Former Chief Revenue Officer at Gong, Ryan Longfield, shares insights on running a sales org effectively. Topics include career path prioritization, content marketing, choosing company leaders, leveraging Gong data for sales performance analysis, and assessing sales team dynamics.

You're a first time founder, CEO, or sales leader. You've crushed the Seed stage of your business, and got the $10 million Series A check. Now you're at your board meeting. The multi-decade venture capitalist is feeding you with advice and counsel. And you take it.The problem is: They're wrong sometimes. But how do you know — you've never been in this seat before? As an independent board member, Jen Grant (COO, Cube) has seen every angle of this equation and she's here to help us decipher it. The role of an independent board member How to build an advisory board Evaluating advice from VCs Navigating the pace of growth Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tscThe Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

You spoke and we listened. We cover a lot of the science of scaling in our episodes, but we know there's plenty of questions you still have. So we'll be answering listener questions periodically on the show.Send your question to Mark on LinkedIn, at our email address podcasts@hubspot.com, or on Spotify's Q&A prompt on your phone.Today, Mark predicts the future of AI in the revenue space and how leaders need to think today in order to find success in the years to come. It won't be easy, but the winners ten years from now are the ones creating the right moats today.Grab HubSpot's free AI-Powered Customer Platform and watch your business grow https://clickhubspot.com/tsc

We're in the Q2 board meeting, and we have a huge decision ahead: Who is our next sales leader? We're sifting through the candidates and one person says, ah, they're two big company. What does that mean to big company?Jeff Perry (CRO, Carta) knew he had to check his ego at the door if he was going to find success coming from a sales org like Oracle to lead a then 50 person team at Carta.Here's what it takes: Sales ops as a trusted internal partner for sales leaders Segmentation for optimal org design A mix of inbound and prospecting Enabling expert frontline salespeople & checking your own ego Stay ahead of the sales trends and exceed your 2024 sales targets with this: https://clickhubspot.com/qinThe Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

Probably the most common and important early stage go-to-market question I get from founders and first sales leaders is this: What are creative new ways to create demand for my sales team? It's a forever question, and it's so hard. Usually it's about understanding what's coming next. Best practices that haven't been exploited yet. I have a hypothesis — it's community-led growth, CLG.My friend Paul St. John, the first sales leader at GitHub, arguably the pioneer on CLG, joins me to demystify how he built a revenue machine and all the unique attributes of doing that on top of a very successful CLG company.Free Resource:[Free Report] Learn from 1,000+ startup founders on how AI is scaling their sales strategy https://clickhubspot.com/ias The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

Nick Dellis, VP of Revenue at Mercury, challenges the norm of commission plans, advocating for intrinsic motivation. They discuss flaws of traditional plans, importance of measuring impact, and implementing performance improvement goals. They explore resistance to change and shifting focus towards business outcomes over monthly payouts.

Kyle Duffy, a venture capitalist at Gradient Ventures specializing in early-stage AI and machine learning investments, shares insights into navigating the startup landscape. He discusses the critical shift from customer acquisition to retention and the 'land and expand' sales model. Duffy stresses the importance of customer success and mastering pricing strategies, particularly in the AI sector. He also highlights the challenges of integrating AI in traditional industries and the need for collaboration in the sales technology ecosystem.

VP of Sales at Crunchbase, Ang McManamon, discusses navigating tricky sales cycles and managing expectations, culture, product pivots, and value prop with customers. Insights on revenue growth, team expansion, setting realistic targets, diagnosing sales issues, boosting team performance, and risks of overselling in SaaS deals are also covered.

The podcast discusses the importance of marketing and sales alignment, evaluating potential team members, back channelling for honest feedback, and the significance of go-to-market alignment for team dynamics. The guests share insights on navigating leadership roles, evaluating marketing leaders, SDR team management, and scaling strategies for high-growth startups.

Community-led growth involves multiple communities, including core user communities, spheres of influence (like executives or department heads), and the intersection of these communities. And when you run it alongside a PLG motion, it can be truly powerful.Host Mark Roberge is joined by Andrew Ettinger (CRO, Appen) to discuss applying a community-led growth model at your org. In this episode learn more about: The Three C's strategy Empowering developers and technical leads New roles in community-led growth Starting as a services business before becoming a product business 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.