No matter what stage your company is in, you need to build a best in class sales team. And no one knows how to do that better than today's guest.Host Mark Roberge is joined by John McMahon (Board Member, Snowflake & MongoDB) to get super tactical on how to build a billion dollar rev org. They discuss: Plan & scale revenue based on productivity models Why zero attrition is a bad sign How to plan your manager to rep ratio through absorption rates The ratio to promote internal v. hire external Understanding your differentiators for future Proof of Value How to find champions that will beat your competitor's champion 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.

Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it is today.Host Mark Roberge is joined by Brian Halligan, (Co-Founder, HubSpot) to discuss the roles of a founder and first sales person in taking a company from startup to scale up . In this episode learn more about: Why, for a founder or first seller, it's not about acquiring customers -- it's about feedback. Hiring athletes and sometimes inexperienced sales people The value of implementing a partner channel How to price your price (and how NOT to price your product) for sustainable defensibility 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.

Jonathan Anguelov, co-founder of Aircall, discusses the transition from founder selling to scaling a sales team. Topics include early sales responsibilities, adaptive learning in outreach, selling on value vs product, and the importance of reviewing sales calls as a company.

Matt Plank, CRO at Rippling, joins Mark Roberge to discuss setting sales quotas, demand generation, balance between inbound and outbound, 5x quota on reps' OTE, and the role of SDRs in the sales process.

Aliisa Rosenthal, Head of Sales at OpenAI, discusses leading sales at OpenAI pre and post-AI world. Topics include launching a groundbreaking product, giving team product knowledge, un-doing sales, building a playbook from the product team, and saying "no" to customers.

Stop looking at playbooks, and start looking at the learnings. Because success is always about context.And with the right planning, PLG startups can set themselves up the PLG trap – where PLG companies with around 5 billion dollar valuation tend to stall, while others break out to 20 billion dollars or more.Host Mark Roberge is joined by Oliver Jay, (Founding CRO, Asana) to discuss the inappropriate cut and paste of PLG practices. In this episode learn more about: The importance of running experiments on the side (to unleash new growth opportunities before they’re needed) The power in a joint mindset with the rest of the leadership team Leverage your influencing skills The difference between an exceptionally run company vs. average run company 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.

Once you hit a certain revenue line, going upstream presents an enormous opportunity for your business.Host Mark Roberge is joined by Kevin Egan (Head of Global Enterprise Sales, Atlassian) to discuss the stories behind the legendary companies he’s helped scale with actionable insight. In this episode learn more about: The importance of putting the seller in the shoes of the buyer Difference between a great mid-market salesperson vs. great strategic account executive Account based marketing for your motion process for enterprise selling How to know when it’s the right time to go upstream? Why you probably need a renaissance rep 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.

Host Mark Roberge is joined by Doug Adamic (CRO at Brex) to discuss how Doug turned Brex into a strategic sales machine, with the power of his sales process playbook. In this episode learn more about: 3 Critical skills for strategic sellers How to navigate the discovery and qualification of an account The secret sauce of sales (that makes you stand out from the crowd) How to grow early career salespeople into high-performing strategic account exec 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.

If you're an entrepreneur that has experienced ankle biters, congrats! You've made it to the next phase. How do you combat it? Stevie shares her story on how she's mitigated ankle biters at Vanta.Host Mark Roberge is joined by Stevie Case (CRO, Vanta) to discuss how she’s tackled ankle biters and evolved Vanta’s sales motion. In this episode learn more about: How to outsmart your competitors How to put your brand through a moat test Leaning into your competitive advantage Unraveling the “give, get” technique How Vanta uses the MEDDPICC method 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.

How did an electrical engineer Lecturer at Stanford become the Head of Business & Corporate Development at Descript? And how is he empowering customers to become champions of product at Descript?Host Mark Roberge is joined by Jay LeBoeuf (Head Of Business & Corporate Development, Descript) to discuss how Jay has led his team to grow strong customer advocates and create new opportunities in the go-to-market ecosystem. In this episode learn more about: How to develop champions in your go-to-market team How to get started with talking to your community (and grow a community-led growth strategy) How to figure out customer happiness without sending an NPS How to share your learnings from the voice of the customer Why Descript’s sales team is focused on learning, not selling 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.