It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury)
I'm rewriting some of my Science of Scaling framework after this conversation. It knocked me off my chair, if we're being honest here. It's about the commission plan. When I asked Nick Dellis (VP of R...
23 Maj 202437min
How to Perfect Land and Expand w/ Kyle Duffy (VC, Gradient Ventures)
Today we're doing something a little different. We've heard from sales leaders, but what about the other side of the scaling equation: Venture Capital. Kyle Duffy joins us from Gradient Ventures, part...
16 Maj 202433min
How to Navigate Sales Cycles w/ Ang McManamon (VP of Sales, Crunchbase)
We've gone from arguably the biggest bull market in the history of tech in 2020-2021 to arguably tech's biggest down cycles in 2022-2023. It's not the first time, and it won't be the last. What does ...
9 Maj 202436min
How to Diligence Marketing and Sales Leadership Roles w/ Sydney Sloan & Adam Aarons (CMO & CRO, Drata)
Sales leaders often diligence the CEO, but they quickly realize they should've done the same for the CMO. Same for the other way around. It's a topic not even Mark has yet to fully codify. Host Mark ...
1 Nov 202335min
Community-Led Growth w/ Andrew Ettinger (CRO, Appen)
Community-led growth involves multiple communities, including core user communities, spheres of influence (like executives or department heads), and the intersection of these communities. And when you...
25 Okt 202335min
How to Scale a Billion Dollar Sales Team w/ John McMahon (Board Member, Snowflake)
No matter what stage your company is in, you need to build a best in class sales team. And no one knows how to do that better than today's guest. Host Mark Roberge is joined by John McMahon (Board Me...
18 Okt 202337min
The Untold Story of Scaling HubSpot's Sales Team w/ Brian Halligan (Co-Founder, HubSpot)
Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it...
6 Sep 202338min
How to Move from Founder Selling to Scaling a Sales Team w/ Jonathan Anguelov (Co-Founder, Aircall)
When you found a startup, you’re the first salesperson. Surprise! But eventually, if things go right, you’ll grow the company to a point where you need to shift from founder selling to scaling a globa...
30 Aug 202336min
