The Science of Scaling Por arte de portada

The Science of Scaling

De: HubSpot Podcast Network
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  • Resumen

  • 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.
    Hubspot 2024
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Episodios
  • Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice)

    Becoming a Unicorn Doesn't Happen By Chance w/ Dini Mehta (fmr CRO, Lattice)
    Jul 25 2024
    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.
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    34 m
  • Expanding to Multi-Product Selling w/ Ryan Meadows (SVP Global Sales, Klaviyo)

    Expanding to Multi-Product Selling w/ Ryan Meadows (SVP Global Sales, Klaviyo)
    Jul 18 2024
    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
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    34 m
  • The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast)

    The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast)
    Jul 11 2024
    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
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    32 m
Liderazgo Gestión Economía
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