Podcast appearances and mentions of mark roberge

Mark Roberge explains why so many artists make the mistake of trying to go global too fast. Instead of chasing attention everywhere, he argues that artists should first build a real foundation in their own backyard. In this clip, we talk about local support, predictable income, early adopters, and how hometown momentum can eventually snowball into something much bigger.This is a valuable conversation for musicians and creators who want to grow sustainably rather than just look big online.

Mark Roberge joins me to talk about what it really takes to build a sustainable career as an independent artist. As the founder of the band Prospect Hill, co-creator of Fan Flowy, and co-author of The Indie Artist's Compass, Mark brings two decades of firsthand experience from touring, label deals, setbacks, rebuilding, and now helping other musicians grow smarter.We discuss how Prospect Hill went from a local Massachusetts band to a worldwide touring act, why artists need to think like entrepreneurs, how building a loyal backyard fanbase can create real momentum, and why so many musicians get distracted by vanity metrics instead of meaningful growth. Mark also breaks down the philosophy behind Fan Flowy, the importance of direct fan relationships, and how artists can stop patching together broken systems and start building something sustainable.Whether you're a musician, filmmaker, or any kind of independent creator, this conversation is full of practical insight on audience-building, strategy, and staying adaptable in a constantly changing industry.

In this episode, guest speaker Mark Roberge unpacks a smarter framework for scaling... one built on data, not guesswork. He explains why most companies misread product-market fit by tying it to revenue instead of retention, and why the best founders identify a leading indicator of retention early using a simple behavioral framework: what percentage of customers complete what action in what period of time. That gives you an early-warning system for whether the product is actually delivering on its promise. From there, Mark breaks down why your ideal customer profile should be defined by lifetime value and long-term retention — not just who closes fastest — and why hiring big sales teams based on annual plans is one of the most dangerous mistakes founders make. Instead of betting the year on a January hiring spree, he shares the idea of setting a sustainable pace and using real operating signals to decide when to speed up, slow down, or stop. He also explores how to align sales compensation with customer success, why early-stage companies should lean on networks before trying to build “scalable” demand channels, and how to approach new segments without burning resources on unproven bets. If you're a founder, sales leader, or operator trying to grow without breaking the business, this episode is a practical reminder that the best companies don't scale faster because they're bolder... they scale better because they instrument the truth early.

Mark Roberge is a Co-Founder at Stage 2 Capital, the first venture fund supported by over 1,000 top sales and marketing executives. Stage 2 has invested in more than 100 startups, helping founders with proven revenue growth strategies and experienced go-to-market leaders to accelerate their growth. He has also been a member of the teaching faculty at Harvard Business School for over a decade, designing and leading courses on sales, marketing, and entrepreneurship, mentoring thousands of student entrepreneurs, and engaging deeply with the challenges of early-stage growth. Before these roles, Mark was the fourth employee and founding CRO at HubSpot, where he built and scaled the go-to-market organization from zero revenue to a successful IPO, pioneering a data-driven, buyer-centric sales model that has since influenced go-to-market teams worldwide. Mark holds an MBA from the MIT Sloan School of Management and an undergraduate engineering degree from Lehigh University. He is the author of the bestselling books The Sales Acceleration Formula and The Science of Scaling, which distill decades of experience into a practical, data-driven roadmap for founders, executives, and investors striving to achieve sustainable, scalable growth. Mark has been featured in popular publications such as the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, and Harvard Business Review, delivered keynotes at major conferences including South by Southwest, SaaStr, Inbound, and the World Business Forum, and guest lectured at leading institutions such as MIT, Stanford, and Harvard. Connect with Mark Roberge:Website: http://scienceofscaling.io/ LinkedIn: https://www.linkedin.com/in/markroberge/ Twitter: https://x.com/markroberge Instagram: www.instagram.com/roberge_markYouTube: www.youtube.com/hashtag/markroberge TurnKey Podcast Productions Important Links:Guest to Gold Video Series: www.TurnkeyPodcast.com/gold The Ultimate Podcast Launch Formula- www.TurnkeyPodcast.com/UPLFplusFREE workshop on how to "Be A Great Guest."Free E-Book 5 Ways to Make Money Podcasting at www.Turnkeypodcast.com/gift Ready to earn 6-figures with your podcast? See if you've got what it takes at TurnkeyPodcast.com/quizSales Training for Podcasters: https://podcasts.apple.com/us/podcast/sales-training-for-podcasters/id1540644376Nice Guys on Business: http://www.niceguysonbusiness.com/subscribe/The Turnkey Podcast: https://podcasts.apple.com/us/podcast/turnkey-podcast/id1485077152

In this episode of Startup Hustle, Matt Watson interviews Mark Roberge, a former HubSpot executive and current venture capitalist, about his journey from engineering to sales and the importance of scaling startups. Mark discusses the genesis of HubSpot, the significance of sales in startups, and the concept of product-market fit. He emphasizes the need for customer research, avoiding false positives in feedback, and identifying the ideal customer profile. Mark also shares insights on scaling strategies, key metrics for success, and the science behind scaling businesses effectively.⏱️ Episode Breakdown00:00 The Genesis of HubSpot02:56 Transitioning from Engineering to Sales06:06 The Science of Scaling08:53 The Importance of Selling Early12:12 Understanding Customer Needs14:58 Avoiding False Positives in Feedback15:39 Design Partner Dilemma18:21 Target Audience Insights19:56 Ideal Customer Profile Framework23:00 The Science of Scaling25:05 Understanding Growth Investment30:55 Navigating Growth Challenges35:25 Final Thoughts on Scaling SuccessTAKEAWAYSSales is crucial for startup success.Understanding product-market fit is essential before scaling.Customer research should start at the ideation stage.Avoid false positives by validating customer interest.Identify your ideal customer profile to focus efforts.Scaling should be approached methodically and strategically.Establish leading indicators of customer retention.Sales methodologies must evolve as the company grows.Demand generation must align with growth aspirations.The science of scaling involves data-driven decision making.Links & ResourcesConnect with Mark Roberge on LinkedInWhat Smart CTOs Are Doing Differently With Offshore Teams in 2025Subscribe to the Global Talent SprintFull Scale – Build your dev team quickly and affordablyIf you're trying to get your team out of the basement and into real product ownership, this episode is your playbook. Stop being a ticket factory. Build teams that think, create, and lead.Follow the show, rate it, and send this to someone who's still trying to do “real Scrum.” They need it more than you do.

Grab your copy of The Indie Artist's Compass: book.makeourmusic.comIn this episode, host Joe Fier sits down with seasoned musician, producer, and entrepreneur Mark Roberge. Together, they explore the intersection of creativity and business in the modern music industry, sharing actionable insights for artists, creators, and entrepreneurs alike. Mark delves into his journey from breaking ground with bands like Prospect Hill to pioneering fan engagement strategies, leveraging technology, and building collaborative communities. The conversation highlights the importance of authentic storytelling, data-driven marketing, and adapting to industry shifts—especially with the rise of AI and changing consumption habits.Topics DiscussedThe power of authentic storytelling in music and why AI can't replicate human experienceMark's evolution: from high school band success to launching Red 13 Studios and beyondTreating music projects like startup businesses — using systems, strategy, and dataBuilding and nurturing fan bases: why you must own your audience, not rely solely on platformsThe "1,000 True Fans" concept and multi-channel fan capture strategiesFrameworks from Mark's book, "The Indie Artist's Compass," including the FAME frameworkLeveraging ad automation and tech tools (FanFlowy, Make Our Music) for audience growthRelease strategy: why singles beat albums for growing audiences and maximizing Spotify algorithmsCollaboration and “piggybacking” with other artists to expand reachThe resurgence of live music, human connection, and why it matters more than everAI in music: Opportunities, tools (like Suno), and the real value of human creativityCommunity building and platforms for collaboration, performance, and supportResources MentionedThe Indie Artist's Compass: book.makeourmusic.comMake Our Music Community: makeourmusic.comProspect Hill Band: prospecthillband.comLansdowne Band: lansdownemusic.comConnect with Us

Mark Roberge is calling it now: we are about to witness the highest failure rate for a single cohort of startups in the history of tech. As author of Science of Scaling, and co-founder of Stage 2 Capital, Mark joins the pod to dismantle the "growth at all costs" mindset that still plagues founders. He explains why the assembly-line sales model is dead and how AI will force a return to the full-cycle "rainmaker" rep. **Key moments:** The AI Bubble: Why the index fund of the last two years of AI investments is likely doomed. Fixing Your ICP: And how optimizing for CAC or inbound volume without ICP fundamentals in place is a recipe for disaster The 80% Rule: How AI moves reps from 25% selling time to 80%, and what that means for the future of SDR, AE, and CS functions LIR - What it is and Why It Matters: Why every board deck needs a a LIR slide to predict product-market fit before revenue numbers hit **Note:** Mark is donating 100% of the proceeds from his new book to mental health causes. Grab a copy of *The Science of Scaling* on Amazon!   Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 Introduction: Mark Roberge and The Science of Scaling 03:44 Founder Turnover and Loyalty in the AI Era 06:18 Navigating Founder Burnout and Strategic Pivots 16:30 Predicting High Failure Rates for AI-Native Startups 18:57 The Origin Story Behind The Science of Scaling 24:51 Why Most Companies Define Their ICP Wrong 28:34 The Leading Indicator of Retention (LIR) Framework 32:30 Real-World Example: Shifting ICP Based on Retention 37:22 Who Should Own Product-Market Fit? 43:23 Transitioning GTM Strategies from SaaS to AI 47:29 The End of Specialization: Collapsing GTM Roles 51:12 Solving GTM Inefficiency by Increasing Selling Time 56:50 How to Pilot the Consolidated "Ninja AE" Role 01:04:29 Designing Organizations for Rainmakers vs. Average Reps 01:08:01 Mental Health, Gratitude, and Closing Thoughts  

In this episode, Mark Roberge, author of the upcoming book The Science of Scaling, breaks down why so many companies fail to evolve their Ideal Customer Profile (ICP) despite changing market conditions—and reveals the surprising truth: it's emotional decision-making, not data, holding them back. Discover the game-changing "green, yellow, red" framework that separates truly ideal customers (those with high lifetime value) from those draining your resources, and learn how to strategically reallocate your team's efforts to maximize retention and expansion. Plus, explore how getting your ICP right doesn't just boost sales—it aligns your entire organization, from marketing and product development to customer success, creating a powerful go-to-market engine that drives real scaling.Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. Connect with Mark: Stage 2 CapitalResources mentioned:The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably:The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Scaling often looks like momentum on the surface: more pipeline, more headcount, more pressure from boards and capital. But underneath? Many leaders feel the strain of decisions moving faster than their systems can support. In this conversation, Mark Roberge sits down to unpack why scaling is not a milestone, but a system that must be intentionally designed and continuously recalibrated. Drawing on his experience as HubSpot's founding CRO, a Harvard Business School lecturer, and the author of The Science of Scaling, Mark offers a clear, data-driven perspective on how leaders can move beyond reactive growth and build systems that scale with intention.Mark Roberge is the founding Chief Revenue Officer of HubSpot, a senior lecturer at Harvard Business School, co-founder of Stage 2 Capital, and the author of The Science of Scaling and The Sales Acceleration Formula. He is widely known for helping companies design go-to-market systems that scale sustainably. Connect with Mark: Stage 2 CapitalResources mentioned:The Science of Scaling by Mark RobergeThe Sales Acceleration Formula by Mark RobergeForce Management resources on scaling predictably:The Predictable Revenue Framework: Guide for LeadersKey takeaways from this episode:04:45 Why scaling too early, often triggered by capital of board pressure, creates more downstream problems than it solves09:20 Why your ideal customer profile is defined by who your sellers actually close, not what's written in your pitch deck12:43 Why revenue is a misleading indicator of product-market fit (and what leaders should pay attention to instead)13:58 The critical difference between product-market fit and go-to-market fit, and why skipping the latter derails scale19:36 How using leading indicators of retention removes guesswork from growth decisions40:02 Why top-down revenue targets fail, and how bottoms-up capacity planning creates sustainable scale53:55 Why Mark chose to donate all book proceeds to mental health, and why leadership conversations must make room for humanity Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

The Biggest GTM Mistake (Spoiler Alert: Stop Chasing CAC!!!)Mark Roberge shares how AI is transforming sales, customer success, and go-to-market strategy. The former HubSpot CRO, now co-founder of Stage 2 Capital and senior lecturer at Harvard Business School, Mark Roberge breaks down the 4 phases of AI evolution that will redefine how companies sell, serve, and scale. From agentic AI to LTV-driven growth, this is a masterclass on what the next era of go-to-market looks like.Mark Roberge helped take HubSpot from $0 to $100M and literally wrote The Sales Acceleration Formula. Now, he's turning his attention to the AI transformation sweeping every GTM function. In this episode, Mark explains why it's time to stop obsessing over CAC and start optimizing for LTV—the customers who actually succeed—and how AI can make that possible at scale.He also shares bold predictions about the future of work, the death of departments, and why capitalism itself may need to evolve for the AI era.Timestamps0:00 – Preview & Introduction1:19 – Meet Mark Roberge: Co-Founder, Stage 2 Capital2:45 – The Early Days of AI in GTM6:33 – What's Slowing Down AI Adoption8:00 – Why Most AI Startups Are Still Too Iterative12:00 – The "Agentic" Shift: From Co-Pilots to Autonomous Agents14:15 – The 4 Phases of AI Go-to-Market Evolution20:35 – Managing Your Agents: The New CRO Skillset26:00 – Deciding the ICP: It's Not CAC29:35 – How AI Breaks Down Department Silos35:40 – Can Capitalism Survive the AI Era?46:00 – The Science of Scaling: Mark's Next Big Book---What You'll Learn* Why CAC is the wrong north star metric for GTM leaders* How to use AI to identify and retain high-LTV customers* The 4 phases of AI transformation in go-to-market* How agentic AI will redefine the roles of CROs, CSMs, and RevOps* Why AI will blur departmental boundaries and change the structure of business* How capitalism and work culture must evolve in the AI era---Check out the Key Takeaways & Transcripts: ⁠https://www.gainsight.com/presents/series/unchurned/⁠---Where to Find Mark:LinkedIn: ⁠https://www.linkedin.com/in/markroberge/Where to Find Josh: LinkedIn: ⁠https://www.linkedin.com/in/jschachter/⁠---Resources mentioned:* Stage 2 Capital Blog – Go-to-Market AI Case Studies: https://www.stage2.capital * The Sales Acceleration Formula by Mark Roberge

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Most AI pilots fail because founders are retrofitting old playbooks instead of rebuilding revenue architecture. Mark Roberge, founding CRO at HubSpot who scaled from $0 to $100M revenue, breaks down how AI compresses traditional sales cycles and transforms go-to-market execution. He reveals why selling time will jump from 25% to 75% of a rep's week, how AI enables real-time ICP refinement and account targeting, and why sustainable moats now depend on owning the point of work rather than systems of record.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Matt Benelli sat down with Mark Roberge last year, former CRO at HubSpot, Harvard Business School professor, and co-founder of Stage 2 Capital, to challenge some of the most persistent myths in sales leadership. From debunking the idea that top reps make the best managers to exposing why shadowing high performers can actually backfire, this conversation delivers a candid look at why most coaching programs fail to scale and what to do instead.Mark lays out a structured, repeatable approach to frontline coaching that not only boosts individual rep performance but transforms how entire sales organizations operate. He shares why focusing on team attainment is less useful than tracking the percentage of reps hitting quota, how managers can move from reactive fire drills to proactive coaching cycles, and why self-diagnosis is the new sales superpower. If you're a sales leader still stuck on the hamster wheel, this episode offers a way off.Key Takeaways1. Top reps don't make the best managersThe traits that drive individual quota success, such as assertiveness or autonomy, often conflict with the empathy and patience required to coach others effectively.2. Shadowing high performers is not an onboarding strategyNew reps pick up bad habits and unteachable skills when learning only by imitation; structured onboarding with a defined process is more effective.3. Coaching can (and must) scale.A consistent, top-down cadence of rep-by-rep skill diagnosis, action planning, and metric tracking creates scalable coaching across large sales orgs.4. Reps rarely know why they're underperformingWithout data, reps and managers often misdiagnose performance gaps; combining call data and funnel metrics helps uncover the true root causes.5. Managers must move from reactive to proactiveTime-blocked 1:1s tied to skill development, not just deal triage shift coaching from “fire drills” to intentional growth plans.6. Quota attainment by rep is the real health metric.Overall team attainment hides unhealthy reliance on a few stars; the percentage of reps hitting quota shows true team performance and scalability.

Mark Roberge and Edgar Troncoso from the band Prospect Hill joined Tom today to talk about their rise to fame, changes in the band, their new sound, new releases and helping local artists!

In episode #274, I'm sharing some insight from a Mark Roberge talk in Tempe, AZ at PHX FWD. The software business is undergoing another major shift. In the 80/90's it started with on-premise software, then ASP, then SaaS, and now AI. - Business model changes - What if agentic AI entered your space? - Siebel Systems - from top player to SaaS laggard Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page

In episode #273, I'm sharing some insight from a Mark Roberge talk in Tempe, AZ at PHX FWD. Should we believe the ARR per FTE hype? - Is my SaaS being left behind? - Should we believe the hype? - Current benchmarks for ARR per FTE Be in the know! Join our SaaS community. https://www.thesaasacademy.com/offers/ivNjwYDx/checkout

This week on the ZoomInfo Labs Podcast, we sit down with Mark Roberge, co-founder of Stage 2 Capital, former CRO at HubSpot, and a professor at Harvard Business School to explore the future of AI in sales and how GTM leaders can drive sustainable growth.In this episode, you'll learn:Why AI is creating a new "Innovator's Dilemma" for sales teamsHow to know when (and how fast) to scale your sales teamWhy cross-functional alignment is critical for GTM successThe future of demand generation and why community-led growth (CLG) is gaining tractionMark shares practical advice from his experience scaling HubSpot, investing in over 50 companies, and teaching the next generation of sales leaders at HBS. If you're a GTM leader looking to future-proof your strategy, you don't want to miss this one.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠Ben on LinkedIn - ⁠https://www.linkedin.com/in/bensalzman⁠Millie on LinkedIn - ⁠https://www.linkedin.com/in/milliebeetham

One of our most listened to episodes, we're bringing back Mark Roberge, Co-Founder at Stage 2 Capital, who shares his sales acceleration formula 2.0 with our SaaStock Founder Members. Mark dives deep into the Sales Acceleration formula followed by his previous company Hubspot. He also answers the questions posted by our SaaStock Founder Membership community. Interested in becoming a member? Apply to SaaStock Founder Membership to supercharge your growth: https://www.saastock.com/founder-membership/Check out the other ways SaaStock is serving SaaS founders

In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales leadership, exploring effective coaching techniques and the science of scaling revenue. Takeaways:Prioritize the percentage of reps hitting quota over overall team attainment to get a true sense of team health and sustainability.Avoid having new reps shadow top performers due to potential bad habits and lack of universal applicability in their methods. Instead, create a standardized sales process that codifies best practices.Develop a systematic approach to coaching by holding regular one-on-one sessions where managers diagnose and address specific performance issues with each rep, using data to guide the coaching process.Use metrics to evaluate the effectiveness of coaching, such as tracking improvements in specific areas like opportunity funnel conversion rates.Design processes that force managers to be proactive, such as monthly or quarterly reviews that focus on qualitative and quantitative performance assessments.Select potential managers based not just on their sales performance but on their leadership abilities and coaching potential. Consider the different skill sets required for managing and selling.Develop training programs that help reps learn to self-diagnose their performance issues, fostering independence and continuous improvement.Quote of the Show: “A great rep doesn't have to wait till the monthly or the quarterly review or the next chat with the managers. They can reflect and they almost can self-diagnose mid-meeting.” - Mark RobergeLinks:LinkedIn: https://www.linkedin.com/in/markroberge/ Website: https://www.stage2.capital/ Book: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072/ref=sr_1_1?adgrpid=1343603773753404&dib=eyJ2IjoiMSJ9.HRz6Z9-h6Fs_mYwBMgiU0-foFhPZk7lV1Y_-t8l-nzMDqpScpOw4nmQ_rYxPA1wcnpX3TBFyb8yNpSzjlVTs59n_PTI8-NNIEgP19eSWNT1KTmXw4bM-Ik1ON3bbLvRpNl5MzAe1p06iMnrZbZx8kDWOUuQgr-pQuENmlU-h-Q6xc4J6ediHpdD_5Lsji4ppITe9CHQf52MHPix2VP3jV2_TAuJrp94U-1HkqjU0-jA.pWGGm1VSdrsIGa-hXJX--Sl-r0tIg3TZy93Ed_nAf98&dib_tag=se&hvadid=83975476617453&hvbmt=be&hvdev=c&hvlocphy=104857&hvnetw=o&hvqmt=e&hvtargid=kwd-83975581283309%3Aloc-190&hydadcr=21931_13325420&keywords=the+sales+acceleration+formula&qid=1731013960&sr=8-1 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this short segment of the Revenue Builders Podcast, Mark Roberge shares some thoughts on AI and how to think about using it to innovate business, rather than automating isolated tasks. It's part of a larger episode with John Kaplan and John McMahon. KEY TAKEAWAYS[00:00:25] How AI Disrupts Legacy Thinking: Relying on established systems and resources will lead to failure; companies must rethink from scratch.[00:01:41] Big Companies Resist Disruption: Internal power dynamics often prevent large companies from embracing necessary innovation.[00:03:13] AI's Shortcomings in Sales: Many companies focus on automating tasks rather than considering the full customer experience.[00:05:09] AI Co-pilot Concept: Current AI tools are overly iterative, with most companies simply aiming to boost productivity, not revolutionize.[00:05:57] Future of Work with AI: The potential for billion-dollar companies with minimal employees raises questions about capitalism and job creation.HIGHLIGHT QUOTES[00:00:46] Mark Roberge on Innovation: "The minute you say, ‘How can we leverage what we already have?'—game over."[00:01:41] John McMahon on Company Resistance: "The people in power won't give in easily to disruptions that challenge their status."[00:03:57] Mark Roberge on AI's Shortcomings: "Co-pilot is the pets.com of this era. It's iterative. It's not revolutionary."[00:05:57] Mark Roberge on Future Jobs: "AI will lead to the first billion-dollar company with two employees."Listen to Mark's Full Episode Here: https://revenue-builders.simplecast.com/episodes/innovation-growth-and-failureEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

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In sales, you can't rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses.  As the fourth employee at HubSpot, he developed a scalable sales model that fueled the company's growth.  In addition to mentoring startups, he shares his sales expertise through podcasting and speaking at major events like the Inbound conference. Understanding the Reticular Activating System (RAS) Your brain filters information all the time, and often in ways that may keep you from succeeding in sales.   We explore the Reticular Activating System (RAS) and how the brain prioritizes information it deems important.  Your mindset and perception influence your belief in the effectiveness of your sales strategies.   For instance, if you believe cold calling is ineffective, your RAS will filter information that supports this belief, often leading to self-fulfilling outcomes. Sales & Psychology: The Connection   Whether you believe it or not, psychology plays a major role in sales.  We also believe that therapists can make some of the best sales representatives because they understand the human mind so well.  Salespeople who focus on diagnosing customer issues and truly understanding their needs are able to build rapport and trust. The Journey to Sales Mastery If you want to improve your sales skills, try role-playing for practice.  We share a case study of how an individual increased their quota performance from 70% to 120% within three months through better engagement and refined practices. "With a new product and a revolutionized product, no one is going to know how to buy it. You have to teach them how to buy that particular product.” - Mark Roberge.  Resources Check out Mark Roberge's podcast, “The Science of Scale,” for in-depth interviews with founders discussing scaling strategies. Learn more about The Sales Evangelist Sales Mastermind Program. Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Harvard Business School senior lecturer Mark Roberge argues that every aspect of being an early-stage founder involves sales. But many founders lack an understanding of how to incorporates sales into their ventures. Which sales candidate is a startup's ideal first hire? What marketing channels are worth investing in? How aggressively should you align sales with customer success? In this episode, you'll learn how to hire for early sales roles, design compensation, and lay a strong foundation for a growing sales team. Key episode topics include: leadership, entrepreneurship, sales, marketing, startups, entrepreneurial business strategy, pricing strategy, talent management. HBR On Leadership curates the best case studies and conversations with the world's top business and management experts, to help you unlock the best in those around you. New episodes every week. · Listen to the original Cold Call episode: What Founders Get Wrong about Sales and Marketing (2023)· Find more episodes of Cold Call· Discover 100 years of Harvard Business Review articles, case studies, podcasts, and more at HBR.org]]>

In this episode, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into Clayton Christensen's book, 'The Innovator's Dilemma,' exploring why well-managed companies fail despite their best efforts to innovate. The discussion covers historical and present examples of disruptive vs. sustaining technologies, with a focus on how companies can adapt in the rapidly changing tech landscape, especially with the emergence of AI. Insightful anecdotes from their careers and practical advice for business leaders make this a must-listen for anyone navigating the world of B2B sales and technology.Tune in and learn more on this episode of The Revenue Builders Podcast.ADDITIONAL RESOURCESConnect and learn more about Mark Roberge: https://www.linkedin.com/in/markroberge/HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:26] Discussing The Innovator's Dilemma[00:04:24] Relevance of The Innovator's Dilemma Today[00:05:51] Sustaining vs. Disruptive Innovation[00:07:12] Historical Examples of Disruptive Innovation[00:08:53] Challenges of Adapting to Disruptive Technologies[00:17:47] The Role of AI in Future Disruptions[00:30:19] The Evolution of Job Markets[00:30:36] AI's Impact on Insurance Companies[00:31:43] Disrupting Established Companies[00:32:48] Challenges of Acquisitions[00:33:45] Strategies for Cloud Transition[00:44:11] The Role of SMBs in Innovation[00:48:29] HubSpot's Unique ApproachHIGHLIGHT QUOTES[00:04:08] "I just think therapists are like the best analog for just great salesmanship because if you walk into a therapy session, you're bummed out. You walk out, you're friggin jazzed about life and all they did was ask you eight questions."[00:06:39] "We were in a sustaining innovation realm...you follow that, you're going to be bankrupt in five years."[00:10:04] "The promise of AI is to get rid of the people, to get rid of the salespeople. And when you look at today's sales tech big players, their entire business model is based on charging per person. How the hell are they going to survive in a world where the number of salespeople a company has is declining?"[00:16:47] "The move to cloud infrastructure, subscription pricing, and shifting to inside sales — for a big company, these changes are nearly impossible to make."

Mark Roberge is a Co-Founder and Managing Director at Stage 2 Capital and a Senior Lecturer at the Harvard Business School. Prior to these roles, Mark was the founding CRO at HubSpot, where he scaled ARR from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. In Today's Episode with Mark Roberge We Discuss: 1. Biggest Lessons Scaling Hubspot to $100M in ARR: What are Mark's biggest lessons in what worked in their sales strategy in scaling to $100M in ARR? What elements of Hubspot's sales strategy did not work? What would he have done differently with the benefit of hindsight? What does Mark know now that he wishes he had known when he started at Hubspot? 2. How the Best Startups Scale into Enterprise: What are the single biggest mistakes startups make when scaling into enterprise? When is the right time? What do founders get most wrong on timing of scale into enterprise? What do you need to have in place both from a team and product perspective to make the transition? 3. Second Product and Second Channel: When is the right time to launch the second product? Why does Mark believe that you should be turning down customers in the early days? Why is not every customer right for your company? How does Mark think about channel diversification? Does Mark agree you only need one channel to scale to $50M in ARR and two to scale to $100M in ARR? 4. 99% of SaaS Founders Do Partnerships Wrong: What are the single biggest mistakes founders make when doing channel partnerships? What can and should they do to set channel partnerships up for success? What do the channel partners need to have to be equipped to sell the partner solution? What level of buy-in and from who on the channel partner side is needed for the partnership to be successful? What did Mark learn from Hubspot's partnership with Salesforce scaling to 10% of Hubspot's revenue?  

Following the episode with Mark Roberge, your Topline hosts discuss the role of venture in a world where companies can achieve product-market fit and profitable growth at reduced startup costs. They also explore the use of AI and emerging technologies in building and selling products with smaller teams, as well as its impact on venture funding and the need for follow-up rounds. Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here. Also listen to E55 with Mark Roberge.

Mark Roberge is the Co-Founder of Stage 2 Capital and author of The Sales Acceleration Formula. Mark joins the show to discuss the challenges and opportunities for businesses embracing AI. The group dives into the key GTM applications for AI, challenges larger companies have with adopting this technology, and how future regulation may impact development in the field moving forward. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Don't forget to read the recaps from previous episodes. Are you a sales executive? Get 20% off your CRO Summit ticket with the code TOPLINE. It's happening June 6, 2024 in Boston. Save your spot.

How can AI redefine the CRM landscape and take a business like HubSpot to new heights?In this episode, Mark Roberge, Co-Founder of Stage 2 Capital and former CRO at HubSpot, shares his insights on the revolutionary impact of AI on CRM technology and sales roles. Together with Michael Maximoff, they unpack the importance of maintaining a strong team culture, the nuances of customer success for retention, and the evolution of HubSpot's strategy across various departments.Perfect for entrepreneurs and executives, this episode offers a profound look into leveraging technological advancements in sales and marketing. Tune in to equip yourself with the knowledge to navigate the future of CRM and sales technology effectively.Timecodes:0:00 — Introduction2:00 — AI's Impact on CRM and Sales Roles3:19 — The Importance of Team and Culture in HubSpot's Success5:30 — Sustaining Culture in Remote Work Settings7:05 — Ensuring Customer Success for Retention8:14 — Benefits of a Strong Cultural Code10:03 — HubSpot's Evolution: Marketing, Sales, Product, HR12:24 — Individual Contributions vs. Team Synergy15:33 — Reflections on Leadership and Goals Achievement18:29 — Effective Leadership Qualities in Tech21:56 — Reflections on Past Leadership Methods24:01 — Customer Retention Focus from the Start27:05 — Strategic Customer Segmentation30:44 — Customer Success Metrics33:01 — Aligning Sales Incentives with Customer Success37:00 — Optimizing Sales Compensation Strategies41:50 — The Future of CRM and Sales Tech with AI48:03 — High-touch vs. Automated Customer Interactions53:42 — Ethical AI Use in Sales and Customer Relations59:00 — Venture Capital Trends and Entrepreneurial ShiftsStay connected with us:

Join Ryan for part two with Mark Roberge, the original CRO at HubSpot who took the company from zero to $100 million. Roberge shares his unique insights on native AI companies versus adapted companies, offering a fresh perspective on how to effectively use AI in go-to-market strategies.  Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS The science of scaling framework helps boards and founders determine when to scale revenue and at what pace, focusing on product-market fit and go-to-market fit. AI may significantly reduce development cycles and sales cycles, potentially leading to billion-dollar companies run by fewer than 10 people. AI could enable the creation of highly customized micro-products for niche markets, allowing for a multitude of smaller, specialized companies. Integrating AI into employees' workflows is crucial for staying ahead of the curve and capitalizing on the AI revolution. Embracing AI tools can save employees significant time, enabling them to explore new opportunities and innovations. The top 5% of individuals who actively learn and implement AI technologies will have a substantial advantage in the current business landscape. Identifying real AI challengers involves assessing incumbents' access to data and considering how workflows may change in a mature AI world. AI native companies with access to unique data sets, like AI sales coaches, have an advantage over incumbents in certain categories. BEST MOMENTS "When you think ahead to like a mature AI world when does, when you think about that, does the workflow change so much? That the underlying architecture of the incumbent is no longer relevant." "We're in a hype cycle. We're about to get the first taste of companies that had no product and revenue that raised over 100 million that are going to go out of business because there's no traction." "It's such an opportunity right now because the average person just gets like status quo. And the more you can push, push, push, push. That's what we're doing a lot with our portfolio.” "Everyone's so excited. Cause we haven't felt this in like 20 years." "The more we get the message out, the more people we could help, the bigger, the impact we make and the bigger the community gets, which helps everybody." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Join Ryan for part one with the legendary Mark Roberge, former CRO of HubSpot and current venture capitalist. They dive deep into the world of AI companies, discussing the immense opportunities and potential pitfalls. Mark shares his unique perspective on identifying promising AI start-ups and provides invaluable insights for entrepreneurs and investors alike. Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.   Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/ KEY TAKEAWAYS AI is a generational technology, potentially bigger than the internet, but currently in a massive hype cycle similar to the dot-com era. Most current AI ideas are basic integrations into existing workflows, not reimagining the workflow, and are likely to be disrupted. Joining an AI company now provides valuable experience, even if 90% fail, as the winners will scoop up experienced talent. The AI technology creating operational efficiency in the short term may not be the same as the disruptors redefining industries over the next decade. Understanding prompting, the foundation of AI language is crucial for developing micro-workflows, agents, and eventually autonomous swarms. The innovator's dilemma and appropriate beachhead selection are key concepts for AI startups to consider when building for the long-term vision. RevOps, once seen as supporting humans, may flip to AI doing the job with humans tweaking and refining. Technical issues like hallucinations and latency will likely be ironed out as the technology matures, revealing AI's true potential. BEST MOMENTS "I've never had more conviction for my students that come up to me. Like, 'Hey, what's up? Professor, like what, what should I do? Like, I want to be, I want to go into startups. Like, what should I do?' And I, I've always had like different opinions. I was like, do you have to go to AI? Like every tech company is going to, in like six years is going to be native AI. You have to get that experience now." "I think all the tea leaves are similar to like 1997. Let's not forget that in that time, we dialled up to the internet using AOL, launched a Netscape browser and did searches through AltaVista, right? Where are those companies? Lycos, right? Is, is, is, yeah, is OpenAI Netscape or is it Google? Like we got to figure that out, right?" "The AI technology that's going to create significant operational efficiency and growth this year and next for companies, especially these bigger companies that my CROs are from is not going to be the trillion dollar new company that disrupts the space." "I've kind of come to the conclusion that the AI companies, vendors, technology that is going to create the most operational efficiency, even for our start-ups in the next year is not going to be the same AI technology company, et cetera, that becomes the disruptor over the next decade and redefines the sales and martech sector." "RevOps has become huge, didn't even exist 15 years ago. And for the most part, RevOps is seen as an organization that supports the humans to do their job. And that flips with what you're saying. Is, at some point, it flips where RevOps does the job and humans there to tweak it." Ryan Staley Founder and CEO Whale Boss ryan@whalesellingsystem.com www.ryanstaley.io Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction (03:48) - Meet Mark (08:44) - The number 1 pattern of unnecessary failure (11:16) - Getting the right pacing (16:35) - Pushing back on the plan (25:39) - Why do we misunderstand capacity? (33:54) - The problem with commissions (36:31) - The comp plan works against this goal (40:12) - How do you comp on retention? (42:38) - Find your leading indicators of retention (44:10) - Pushback on retention compensation Also, check out the science of scaling here. Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us

In this milestone 100th episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan reflect on their journey and share some of their most memorable takeaways from previous conversations. They discuss the importance of authentic leadership, the power of debriefing, and the value of leading with a vision. They also highlight the significance of balancing work and personal life, the impact of Navy SEAL principles on leadership, and the role of customer success in reducing churn. The hosts express their gratitude to the listeners and emphasize the importance of caring for the guests and their stories.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:00:00] Introduction to the 100th episode celebration[00:01:08] Memorable episodes from previous guests[00:11:41] Conclusion and final thoughts on the 100th episode celebration[00:12:08] Sarah Dillegaard's story of staying calm in a crisis[00:15:14] Chris Kin's rare journey from salesperson to CRO in a startup[00:16:53] Cedric Pesce's insight on giving the team a vision to stay motivated[00:19:28] Mark Roberge's strategies to reduce churn at HubSpot[00:21:00] Leading authentically and the importance of caring for your team[00:21:39] John Mosley's selfless leadership as a basketball coach[00:23:06] Customer-centric approach with discovery and the significance of MEDDIC qualification criteriaADDITIONAL RESOURCESLearn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP HIGHLIGHT QUOTES[00:04:40] "The podcast is about giving back and taking the experiences from our guests and letting them share those life lessons."[00:10:23] "A good leader needs to give the team a vision that keeps their mind away from the monotony of everyday work.[00:17:38] "If you wanna build a ship, don't drum up people to assign them tasks, but rather teach them to long for the endless immensity of the sea."

Join me and my talented intern, Christina Klinoff (BC '24), as we co-host this exciting episode that brings together sports entrepreneurship, mentorship, and college athletics.This episode is perfect for a variety of listeners:Are you an aspiring college athlete or a current college athlete?Are you an aspiring entrepreneur?Are you interested in sports, NIL, and/or AI?Are you interested in being motivated by super bright, hard-working, D1 athletes?Yes to any of the above Q's? Then this is the episode for you!  Hear how Sean Woods and Ryan Hetrick met and co-founded CGM Sports or Chasing Greatness Mentorship - a platform that provides advice and mentorship to aspiring college athletes, helping them navigate club teams, prep schools, and the whole college recruiting process. Through entrepreneurship programs at both MIT and Harvard Business School, Ryan and Sean launched CGM and began their entrepreneurial journey.  Learn how Ryan and Sean found their Northstar and how their military backgrounds equipped them with the grit and discipline to stay focused on their shared vision. Additional links and information from this episode:MIT: Martin Trust Center for EntrepreneurshipBuilding an Entrepreneurial Venture (aka "GSD") - MIT Sloane biz school entrepreneurship accelerator, project-based course - getting an idea to marketHarvard Innovation Labs - Summer Accelerator programSean's HBS professors mentioned: Mark Roberge's book: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 MillionLou Shipley, Senior Lecturer, Harvard Business SchoolLAUNCH Career Strategies was founded by Karen Elders and Elyse Spalding. We help young professionals launch a successful career path with expert coaching services. Reach out today for an initial FREE coaching session.LinkedIn | Instagram | Facebook

Which sales candidate is a startup's ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Harvard Business School senior lecturer Mark Roberge discusses how early-stage founders, sales leaders, and marketing executives can address these challenges as they grow their ventures in the case, “Entrepreneurial Sales and Marketing Vignettes.”

As AI continues to reshape the way businesses operate, it has become a critical differentiator in gaining a competitive edge. Stage 2 Capital Co-founder and Managing Director Mark Roberge dissects the advantages and challenges faced by both startups and incumbents in leveraging AI for Go-to-Market strategies. Uncover the unique capabilities that startups bring to the table and how they disrupt established players with their agility, innovation, and ability to adapt to changing market dynamics. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave50 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave20 -------------------------------------------------------------------------------------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

Today we have another episode of Better Done Than Perfect. Listen in as we talk to Lloyed Lobo, co-founder of Boast.ai and author of From Grassroots to Greatness. You'll learn about the four stages companies go through to become a global phenomenon, the values for building a sustainable community-led business, how to nurture brand evangelists, and more.Please head over to the episode page for the detailed recap and key takeaways.Show notesFrom Grassroots To Greatness — Lloyed's new bookStart with Why — a book by Simon SinekNick Mehta, Dharmesh Shah, Kipp Bodnar, Mark Roberge — brand evangelistsLarry Ellison, Jason Lemkin, Gary VaynerchukFollow Lloyed on LinkedInFrom Grassroots To Greatness websiteThanks for listening! If you found the episode useful, please spread the word about this new show on Twitter mentioning @userlist, or leave us a review on iTunes.SponsorThis show is brought to you by Userlist — an email automation platform for SaaS companies. It matches the complexity of your customer data, including many-to-many relationships between users and companies. Book your demo call today at userlist.com.Interested in sponsoring an episode? Learn more here.Leave a ReviewReviews are hugely important because they help new people discover this podcast. If you enjoyed listening to this episode, please leave a review on iTunes. Here's how.

How do you build and grow a community-led business? In this episode, we talk to Lloyed Lobo, co-founder of Boast.ai and author of From Grassroots to Greatness. You'll learn about the four stages companies go through to become a global phenomenon, the values for building a sustainable community-led business, how to nurture brand evangelists, and more.Visit our website for the detailed episode recap with key learnings.From Grassroots To Greatness — Lloyed's new bookStart with Why — a book by Simon SinekNick Mehta, Dharmesh Shah, Kipp Bodnar, Mark Roberge — brand evangelistsLarry Ellison, Jason Lemkin, Gary VaynerchukFollow Lloyed on LinkedInFrom Grassroots To Greatness websiteThanks for listening! If you found the episode useful, please spread the word about the show on Twitter mentioning @userlist, or leave us a review on iTunes.SponsorThis show is brought to you by Userlist — an email automation platform for SaaS companies. It matches the complexity of your customer data, including many-to-many relationships between users and companies. Book your demo call today at userlist.com.

In this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan are joined by Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer. The discussion revolves around scaling sales and building a disciplined hiring process. Mark shares his insights into hiring for sales and highlights the importance of context in shaping the ideal sales team. He emphasizes the need to create a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark also explains the role of role-playing in interviews and the significance of continuous evolution in the hiring process.KEY TAKEAWAYS[00:01:52] Context matters in sales hiring, and there's no universal top sales hire profile.[00:02:41] The Role of Context in Sales Hiring[00:04:30] Creating a hiring scorecard with defined attributes is crucial for success.[00:08:14] Role plays are critical in assessing candidates' abilities during sales interviews.[00:11:37] The Ongoing Evolution of the Hiring ProcessHIGHLIGHT QUOTES[00:01:52] Context Matters in Sales Hiring - "I realized that there is no universal top sales, higher profile, but it's very contextual to your go to market context."[00:04:30] The Importance of a Hiring Scorecard - "What I did was I sat back, and I, like the first thing I did... like a low score? So we have this rubric, right?"[00:08:14] Role Plays in Sales Interviews - "I'll often like throw some curveball technical questions... they're uncomfortable."[00:11:37] Adaptability and Evolution in Hiring - "Your recruiting scorecard needs to evolve as your company evolves... and there's probably already a budget for your product."Listen to the full episode with Mark Roberge in this link:https://revenue-builders.simplecast.com/episodes/the-blueprint-for-a-sales-dream-team-with-mark-robergeCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4

In episode 231, Heather (@EndresenHeather) and Mills (@thegeneralmills) dive into a unique business opportunity involving a Breakfast Sausage Manufacturing Company for Sale. They explore this business's financial and operational challenges, highlighting the complexities of the food production industry. They discuss the potential for strategic acquisition and how corporate buyers might view this opportunity, shedding light on the intricacies of deal-making in this segment. The hosts also share personal anecdotes and insights into the fascinating food production and distribution world.Today's deal comes from Axial.  Axial is a trusted deal-sourcing platform serving professional acquirers in the American lower middle market.Axial partners with over 2,000 boutique investment bankers and business brokers who use the Axial platform for marketing their deals to lower-middle market acquirers.Thanks to today's sponsorsThe Science of Scaling, hosted by Mark Roberge. Mark is a Senior Lecturer at Harvard Business School. In each episode, he interviews the most successful sales leaders in tech to help you learn how to scale a business, whether that's how to find outside capital or what to look for in your first sales hire.Search for “The Science of Scaling” in your favorite podcast app-----------------CloudBookkeeping offers adaptable solutions to businesses that want to focus on growth with a “client service first” approach. They offer a full suite of accounting services, including sophisticated reporting, QuickBooks software solutions, and full-service payroll options. Do you love Acquanon and want to see our smiling faces? Subscribe to our Youtube channel. Do you enjoy our content? Rate our show! Follow us on Twitter @acquanon Learnings about small business acquisitions and operations.

In episode 230, Bill (@billDA), Michael (@girdley), and Heather (@EndresenHeather) discuss a unique e-learning business opportunity about teaching entrepreneurs how to sell books on Amazon. They explore the business's recurring revenue model, impressive growth, and potential expansion into related services. The conversation also touches on the dynamics of the e-learning industry and the challenges of managing a competitive niche.Today's deal comes from Axial.  Axial is a trusted deal-sourcing platform serving professional acquirers in the American lower middle market.Axial partners with over 2,000 boutique investment bankers and business brokers who use the Axial platform for marketing their deals to lower-middle market acquirers.Thanks to today's sponsorsThe Science of Scaling, hosted by Mark Roberge. Mark is a Senior Lecturer at Harvard Business School. In each episode, he interviews the most successful sales leaders in tech to help you learn how to scale a business, whether that's how to find outside capital or what to look for in your first sales hire.Search for “The Science of Scaling” in your favorite podcast app-----------------CloudBookkeeping offers adaptable solutions to businesses that want to focus on growth with a “client service first” approach. They offer a full suite of accounting services, including sophisticated reporting, QuickBooks software solutions, and full-service payroll options. Do you love Acquanon and want to see our smiling faces? Subscribe to our Youtube channel. Do you enjoy our content? Rate our show! Follow us on Twitter @acquanon Learnings about small business acquisitions and operations.

In episode 228, Acquisition's Anonymous features Trent Lee (@TrentBizBroker) to share his insights as the broker from the Vegas wedding chapels featured in episode 130.  He joins Heather (@EndresenHeather) and Michael (@girdley) to provide a behind-the-scenes look at the acquisition.  Trent offers some reassurance that Michael and Bill's initial breakdown of the business was pretty solid while sharing some interesting insights around the seller and eventual buyer. To watch the original episode, click here.  Thanks to this episode's sponsors!The Science of Scaling, hosted by Mark Roberge. Mark is a Senior Lecturer at Harvard Business School and in each episode, he interviews the most successful sales leaders in tech to help you learn how to scale a business. Whether that's how to find outside capital, or what to look for in your first sales hire.Search for “The Science of Scaling” in your favorite podcast app-----------------CloudBookkeeping offers adaptable solutions to businesses that want to focus on growth with a “client service first” approach. They offer a full suite of accounting services, including sophisticated reporting, QuickBooks software solutions, and full-service payroll options. Do you love Acquanon and want to see our smiling faces? Subscribe to our Youtube channel. Do you enjoy our content? Rate our show! Follow us on Twitter @acquanon Learnings about small business acquisitions and operations.

