Shows
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Hamster Wheel to High Performance with Mark Roberge (Replay)Matt Benelli sat down with Mark Roberge last year, former CRO at HubSpot, Harvard Business School professor, and co-founder of Stage 2 Capital, to challenge some of the most persistent myths in sales leadership. From debunking the idea that top reps make the best managers to exposing why shadowing high performers can actually backfire, this conversation delivers a candid look at why most coaching programs fail to scale and what to do instead.Mark lays out a structured, repeatable approach to frontline coaching that not only boosts individual rep performance but transforms how entire sales organizations operate. He...2025-07-2225 min
TechTalks for Senior CareMark SeidenfeldIn this video, Dan Roberge interviews Mark Seidenfeld, the representative for BCI Networks, a company focused on an "AI-driven care ecosystem." Seidenfeld explains that the elder care industry has traditionally relied on residents to signal when they need help, which is inefficient given that residents are there because they can no longer fully care for themselves. BCI Networks offers a solution that moves beyond the traditional "nurse call" system by automatically collecting comprehensive data on residents' daily activities and health metrics, such as sleep quality, movement within the facility, and activity levels. This proactive approach allows caregivers to identify...2025-07-1706 min
ScaleX™ Insider PodcastMark Roberge - How to Build a Sales Engine That WorksEpisode Description: In this episode of the ScaleX™ Insider Podcast, we sit down with Mark Roberge, former CRO of HubSpot, author of The Sales Acceleration Formula, and co-founder of Stage 2 Capital. Mark shares his game-changing insights on scaling businesses, achieving product-market fit, and building a high-performing sales engine. As a MIT-trained engineer turned sales leader, Mark brings a data-driven approach to revenue growth. He breaks down: ✅ Why scaling is a privilege, not a right ✅ The three key stages of scaling – and why most businesses get them wrong ✅ How to define and measure pr...2025-03-0558 minScaleX™ Insider PodcastMark Roberge - How to Build a Sales Engine That WorksEpisode Description: In this episode of the ScaleX™ Insider Podcast, we sit down with Mark Roberge, former CRO of HubSpot, author of The Sales Acceleration Formula, and co-founder of Stage 2 Capital. Mark shares his game-changing insights on scaling businesses, achieving product-market fit, and building a high-performing sales engine. As a MIT-trained engineer turned sales leader, Mark brings a data-driven approach to revenue growth. He breaks down: ✅ Why scaling is a privilege, not a right ✅ The three key stages of scaling – and why most businesses get them wrong ✅ How to define and measure pr...2025-03-0558 min
The SaaS Revolution ShowSales Acceleration Formula 2.0 with Mark Roberge, Co-Founder at Stage 2 CapitalOne of our most listened to episodes, we're bringing back Mark Roberge, Co-Founder at Stage 2 Capital, who shares his sales acceleration formula 2.0 with our SaaStock Founder Members.
Mark dives deep into the Sales Acceleration formula followed by his previous company Hubspot. He also answers the questions posted by our SaaStock Founder Membership community.
Interested in becoming a member? Apply to SaaStock Founder Membership to supercharge your growth: https://www.saastock.com/founder-membership/
Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book you tickets: https://saastock-europe.com/tickets/
🇺🇸 SaaStock USA 2025: April...2025-02-0650 min
Coach2Scale: How Modern Leaders Build A Coaching CultureFrom Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 65In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales...2024-11-1225 min
The Revenue Leadership Podcast with Kyle NortonE4: Mark Roberge on Redefining Sales Leadership in the AI EraIn this episode, Kyle sits down with Mark Roberge, Co-founder of Stage 2 Capital and former CRO of HubSpot, for a deep dive into the evolving role of AI in shaping technology strategy. Mark reflects on his journey from operator to investor, sharing hard-earned lessons and offering a candid perspective on leadership — including why great leaders don't need to be the best at everything. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Want more content from the Topline media family? Lis...2024-10-1659 min
The Sales EvangelistMark Roberge and Donald Kelly | Three Case Study Helping Sellers Get Over 120% of Quota In sales, you can’t rely solely on the product to close deals; you need the right strategies and mindset to get prospects to say yes to your offers. Some companies excel at this, while others need a bit of help. Join me and my guest, Mark Roberge, in this episode as we share three case studies of businesses that turned their sales success around. Meet Mark Roberge Mark Roberge is a renowned expert in sales and venture capital, known for his data-driven strategies that transform businesses. As the fourth employee at HubSpot, he developed a sca...2024-10-1434 min
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch20Sales: Biggest Lessons Scaling Hubspot from $0-$100M in ARR, The Framework for How Startups Should Scale into the Enterprise, How to do Channel Partnerships Right and How to Construct Sales Comp Plans Early On with Mark Roberge Mark Roberge is a Co-Founder and Managing Director at Stage 2 Capital and a Senior Lecturer at the Harvard Business School. Prior to these roles, Mark was the founding CRO at HubSpot, where he scaled ARR from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. In Today's Episode with Mark Roberge We Discuss: 1. Biggest Lessons Scaling Hubspot to $100M in ARR: ...2024-07-1240 min
The Cheat Code & FriendsMark Roberge on Scaling Strategies From Pitch to Partnership - Season 2: Partnerships - Episode # 41Join hosts Josh Wagner and Justin Gray for a conversation with Mark Roberge, co-founder of Stage 2 Capital, on his insights and experiences with partnerships. In this episode, Mark emphasizes the importance of not rushing into partnerships too early and highlights the need for founders to first establish product-market fit and go-to-market fit. Mark also discusses the misconception that sales is about pitching and emphasizes the importance of asking questions and understanding the customer's needs. He provides valuable advice on building successful partnerships and gaining mindshare within partner organizations.Takeaways: Partnerships should not be p...2024-06-1835 min
ToplineE55: The State of AI in GTM with Mark Roberge of Stage 2 CapitalMark Roberge is the Co-Founder of Stage 2 Capital and author of The Sales Acceleration Formula. Mark joins the show to discuss the challenges and opportunities for businesses embracing AI. The group dives into the key GTM applications for AI, challenges larger companies have with adopting this technology, and how future regulation may impact development in the field moving forward. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Don't forget to read the recaps from previous episodes. Are you a sales executive? Get 20% off your CRO S...2024-05-051h 08
Belkins PodcastMark Roberge: AI's Impact and HubSpot's EvolutionHow can AI redefine the CRM landscape and take a business like HubSpot to new heights?In this episode, Mark Roberge, Co-Founder of Stage 2 Capital and former CRO at HubSpot, shares his insights on the revolutionary impact of AI on CRM technology and sales roles. Together with Michael Maximoff, they unpack the importance of maintaining a strong team culture, the nuances of customer success for retention, and the evolution of HubSpot’s strategy across various departments.Perfect for entrepreneurs and executives, this episode offers a profound look into leveraging technological advancements in sales and marketing. Tu...2024-05-021h 06
The GTM Pack ShowEpisode 75: B2B company building, AI’s impact, PLG, & more with the legendary Mark RobergeIn this episode of #TheGTMPack podcast, we interview Mark Roberge, Co-Founder at Stage 2 Capital, Professor at HarvardHBS, Founding CRO at HubSpot, Author of Best Seller "The Sales Acceleration Formula" based in Marblehead, Massachusetts.
