Mark Roberge discusses biggest lessons scaling HubSpot to $100M ARR, mistakes startups make when scaling into enterprise, launching second product & channel strategies. Insights on sales transition as a founder, analyzing payback periods and customer acquisition costs for investors, scaling from SMBs to enterprise in SaaS industry, ideal customer profiles, and mistakes in channel partnerships.

Mark Roberge, Dini Mehta, Kate Ahlering, and Mark Wayland share their advice on refining an ICP, stopping a PLG motion, differentiating Enterprise and Mid-Market reps, diagnosing and solving churn, and handling challenges as a new C-suite member.

In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Hubspot’s original senior vice president for sales and later Chief Revenue Officer, Mark Roberge. Mark talks about working at Hubspot since day one, building the sales department from the ground up, offering advice on prioritization, hiring, addressing retention and reducing churn. Mark also shares his present journey as a senior lecturer at the Harvard Business School and Managing Director of the VC firm Stage 2 Capital.  Additional Resources:Donate to Build.org: https://build.org/Buy Mark's book: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072Listen to More Revenue Builders: https://forc.mx/3bfW5Od HIGHLIGHTSTitles generally do not mean anything You need to learn prioritization as a sales leader The best sales reps don't necessarily make the best sales managers There is no such thing as a universal top sales hire profileDon't take coachability for granted in hiring How Mark addressed employee retention at Hubspot Foray into investing and the lessons learned Is an economic winter coming? Mark's beef with most MBAs  QUOTESMark answers why promoting your best seller as manager isn't the best idea: "The job of salesperson and manager is so different. Salesperson is going out doing great discovery, moving people through a process, being good with your time. Sales management is all about picking people and empathy, understanding, connecting, and coaching and discipline."Mark's advice for success in hiring: "Have the discipline every quarter to sit down and look back on your people that you hired six months ago so that you now know are they doing well or not. And reflect on why and what those attributes are and iterate on your scorecard. And have the discipline to sue your scorecard in your hiring process." Mark's three biggest lessons about retention: "Retention is probably your biggest number, even more than top line revenue growth. Okay, that's learning number one. Number two, the root of retention issues is in sales. It's not in product, usually. Sometimes in product but most of the time the root is in sales. And number three, the best way to fix it is through compensation." Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Mark Roberge, a seasoned entrepreneur and former HubSpot executive who's now shaping future minds at Harvard, delves into navigating sales leadership in the age of AI. He discusses the transformative impact of technology on B2B sales and the importance of early adoption for competitive advantage. Roberge also highlights the need for structured decision-making in implementing new tech and emphasizes continuous learning in the fast-evolving sales landscape. Finally, he touches on the intriguing intersection of AI insights and spirituality, encouraging a holistic view in business.

Mark Roberge of Stage 2 Capital discusses AI applications in GTM, challenges for larger companies, and future regulations. The conversation covers AI's impact on software development and customer service, tech disruption in sales strategies, revenue growth with AI agents, overcoming challenges in AI pitching, and entrepreneurship in the AI era. Insights on pricing innovations, incentivizing sales reps, Google's strategic investments, and a sponsor ad for Sales Loft are also highlighted.

Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital, joins the conversation to unpack disruption in business. He delves into the themes from Clayton Christensen’s 'The Innovator's Dilemma,' illustrating how even successful companies falter against disruptive innovation. Roberge discusses the impact of AI and cloud technologies on established firms, urging a shift towards customer-centric innovation. His insider anecdotes offer valuable insights for business leaders navigating the complex landscape of modern technology and competition.

Mark Roberge, Co-founder of Stage 2 Capital and former CRO of HubSpot, shares his journey through sales leadership and venture capital. He discusses the transformative impact of AI on tech strategy and emphasizes that great leaders don’t have to excel in every area. Roberge also highlights the importance of continuous learning in sales, navigating psychological barriers in decision-making, and the significance of aligning technology adoption with sales needs to drive team success.

Mark Roberge from Stage 2 Capital discusses the advantages and challenges of using AI for Go-to-Market strategies. He highlights how startups disrupt established players with their agility and innovation. The chapter also covers raising venture capital, the shift to efficiency, and strategic insights for hitting revenue goals in 2024.

Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer, discusses the importance of context in sales hiring. He highlights the need for a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark emphasizes the role of role-playing in interviews and the continuous evolution of the hiring process.

Mark Roberge, a sales and venture capital expert known for his transformative work at HubSpot, shares invaluable insights into sales success. He discusses the Reticular Activating System (RAS) and its impact on mindset, revealing how beliefs shape sales effectiveness. Roberge explores case studies illustrating successful strategies, including the importance of tailored communication in medical sales and mastering personalized outreach. He emphasizes the psychological dynamics of selling, highlighting how reframing negative thoughts can enhance performance.