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
  • There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro)

    There Is No Post-Sales in SaaS w/ Sangeeta Chakraborty (CRO, Miro)
    Jul 4 2024
    Have you ever reflected on the term post sale? Why do we call that post sale? When did we stop selling? And what have we started to do? Create customer value. Renew and expand. I've never thought about it until today's episode with Sangeeta Chakraborty (CRO, Miro) — a recent Silicon Valley darling. And what's really cool and unique about her is she grew up in customer success. Customer success didn't even exist 20 years ago. And now we have this new generation of CROs that grew up from that perspective. Evolution of Customer Success in Sales Leadership Importance of Company Value System in Hiring Sales Leaders Alignment of Enterprise and PLG Offerings in Sales Transition Differentiation in Sales Approach for PLG and SLG The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown
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    37 m
  • How to Use Gong Like The Team Who Developed It w/ Ryan Longfield (fmr CRO, Gong)

    How to Use Gong Like The Team Who Developed It w/ Ryan Longfield (fmr CRO, Gong)
    Jun 27 2024
    You're the sales leader of a unicorn. Selling the tool that every sales leader tries to optimize around. So the question is: How do you and your team use it? We're learning from Ryan Longfield (fmr. CRO, Gong) about how to run your sales org like a billion dollar company using the same software we're all using. Because it turns out, almost all of us are not unlocking its real potential You'll also hear from Ryan about: How to chart your career path based on priority and life stage Why content marketing is your best differentiator early on What to look for in choosing the next company leader you work with 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
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    37 m
  • How to Build an Advisory Board w/ Jen Grant (COO, Cube)

    How to Build an Advisory Board w/ Jen Grant (COO, Cube)
    Jun 20 2024
    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
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    38 m
  • Listener Q&A | What Future Revenue Space Challenges Can You Predict Today?

    Listener Q&A | What Future Revenue Space Challenges Can You Predict Today?
    Jun 13 2024
    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
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    12 m
  • Moving From Big Company to Startup Sales Roles w/ Jeff Perry (CRO, Carta)

    Moving From Big Company to Startup Sales Roles w/ Jeff Perry (CRO, Carta)
    Jun 6 2024
    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
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    38 m