
The Science of Scaling
Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.
Latest episodes

22 snips
Apr 23, 2025 • 29min
The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP)
In this discussion, Dan Sperring, Founder of AlignICP, shares insights on how a tightly defined Ideal Customer Profile (ICP) can drastically reduce sales and marketing costs. He reveals that companies with clear ICPs enjoy shorter customer acquisition payback periods and higher expansion rates. Sperring challenges the traditional approach of targeting broad markets, emphasizing the importance of focusing on specific use cases to drive product success. The conversation also touches on customer retention analysis and the transformative role of AI in refining acquisition strategies.

19 snips
Apr 16, 2025 • 23min
How to Close Your First Million Dollar Deal
Discover the unique challenges of enterprise sales when aiming for million-dollar deals. Learn how to navigate complex decision-making units and the importance of personalization in sales strategies. Advanced frameworks like the MEDIC qualifying matrix redefine traditional methods, helping sellers engage multiple stakeholders. Gain insights from top experts on what truly drives success in closing these high-stake deals and transform your approach to sales!

37 snips
Apr 9, 2025 • 30min
Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare)
In this engaging discussion, Chris Merritt, the Founding CRO at Cloudflare, reveals how he revolutionized sales by building a team that acts as equals to technical buyers, focusing entirely on addressing their questions. He shares insights on using the company’s blog to shape the sales culture and hiring strategies. Chris emphasizes the importance of genuine customer interactions over traditional sales tactics, the role of solutions engineers in enhancing relationships, and adapting sales processes as the business scales.

23 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.

44 snips
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.

53 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.

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.

7 snips
Mar 5, 2025 • 37min
AI Is Reshaping The Way We Prospect w/ Henry Schuck (Founder & CEO, ZoomInfo)
Henry Schuck, founder and CEO of ZoomInfo, shares invaluable insights on bootstrapping successful startups, arguing that non-venture-backed companies often create more wealth. He dives into how AI is revolutionizing sales prospecting, streamlining lead identification while posing ethical questions. Henry also discusses the operational inefficiencies of large corporations compared to agile startups and the significance of understanding market demand for sustainable growth. Tune in for a fresh perspective on marrying AI with effective sales strategies!

4 snips
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.

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.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.