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
Enterprise deals are 233% less likely to close if key decision makers aren't present. That's why getting the right stakeholders involved is the first step to a great sales demo.
So who are the decision makers?
1. The people who will use the product
2. The people who will sign the check
If you want to see the rest of the steps that separate an average demo from a great one, check out my full framework here: https://www.youtube.com/watch?v=Tv30k...
-Brooke
6 days ago | [YT] | 2
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The Science of Scaling
If you want to build strong relationships and close more deals then you need to "Be There" for your prospects.
This doesn't mean being available 24/7, it means prioritizing your efforts. So who should you be there for?
1. Champions / End Users
2. Executives
You want people that will champion for you internally, and executives talk to other executives.
-Sophie
1 week ago | [YT] | 5
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The Science of Scaling
This is Gai Gohari. He’s one of NYC’s top vintage watch dealers, curating watches for tastemakers like Dover Street Market and Aimé Leon Dore.
I followed Gai through a day on 47th Street to see how he negotiates with some of the top vintage watch dealers in New York.
Watch him deal watches in real time here: ⌚ https://www.youtube.com/watch?v=JT1UL...
-Sofia
2 weeks ago | [YT] | 9
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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
1 month 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
1 month 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
1 month 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
2 months 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...
2 months ago | [YT] | 13
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