The Science of Scaling

Latest Episodes:

The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling) Aug 23, 2023

Show notes

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.

Why OpenAI Had to Un-do Sales w/ Aliisa Rosenthal (Head of Sales, OpenAI) Aug 16, 2023

Show notes

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.

How to Escape the PLG Trap w/ Oliver Jay (Founding CRO, Asana) Aug 09, 2023

Show notes

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.

How to Take Your Sales Playbook Upstream w/ Kevin Egan (Head of Global Enterprise Sales, Atlassian) Aug 02, 2023

Show notes

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.

Don’t Lead With The Product, Lead To The Product w/ Doug Adamic (CRO, Brex) Jul 26, 2023

Show notes

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.

How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta) Jul 19, 2023

Show notes

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.

How to Create Customer Advocates In Your Go-To-Market w/ Jay LeBoeuf (Head of Sales, Descript) Jul 12, 2023

Show notes

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 to Add a Sales Org to Your PLG Company w/ Dino DiMarino (CRO, Snyk) Jul 05, 2023

Show notes

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.

How to Align Your Sales and Marketing w/ Mike Weir (CRO, G2) Jun 28, 2023

Show notes

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.

How to Integrate Your First Sales Hire w/ Kyle Parrish (VP of Sales, Figma) Jun 21, 2023

Show notes

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.

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