Land and Expand w/ Kyle Duffy (VC, Gradient Ventures) Today we're doing something a little different. We've heard from sales leaders, but what about the other side of the scaling equation: Venture Capital. Kyle Duffy joins us from Gradient Ventures, part of Google parent Alphabet, specializing in early stage investing in AI and machine learning. Exciting stuff, to say the least. Kyle unpacks early stages of go-to-market development — what are the biggest opportunities he sees, and what are the ones early stage founders fail to exploit? [Free Download] Discover how sales leaders leverage AI to optimize their GTM strategy to drive better results https://clickhubspot.com/gtm The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 16 May 2024 10:00:00 -0000 full 2 2 HubSpot Media Today we're doing something a little different. We've heard from sales leaders, but what about the other side of the scaling equation: Venture Capital. Kyle Duffy joins us from Gradient Ventures, part of Google parent Alphabet, specializing in early stage investing in AI and machine learning. Exciting stuff, to say the least. Kyle unpacks early stages of go-to-market development — what are the biggest opportunities he sees, and what are the ones early stage founders fail to exploit? [Free Download] Discover how sales leaders leverage AI to optimize their GTM strategy to drive better results https://clickhubspot.com/gtm The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Today we're doing something a little different. We've heard from sales leaders, but what about the other side of the scaling equation: Venture Capital.

Kyle Duffy joins us from Gradient Ventures, part of Google parent Alphabet, specializing in early stage investing in AI and machine learning. Exciting stuff, to say the least.

Kyle unpacks early stages of go-to-market development — what are the biggest opportunities he sees, and what are the ones early stage founders fail to exploit?


[Free Download] Discover how sales leaders leverage AI to optimize their GTM strategy to drive better results https://clickhubspot.com/gtm


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 1986 no How to Navigate Sales Cycles w/ Ang McManamon (VP of Sales, Crunchbase) We've gone from arguably the biggest bull market in the history of tech in 2020-2021 to arguably tech's biggest down cycles in 2022-2023. It's not the first time, and it won't be the last. What does that mean for a sales leader? What does that mean for the pressures you're getting from your CEO, from the leadership team, from the board? How do you manage expectations, culture, product pivots, and value prop with your customer? Take a breath. Exhale. Ang McManamon (Vp of Sales, Crunchbase) gets candid about navigating tricky sales cycles — so you'll be best equipped for the inevitable next one. Use this to start closing more deals https://clickhubspot.com/atg The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown Thu, 09 May 2024 10:00:00 -0000 full 2 1 HubSpot Media We've gone from arguably the biggest bull market in the history of tech in 2020-2021 to arguably tech's biggest down cycles in 2022-2023. It's not the first time, and it won't be the last. What does that mean for a sales leader? What does that mean for the pressures you're getting from your CEO, from the leadership team, from the board? How do you manage expectations, culture, product pivots, and value prop with your customer? Take a breath. Exhale. Ang McManamon (Vp of Sales, Crunchbase) gets candid about navigating tricky sales cycles — so you'll be best equipped for the inevitable next one. Use this to start closing more deals https://clickhubspot.com/atg The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown We've gone from arguably the biggest bull market in the history of tech in 2020-2021 to arguably tech's biggest down cycles in 2022-2023.

It's not the first time, and it won't be the last.

What does that mean for a sales leader? What does that mean for the pressures you're getting from your CEO, from the leadership team, from the board? How do you manage expectations, culture, product pivots, and value prop with your customer?

Take a breath. Exhale. Ang McManamon (Vp of Sales, Crunchbase) gets candid about navigating tricky sales cycles — so you'll be best equipped for the inevitable next one.


