The Science of Scaling

The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling)

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How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs?


Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to think through all the different projections on your sales and marketing spends. In this episode learn more about:


  • The evolution of email as a growth channel
  • The importance of demand generation and scaling
  • Finding balance with inbound and outbound
  • Why you should 5x quota on a rep’s OTE (on target earnings)
  • The role of SDRs in the sales process


    • The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.

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