In this conversation, we dig into:
💡 Building a B2B SaaS startup within today’s market
💡 AI's current impact & what the future may hold
💡 Why the continued excitement around PLG (product-led growth)
& more!
#b2b #gtm #saas #venturecapital 2024-05-0140 min
The Revenue FormulaAvoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.(00:00) - Indtroduction
(03:48) - Meet Mark
(08:44) - The number 1 pattern of unnecessary failure
(11:16) - Getting the right pacing
(16:35) - Pushing back on the plan
(25:39) - Why do we misunderstand capacity?
(33:54) - The problem with commissions
(36:31) - The comp plan works against this goal
(40:12) - How do you comp on retention?
(42:38) - Find your leading indicators of retention
(44:10) - Pushback on retention compensation
Also, check out the science of scaling here. Mark also did a presentation at SaaStr on...2024-04-1153 min
Knol - Snippets of KnowledgeThe Sales Acceleration Formula: Igniting Success with Mark Roberge's Game-Changing StrategiesIn this episode of 'Knol,' we delve into "The Sales Acceleration Formula" by Mark Roberge, the visionary behind HubSpot's phenomenal growth. Roberge shares a blueprint for transforming sales teams through data-driven hiring, customized training, performance-driven management, strategic demand generation, and the infusion of technology with a culture of experimentation. This episode unveils the secrets to turbocharging your sales strategy and propelling your team to new heights.Introduction to Mark Roberge and his pivotal role in scaling HubSpot's sales team.Breakdown of Roberge's five-part formula: Hiring, Training, Sales Management, Demand Generation, and Technological Synergy.Detailed...2024-03-1417 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 703: Who Will Win the Go-to-Market AI Race — Startups or Incumbents? with Stage 2 Capital's Managing Director and Co-Founder Mark RobergeAs AI continues to reshape the way businesses operate, it has become a critical differentiator in gaining a competitive edge. Stage 2 Capital Co-founder and Managing Director Mark Roberge dissects the advantages and challenges faced by both startups and incumbents in leveraging AI for Go-to-Market strategies. Uncover the unique capabilities that startups bring to the table and how they disrupt established players with their agility, innovation, and ability to adapt to changing market dynamics. -------------------------------------------------------------------------------------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12...2023-11-2835 min
Revenue BuildersMaking the Right Sales Hire with Mark RobergeIn this episode of the Revenue Builders podcast, hosts John McMahon and John Kaplan are joined by Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer. The discussion revolves around scaling sales and building a disciplined hiring process. Mark shares his insights into hiring for sales and highlights the importance of context in shaping the ideal sales team. He emphasizes the need to create a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark also explains the role of role-playing in interviews and the significance of continuous evolution in the hiring process.KEY TAKEAWAYS2023-10-0113 min
Daily Sales TipsHow to Find The Right Next Role - Mark Roberge & Kyle Parrish"To be a salesperson, to be a go-to-market leader, and come in to something where people are truly finding value and shouting it from the digital rooftops, that's something you can work with." - Mark Roberge & Kyle Parrish in today's Tip 1610 How do you find the right next role? Join the conversation at DailySales.Tips/1610 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm2023-08-3103 min
Daily Sales TipsThe PLG trap - Mark Roberge & Oliver Jay"Your top-of-funnel is probably not growing as much because you're not focused as much on driving new users, new use cases to come in. And that's why I think a lot of people always get stuck" - Mark Roberge & Oliver Jay in today's Tip 1605 What's your thought about this? Join the conversation at DailySales.Tips/1605 and learn more about Mark and Oliver! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm2023-08-2404 min
Surf and SalesS4E34 - Making Bolder Decisions with Mark RobergeThe one and only Mark Roberge joins us on the Surf and Sales podcast. NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? Big pr...2023-08-0743 min
Sales BabbleWhat is the Science of Scaling Podcast with Mark Roberge #484What is the Science of Scaling Podcast with Mark Roberge #484 In today's episode, we’re doing something a bit different and featuring an episode from another podcast. It’s called The Science of Scaling, hosted by Mark Roberge. He’s the bestselling author of The Sales Acceleration Formula. He’s also a Senior Lecturer at Harvard Business School and the Founding CRO of HubSpot. Subscribe to the podcast here https://link.chtbl.com/tsos?sid=podcast.salesbabble Sales Babble shares selling secrets for non-sellers. Masterful selling is deeply understanding what buyers need, discerning if you ca...2023-07-0436 minToplineE12: Mark Roberge on the Implications of AI For GTM Teams and Inflated VC ValuationsThis week on Topline, Sam, AJ and Asad are joined by guest Mark Roberge. Mark as the original head of sales at HubSpot, and has gone on to teach at Harvard Business School and found Stage 2 Capital. Together, they discuss the implications of AI for go-to-market teams, inflated VC valuations, and how investors think about AI investments.2023-07-0359 min
Metrics that Measure UpThe Power of Go-to-Market Experience + Capital - with Mark Roberge, Stage 2 CapitalMark Roberge is the founder and Managing Director of Stage 2 Capital and previously was the Chief Revenue Officer at HubSpot from 2007 to 2016. Mark is also the author of the best-selling book "The Sales Acceleration Formula".The lessons learned over his nine years leading revenue at HubSpot have led to several new endeavors including creating a Sales curriculum being taught at Harvard Business School and founding Stage 2 Capital. We started the podcast by discussing "The Sales Acceleration Formula" which was first published in 2015. The bool was stimulated by a breakfast between Mark and enterprise sales influencer an...2023-01-1138 min
Sales Enablement PRO: Book ClubBook Club: Mark Roberge on the Blueprint for Predictable RevenueOlivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs.