Use this to start closing more deals https://clickhubspot.com/atg


The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

]]> 2180 no How to Diligence Marketing and Sales Leadership Roles w/ Sydney Sloan & Adam Aarons (CMO & CRO, Drata) Sales leaders often diligence the CEO, but they quickly realize they should've done the same for the CMO. Same for the other way around. It's a topic not even Mark has yet to fully codify. Host Mark Roberge is joined by Sydney Sloan (CMO, Drata) and Adam Aarons (CRO, Drata) to discuss how the two navigated their way into a unicorn-worthy partnership. They'll talk about: The importance of marketing and sales alignment How to evaluate potential team members when joining a company Back channelling for honest feedback Why go-to-market alignment is so important for team dynamics The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 01 Nov 2023 04:15:00 -0000 How to Diligence Marketing and Sales Leadership Roles w/ Sydney Sloan & Adam Aarons (CMO & CRO, Drata) full 1 15 HubSpot Media Sales leaders often diligence the CEO, but they quickly realize they should've done the same for the CMO. Same for the other way around. It's a topic not even Mark has yet to fully codify. Host Mark Roberge is joined by Sydney Sloan (CMO, Drata) and Adam Aarons (CRO, Drata) to discuss how the two navigated their way into a unicorn-worthy partnership. They'll talk about: The importance of marketing and sales alignment How to evaluate potential team members when joining a company Back channelling for honest feedback Why go-to-market alignment is so important for team dynamics The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Sales leaders often diligence the CEO, but they quickly realize they should've done the same for the CMO. Same for the other way around. It's a topic not even Mark has yet to fully codify.


Host Mark Roberge is joined by Sydney Sloan (CMO, Drata) and Adam Aarons (CRO, Drata) to discuss how the two navigated their way into a unicorn-worthy partnership. They'll talk about:


  • The importance of marketing and sales alignment
  • How to evaluate potential team members when joining a company
  • Back channelling for honest feedback
  • Why go-to-market alignment is so important for team dynamics


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2119 no Community-Led Growth w/ Andrew Ettinger (CRO, Appen) Community-led growth involves multiple communities, including core user communities, spheres of influence (like executives or department heads), and the intersection of these communities. And when you run it alongside a PLG motion, it can be truly powerful. Host Mark Roberge is joined by Andrew Ettinger (CRO, Appen) to discuss applying a community-led growth model at your org. In this episode learn more about: The Three C's strategy Empowering developers and technical leads New roles in community-led growth Starting as a services business before becoming a product business The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 25 Oct 2023 04:15:00 -0000 Community-Led Growth w/ Andrew Ettinger (CRO, Appen) full 1 14 HubSpot Media Community-led growth involves multiple communities, including core user communities, spheres of influence (like executives or department heads), and the intersection of these communities. And when you run it alongside a PLG motion, it can be truly powerful. Host Mark Roberge is joined by Andrew Ettinger (CRO, Appen) to discuss applying a community-led growth model at your org. In this episode learn more about: The Three C's strategy Empowering developers and technical leads New roles in community-led growth Starting as a services business before becoming a product business The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Community-led growth involves multiple communities, including core user communities, spheres of influence (like executives or department heads), and the intersection of these communities. And when you run it alongside a PLG motion, it can be truly powerful.


Host Mark Roberge is joined by Andrew Ettinger (CRO, Appen) to discuss applying a community-led growth model at your org. In this episode learn more about:


  • The Three C's strategy
  • Empowering developers and technical leads
  • New roles in community-led growth
  • Starting as a services business before becoming a product business


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2112 no How to Scale a Billion Dollar Sales Team w/ John McMahon (Board Member, Snowflake) No matter what stage your company is in, you need to build a best in class sales team. And no one knows how to do that better than today's guest. Host Mark Roberge is joined by John McMahon (Board Member, Snowflake & MongoDB) to get super tactical on how to build a billion dollar rev org. They discuss: Plan & scale revenue based on productivity models Why zero attrition is a bad sign How to plan your manager to rep ratio through absorption rates The ratio to promote internal v. hire external Understanding your differentiators for future Proof of Value How to find champions that will beat your competitor's champion The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 18 Oct 2023 04:15:00 -0000 How to Scale a Billion Dollar Sales Team w/ John McMahon (Board Member, Snowflake) full 1 13 HubSpot Media No matter what stage your company is in, you need to build a best in class sales team. And no one knows how to do that better than today's guest. Host Mark Roberge is joined by John McMahon (Board Member, Snowflake & MongoDB) to get super tactical on how to build a billion dollar rev org. They discuss: Plan & scale revenue based on productivity models Why zero attrition is a bad sign How to plan your manager to rep ratio through absorption rates The ratio to promote internal v. hire external Understanding your differentiators for future Proof of Value How to find champions that will beat your competitor's champion The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. No matter what stage your company is in, you need to build a best in class sales team. And no one knows how to do that better than today's guest.


