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
That's the question Dan Lee, Co-Founder and CEO of Nooks, left me thinking about.
Today, a rep decides what to research and who to email, especially as an entry-level SDR. But as AI agents improve and gain a broader view of the whole organization, will they eventually make those calls better than a human?
Where do you see human-agent interaction landing in 10 years?
-Mark
2 weeks ago |[YT] | 16
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The Science of Scaling
Hey. That's me!
Oh, and that's Aaron Cannon and Michael Hess, the Co-Founders of Outset.
They've raised $50,000,000 in just 3 years and landed clients like Google, Uber, and Microsoft. So I spent 24 hours in the Outset office to see their rapidly growing team, challenge their sales cold call abilities, and sit in on founder meetings to learn the secrets behind scaling so quickly.
I also raid the snack station. I mean, is it even really a Stories of Scale video if I don't? Watch the full day here: 🎥 https://www.youtube.com/watch?v=wCnxc...
- Payton
3 weeks ago |[YT] | 24
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The Science of Scaling
When prepping for a meeting, you need to make sure you're asking the right questions. You should be thinking less about selling and instead focusing on really digging into your prospect's business pains.
These are the exact questions I used to get into President's Club for the past 4 years.
-Ilias
3 weeks ago |[YT] | 7
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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 month ago |[YT] | 6
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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 month ago |[YT] | 20
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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
1 month ago |[YT] | 18
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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...
1 month ago |[YT] | 13
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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...
2 months ago |[YT] | 11
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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...
2 months ago |[YT] | 17
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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
2 months ago |[YT] | 67
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