Creating predictable and scalable revenue is any business leader’s dream, but how can that dream actually become reality? Well, as it turns out, there’s a formula for building and sustaining a winning sales team and I’m so excited to have Mark Roberge, who is the aut...2022-12-0900 min
Sales Enablement PRO PodcastBook Club: Mark Roberge on the Blueprint for Predictable RevenueOlivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs.
Creating predictable and scalable revenue is any business leader’s dream, but how can that dream actually become reality? Well, as it turns out, there’s a formula for building and sustaining a winning sales team and I’m so excited to have Mark Roberge, who is the aut...2022-12-0900 min
I'm Not Selling You AnythingMark Roberge (MD, Stage 2 Capital)Had a delightful chat with a man many of us know for his meteoric rise in SaaS. He was the CRO that took Hubspot public, Board Member of every goddamn solution in your tech stack, senior lecturer at HBS. WE ALL KNOW THIS.
But, do you know Mark's superhero origin story? Did you know he was a spiritual person? I bet you didn't because everyone seems to always asks him the same questions on these and if you know anything about me it's I don’t like doing the same thing Tom Dick and Jane do. So si...2022-12-0123 min
Read to LeadRead to Lead: The Sales Aceleration Formula de Mark Roberge con Maya Dadoo y Carlos Marina de Worky.MxEstrenamos formato en esta ocasión con dos invitados: Maya Dadoo Co-founder y CEO y Carlos Marina Co-founder de Worky.mx; con quienes tuvimos una charla interesante sobre nuestra lectura del libro The Sales Acelaration Formula de Mark Roberge
2022-11-041h 00
Revenue TodayEstablish the Right Pace Through Product-Market and Go-to-Market Fit - Mark Roberge - Revenue Today - Episode # 039This episode of Revenue Today features Mark Roberge, Managing Director at Stage 2 Capital. Today, he talks about the main factors that kill companies when it comes to hiring, whether it be because of slow or fast-paced reasons. Mark then discusses the right way to approach how fast you should scale as a company. TakeawaysMany companies hire too recklessly and don't think about how to onboard or manage reps as the number increases more and moreUse the product-market and go-to-market fit as your growth speedometer Quote of the Show"Yo...2022-10-2609 min
Revenue TodayWhen Are You Ready to Scale? - Mark Roberge - Revenue Today - Episode # 034This episode of Revenue Today features Mark Roberge, Managing Director at Stage 2 Capital. Today, he presents the data on the correlation between leading indicators and customer retention for product-market fit. He then talks about scalable unit economics as a goal in the go-to-market fit phase. TakeawaysProduct-market fit is not a revenue line or survey, it's based on leading indicator retentionWe need to understand the leading indicators of unit economics just as much Quote of the Show"Do you know how many entrepreneurs come up with an idea and ne...2022-10-1909 min
Revenue TodayFind Product-Market Fit Before Scaling - Mark Roberge - Revenue Today - Episode # 032This episode of Revenue Today features Mark Roberge, Managing Director at Stage 2 Capital. Today, he provides insights on when companies should scale and how fast based on product-market fit. Mark also discusses the definition of product-market fit that uses leading indicators like retention as the basis. TakeawaysScaling has less to do with revenue and customer lines and more to do with product-market fit.Use leading indicators like retention to determine if you have achieved product-market fit. Quote of the Show"When someone uses your product and then chooses to...2022-10-1711 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 594: Optimizing GTM for PLG with Stage 2 Capital Co-Founder and Managing Director Mark RobergeProduct-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Full video: https://youtu.be/prLzBINL4tI Want to join the SaaStr community? We're the 🌎lar...2022-09-2827 min
Revenue BuildersThe Blueprint for a Sales Dream Team with Mark RobergeIn this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to Hubspot’s original senior vice president for sales and later Chief Revenue Officer, Mark Roberge. Mark talks about working at Hubspot since day one, building the sales department from the ground up, offering advice on prioritization, hiring, addressing retention and reducing churn. Mark also shares his present journey as a senior lecturer at the Harvard Business School and Managing Director of the VC firm Stage 2 Capital. Additional Resources:Donate to Build.org: https://build.org/Buy Mark's book...2022-09-081h 13
GritFounding CRO @HubSpot / Prof @HBS / CoFounder @Stage 2 Capital Mark Roberge: The Science and Psychology of ScalingMark Roberge’s first anxiety attack hit him six months after 9/11, and his second hit him in the middle of a big speech while he was an executive at HubSpot. And Roberge, who now lectures at Harvard Business School and co-founded the venture firm Stage 2 Capital, says it’s important to include that anxiety in his entrepreneurial story. “I talk about it because there is a stigma associated with it,” he says. “Society values some of the things I’ve accomplished, but when I admit to everyone that I have severe anxiety, it gives other people comfort.” In this episode...2022-08-011h 09
Dive Into The Powerful Full Audiobook Now, Knowledge Hunters!The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark RobergePlease visithttps://thebookvoice.com/podcasts/1/audiobook/610872to listen full audiobooks.
Title: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Author: Mark Roberge
Narrator: Robert Feifar
Format: Unabridged Audiobook
Length: 6 hours 24 minutes
Release date: July 7, 2022
Ratings: Ratings of Book: 5 of Total 2
Ratings of Narrator: 5 of Total 1
Genres: Sales & Retail
Publisher's Summary:
This book is about the metrics-driven, scientific approach that Mark Roberge used to scale sales at a software company, HubSpot, from $0 to $100 Million in annualized revenue. The $0 to $100 Million Sales Formula is for the millions of small business owners, entrepreneurs, CEOs, and sales...2022-07-076h 24Download Incredible Full Audiobooks in Business & Economics, Sales & RetailThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark RobergePlease visithttps://thebookvoice.com/podcasts/1/audiobook/610872to listen full audiobooks.
Title: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Author: Mark Roberge
Narrator: Robert Feifar
Format: Unabridged Audiobook
Length: 6 hours 24 minutes
Release date: July 7, 2022
Ratings: Ratings of Book: 5 of Total 2
Ratings of Narrator: 5 of Total 1
Genres: Sales & Retail
Publisher's Summary:
This book is about the metrics-driven, scientific approach that Mark Roberge used to scale sales at a software company, HubSpot, from $0 to $100 Million in annualized revenue. The $0 to $100 Million Sales Formula is for the millions of small business owners, entrepreneurs, CEOs, and sales...2022-07-076h 24
Download Incredible Full Audiobooks in Business & Economics, Sales & RetailThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark RobergePlease visit https://thebookvoice.com/podcasts/1/audiobook/610872 to listen full audiobooks. Title: The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Author: Mark Roberge Narrator: Robert Feifar Format: Unabridged Audiobook Length: 6 hours 24 minutes Release date: July 7, 2022 Ratings: Ratings of Book: 5 of Total 2 Ratings of Narrator: 5 of Total 1 Genres: Sales & Retail Publisher's Summary: This book is about the metrics-driven, scientific approach that Mark Roberge used to scale sales at a software company, HubSpot, from $0 to $100 Million in annualized revenue. The $0 to $100 Million Sales Formula is for the millions of small business owners, entrepreneurs, CEOs, and...2022-07-0703 min
Revenue TodayFinding your Product Fit - Mark Roberge - Revenue Today - Episode # 003Today's guest took HubSpot from zero to a hundred million in annual recurring revenue. Mark Roberge is the current Managing Director at Stage 2 Capital, but he's also a sales scientist, MIT quant, sought-after keynote speaker, professor at Harvard business school, and author of the bestselling book: The Sales Acceleration Formula.
Tune in as Jared talks about revenue generation with the first person he looked up to when he started his sales leader journey.
Takeaways:
Revenue Myth: 95% of teams ignore that customer retention and success is the most important metric over revenue.
When mo...2022-06-1544 min
ProductLed PodcastThe Product-Led-Growth (PLG) Playbook for B2B Startups with Mark RobergeMark Roberge is a leader in the sales world. He is currently co-founder of Stage 2 Capital, the first venture capital firm run and backed by over 300 GTM executives. He is also a Senior Lecturer at Harvard Business School. Prior to these roles, Mark served as founding CRO at HubSpot from $0 to IPO. He is author of best seller “The Sales Acceleration Formula” which became a guideline for start-up companies in growing their revenue and building a winning sales team.
He’s in the show to introduce to us his playbook which revolves around Product Led Growth for B2B startu...2022-05-3124 min
Creating Distance301: Sales Legend Mark Roberge Tells His StoryMark Roberge is one of the most legendary people in the SaaS sales world. He joined Hubspot as their first sales hire and led them from $0 to $100 million+ and a successful IPO as their Chief Revenue Officer. He is now the Managing Director at Stage Two Capital and Professor at Harvard Business School.
In this episode, Mark and I discuss:
How he first got into sales & startups
Was getting an MBA worthwhile?
The early days of Hubspot
How his spirituality helps him in his career
And much more...
If you enjoy the podcast, would you please consider leaving a short...2022-05-1737 min
Millennial Sales301: Sales Legend Mark Roberge Tells His StoryMark Roberge is one of the most legendary people in the SaaS sales world. He joined Hubspot as their first sales hire and led them from $0 to $100 million+ and a successful IPO as their Chief Revenue Officer. He is now the Managing Director at Stage Two Capital and Professor at Harvard Business School.
In this episode, Mark and I discuss:
How he first got into sales & startups
Was getting an MBA worthwhile?
The early days of Hubspot
How his spirituality helps him in his career
And much more...
If you enjoy the podcast, would you please consider leaving a short...2022-05-1737 min
From Vendorship to PartnershipPlaybooks, PLG, & More B2B Sales Insights with Mark Roberge, Co-Founder of Stage 2 CapitalWelcome back to From Vendorship → Partnership, Season 2: Seller’s Journey!
Our guest this week is the one and only Mark Roberge: co-founder at Stage 2 Capital, author of the best-selling The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales.
To say the least, Mark has a ton of incredible sales insights to share (way more than we could cover in 20 minutes!)
Subscribe for more content like this, and check out the Stage 2 Capital Accelerator that Mark mentions in the episode.
About Mark:
Mark Robe...2022-04-2020 min
TractionThe Science of Scaling From Zero to Billions with Mark Roberge, Stage 2 CapitalOn this episode of the Traction podcast, host Lloyed Lobo of Boast.AI welcomes Mark Roberge, Managing Director at Stage 2 Capital. Previously, Mark was the CRO at HubSpot seeing it from the earliest stages through post-IPO. “When to scale?” and “How fast?” are two mission-critical questions for start-ups, yet most entrepreneurs lack a rigorous approach to answering them. After peeking inside the go-to-market machinery of hundreds of start-ups over the last decade, Mark Roberge shares a scientific, data-driven approach to go from zero to billion fast. In this episod...2022-04-0759 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 498: The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge, Managing Director at Stage 2 CapitalMark Roberge is the Managing Director at Stage 2 Capital, Sr. Lecturer at Harvard Business School, and author of the bestselling book, The Sales Acceleration Formula. In this podcast, he'll outline some of the most common SaaS sales potholes when scaling from $0 to $100 million and how to avoid them. Blog post & video: https://www.saastr.com/the-most-common-saas-sales-potholes-and-how-to-avoid-them-with-mark-roberge-podcast-498-and-video/ Sponsors: https://shortcut.com/saastr https://www.litmus.com/saastr https://flatfile.com/saastr/ 2021-11-1924 min
Leaders of Growth#8 Mark Roberge on Go-to-market strategiesMark Roberge is a serial entrepreneur and the former Chief Revenue Officer of Hubspot. At the moment, he is a Managing Partner at Stage 2 Capital. Listen out for:00:40 Background3:00 The Science of Scaling9:00 Expanding the sales team14:00 Building a Predictable Revenue Machine Like this episode? Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3w7h...2021-09-1618 min
Astella Around The WorldMark Roberge on how he built and grew a sales machine from $0-100M at HubSpot & applied his acquired knowledge to build Stage2, the GTM VC FundMark Roberge is the MD at Stage 2 Capital, Professor at Harvard Business School and former CRO at HubSpot, (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark shares with us how his engineering background helped him shape a scalable and predictable sales model at a time when SaaS was just a baby, and how that experience helped him design a GTM system that he shares in his book and classes at HBS. Tune in to be inspired by his buddhist-like approach to life and how responding to opportunities that excited him ha...2021-09-0738 min
The Jake Dunlap ShowCreating Your Path: The Alternative Career Journey of Mark RobergeA leader in the sales world, scientist of modern selling, bestselling author, 3X varsity athlete and currently the managing partner at Stage 2 Capital, Mark Roberge started out in life by hiding his intelligence because he wanted to fit in - the seeds of an unlikely career journey being able to build skills around and relate to a broad spectrum of people and organizations. Mark’s grandfather, a World War 2 Veteran, semi-pro baseball player, and janitor at a bank taught Mark not to take education for granted and make the most out of the opportunities he had in lif...2021-07-0856 min
Make It Happen Mondays - B2B Sales Talk with John Barrows220: Mark Roberge on Looking Ahead and Adapting to The Future of SalesOur guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and strategy does not fit all companies. They emphasize how agility, disruption and innovation have moved to the forefront of careers and business. Mark delivers wise advice to up and coming sales professionals.2021-05-3143 min
GTM Live135 - Decoding Growth in B2B SaaS | Mark RobergeMark Roberge, Managing Director at Stage 2 Capital and former CRO at Hubspot, joined Chris on State of Demand Gen last week. They broke down common challenges with scaling B2B businesses, and Mark shared the top 5 reasons why SaaS businesses struggle with scaling. He shared why customer retention should be of heavier focus, and how to establish a leading metric for customer behavior since retention takes awhile to measure. He also explained what the three avenues of growth are and how they can be utilized to expand into a new market. Additionally, Chris and Mark jammed on inefficient sales processes...2021-04-2550 min
The Datavana PodcastEp20: Mark Roberge, Managing Director at Stage 2 Capital and Former CRO at HubSpot“The kiss of death,” is how Mark Roberge describes an unaligned sales and marketing team. In episode {20} of our Datavana Podcast, Mark Roberge (Managing Director at Stage 2 Capital) discusses the importance of focusing on marketing and sales tactics and strategies to more effectively corner the market. “If you don't have sales and Marketing completely aligned some competitor is going to align their’s first.”For Mark, every single outreach and customer touchpoint needs to add value in order to close in on leads and prospects faster. As well as valuable messaging and content, time is vital too, “Increase you...2021-04-2238 min
Go To Market Podcast#6 Mark Roberge - Science of Scaling, finding North Stars in companies and careers.Mark Roberge is the Managing Director at Stage 2 Capital, Professor at Harvard Business School, former CRO of Hubspot, where he grew the company from 0 to $100 million. The author of the “Sales Acceleration Formula” and “Science of Scaling,” and in this episode, he reflects on what to pursue professionally. In this episode, Mark provides a systematic approach to the very important questions if a company is going to be a unicorn or a dud.
When to scale the sales team? (if so)
How fast should we scale?
This episode is a must-listen if you are in product-market fit or ideas on how to s...2021-03-0941 min
Ecommerce Insights by Wicked Reports PodcastApplying SaaS Growth Frameworks to Ecom with Mark RobergeResource Links: Visit the Wicked Reports Website (https://www.wickedreports.com/) First-party data is going to be a big deal. With the Apple iOS changes, ecom companies now need to change their tactics. So for today, I invite Mark Roberge, the former Chief Revenue Officer of HubSpot, to tell us more about the framework they used that has been very successful for SaaS companies. We take a look at applying those same structures from an ecom perspective. Check out this very strategic episode that’s made for all the ecoms out ther...2021-02-0829 min
Friday Night Pints4. Mark Roberge, Nate, Caleb, Rone, Nick, KB, and KMarko - April 10, 2020Featuring: Mark Roberge, Nate, Caleb, Rone, Nick, KB, and KMarko
April 10, 20202021-01-021h 18
Coffee with ClosersInnovate! Sales and Marketing Insights from Harvard Professor | Mark Roberge on Coffee with ClosersConnecting with people and helping them accomplish their dreams is priceless. Today’s guest on Coffee with Closers is here to prove that close rate and revenues are not everything. Meet Mark Roberge - founder and MD of Stage 2 Capital, author of “The Sales Acceleration Formula” book, and Harvard Lecturer.
Mark is also a 4th employee of HubSpot who expanded its revenue from $0 to $100 million and helped to transform it into the innovative marketing company it is today. In this episode, you’ll learn what it’s like to build a sales team in a marketing tech company, hear...2020-12-1535 min
Smart Venture Podcast#27 Co-founder & Managing Partner of Stage 2 Capital, former CRO of HubSpot, Author Mark Roberge (Part2)#027 Mark Roberge is the Co-Founder and Managing Partner of Stage 2 Capital. Stage 2 Capital is a fund backed by more than 100 Go-To Market executives from unicorns and Fortune 500 companies. Their areas of expertise include demand generation, sales operations, account management, customer success, and other sales related functions. He was the former Chief Revenue Officer of HubSpot. He serves as a senior lecturer at Harvard Business School and is the author of The Sales Acceleration Formula. https://www.SmartVenturePod.com IG/Twitter/FB @GraceGongGG LinkedIn:@GraceGong YouTube: https://bit.ly/gracegongyoutube Join the SVP fam with your host Grace Gon...2020-09-1727 minSmart Venture Podcast#26 Co-founder & Managing Partner of Stage 2 Capital, former CRO of HubSpot, Author Mark Roberge (Part1)#026 Mark Roberge is the Co-Founder and Managing Partner of Stage 2 Capital. Stage 2 Capital is a fund backed by more than 100 Go-To Market executives from unicorns and Fortune 500 companies. Their areas of expertise include demand generation, sales operations, account management, customer success, and other sales related functions. He was the former Chief Revenue Officer of HubSpot. He serves as a senior lecturer at Harvard Business School and is the author of The Sales Acceleration Formula. https://www.SmartVenturePod.com IG/Twitter/FB @GraceGongGG LinkedIn:@GraceGong YouTube: https://bit.ly/gracegongyoutube Join the SVP fam with your host Grace Gon...2020-09-1529 min
The Ticket: Discover the Future of Customer Service, Support, and Experience, with IntercomThe appliance of science: Mark Roberge’s formula for scalingIt’s the question every startup must face on its go-to-market path: when to scale and how fast to go. Mark Roberge talks to Intercom's Kate O'Hanlon about the science that holds the answer.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.2020-09-1039 min
Reveal: The Revenue AI Podcast by GongDeal momentum masters with Mark Roberge and Anna BairdMark Roberge, Managing Director at Stage 2 Capital, Anna Baird, CRO at Outreach, and Devin Reed share insights and tactics for keeping deals moving forward. You'll learn how to arm your champion to sell internally, how to build an army of influencers, and how to win over your new economic buyer. Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/Connect with Devin Reed: https://www.linkedin.com/in/devinreed/Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/2020-09-0746 min
Frankly. The energy podcast for founders.Episode 3: Mark Roberge of Stage 2 Capital on the science of how to scaleJoin John Mushriqui for another episode of Frankly with Mark Roberge, Managing Partner, Stage 2 Capital. Mark talks about his journey from the early days with HubSpot where he became first SVP Global Sales and Services then Chief Revenue Officer, increasing revenue over 6,000% and expanding the team from 1 to 450. Mark is the author of The Sales Acceleration Formula but it’s really his latest ebook The Science of Scaling that made us want to get him on Frankly. Mark’s no nonsense, data-driven approach is pure gold for founders and their teams as they wrestle with how to define product/market...2020-07-0622 min
CHURN FMEP 67 | Mark Roberge - How to drive revenue growth through customer retentionToday on the show we have Mark Roberge, Managing Director at Stage 2 Capital, and former Chief Revenue Officer at Hubspot. In this episode, we talked about the strengths of a successful CRO, the growth phases of a company’s lifecycle, and why retention is the one metric that defines product-market fit. We also discussed the pillars of a good go-to-market strategy, how Hubspot discovered their key leading indicators for customer retention in the early days, and more. As usual, I'm excited to hear what you think of this episode, and if you have any f...2020-06-2441 min
The StartUp to ScaleUp Game PlanMark Roberge - The Science of Re-establishing Growth: Where, When & How?Mark Roberge is the MD @ Stage 2 Capital, Prof @ HarvardHBS, former CRO @ HubSpot & author of best seller "The Sales Acceleration Formula"
We explored:
Lessons from the 2008/2009 crisis & the bold decisions business leaders must make in 2020
The premature obsession with revenue growth versus go-to-market fit & customer retention
How to hire a CRO with the ability to deliver SUSTAINABLE revenue growth
The data required to ascertain if you truly have go-to-market fit
How “group film reviews” can help businesses uncover strategies to navigate the COVID19 crisis
How to deliver sustainable differentiation through network effects, algorithmic differentiation & an ecosystem of deeply...2020-06-2149 min
Surf and SalesS1E87 - Making Bolder Decisions with Mark RobergeNOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on a ton of stuff including: Is the 1-year cliff, 4-year vest a broken model? How to survive past 18 months as a VP of Sales What is your CEO's one Get Out of Jail card? How the current generation is better positioned than any other to tackle world problems. Why lar...2020-05-1841 min
The SaaS Revolution ShowThe framework for scaling your SaaS startup with Mark RobergeMark Roberge, MD at Stage Two Capital, is this week’s guest on The SaaS Revolution Show. Mark shares his framework for scaling a SaaS startup - to help you understand when your startup is ready to scale, and how fast to grow.
He shares the three stages of his framework:
- Reaching product/market fit
- Transitioning from product/market fit to go-to-market fit
- Growth and moat.
Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book you tickets: https://saastock-europe.com/tickets/
🇺🇸 SaaStock USA 2025: April 2026 | Austin, Texas
Join the wai...2020-02-2732 min
Real Life SuperpowersE23 - Mark Roberge (Bestselling Author, Harvard Business Lecturer, Stage 2 Capital, HubSpot)Mark is a Senior Lecturer at Harvard Business School where he teaches sales, marketing, and entrepreneurship.
Listen on RealLifeSuperPowers website: https://reallifesuperpowers.com/podcast/mark-roberge-bestselling-author-harvard-business-lecturer/
He is also Managing Director at Stage 2 Capital, a venture capital firm backed and run by go-to-market executives, helping startups build world class go-to-market capabilities. He is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.
Prior to these roles, Mark served as SVP of Global Sales and Services at HubSpot, scaling revenue from $0 to $100 million.
Mark was ranked #19 in Forbes' Top 30 Social...2020-02-0132 min
Outside Sales TalkMultiplying Success with Sales Career Growth - Outside Sales Talk with Mark Roberge
Mark Roberge is the former CRO of Hubspot, a marketing enablement company to which he contributed a revenue increase of over 6,000%. He now delivers his Sales Acceleration Formula at Harvard, in his book, and in this podcast.
Here are some of the topics covered in this episode:
Why we should all dedicate time to personal development
How to fit your buyer’s needs and be a better seller
The step to follow to draft an efficient sales process
The impact of technology in the sales funnel
About the Guest:
Mark Roberge is th...2020-01-1746 min
Conquer Local Podcast309: Four Sales Formulas, with Mark RobergeThere are four sales formulas, one for hiring, training, managing, and demand generation for a scalable and repeatable revenue growth model.
Mark Roberge, Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division, is our guest this week on the Conquer Local Podcast. Roberge and George Leith dive deep into his book, Sales Acceleration Formulas. They are four sales formulas, the sales hiring formula, the sales training formula, the sales management formula, and the demand generation formula. One important golden nugget from this week is for salespeople and sales leaders to get away from doing everything the sa...2019-11-0631 min
Notion Capital - exceptional founders, extraordinary journeysP305 - Learning how to deliver predictable scalable revenue growth, Mark RobergeHighlights:
- The three phases of startup growth
- Why customer retention and revenue expansion are the most important measures of product-market fit
- How you know if you have go-to-market fit
- And why “pacing” is critical for “growth and mo”
Read more: https://notion.vc/resources/learning-how-to-deliver-predictable-scalable-revenue-growth-with-mark-roberge/
Mark Roberge is the founder of Stage2Capital investing in SaaS companies and helping them grow, he’s a Professor in Entrepreneurship at Harvard Business School, the former CRO of Hubspot and the author of the best-selling book, The Sales Acceleration Formula. All proceeds from the book go to https://build.org/ - BUI...2019-11-0630 minNotion Capital - exceptional founders, extraordinary journeysP305 - Learning how to deliver predictable scalable revenue growth, Mark RobergeHighlights:
- The three phases of startup growth
- Why customer retention and revenue expansion are the most important measures of product-market fit
- How you know if you have go-to-market fit
- And why “pacing” is critical for “growth and mo”
Read more: https://notion.vc/resources/learning-how-to-deliver-predictable-scalable-revenue-growth-with-mark-roberge/
Mark Roberge is the founder of Stage2Capital investing in SaaS companies and helping them grow, he’s a Professor in Entrepreneurship at Harvard Business School, the former CRO of Hubspot and the author of the best-selling book, The Sales Acceleration Formula. All proceeds from the book go to https://build.org/ - BUI...2019-11-0630 min
Notion225 - Learning how to deliver predictable scalable revenue growth, Mark RobergeHighlights:
- The three phases of startup growth
- Why customer retention and revenue expansion are the most important measures of product-market fit
- How you know if you have go-to-market fit
- And why “pacing” is critical for “growth and mo”
Read more: https://notion.vc/resources/learning-how-to-deliver-predictable-scalable-revenue-growth-with-mark-roberge/
Mark Roberge is the founder of Stage2Capital investing in SaaS companies and helping them grow, he’s a Professor in Entrepreneurship at Harvard Business School, the former CRO of Hubspot and the author of the best-selling book, The Sales Acceleration Formula. All proceeds from the book go to https://build.org/ - BUI...2019-11-0630 min
People Leading People#3: Mark Roberge (x-CRO Hubspot) on the tactics of coaching your team through their challenges.Today, we're speaking with Mark Roberge. Mark is a senior lecturer at Harvard Business School where he teaches sales, marketing and entrepreneurship. He's also managing director at Stage 2 Capital, a venture capital firm backed and run by go-to-market executives, helping startups build world class go-to-market capabilities. He's the author of the best-selling book, The Sales Acceleration Formula: using data technology and inbound selling to go from zero to a hundred million.
Prior to these roles, Mark served as SVP of global sales and services at HubSpot scaling revenue from zero to a hundred million dollars. Mark was...2019-10-2229 min
Casts for ClosersPodCast #100 - From VP to VC, with Mark RobergeEpisódio Histórico #100 com Mark Roberge, sobre a sua transição de VP de Vendas a Venture Capitalist, VC. Mark comenta como analisa um VP novato, e como tem ajudado empresas investidas por seu fundo (Stage 2 Capital) a superar a barreira inicial e tracionar. Vem com a gente nesse papo histórico! ;)
Estamos no Spotify \o/ - Visite bit.ly/casts-for-closers e assine :)
Pra você que está ouvindo a gente via iPhone (iOS) ou Android não esquece de deixar sua avaliação e colocar as ⭐️⭐️⭐️⭐️⭐️ ali na loja do seu aplicativo. Isso ajuda a gente a levar o Casts for Closers pra muito ma2019-09-0522 min
Casts for ClosersPodCast #100 - From VP to VC, with Mark RobergeEpisódio Histórico #100 com Mark Roberge, sobre a sua transição de VP de Vendas a Venture Capitalist, VC. Mark comenta como analisa um VP novato, e como tem ajudado empresas investidas por seu fundo (Stage 2 Capital) a superar a barreira inicial e tracionar. Vem com a gente nesse papo histórico! ;)
Estamos no Spotify \o/ - Visite bit.ly/casts-for-closers e assine :)
Pra você que está ouvindo a gente via iPhone (iOS) ou Android não esquece de deixar sua avaliação e colocar as ⭐️⭐️⭐️⭐️⭐️ ali na loja do seu aplicativo. Isso ajuda a gente a levar o Casts for Closers pra muito ma2019-09-0522 min
The StartUp to ScaleUp Game PlanMark Roberge, Stage 2 VenturesMark Roberge is a senior lecturer at Harvard Business School, former CRO at Hubspot, Author of Best Seller "The Sales Acceleration Formula" and Founding Partner at Stage 2 Ventures – a new VC fund leveraging go-to-market expertise from the world's most successful software/SaaS ventures to support sustainable revenue growth in B2B start-ups.
