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The Science of Scaling

The Science of Scaling

By: HubSpot Media
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 Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.Hubspot 2024 Economics Leadership Management Management & Leadership
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Episodes
  • How to Cold Call When 90% Hang Up (Roleplay)

    How to Cold Call When 90% Hang Up (Roleplay)
    May 14 2025
    Send me your cold calls! Email us at TheScienceofScaling@gmail.com. I'll help you set more meetings &. we'll use your call in an upcoming video. So Producer Matthew fails at cold calling. But he learns the framework that actually works. *Stop freezing up on sales calls, get a script!* 🔗 https://clickhubspot.com/29868f I roped in Producer Matthew to actually try selling me a pizza. It was terrifying. But even if you're good at this, you get hung up on 90% of the time. I break down what makes effective cold calls work - from the opening line that gets you past those crucial first seconds, to handling objections without needing people to like you (apparently my people-pleasing instincts are a sales career killer). You'll learn Sam Nelson's proven framework that even Harvard Business School students use, why sounding like a "nervous 14-year-old" is actually better than sounding polished, and how to stay in the objection "flywheel" until you get that meeting. If you're still reading this, go ahead and drop a cold calling story in the comments. I'll be waiting!! Follow us on YouTube at The Science of Scaling: 🔗 www.youtube.com/@ScienceofScaling
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    21 mins
  • The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity)

    The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity)
    May 7 2025
    Perplexity is attempting something no one thought possible: Challenging Google for search dominance.  Dmitri Shevelenko was advising five different orgs, before fully signing on to Perplexity. What energy and pull he found from this vision? And he unpacks how Perplexity successfully transitioned from founder selling to professional sales. 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
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    36 mins
  • The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)

    The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)
    Apr 30 2025
    Imagine passing $5 million with three customers. That is whale hunting. Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path. Today, Ed Calnan (Co-Founder and Fmr. CRO, Seismic) walks us through how to get big account's attention, get through procurement, get through security, all solve for all the things that kill the startups that try this path. 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
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    35 mins

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