The Science of Scaling HubSpot Podcast Network
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- Business
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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.
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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. -
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. -
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. -
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. -
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. -
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.
Customer Reviews
Keep Producing!!
My favorite feature is when Mark makes personal comments and thought on the items being discussed. Often I do not know the guests but I trust Mark from having read his book, listened to interviews and having read The Science of a Scaling.
It helps me organize my thoughts and strategies.
Keep producing!! Even if shows are just Mark taking us through Harvard Case Study type situations.
Reality and context
Too many other podcasts that cover sales & GTM feel way to prepped and sugar coated, or it’s given by the person who doesn’t actually do the work. But this show gets into the weeds from how the work gets done, the steps along the way and the progression along the growth journey. Not just a “sell sell sell” podcast.
Plus, Mark has the leverage to get pretty much any buddy he wants on the show lol
Strategy Plus Tactics
Mark does an excellent job of hitting high level strategy then unpacking the details of how to do something. Fantastic podcast.