Mark Roberge, Co-founder of Stage 2 Capital and former CRO of HubSpot, shares invaluable insights from scaling HubSpot to $100M in ARR. He discusses the biggest mistakes startups make when transitioning to enterprise and the critical timing for such a shift. Mark emphasizes the need to be selective with early customers and the importance of channel diversification. He also reveals how hiring the right talent and developing effective sales compensation plans can significantly impact growth strategies.

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

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.

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 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, 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, 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.

Mark Roberge, a senior lecturer at Harvard Business School and former SVP at HubSpot, shares invaluable insights into the often-overlooked realm of sales for startup founders. He emphasizes that every facet of entrepreneurship hinges on effective sales strategies. Roberge discusses hiring the right sales personnel, crafting strategic compensation plans, and understanding product-market fit. He also highlights the transformative impact of AI on the sales landscape, urging founders to develop relationship-driven approaches to thrive in competitive markets.