The Science of Scaling
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.
All Episodes
Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist)
New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist). We pack more knowledge inside 25 minutes than most sales leaders get in a month -- including performance diagnostics, addressing stakeholder interests, pricing models, and attuning sales rep mindsets. We always love to hear from you so reach out to us at podcasts@hubspot.com or send me a note on LinkedIn.
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
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
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