Host Mark Roberge is joined by John McMahon (Board Member, Snowflake & MongoDB) to get super tactical on how to build a billion dollar rev org. They discuss:

  • Plan & scale revenue based on productivity models
  • Why zero attrition is a bad sign
  • How to plan your manager to rep ratio through absorption rates
  • The ratio to promote internal v. hire external
  • Understanding your differentiators for future Proof of Value
  • How to find champions that will beat your competitor's champion


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2240 no The Untold Story of Scaling HubSpot's Sales Team w/ Brian Halligan (Co-Founder, HubSpot) Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it is today. Host Mark Roberge is joined by Brian Halligan, (Co-Founder, HubSpot) to discuss the roles of a founder and first sales person in taking a company from startup to scale up . In this episode learn more about: Why, for a founder or first seller, it's not about acquiring customers -- it's about feedback. Hiring athletes and sometimes inexperienced sales people The value of implementing a partner channel How to price your price (and how NOT to price your product) for sustainable defensibility The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 06 Sep 2023 04:15:00 -0000 The Untold Story of Scaling HubSpot's Sales Team w/ Brian Halligan (Co-Founder, HubSpot) full 1 12 HubSpot Media Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it is today. Host Mark Roberge is joined by Brian Halligan, (Co-Founder, HubSpot) to discuss the roles of a founder and first sales person in taking a company from startup to scale up . In this episode learn more about: Why, for a founder or first seller, it's not about acquiring customers -- it's about feedback. Hiring athletes and sometimes inexperienced sales people The value of implementing a partner channel How to price your price (and how NOT to price your product) for sustainable defensibility The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it is today.


Host Mark Roberge is joined by Brian Halligan, (Co-Founder, HubSpot) to discuss the roles of a founder and first sales person in taking a company from startup to scale up . In this episode learn more about:


  • Why, for a founder or first seller, it's not about acquiring customers -- it's about feedback.
  • Hiring athletes and sometimes inexperienced sales people
  • The value of implementing a partner channel
  • How to price your price (and how NOT to price your product) for sustainable defensibility


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2312 no How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall) When you found a startup, you’re the first salesperson. Surprise! But eventually, if things go right, you’ll grow the company to a point where you need to shift from founder selling to scaling a global sales team. Host Mark Roberge is joined by Jonathan Anguelov, (Co-Founder, Aircall) to discuss this evolving role of founders. In this episode learn more about: The early sales responsibilities of founders How to apply adaptive learning and experimentation in your outreach Selling on value v. selling the product The importance of reviewing sales calls together as a company The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 30 Aug 2023 04:15:00 -0000 How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall) full 1 11 HubSpot Media When you found a startup, you’re the first salesperson. Surprise! But eventually, if things go right, you’ll grow the company to a point where you need to shift from founder selling to scaling a global sales team. Host Mark Roberge is joined by Jonathan Anguelov, (Co-Founder, Aircall) to discuss this evolving role of founders. In this episode learn more about: The early sales responsibilities of founders How to apply adaptive learning and experimentation in your outreach Selling on value v. selling the product The importance of reviewing sales calls together as a company The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. When you found a startup, you’re the first salesperson. Surprise! But eventually, if things go right, you’ll grow the company to a point where you need to shift from founder selling to scaling a global sales team.


Host Mark Roberge is joined by Jonathan Anguelov, (Co-Founder, Aircall) to discuss this evolving role of founders. In this episode learn more about:


  • The early sales responsibilities of founders
  • How to apply adaptive learning and experimentation in your outreach
  • Selling on value v. selling the product
  • The importance of reviewing sales calls together as a company


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2207 no The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling) How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs? Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to think through all the different projections on your sales and marketing spends. In this episode learn more about: The evolution of email as a growth channel The importance of demand generation and scaling Finding balance with inbound and outbound Why you should 5x quota on a rep’s OTE (on target earnings) The role of SDRs in the sales process The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 23 Aug 2023 04:15:00 -0000 The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling) full 1 10 HubSpot Media How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs? Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to think through all the different projections on your sales and marketing spends. In this episode learn more about: The evolution of email as a growth channel The importance of demand generation and scaling Finding balance with inbound and outbound Why you should 5x quota on a rep’s OTE (on target earnings) The role of SDRs in the sales process The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs?


Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to think through all the different projections on your sales and marketing spends. In this episode learn more about:


  • The evolution of email as a growth channel
  • The importance of demand generation and scaling
  • Finding balance with inbound and outbound
  • Why you should 5x quota on a rep’s OTE (on target earnings)
  • The role of SDRs in the sales process


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2234 no Why OpenAI Had to Un-do Sales w/ Aliisa Rosenthal (Head of Sales, OpenAI) Hired by Sam Altman. Leading a team of two people. And then your product changes the world. Host Mark Roberge is joined by Aliisa Rosenthal (Head of Sales, OpenAI) to discuss how she leads sales at OpenAI pre and post-AI world. In this episode learn more about: What to do when your company launches the biggest most successful product known to mankind The power of giving your team product knowledge and understanding Her first duty as the sales leader was to un-do sales Building a playbook from the product team Why you may have to tell a customer “no” sometimes The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 16 Aug 2023 04:15:00 -0000 Why OpenAI Had to Un-do Sales w/ Aliisa Rosenthal (Head of Sales, OpenAI) full 1 9 HubSpot Media Hired by Sam Altman. Leading a team of two people. And then your product changes the world. Host Mark Roberge is joined by Aliisa Rosenthal (Head of Sales, OpenAI) to discuss how she leads sales at OpenAI pre and post-AI world. In this episode learn more about: What to do when your company launches the biggest most successful product known to mankind The power of giving your team product knowledge and understanding Her first duty as the sales leader was to un-do sales Building a playbook from the product team Why you may have to tell a customer “no” sometimes The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Hired by Sam Altman. Leading a team of two people. And then your product changes the world.


Host Mark Roberge is joined by Aliisa Rosenthal (Head of Sales, OpenAI) to discuss how she leads sales at OpenAI pre and post-AI world. In this episode learn more about:



  • What to do when your company launches the biggest most successful product known to mankind

  • The power of giving your team product knowledge and understanding

  • Her first duty as the sales leader was to un-do sales

  • Building a playbook from the product team

  • Why you may have to tell a customer “no” sometimes


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2172 no How to Escape the PLG Trap w/ Oliver Jay (Founding CRO, Asana) Stop looking at playbooks, and start looking at the learnings. Because success is always about context. And with the right planning, PLG startups can set themselves up the PLG trap – where PLG companies with around 5 billion dollar valuation tend to stall, while others break out to 20 billion dollars or more. Host Mark Roberge is joined by Oliver Jay, (Founding CRO, Asana) to discuss the inappropriate cut and paste of PLG practices. In this episode learn more about: The importance of running experiments on the side (to unleash new growth opportunities before they’re needed) The power in a joint mindset with the rest of the leadership team Leverage your influencing skills The difference between an exceptionally run company vs. average run company The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 09 Aug 2023 04:15:00 -0000 How to Escape the PLG Trap w/ Oliver Jay (Founding CRO, Asana) full 1 8 HubSpot Media Stop looking at playbooks, and start looking at the learnings. Because success is always about context. And with the right planning, PLG startups can set themselves up the PLG trap – where PLG companies with around 5 billion dollar valuation tend to stall, while others break out to 20 billion dollars or more. Host Mark Roberge is joined by Oliver Jay, (Founding CRO, Asana) to discuss the inappropriate cut and paste of PLG practices. In this episode learn more about: The importance of running experiments on the side (to unleash new growth opportunities before they’re needed) The power in a joint mindset with the rest of the leadership team Leverage your influencing skills The difference between an exceptionally run company vs. average run company The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Stop looking at playbooks, and start looking at the learnings. Because success is always about context.


And with the right planning, PLG startups can set themselves up the PLG trap – where PLG companies with around 5 billion dollar valuation tend to stall, while others break out to 20 billion dollars or more.


Host Mark Roberge is joined by Oliver Jay, (Founding CRO, Asana) to discuss the inappropriate cut and paste of PLG practices. In this episode learn more about:



  • The importance of running experiments on the side (to unleash new growth opportunities before they’re needed)

