Overview

Are You Ready to Scale Sales? How Fast? These two questions are mission critical to the success of any startup, product launch, or market expansion. Yet, too often we rely on gut feel―or let irrelevant signals like a recent fundraise or comparisons to past unicorns―to drive our decisions. The Science of Scaling offers a rigorous framework for founders, executives, and investors to calculate the answers using their company's actual performance data―not wishful thinking. Drawing on insights from hundreds of startups over the past twenty-five years, Mark Roberge, founding CRO at HubSpot, reveals the five most common reasons revenue acceleration efforts fail: premature focus on top-line revenue over consistent customer value creation; inadequate, non-data-driven definitions of product-market fit; misunderstanding the GTM capabilities needed before hiring salespeople; front-loading sales hires instead of pacing hiring based on readiness; and confusing temporary spikes with lasting competitive advantage. Whether you're a founder starting to scale, an investor guiding your portfolio, or a GM launching a new product, The Science of Scaling is your operating manual.

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Mark Roberge served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, scaling the customer base from one to over 12,000 and his staff from one to hundreds of employees. Mark holds an MBA from the MIT Sloan School of Management and an engineering degree from Lehigh University. He has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, the Boston Globe, and Harvard Business Review. Mark is currently a senior lecturer at Harvard Business School. David Stifel was born and raised in Denver, Colorado. Bitten early by the acting bug, he studied his craft at the Yale School of Drama. After graduation, he found himself in the usual array of interesting day jobs such as casino porter at Lake Tahoe, ESL teacher in Iran, and Egypt, and video game programmer in the Atari/Intellivision era. Concurrently he worked in films and TV shows for such directors as Steven Spielberg (Minority Report), Danny Boyle (A Life Less Ordinary), and Joel Schumacher (The Number 23). David entered the audiobook field in 2011, when he launched a long-term podcast of serializations of the works of Edgar Rice Burroughs. Today he is a multi-award-winning narrator with more than 125 audiobooks to his credit. His growing catalog of audiobooks is strong on thrillers, horror, sci-fi, and mysteries. David's rich baritone voice also lends itself very well to nonfiction memoirs and history-popular and academic. His classical acting training makes him very strong with heightened literary language. Pegged as a ""character actor"" from youth, his facility with numerous characters is frequently praised by reviewers and listeners.

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