Mark Roberge @markroberge
Boy Dad x2, Co-Founder @Stage2Capital, Prof @HarvardHBS, Founding CRO @HubSpot, Author of Best Seller The Sales Acceleration Formula, Science of Scaling Podcast linkedin.com/in/markroberge Boston Joined February 2009-
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In a way, the B2B software ecosystem has evolved from "the best sales team won" in the 80s/90s to the "best product team won" in the 2000s to "starting with great product and adding great sales" in the 2010s. I wonder where the AI era will take us. Learn more in this episode of…
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Congratulations! You’ve just been hired as the CRO of a unicorn. Unfortunately, many CROs have witnessed their companies lose that status over time, often due to macro conditions beyond our control. This happened to Carina Brockl, the former CRO at Aurora Solar and Stage 2…
A trend I am observing in selling AI-native products is a reversal of the “Bring Your Own App” philosophy in the Office of the CIO. This is particularly true among buyers in the tech sector. What seems to be happening is that the CIO is challenging the organization on whether…
A common error when transitioning from the Discovery to the Presentation stage of the sales process is the content of the first slide. Many founders and early sellers often start by bragging about their company. We have over 1,000 customers. We have 500 employees. We have…
I’m blessed to speak with C-level executives from numerous successful companies on a weekly basis. Through these conversations, I've noticed some interesting patterns. One consistent observation is the size of the team at which leaders typically stop personally interviewing every…
Early sales hires, especially during the pursuit of product-market fit, need to know how to summarize market feedback and communicate it to product and engineering teams. Here’s an interview exercise I conduct with a first sales hire candidate. Between the first and second…
How to push the scope of you early customer interviews to a contract and pre-payment in order to de-risk "false positive" signals before investing engineering time. Learn more in this episode of #TheScienceOfScaling with Mike Gamson, the Founding CRO at LinkedIn…
How to test whether PLG will work for your startup in a day versus a month. Learn more in this episode of #TheScienceOfScaling with Mike Gamson, the Founding CRO at LinkedIn open.spotify.com/episode/56f8mU…
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