The Science of Scaling

4.9 (89)
MANAGEMENT
UPDATED WEEKLY

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.

AUG 29 · BONUS

Q&A | How Do You Solve for a Siloed Marketing and Sales?

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

14 min
AUG 22 · BONUS

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

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

12 min
AUG 15 · BONUS

Q&A | How Can Sales Culture Be Influenced From the Top Down?

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

14 min
AUG 8 · BONUS

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

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

23 min
AUG 1

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

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

33 min
JUL 25

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

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.

34 min
JUL 18

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

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

34 min
JUL 11

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

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

32 min

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TRAILER

Introducing... The Science of Scaling

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.

06/13/2023

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3 min

4.9

out of 5

89 Ratings

Keep Producing!!

09/28/2023

traveling 12344

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

09/07/2023

DuaneDufault89

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

08/23/2023

Philip Wegner

Mark does an excellent job of hitting high level strategy then unpacking the details of how to do something. Fantastic podcast.
Practical advice

08/27/2023

Nbkmom

I’m three episodes in now and the break for commentary format is growing on me. I’d still prefer a more natural flow but I’ve taken some great pieces of advice away recently.

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.