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.
No suits. No ties.
The Science of Scaling
This week we had Emily back to answer your questions on Motivation, and one thing she said that really stuck with me was about automating your motivation with visual reminders.
She brought up a study done by Google, and they found that without changing what was available in their snack space, just changing what was most visible, their employees made healthier decisions. Out of sight, out of mind.
To put it simply, want to go for a run later? Don't leave your slippers out. Create an environment that helps you hit quota and removes distractions. Easier said than done, I know.
-Sofia
1 week ago | [YT] | 6
View 0 replies
The Science of Scaling
What is the Future of Sales in the post AI era?
It's been a long time coming but I finally got a chance to sit down with my friend Christopher O'Donnell. Together we brought the HubSpot CRM to market and now we're back to discuss the future of Sales, CRM, and GTM Design.
I've been thinking a lot about how AI is reshaping sales. What will jobs look like? What is AI's limit? Why should I program a rep when I can make a CEO? Where do these abstractions end? I hope you find mine and Christopher's chat insightful, as we try to make sense of the questions we ask ourselves every day.
We're trying something a little different with the podcast this episode, so let us know what you think, and go give it a watch: https://www.youtube.com/watch?v=xQkR7...
-Mark
1 week ago | [YT] | 20
View 0 replies
The Science of Scaling
Here I am at 1AM with Antonio, owner of Sea Tide Fish Market, inspecting 1,200 lbs of lobster. And it needs to be sold today.
At 2AM the Market officially opens, and that's when the chaos really starts. Trading, cursing, and the most competitive sales floor you will ever see.
This is the Fulton Fish Market, the largest fish market in America, and I'm here to find out why it pulls in $1 billion in sales every year: 🎥 https://www.youtube.com/watch?v=w5Ro_...
-Sofia
2 weeks ago | [YT] | 18
View 0 replies
The Science of Scaling
It may seem illogical, but a bigger pipeline doesn't mean a higher close rate. It might even lower it.
One big reason: the "Spray and Pray" method. Treating every deal exactly the same. Instead, tailor each deal to your buyer. Before you send a single email, put yourself in their shoes and ask, "What's in it for me?"
Ilias Pishev (Mid-Market AE) breaks down the other pitfalls of an average funnel strategy, and the pipeline strategy he uses, over on The Sales Lab: ⚗️ https://www.youtube.com/watch?v=am9Ug...
4 weeks ago | [YT] | 13
View 0 replies
The Science of Scaling
Every salesperson can relate to the feeling of missing quota. But how do you dig yourself out of that psychological hole?
It comes down to giving yourself real recovery time and knowing your limits.
NYU Psychology Professor Tessa West gives a full break down here: 🎥 https://www.youtube.com/watch?v=LGIgs...
1 month ago | [YT] | 7
View 0 replies
The Science of Scaling
What are the biggest time wasters that salespeople underestimate?
Humans are notoriously bad at estimating how much time it takes to actually get a job done, which is why behavioral scientists have labeled this trait as the "Planning Fallacy".
The solution? NYU Associate Professor Emily Balcetis recommends the "30% rule".
Check out her full explanation and other time management tips here: 👉 https://www.youtube.com/watch?v=iBJ4T...
1 month ago | [YT] | 14
View 0 replies
The Science of Scaling
This is Bob Knakal. He's sold over $22 billion of real estate and helped reshape New York City's skyline.
Here he is working on his weekly prospecting goal of 100 calls with property owners. In his words, prospecting is "the most important revenue-generating activity a broker can do".
I followed Bob for a day to learn how to close multimillion-dollar deals and what makes a truly great salesperson.
Watch the full day here: 👉https://www.youtube.com/watch?v=yybIR...
-Sofia
1 month ago | [YT] | 67
View 1 reply
The Science of Scaling
Do you try to "look confident" even when you don't feel it?
NYU Psychology Professor Tessa West says trying to fake confidence is the wrong move entirely.
Want to know what actually works? The new episode of Sales Support is live: 🎥 https://www.youtube.com/watch?v=krBdS...
2 months ago | [YT] | 9
View 0 replies
The Science of Scaling
Here's a behind-the-scenes look at our newest series, The Sales Audit 🎥
I sat down with Alex Sambvani, founder of Slang AI, a voice AI startup that helps restaurant operators handle reservations and calls. They've raised $68M to date and they're moving upmarket to the enterprise.
But Alex needs help scaling his GTM strategy.
I show him how to run new product experiments without blowing up the core business, and how to manage his brand-new VP of Revenue without micromanaging her.
See how a fast-scaling startup builds its next stage of growth. Check out the new series here: https://www.youtube.com/watch?v=KEytU...
-Mark Roberge
2 months ago | [YT] | 52
View 3 replies
The Science of Scaling
According to NYU Professor and human-computer interaction researcher Vedant Das Swain, current studies are showing people that have higher critical thinking skills tend to rely on AI a lot less. Whereas those that tend to overuse AI often show lower critical thinking ability.
AI is a powerful productivity tool. The key is using it without losing the skills that make you a good salesperson in the first place.
If you want to learn more about how AI is affecting sales, check out this week's episode of Sales Support: https://www.youtube.com/watch?v=Iwaem...
2 months ago | [YT] | 11
View 0 replies
Load more