The Science of Scaling

Today's listener Q&A is all about scaling your culture. We want to move GTM and sales away from an uncontrollable art form to a data-driven, predictable process. And that starts at the top.

Our questions is -- "How can sales culture be influenced from the top down?"

Here's what you can expect:

• "Scalable Visibility" through inspecting every aspect of your GTM
• Effective coaching strategies for your sales team
• Hiring high-quality, best fit candidates through training and certification
• How to create a predictable process by identifying leading indicators

I want to know what you're wondering about! Submit your question at [email protected], dropping a note on LinkedIn, or leaving a comment on Spotify.

Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

Are marketers just doing a bunch of arts & crafts? Are salespeople spoiled brats? I don't want to offend anyone, but I think most folks would chuckle at this: Sales and marketing leaders don't naturally get along.

So what's the solve for a siloed marketing and sales?

Let's talk through some key steps towards holding everyone accountable to meeting our revenue goals:

1. Team communication responsibilities
2. Identify how much pipeline and revenue comes from Marketing
3. Defining a Marketing Qualified Lead (MQL)
4. Sales has tof ollow up quickly with a high degree of personalization
5. Establish an Service Level Agreement (SLA)

Grab the 3 Steps to a Perfect Pitch guide here https://clickhubspot.com/pitch

After a decade spent in marketing, Mike Weir now runs the G2 sales teams. And he has his time spent as a CMO to thank for all his CRO success.

Host Mark Roberge is joined by Mike Weir (CRO, G2) to discuss how Mike went from being a marketer to a full-fledged sales leader and what we can all learn from him. In this episode learn more about:

• The biggest impact on sales and marketing alignment in the go-to-market motion
• The importance of measuring the efficiency of different channels
• How to be more specific and de-risk the ideal customer profile
• Investing in your team to reach their full potential
• How to hire strategic sales leaders

The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

OK. You’re moving from founder selling to your first sales hire. Great work. Now, how exactly do you integrate that new hire into your existing organization?

Host Mark Roberge is joined by Kyle Parrish (VP of Sales, Figma) to discuss being the first sales hire at Figma. Not only that, but Kyle was also the third sales hire at Dropbox. In this episode learn more about:

• Building a unique sales culture
• Leveraging trends to find opportunities to disrupt
• How to align the engineering/product team with sales
• Avoiding the recency effect
• The Dropbox sales team experiment disaster
• How Figma approaches AI

The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call?

You'd think I'm crazy.

Chris Merritt (Founding CRO, Cloudflare) built a sales team that's a peer to its very technical buyer, whose first and only objective is to answer the buyer's questions.

He actually looked at the company's blog as inspiration on the type of salespeople he would hire and the type of sales culture he will build.

Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling

The Science of Scaling is a HubSpot Media podcast // ⁠Learn more about HubSpot for Startups⁠ // Produced by Matthew Brown