The Science of Scaling HubSpot Podcast Network

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

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