The Science of Scaling

The Untold Story of Scaling HubSpot's Sales Team w/ Brian Halligan (Co-Founder, HubSpot)

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Today we have the architect behind the go-to-market strategy. We're going to laugh, we're going to cry. We're gonna talk about the most important go-to-market strategic moves that made HubSpot what it is today.


Host Mark Roberge is joined by Brian Halligan, (Co-Founder, HubSpot) to discuss the roles of a founder and first sales person in taking a company from startup to scale up . In this episode learn more about:


  • Why, for a founder or first seller, it's not about acquiring customers -- it's about feedback.
  • Hiring athletes and sometimes inexperienced sales people
  • The value of implementing a partner channel
  • How to price your price (and how NOT to price your product) for sustainable defensibility


    • 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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