  • The power in a joint mindset with the rest of the leadership team

  • Leverage your influencing skills

  • The difference between an exceptionally run company vs. average run company


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2158 no How to Take Your Sales Playbook Upstream w/ Kevin Egan (Head of Global Enterprise Sales, Atlassian) Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business. Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discuss the stories behind the legendary companies he’s helped scale with actionable insight. In this episode learn more about: The importance of putting the seller in the shoes of the buyer Difference between a great mid-market salesperson vs. great strategic account executive Account based marketing for your motion process for enterprise selling How to know when it’s the right time to go upstream? Why you probably need a renaissance rep The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 02 Aug 2023 04:15:00 -0000 How to Take Your Sales Playbook Upstream w/ Kevin Egan (Head of Global Enterprise Sales, Atlassian) full 1 7 HubSpot Media Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business. Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discuss the stories behind the legendary companies he’s helped scale with actionable insight. In this episode learn more about: The importance of putting the seller in the shoes of the buyer Difference between a great mid-market salesperson vs. great strategic account executive Account based marketing for your motion process for enterprise selling How to know when it’s the right time to go upstream? Why you probably need a renaissance rep The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business.


Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discuss the stories behind the legendary companies he’s helped scale with actionable insight. In this episode learn more about:


  • The importance of putting the seller in the shoes of the buyer
  • Difference between a great mid-market salesperson vs. great strategic account executive
  • Account based marketing for your motion process for enterprise selling
  • How to know when it’s the right time to go upstream?
  • Why you probably need a renaissance rep


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 1967 no Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex) Host Mark Roberge is joined by Doug Adamic (CRO at Brex) to discuss how Doug turned Brex into a strategic sales machine, with the power of his sales process playbook. In this episode learn more about: 3 Critical skills for strategic sellers How to navigate the discovery and qualification of an account The secret sauce of sales (that makes you stand out from the crowd) How to grow early career salespeople into high-performing strategic account exec The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 26 Jul 2023 04:15:00 -0000 Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex) full 1 6 HubSpot Media Host Mark Roberge is joined by Doug Adamic (CRO at Brex) to discuss how Doug turned Brex into a strategic sales machine, with the power of his sales process playbook. In this episode learn more about: 3 Critical skills for strategic sellers How to navigate the discovery and qualification of an account The secret sauce of sales (that makes you stand out from the crowd) How to grow early career salespeople into high-performing strategic account exec The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Host Mark Roberge is joined by Doug Adamic (CRO at Brex) to discuss how Doug turned Brex into a strategic sales machine, with the power of his sales process playbook. In this episode learn more about:


  • 3 Critical skills for strategic sellers
  • How to navigate the discovery and qualification of an account
  • The secret sauce of sales (that makes you stand out from the crowd)
  • How to grow early career salespeople into high-performing strategic account exec


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2112 no How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta) If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta. Host Mark Roberge is joined by Stevie Case (CRO, Vanta) to discuss how she’s tackled ankle biters and evolved Vanta’s sales motion. In this episode learn more about: How to outsmart your competitors How to put your brand through a moat test Leaning into your competitive advantage Unraveling the “give, get” technique How Vanta uses the MEDDPICC method The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 19 Jul 2023 04:15:00 -0000 How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta) full 1 5 HubSpot Media If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta. Host Mark Roberge is joined by Stevie Case (CRO, Vanta) to discuss how she’s tackled ankle biters and evolved Vanta’s sales motion. In this episode learn more about: How to outsmart your competitors How to put your brand through a moat test Leaning into your competitive advantage Unraveling the “give, get” technique How Vanta uses the MEDDPICC method The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta.


Host Mark Roberge is joined by Stevie Case (CRO, Vanta) to discuss how she’s tackled ankle biters and evolved Vanta’s sales motion. In this episode learn more about:


  • How to outsmart your competitors
  • How to put your brand through a moat test
  • Leaning into your competitive advantage
  • Unraveling the “give, get” technique
  • How Vanta uses the MEDDPICC method


