Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business.

Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discuss the stories behind the legendary companies he’s helped scale with actionable insight. In this episode learn more about:

• The importance of putting the seller in the shoes of the buyer
• Difference between a great mid-market salesperson vs. great strategic account executive
• Account based marketing for your motion process for enterprise selling
• How to know when it’s the right time to go upstream?
• Why you probably need a renaissance rep

The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.