Evolving Ideal Customer Profiles and Sales Segmentation Strategies

Is the startup you're about to join gonna become a unicorn? That's the billion dollar question. It's so hard to tell.

But one of the leading indicators of that that's rarely talked about is whether they're scaling to massive revenue through only inbound leads. It's so hard to find those companies. And if you do latch on.

That's what happened with Carrie Bosworth, who a few years ago joined Checkr as the SVP of Sales.

They scaled to huge revenue numbers through inbound only, but they knew it was gonna dry up. In order to keep that pace, they brought in Carrie to diversify inbound with outbound selling.

She's been there for two years and in her own words: It's not so simple.

Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown