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
You spoke - we listened.
Teams are struggling to define their ICP. One of the biggest mistakes is thinking your buyer is your ICP.
Your ICP isn't who buys -- it's who actually scales.
I'll walk you through exactly how to create your ICP and scale it to $100M in revenue.
- Mark
1 day ago | [YT] | 1
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The Science of Scaling
What's the biggest mistake your org's made in ICP selection?
3 days ago | [YT] | 1
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The Science of Scaling
Sales is about to come full circle.
The days of specialized sales roles is over & the highest-performing teams will be flatter, leaner, and wildly more productive.
I'll walk you through what this looks like so you can build for tomorrow. And I'll give you a tech stack that'll immediately help your reps be more productive and close faster.
If you're part of a scaling team, I want to hear from you! If I could give you advice on any part of your sales strategy, what would it be?
(Who knows, you might just make it into a new video!)
- Mark
1 week ago | [YT] | 5
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The Science of Scaling
Cold calling isn’t dead. It’s just done badly.
Want more connects, real conversations, and booked meetings—without sounding scripted?
I’m breaking down the 4 steps every cold call needs to work. Miss one, and the call dies. Nail all four, and book more meetings.
No fluff. No theory. Just what to say, when to say it, and why it works.
Give me under 10 minutes and you’ll be better on your very next cold call.
2 weeks ago | [YT] | 8
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The Science of Scaling
Which sales skill are you looking to up-level most in 2026?
2 weeks ago | [YT] | 1
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The Science of Scaling
"There has never been a better time to break into the industry."
Now, producer Matt might think that's bold. But here's the truth -- folks just starting in sales today have a massive advantage over tenured salespeople.
It's the best time to be starting in sales. If you know what to prioritize. I'll tell you everything I'd be doing right now if I was new to sales or looking to adapt my current sales mindset.
What are you focusing on this year?
- Mark
3 weeks ago (edited) | [YT] | 3
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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.”
4 weeks 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.
1 month 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?
1 month ago | [YT] | 2
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The Science of Scaling
Which of the internet's sales advice do you DISAGREE with most?
1 month ago | [YT] | 0
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