The Science of Scaling cover image

The Science of Scaling

Latest episodes

undefined
10 snips
Apr 2, 2025 • 34min

Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom)

In this discussion, Greg Holmes, the Chief Revenue Officer at Zoom and its first sales hire, shares insights from his journey in building a billion-dollar sales culture. He emphasizes the crucial difference between product-market fit and go-to-market fit. Greg reflects on team dynamics, highlighting the importance of customer-centric strategies and cultural happiness in driving success. He also discusses lessons learned while transitioning from WebEx to a startups and the impact of Zoom during the pandemic, underscoring the need for connection and collaboration.
undefined
Mar 26, 2025 • 32min

Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)

In this insightful conversation, Ron Gabrisko, the CRO of Databricks who played a pivotal role in scaling the company from under a million to over $2.5 billion in revenue, shares his secrets to success. He emphasizes building a predictable revenue model and dispels common misconceptions about sales playbooks. Gabrisko discusses strategic sales enablement, the importance of feedback loops, and effective customer engagement tactics. He also highlights the need for structured sales approaches and rigorous hiring to foster high-performing teams.
undefined
43 snips
Mar 19, 2025 • 34min

Sales is Not Magic, It's Math w/ Loren Padelford (Founding CRO, Shopify)

In this engaging conversation, Loren Padelford, Founding CRO at Shopify, who scaled Shopify Plus to $1 billion, delves into the intricacies of modern sales leadership. He advocates for focusing on impact over mere productivity and emphasizes emotional intelligence in building sales teams. Loren shares insights on leveraging data for customer-centric strategies and reflects on the toll of hustle culture on personal life. He encourages redefining success by prioritizing meaningful relationships over relentless work, offering a refreshing perspective for today’s sales leaders.
undefined
4 snips
Mar 12, 2025 • 33min

How to Hire Sales Reps for AI Products w/ Lauren Nemeth (Fmr COO, Pinecone)

Lauren Nemeth, former COO at Pinecone, dives into the transformative power of AI in sales. She discusses her bold transition from leading a large team to shaping a smaller, agile company focused on AI solutions. Prioritizing hiring skills over industry experience is key, as is adapting to customer insights in AI sales strategies. Lauren emphasizes the importance of effective team building and innovative pricing strategies tailored to user needs, while underscoring the necessity for sales professionals to cultivate creativity and critical thinking in an AI-driven landscape.
undefined
Mar 5, 2025 • 37min

AI Is Reshaping The Way We Prospect w/ Henry Schuck (Founder & CEO, ZoomInfo)

"I have an amazing idea for a startup." That goes through the mind of every entrepreneur. Step #1: Raise venture capital to fund it.Wrong.People are always shocked to hear that more wealth is created in non venture-backed startups than in venture-backed ones. But it's the VC backed ones that make the front page of TechCrunch. Today we're unpacking the blueprint to bootstrap an amazing company with Henry Shuck of ZoomInfo. And since Henry knows arguably the most in the world in the field of prospecting, we get into how AI will reshape it. Will it all be done by agents? Will humans have any role?Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
undefined
Feb 26, 2025 • 34min

How to Build Your MVP & Sales Playbook At The Same Time w/ Mike Gamson (Founding CRO, LinkedIn)

Mike Gamson, Founding CRO at LinkedIn, dives into the game-changing connection between customer interviews and product development. He emphasizes how insights from these interviews can shape your minimal viable product and sales playbook. Gamson reflects on LinkedIn's early days, sharing lessons about a member-first mission and capital efficiency. He discusses market validation strategies and the crucial balance between product quality and effective sales efforts to drive startup success.
undefined
19 snips
Dec 17, 2024 • 26min

Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist)

In this engaging discussion, Donald Kelly, Founder and Host of The Sales Evangelist, unpacks invaluable sales tactics. He shares strategies to diagnose performance issues and the important role of internal dynamics and market conditions. Kelly dives into the psychological aspects of sales, highlighting how mindset impacts success. The conversation also covers the complexities of startup sales and how to effectively navigate pricing strategies. Finally, he showcases LinkedIn's potential for outbound selling through targeted engagement and personalized outreach.
undefined
Aug 29, 2024 • 14min

Q&A | How Do You Solve for a Siloed Marketing and Sales?

Explore the amusing tension between marketing and sales teams, often perceived through a humorous lens. Discover how establishing clear roles and responsibilities can enhance collaboration. Learn the importance of defining Marketing Qualified Leads and the impact of personalized follow-ups. The discussion also highlights the necessity of a Service Level Agreement to ensure accountability and drive revenue goals. Uncover practical steps to bridge the gap and optimize performance, making the relationship more productive.
undefined
6 snips
Aug 22, 2024 • 12min

Q&A | What Is Mark Reading, Watching, and Listening To?

Explore how personal interests like comedy and pool play a role in relaxation and joy. Dive into insights on spirituality and meditation for professional growth. Discover thoughts on the Innovator's Dilemma, especially in AI, while navigating personal gifts and their impact on purpose. Get recommendations for entrepreneurship resources that inspire. It's a journey of self-discovery and innovation, filled with humor and profound insights!
undefined
Aug 15, 2024 • 14min

Q&A | How Can Sales Culture Be Influenced From the Top Down?

Explore how leadership can shape sales culture from the top down. Learn about creating scalable visibility and effective coaching strategies that empower your sales team. Delve into data-driven hiring techniques aimed at finding the best-fit candidates. Discover how to identify leading indicators to establish a predictable sales process, transforming the art of selling into a science. Engaging listener questions drive insightful discussions that can help optimize sales practices.

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.
App store bannerPlay store banner

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export

Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode