The Science of Scaling
The messy, honest reality of scaling a business -- and mastering the modern sales game.
Mark Roberge (HubSpot's first CRO, Harvard lecturer) & our rotating hosts chat with tech's top sales leaders to figure out what actually works. We break down frameworks and show you how to scale without the fluff.
The Science of Scaling
People buy based on pain. If your cold emails fail to register that, they end up in the trash. So how do you avoid that future? The trick isn’t writing more—it’s nailing the right FOUR sentences. You need to turn sharp insights into real, earned urgency. Parnika unpacks the framework that turns “ignored” into “booked.”
1 week ago | [YT] | 4
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The Science of Scaling
If you've ever ditched something in an online cart only to get a "psst... still interested?" message, congrats - you've already met today's Stories of Scale startup. And they're closing deals with the biggest enterprise companies out there. Payton drops by their HQ to find out how they're scaling at such a blistering pace.
2 weeks ago (edited) | [YT] | 6
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The Science of Scaling
The internet's best sales experts debate why AI will lower sales skills yet reps will close higher ticket deals, the difference between value and impact, and whether kickoffs are expensive theater. Do you AGREE?
2 weeks ago | [YT] | 2
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The Science of Scaling
Which of the internet's sales advice do you DISAGREE with most?
3 weeks ago | [YT] | 0
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The Science of Scaling
"The design of the sales compensation plan is a lever that is just under utilized by the head of sales, by the CEO, by the founder, as probably one of the most powerful tools to reinforce the strategy of the business."
Mark breaks down exactly how comp plans should evolve from product-market fit through scale-up - worth watching if you want to avoid the mistakes most founders make when designing their first sales comp plan.
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Matthew
6 months ago (edited) | [YT] | 4
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The Science of Scaling
Got a cold call that still lives rent-free in your head?
Same here (I still wake up when the prospect says, “Can you email me?”)
We’re launching a Cold Call Review show where Mark & Sam Nelson tear down real calls and rebuild them live.
Want in? Email your recording to thescienceofscaling@gmail.com.
(We’ll scrub names, voices, and company mentions—unless you specifically tell us you’re cool with the spotlight.)
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Matthew
7 months ago | [YT] | 6
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