"To be a salesperson, to be a go-to-market leader, and come in to something where people are truly finding value and shouting it from the digital rooftops, that's something you can work with." - Mark Roberge & Kyle Parrish in today's Tip 1610 How do you find the right next role? Join the conversation at DailySales.Tips/1610 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Your top-of-funnel is probably not growing as much because you're not focused as much on driving new users, new use cases to come in. And that's why I think a lot of people always get stuck" - Mark Roberge & Oliver Jay in today's Tip 1605 What's your thought about this? Join the conversation at DailySales.Tips/1605 and learn more about Mark and Oliver! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"You might have the easiest-to-use product. You might have the best product, but it's really hard for the customer or buyer to understand that if you're only relying on a demo." - Mark Roberge & Stevie Case in today's Tip 1600 How do you beat your competitors on product demos? Join the conversation at DailySales.Tips/1600 and go check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

On today's episode we are talking about how to drive growth in your organization. Bocar Dia resides at the crossroads of investing and hands-on guidance for portfolio founders during the initial stages of development, encompassing go-to-market strategies, founder-driven sales, and fundraising. As a founding member of Hootsuite's Enterprise product team, he was instrumental in propelling the business to surpass $150M+ in revenue and establish a workforce of 2,000+ within a swift seven years.Episode Highlights:Gradual Market Penetration: Hootsuite's growth journey from unique verticals to broader markets. Started by targeting sectors with social media needs, like media, building a core foundation.Core Vertical Strategy: Develop a focused playbook for growth. Predictably build pipeline, convert prospects, ensure customer success. Clear ICP, persona, value prop for consistent growth.Scaling New Verticals: Meticulous approach to new markets. Form "target team" to validate pain points, build solutions. Focus solely on understanding challenges.Market Validation: Validate demand before scaling. Refine product for vertical needs. Expand after $1M in sales, integrate into core sales.Iterative Customer Development: Understand new markets through customer development. Validate pain points, gather feedback, partner with lighthouse accounts for solution refinement. Ask for feedback, not sell.Partnership Approach: Form early partnerships with potential clients. Engage lighthouse accounts for product development, validation. Build early customer relationships.Balancing Launch: Controlled launch post refining. Avoid wide launch until sales optimized, predictable process established. Use waitlists for sales strategy tuning.Metrics and Unit Economics: Product viability via unit economics. LTV to CAC ratio for venture-scale. Analyze feedback, demand, economics for pivot, refine, or scale decisions.Strategic Differentiation: Unique entry in saturated markets. Technical or distribution edge. Clear, tangible advantage, backed by data.Quantifiable Value Proposition: Stand out with quantifiable value. Show clear ROI (2X, 3X, 10X) in crowded markets. Compelling ROI sought by executives before product commitment. Top 3 Takeaways:Check out the book series from Winning by Design. Lots of good topics related to different roles. If you're building a company, look at the work of Mark Roberge who teaches at the Harvard Business School. His book, The Sales Acceleration Formula is a good place to start. If you're leading an organization that is more self-serve motion on the customer side, check out the guides from OpenView Ventures.How to get in touch with Bocar:LinkedIn: https://www.linkedin.com/in/bocardia/ To find out more about Forum Ventures: https://www.forumvc.com

The one and only Mark Roberge joins us on the Surf and Sales podcast.  NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here  Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here!  

The best advice comes from people who have been there, done that. In this episode, we bring you insights from sales leaders who have led their teams to incredible outcomes. You'll hear what it's like to be the first salesperson into a raw startup, why it's vitally important for leaders to give their people a purpose, how to keep your top sales performers from leaving your company, why execution of all the details in a process matter, the 3 H's of Interviewing, why sales leaders need to remove “friction” in the sales process and other wisdom shared on this podcast.We'll hear from Mark Roberge, former CRO at Hubspot, current Harvard Sales Professor and Managing Director of Stage 2 Capital, Cedric Pech, the CRO at MongoDB and Chris Degnan, the CRO at Snowflake:https://www.linkedin.com/in/markroberge/https://www.linkedin.com/in/cedricpech/https://www.linkedin.com/in/chris-degnan-524470/  Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064Learn More About Force Management: https://www.forcemanagement.com/

What is the Science of Scaling Podcast with Mark Roberge #484 In today's episode, we're doing something a bit different and featuring an episode from another podcast. It's called The Science of Scaling, hosted by Mark Roberge. He's the bestselling author of The Sales Acceleration Formula. He's also a Senior Lecturer at Harvard Business School and the Founding CRO of HubSpot. Subscribe to the podcast here https://link.chtbl.com/tsos?sid=podcast.salesbabble Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com This is a production of Habanero Media https://habaneromedia.net

This week on Topline, Sam, AJ and Asad are joined by guest Mark Roberge. Mark as the original head of sales at HubSpot, and has gone on to teach at Harvard Business School and found Stage 2 Capital. Together, they discuss the implications of AI for go-to-market teams, inflated VC valuations, and how investors think about AI investments.

Grit has never been just about business, and success is not a vaccine against stress, anxiety, or depression. On today's special episode, Joubin looks back at nine past interviews and the advice shared by guests who have been through difficult personal challenges. You can find links to the full interviews these clips came from below.In this episode:  CCO Forter, Ozge Ozcan on burning out like a phoenix and the “dark side” of grit (01:05) CMO Samsara, Sarah Patterson on the value of being vulnerable — and specific — with your employees (06:14) Co-Founder & CEO Clari, Andy Byrne on his “dark year” and reframing big problems as moments in time (11:00) Former CRO at Notion, Olivia Nottebohm on accountability, empathy, and what people will remember when you're dead (21:28) Former CRO at HubSpot, Mark Roberge on crippling anxiety attacks and the importance of finding time for your own health (28:25) Founder & CEO Thrive, Arianna Huffington on the growing cultural acceptance of talking about burnout, stress, and sleep (37:13) Co-founder of Intuit, Scott Cook on spending time with family and recording your memories (44:11) Former President at NetApp, Tom Mendoza on how to find out who your real friends are (49:15) CRO Snowflake, Chris Degnan on the motivating power of fear (55:53) Links: Connect with Joubin Twitter LinkedIn Email: grit@kleinerperkins.com  Learn more about Kleiner Perkins