The SaaS Revolution Show Sales Acceleration Formula 2.0 with Mark Roberge, Co-Founder at Stage 2 Capital
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Feb 6, 2025 In this engaging discussion, Mark Roberge, Co-Founder at Stage 2 Capital and the mind behind HubSpot's sales team, shares insights on effective sales strategies. He dives into the concept of a recruitment agency within companies and the shift towards Product-Led Growth in SaaS. Mark emphasizes the value of extended trial periods for software and the complexities of partner channels for early-stage companies. His blend of practical experience and academic wisdom offers a fresh perspective on navigating sales dynamics in the SaaS landscape.
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Internal Recruiting
- Build an internal recruiting function and pay recruiters like an agency.
- This incentivizes aggressive pursuit of passive candidates, crucial for top sales talent.
Cold Calling at HubSpot
- At HubSpot, Mark Roberge argued for cold calling despite the company's inbound marketing focus.
- He needed a backup plan if inbound leads faltered and specialized a cold calling team, leading to 20% of revenue.
Supplementing Inbound Leads
- Set realistic expectations for salespeople, aiming for 70-80% of quota from inbound leads.
- Encourage supplementing with their own outreach, targeting closed-lost opportunities from 6-9 months prior.
