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
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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
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29:47
Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom)
We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team.
When Greg left the company, Zoom was valued at $140 billion.
He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit.
Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
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34:00
Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)
Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want."
Yeah, , we all want that, but the question is how do you get there?
So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook.
Links
Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
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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