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2098 no How to Create Customer Advocates In Your Go-To-Market w/ Jay LeBoeuf (Head of Sales, Descript) How did an electrical engineer Lecturer at Stanford become the Head of Business & Corporate Development at Descript? And how is he empowering customers to become champions of product at Descript? Host Mark Roberge is joined by Jay LeBoeuf (Head Of Business & Corporate Development, Descript) to discuss how Jay has led his team to grow strong customer advocates and create new opportunities in the go-to-market ecosystem. In this episode learn more about: How to develop champions in your go-to-market team How to get started with talking to your community (and grow a community-led growth strategy) How to figure out customer happiness without sending an NPS How to share your learnings from the voice of the customer Why Descript’s sales team is focused on learning, not selling The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 12 Jul 2023 04:15:00 -0000 How to Create Customer Advocates In Your Go-To-Market w/ Jay LeBoeuf (Head of Sales, Descript) full 1 4 HubSpot Media How did an electrical engineer Lecturer at Stanford become the Head of Business & Corporate Development at Descript? And how is he empowering customers to become champions of product at Descript? Host Mark Roberge is joined by Jay LeBoeuf (Head Of Business & Corporate Development, Descript) to discuss how Jay has led his team to grow strong customer advocates and create new opportunities in the go-to-market ecosystem. In this episode learn more about: How to develop champions in your go-to-market team How to get started with talking to your community (and grow a community-led growth strategy) How to figure out customer happiness without sending an NPS How to share your learnings from the voice of the customer Why Descript’s sales team is focused on learning, not selling The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. How did an electrical engineer Lecturer at Stanford become the Head of Business & Corporate Development at Descript? And how is he empowering customers to become champions of product at Descript?


Host Mark Roberge is joined by Jay LeBoeuf (Head Of Business & Corporate Development, Descript) to discuss how Jay has led his team to grow strong customer advocates and create new opportunities in the go-to-market ecosystem. In this episode learn more about:


  • How to develop champions in your go-to-market team
  • How to get started with talking to your community (and grow a community-led growth strategy)
  • How to figure out customer happiness without sending an NPS
  • How to share your learnings from the voice of the customer
  • Why Descript’s sales team is focused on learning, not selling


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2119 no How to Add a Sales Org to Your PLG Company w/ Dino DiMarino (CRO, Snyk) Layering a sales organization onto your PLG is critical to your success. It’s a totally different motion from sales-led growth. And yes, you need to align your organizations differently to get it right. Host Mark Roberge is joined by Dino DiMartino (CRO, Snyk) to discuss what product-led growth tactics helped Snyk scale to a billion dollar valued company.  In this episode learn more about: When product led growth is applicable to a startup Best practices for adding sales to a PLG company How freemium intersects with PLG How to specialize outbound salespeople  The three acts of acquiring customers The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 05 Jul 2023 04:15:00 -0000 How to Add a Sales Org to Your PLG Company w/ Dino DiMarino (CRO, Snyk) full 1 3 HubSpot Media Layering a sales organization onto your PLG is critical to your success. It’s a totally different motion from sales-led growth. And yes, you need to align your organizations differently to get it right. Host Mark Roberge is joined by Dino DiMartino (CRO, Snyk) to discuss what product-led growth tactics helped Snyk scale to a billion dollar valued company.  In this episode learn more about: When product led growth is applicable to a startup Best practices for adding sales to a PLG company How freemium intersects with PLG How to specialize outbound salespeople  The three acts of acquiring customers The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Layering a sales organization onto your PLG is critical to your success. It’s a totally different motion from sales-led growth. And yes, you need to align your organizations differently to get it right.

Host Mark Roberge is joined by Dino DiMartino (CRO, Snyk) to discuss what product-led growth tactics helped Snyk scale to a billion dollar valued company. 

In this episode learn more about:

  • When product led growth is applicable to a startup
  • Best practices for adding sales to a PLG company
  • How freemium intersects with PLG
  • How to specialize outbound salespeople 
  • The three acts of acquiring customers


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2192 no How to Align Your Sales and Marketing w/ Mike Weir (CRO, G2) After a decade spent in marketing, Mike Weir now runs the G2 sales teams. And he has his time spent as a CMO to thank for all his CRO success. Host Mark Roberge is joined by Mike Weir (CRO, G2) to discuss how Mike went from being a marketer to a full-fledged sales leader and what we can all learn from him. In this episode learn more about: The biggest impact on sales and marketing alignment in the go-to-market motion The importance of measuring the efficiency of different channels How to be more specific and de-risk the ideal customer profile Investing in your team to reach their full potential How to hire strategic sales leaders The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 28 Jun 2023 04:15:00 -0000 How to Align Your Sales and Marketing w/ Mike Weir (CRO, G2) full 1 2 HubSpot Media After a decade spent in marketing, Mike Weir now runs the G2 sales teams. And he has his time spent as a CMO to thank for all his CRO success. Host Mark Roberge is joined by Mike Weir (CRO, G2) to discuss how Mike went from being a marketer to a full-fledged sales leader and what we can all learn from him. In this episode learn more about: The biggest impact on sales and marketing alignment in the go-to-market motion The importance of measuring the efficiency of different channels How to be more specific and de-risk the ideal customer profile Investing in your team to reach their full potential How to hire strategic sales leaders The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. After a decade spent in marketing, Mike Weir now runs the G2 sales teams. And he has his time spent as a CMO to thank for all his CRO success.


Host Mark Roberge is joined by Mike Weir (CRO, G2) to discuss how Mike went from being a marketer to a full-fledged sales leader and what we can all learn from him. In this episode learn more about:


  • The biggest impact on sales and marketing alignment in the go-to-market motion
  • The importance of measuring the efficiency of different channels
  • How to be more specific and de-risk the ideal customer profile
  • Investing in your team to reach their full potential
  • How to hire strategic sales leaders


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.


]]> 2188 no How to Integrate Your First Sales Hire w/ Kyle Parrish (VP of Sales, Figma) OK. You’re moving from founder selling to your first sales hire. Great work. Now, how exactly do you integrate that new hire into your existing organization? Host Mark Roberge is joined by Kyle Parrish (VP of Sales, Figma) to discuss being the first sales hire at Figma. Not only that, but Kyle was also the third sales hire at Dropbox. In this episode learn more about: Building a unique sales culture Leveraging trends to find opportunities to disrupt How to align the engineering/product team with sales Avoiding the recency effect The Dropbox sales team experiment disaster How Figma approaches AI The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. Wed, 21 Jun 2023 04:15:00 -0000 How to Integrate Your First Sales Hire w/ Kyle Parrish ( VP of Sales, Figma) full 1 1 HubSpot Media OK. You’re moving from founder selling to your first sales hire. Great work. Now, how exactly do you integrate that new hire into your existing organization? Host Mark Roberge is joined by Kyle Parrish (VP of Sales, Figma) to discuss being the first sales hire at Figma. Not only that, but Kyle was also the third sales hire at Dropbox. In this episode learn more about: Building a unique sales culture Leveraging trends to find opportunities to disrupt How to align the engineering/product team with sales Avoiding the recency effect The Dropbox sales team experiment disaster How Figma approaches AI The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown. OK. You’re moving from founder selling to your first sales hire. Great work. Now, how exactly do you integrate that new hire into your existing organization?


Host Mark Roberge is joined by Kyle Parrish (VP of Sales, Figma) to discuss being the first sales hire at Figma. Not only that, but Kyle was also the third sales hire at Dropbox. In this episode learn more about:


  • Building a unique sales culture
  • Leveraging trends to find opportunities to disrupt
  • How to align the engineering/product team with sales
  • Avoiding the recency effect
  • The Dropbox sales team experiment disaster
  • How Figma approaches AI


The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

]]> 2091 no Introducing... The Science of Scaling So look, there’s reams of research that show as an ecosystem, we’re not very good at scaling revenue and sales. Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Stage 2 Capital, fmr CRO at HubSpot) is talking with the folks who’ve scaled the most successful sales teams in tech to give us the answers. Hear from CROs and sales leaders like Aliisa Rosenthal (OpenAI), Oliver Jay (Asana), Kyle Parrish (Figma), Jay LeBoeuf (Descript), and more. The Science of Scaling is part of the HubSpot Podcast Network. Tue, 13 Jun 2023 16:10:00 -0000 Introducing... The Science of Scaling trailer HubSpot Media So look, there’s reams of research that show as an ecosystem, we’re not very good at scaling revenue and sales. Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Stage 2 Capital, fmr CRO at HubSpot) is talking with the folks who’ve scaled the most successful sales teams in tech to give us the answers. Hear from CROs and sales leaders like Aliisa Rosenthal (OpenAI), Oliver Jay (Asana), Kyle Parrish (Figma), Jay LeBoeuf (Descript), and more. The Science of Scaling is part of the HubSpot Podcast Network. So look, there’s reams of research that show as an ecosystem, we’re not very good at scaling revenue and sales.

Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Stage 2 Capital, fmr CRO at HubSpot) is talking with the folks who’ve scaled the most successful sales teams in tech to give us the answers.

Hear from CROs and sales leaders like Aliisa Rosenthal (OpenAI), Oliver Jay (Asana), Kyle Parrish (Figma), Jay LeBoeuf (Descript), and more.

The Science of Scaling is part of the HubSpot Podcast Network.

]]> 164 no