The Science of Scaling

How AI Will Reshape The Way We Prospect w/ Henry Shuck (Founder & CEO, ZoomInfo) Mar 05, 2025

"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?

How to Build Your MVP & Sales Playbook At The Same Time w/ Mike Gamson (Founding CRO, LinkedIn) Feb 26, 2025

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.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

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.

Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist) Dec 17, 2024

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.

Q&A | How Do You Solve for a Siloed Marketing and Sales? Aug 29, 2024

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

Q&A | What Is Mark Reading, Watching, and Listening To? Aug 22, 2024

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

Q&A | How Can Sales Culture Be Influenced From the Top Down? Aug 15, 2024

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

Q&A | How Do You Decide Whether CS or Sales Owns Revenue from Customers? Aug 08, 2024

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

How to Build a Billion Dollar Outbound Sales Team w/ Carrie Bosworth (SVP Sales, Checkr) Aug 01, 2024

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

Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice) Jul 25, 2024

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.

Expanding to Multi-Product Selling w/ Ryan Meadows (SVP Global Sales, Klaviyo) Jul 18, 2024

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

The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast) Jul 11, 2024

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

There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro) Jul 04, 2024

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

How to Use Gong Like The Team Who Developed It w/ Ryan Longfield (fmr CRO, Gong) Jun 27, 2024

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

How to Build an Advisory Board w/ Jen Grant (COO, Cube) Jun 20, 2024

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

Listener Q&A | What Future Revenue Space Challenges Can You Predict Today? Jun 13, 2024

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

Moving From Big Company to Startup Sales Roles w/ Jeff Perry (CRO, Carta) Jun 06, 2024

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

The Power of Community Led Growth to Drive Demand w/ Paul St. John (Ex-GitHub) May 30, 2024

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

It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury) May 23, 2024

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

How to Perfect Land and Expand w/ Kyle Duffy (VC, Gradient Ventures) May 16, 2024

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

How to Navigate Sales Cycles w/ Ang McManamon (VP of Sales, Crunchbase) May 09, 2024

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

How to Diligence Marketing and Sales Leadership Roles w/ Sydney Sloan & Adam Aarons (CMO & CRO, Drata) Nov 01, 2023

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.

Community-Led Growth w/ Andrew Ettinger (CRO, Appen) Oct 25, 2023

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.

How to Scale a Billion Dollar Sales Team w/ John McMahon (Board Member, Snowflake) Oct 18, 2023

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.

The Untold Story of Scaling HubSpot's Sales Team w/ Brian Halligan (Co-Founder, HubSpot) Sep 06, 2023

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.

How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall) Aug 30, 2023

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.

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

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

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

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

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

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

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

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

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

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

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.

Introducing... The Science of Scaling Jun 13, 2023

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.

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