Episódios
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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 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 -
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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 [email protected], 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 -
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 -
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 -
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 -
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 -
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 -
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 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. -
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. -
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. -
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. -
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. -
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. -
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. -
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. -
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. -
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 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. - Mostrar mais