The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity)
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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35:46
The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)
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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35:18
The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP)
Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing.
They have CAC payback periods that are 24% shorter than the mean, and those ICP customers have a 425% higher expansion rate in the first 12 months compared to those that are not.
Today Dan Sperring (Founder, AlignICP) explores how product success is often determined by specific use cases rather than customer demographics, and challenges the common startup approach of targeting broad markets too early.
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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28:58
How to Close Your First Million Dollar Deal
The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal.
I'll walk you through how to navigate complex Decision Making Units, adapt your entire sales playbook for enterprise deals, and implement advanced qualification frameworks that go way beyond the basics.
I'll also reveal what the best enterprise sellers consistently tell me is their number one reason for winning deals.
Whether you're trying to move upmarket or sharpen your enterprise sales approach, these frameworks will help you transform your business. Happy scaling, everyone!
The Science of Scaling YouTube: www.youtube.com/@ScienceofScaling
Grab our guide to transform your sales approach: https://clickhubspot.com/zrjp
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22:31
Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare)
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
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.
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