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The Science of Scaling

The Science of Scaling

By: HubSpot Media
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Summary
 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
Episodes
  • The Future of Outbound Prospecting w/ Dan Lee (Co-Founder, Nooks)

    The Future of Outbound Prospecting w/ Dan Lee (Co-Founder, Nooks)
    13 Nov 2026
    I spoke to Nooks CEO Dan Lee on the future of AI outbound prospecting, AI SDRs, and human + agent sales teams in the AI-native era. Build an outbound system where humans and AI agents work together. Get our free Human-Agent Outbound Framework: 🔗 https://clickhubspot.com/qvbt Dan Lee dropped out of Stanford during COVID to build a virtual classroom. Today he's the co-founder and CEO of Nooks, with over 1,000 customers and revenue approaching nine figures. In this conversation, Dan and I get into the future of outbound prospecting and AI in sales. He compares sending an email to a game of chess, explains why sales is one of the jobs furthest from model capability, and how human + agent collaboration will change what SDRs, AEs, and sales leaders do. We also cover when to make your first non-engineering hire and how an AI-native company hires, sets quotas, and defends itself against Claude. If you're rethinking your outbound strategy, this one is for you. -Mark TIMESTAMPS 00:00 The Future of Outbound Prospecting in the AI-Native Era 01:00 Why CEOs Are Really Full-Time Recruiters 02:12 Hiring for Ownership and Product Sense 06:10 The Pivot From Virtual Office to Sales 07:27 Should You Charge Sooner? 09:24 Insight: Sales Teams Cold Calling Together 11:58 From Collaboration to Automation 13:08 Spending 70% of Your Week With Customers 17:33 How Will Go-to-Market Work in 10 Years? 18:39: The Sales Chess Analogy 21:04 AI Agents & The Loss of Specialization 24:06 The End State of AI Agent Selling 25:46 Your First Non-R&D Hire 30:49 First Two Sales Hires 33:06 Why Nooks Skipped PLG 35:49 AI Workflow to Double Pipeline 37:51 Hiring Sellers From Your Customers 41:24 Will Claude Replace Your Product? 45:22 Advice For Founders Subscribe for more Science of Scaling: 🔗 https://clickhubspot.com/5fjr Cold Calling Essentials: 👉 https://clickhubspot.com/a42eed ICP Expansion Guide: 👉 https://clickhubspot.com/d43908 The 30-Minute Battlecard Builder: 👉 https://clickhubspot.com/732ef4 The Revenue Leader’s Guide to Scaling: 👉 https://clickhubspot.com/3b0361 About HubSpot: HubSpot is a customer platform that provides education, software, and support to help businesses grow better. The platform includes marketing, sales, service, commerce, operations, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, thousands of customers around the world use HubSpot’s powerful and easy-to-use tools and apps to attract, engage, and delight customers. ⚠️ Disclaimer: The videos on our YouTube channel are for informational purposes only, and are not intended as an endorsement for any of the products or services that we feature. #FutureOfSales #ScienceOfScaling #OutboundSales
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    47 min
  • The Only Sales Role That Will Exist in 2030 w/ Christopher O'Donnell (Founder, Day AI)

    The Only Sales Role That Will Exist in 2030 w/ Christopher O'Donnell (Founder, Day AI)
    7 Sep 2026
    Back in 2013 Christopher O'Donnell and I were told to bring HubSpot CRM to market. Now we’re reuniting to discuss the future of sales and what jobs will survive the AI era. Think your team's ready to ditch the SDR/AE/CSM split? Get our free guide to the full-cycle seller model: 🔗 https://clickhubspot.com/n59s Christopher is now the founder of Day AI, and he's spent years thinking about the same questions I have: what actually happens to sales roles, CRM, and go-to-market design once AI in sales can do 2-10x the work of a human. In this conversation, we get into why the SDR/AE/CSM specialization era is ending and the "full-cycle athlete" seller is coming back, and what jobs survive an AI-native world. -Mark
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    55 min
  • Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)

    Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)
    11 Jun 2025
    Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Every founder needs to sell. If you're not comfortable selling, then get comfortable. I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a professional sales team. Wrong. Today's guest Frederic Kerrest (Co-Founder, Okta) tells us why it's so important for founders to be salespeople, and the when & how to start building your team. Use referral code: SOS to request your spot at this year's ⁠⁠HubSpot AiSummit 2025⁠⁠ in San Francisco on June 11. The Science of Scaling is a HubSpot Media podcast in partnership with Hubspot for Startups// ⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about HubSpot for Startups⁠⁠⁠⁠⁠⁠⁠⁠⁠ // Produced by Matthew Brown
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    38 min
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