The Science of Scaling
The messy, honest reality of scaling a business -- and mastering the modern sales game.
Mark Roberge (HubSpot's first CRO, Harvard lecturer) & our rotating hosts chat with tech's top sales leaders to figure out what actually works. We break down frameworks and show you how to scale without the fluff.
No suits. No ties.
The Science of Scaling
How can I come across as less salesy? Harvard Business School Professor Leslie John has a surprising answer.
Get the full breakdown in the latest episode of Sales Support: https://www.youtube.com/watch?v=edLRU...
6 days ago | [YT] | 24
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The Science of Scaling
Some reps think they’ve already closed the deal once they reach the demo phase. But that couldn’t be further from the truth.
The reality is, your discovery call makes or breaks the deal.
Addison breaks down the exact 10-step framework she used over the past 3 years as a Mid-Market AE, to close complex mid-market deals.
See the full framework on the new episode of The Sales Lab: https://www.youtube.com/watch?v=Iaia3...
2 weeks ago | [YT] | 33
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The Science of Scaling
The answer is not so simple.
Professor and Decision Making Expert Cheryl Straus Einhorn explains why it's more important to understand what your gut feeling means and how it relates to your past experiences.
Get the full answer and more on the new episode of Sales Support: https://www.youtube.com/watch?v=7XNes...
2 weeks ago | [YT] | 33
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The Science of Scaling
That's me commuting to work with Everett Berry, the Head of Go-To-Market Engineering at Clay.
I spent 24hrs inside Clay, with the team that scaled this startup to $5B. Go-To-Market Engineering is one of the most sought after roles at the fastest growing startups and I'm determined to find out what exactly is a GTME and how it helped scale Clay to a $5B valuation.
I also may have promised Everett I'd help make him famous? Help me out and go watch the video: https://www.youtube.com/watch?v=wNnU2...
-Payton
4 weeks ago | [YT] | 105
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The Science of Scaling
Welcome to the first episode of our new series Sales Support.
Neuroscientist Tali Sharot is here to discuss Influence and answer your questions about sales and persuasion.
Catch the episode here: https://www.youtube.com/watch?v=XGICA...
1 month ago | [YT] | 11
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The Science of Scaling
Most companies hire Sales Leaders based on industry experience.
In our newest video, Mark Roberge covers why the best Sales Leaders aren’t product experts. They’re sales experts.
1 month ago | [YT] | 34
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The Science of Scaling
Objections aren’t rejections, it might just be a lack of context.
Learn how to turn objections into meetings in our latest video: https://www.youtube.com/watch?v=Yn9rE...
1 month ago (edited) | [YT] | 9
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The Science of Scaling
I see founders walk into VC meetings and do the one thing every sales training tells you NOT to do:
They show up & throw up.
Meanwhile, the investor is half-listening and half on their phone.
I'll tell you exactly what you need to do to raise funding from a VC. And it's going to sound very similar to the sales playbook you're already running.
New episode drops now 👇
- Mark
1 month ago | [YT] | 5
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The Science of Scaling
Most sales leaders run film reviews once a week. I ran them every single day.
Not to critique reps. Not to micromanage. To build the playbook — live, in real time, call by call.
That pace is why we found go-to-market fit at HubSpot faster than almost anyone.
New episode breaks down exactly how I did it.
- Mark
2 months ago | [YT] | 2
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The Science of Scaling
What's the most common mistake reps make when sending LinkedIn connection requests or DMs?
2 months ago | [YT] | 1
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