The Science of Scaling – Details, episodes & analysis
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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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🇨🇦 Canada - management
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12/06/2026#64🇺🇸 USA - management
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09/06/2026#64🇬🇧 Great Britain - management
08/06/2026#50🇺🇸 USA - management
08/06/2026#65🇬🇧 Great Britain - management
07/06/2026#32
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See all- https://clickhubspot.com/pitch
8 shares
- https://clickhubspot.com/tsc
3 shares
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Score global : 83%
Publication history
Monthly episode publishing history over the past years.
Episodes published by month in
Q&A | How Do You Solve for a Siloed Marketing and Sales?
Season 2 · Episode 17
jeudi 29 août 2024 • Duration 13:55
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?
Season 2 · Episode 16
jeudi 22 août 2024 • Duration 12:11
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
How to Build an Advisory Board w/ Jen Grant (COO, Cube)
Season 2 · Episode 7
jeudi 20 juin 2024 • Duration 38:18
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?
jeudi 13 juin 2024 • Duration 11:48
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)
Season 2 · Episode 5
jeudi 6 juin 2024 • Duration 38:15
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)
Season 2 · Episode 4
jeudi 30 mai 2024 • Duration 35:06
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)
Season 2 · Episode 3
jeudi 23 mai 2024 • Duration 38:10
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)
Season 2 · Episode 2
jeudi 16 mai 2024 • Duration 34:06
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)
Season 2 · Episode 1
jeudi 9 mai 2024 • Duration 37:20
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)
Season 1 · Episode 15
mercredi 1 novembre 2023 • Duration 35:19
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.
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