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The Science of Scaling

By: HubSpot Podcast Network
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  • Summary

  • 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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Episodes
  • It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury)

    It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury)
    May 23 2024
    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
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    38 mins
  • How to Perfect Land and Expand w/ Kyle Duffy (VC, Gradient Ventures)

    How to Perfect Land and Expand w/ Kyle Duffy (VC, Gradient Ventures)
    May 16 2024
    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
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    34 mins
  • How to Navigate Sales Cycles w/ Ang McManamon (VP of Sales, Crunchbase)

    How to Navigate Sales Cycles w/ Ang McManamon (VP of Sales, Crunchbase)
    May 9 2024
    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
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    37 mins
Leadership Management Economics
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