When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount.

Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great success for the founders, the executives, and the investors.

Mark Wayland (CRO, Box) talk about how only a few months into his grow at all costs company he found himself with an activist investor and a pivot to Rule of 40.

Use referral code: SOS to request your spot at this year's  ⁠HubSpot AiSummit 2025⁠ in San Francisco on June 11.

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

You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes.

Now, you need to pivot the model, pivot the playbook, and pivot the team.

Today I'm joined by Carina Brockl, (fmr. CRO, Aurora Solar) who faced these challenging shifts and tells us how she navigated them.

Use referral code: SOS to request your spot at this year's  HubSpot AiSummit 2025 in San Francisco on June 11.

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

There's tremendous conviction that AI is eating the software ecosystem.

Well, today we speak with Andy Shorkey (CRO, Writer).

Not only is he navigating all the complexities of bringing native AI products to market, he's also reinventing the way that go-to market is done internally in a far more efficient way in the post AI world.

LINKS

Exclusive ICP Expansion Guide: https://clickhubspot.com/ahk

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

Send me your cold calls! Email us at [email protected].

I'll help you set more meetings &. we'll use your call in an upcoming video.

So Producer Matthew fails at cold calling. But he learns the framework that actually works.

*Stop freezing up on sales calls, get a script!* 🔗 https://clickhubspot.com/29868f

I roped in Producer Matthew to actually try selling me a pizza. It was terrifying. But even if you're good at this, you get hung up on 90% of the time.

I break down what makes effective cold calls work - from the opening line that gets you past those crucial first seconds, to handling objections without needing people to like you (apparently my people-pleasing instincts are a sales career killer).

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

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

 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

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

 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

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