Mark’s also a regular on the conference circuit - his session was the highest-rated talk at SaaStr 2019!
Mark discusses in detail:
His framework to drive sustainable SaaS revenue growth comprising 3 stages: product-market fit, go-to-market fit and – finally – “growth and moat”
His belief that...2019-07-2232 min
Sales Tuners[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later. Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online...2019-04-2335 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue GrowthMark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth. Missed the session? Here’s what Mark talks about: An in-depth guide to driving revenue growth by company stage When to scale and how fast Product market fit, go-to market fit during the experiment stages If you would like to find out more about the show and the guests presented, you can follow us on Twi...2019-03-2830 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 221: HBS Sr. Lecturer and Former Hubspot CRO Mark Roberge on His Step by Step Guide to Revenue GrowthMark Roberge is a senior lecturer with Harvard Business School, former CRO of Hubspot and author of the bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth. Missed the session? Here’s what Mark talks about: An in-depth guide to driving revenue growth by company stage When to scale and how fast Product market fit, go-to market fit during the experiment stages If you would like to find out more about the show and the guests presented, you can follow us on...2019-03-2830 min
Startup SalesFirst steps to selling as an early stage founder with Mark Roberge<p>Final Five What is your favorite sales or leadership book? Spin Selling Do you have someone that you follow/read for sales/leadership ideas? Gong.IO Are you available 24/7? Do you have strict personal time boundaries? He worked long days but he would be with his family twice a week in the afternoons. On the weekends, he […]</p>
<p>The post <a rel="nofollow" href="https://startupsales.io/first-steps-to-selling-as-an-early-stage-founder-with-mark-roberge/">First steps to selling as an early stage founder with Mark Roberge</a> appeared first on <...2019-01-2222 min
Sales Leaders TalksSLT009 | Mark Roberge | Engineering sales processes in your company's unique contextSales leaders tend to take practices and tactics that worked in their previous jobs and implement them in a new environment. But a new sales environment and a new buyer require a unique approach to the sales process. Mark Roberge is sharing his experience on growing Hubspot team from 1 to 450 employees and increasing revenue by 6000% using his methodology. Our guest describes how to apply the sales acceleration methodology to your unique business environment.2018-12-1432 min
The Sales Hacker Podcast27. Building a Predictable Revenue Engine for Your Company w/ Mark RobergeThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit.2018-10-0245 minThe Sales Hacker Podcast27. Building a Predictable Revenue Engine for Your Company w/ Mark RobergeThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit.2018-10-0245 min
The Sales Hacker Podcast27. Building a Predictable Revenue Engine for Your Company w/ Mark RobergeThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit. 2018-10-0245 min
The GTMnow Podcast27. Building a Predictable Revenue Engine for Your Company w/ Mark RobergeThis week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit. 2018-10-0245 minSales Tuners077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later. Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online...2018-02-2035 min
The Business Wilderness - The Voice of EntrepreneursSenior Lecturer @HarvardHBS; Author of Best Seller "from $0 to $100 Million in 7 years” Mark RobergeMark Roberge is an Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division. He is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program.
Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the...2018-01-3118 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNSMark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes' Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT. Michele Law is an investor and advisor specialising in building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides...2017-05-0522 min
The Official SaaStr Podcast: SaaS | Founders | InvestorsSaaStr 119: The Sales Mistakes That Can Kill Your Startup & How To Avoid Them with Mark Roberge, Former CRO @ Hubspot & Michele Law, Former COO @ OpenDNSMark Roberge is a Senior Lecturer @ Harvard Business School where he teaches entrepreneurial sales and marketing. Prior to his role with HBS, Mark was the Chief Revenue Officer @ Hubspot where he increased revenue over 6,000% and expanded the team from 1 to 450 employees. As a result, Mark has been named Forbes' Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year by MIT. Michele Law is an investor and advisor specialising in building and executing on go to market strategies, creating new revenue models and the operations to support them. Michelle has sat on both sides...2017-05-0522 min
Seeking Wisdom with David Cancel#46: Lunch With Mark RobergeIf you liked this episode, we bet that you’ll love our blog content. blog.drift.com/#subscribe Subscribe to never miss a post & join the 20,000+ other pros committed to getting better every day. --- Mark Roberge came by Drift earlier in the month to hang out and have lunch with our team — so we figured we would record it and turn it into a conversation for Seeking Wisdom. Mark helped HubSpot grow basically from day one (as SVP of Worldwide Sales and Services and then Chief Revenue Officer) and now spends his time as a Senior Lecturer in the Entr...2016-11-3052 min
Predictable Prospecting's PodcastEpisode 6: Mark RobergeWhy are salespeople depicted as slimy money-grubbers instead of as the brand representatives we know we are? As the industry changes it’s important for the modern sales professional to change with it, abandoning the old idea of building sales and marketing from the inside out in favor of connecting with the buyer’s journey to sell from the outside in. Today’s episode covers new techniques for sales reps to engage with prospects -- you’ll be surprised at what common mistakes our guest thinks you’re making! Mark Roberge is a lecturer at the Harvar...2016-08-0534 min
Seeking Wisdom with David Cancel08: Building A Sales Team With Mark RobergeIf you liked this episode, we bet that you’ll love our blog content. blog.drift.com/#subscribe Subscribe to never miss a post & join the 20,000+ other pros committed to getting better every day. --- HubSpot Chief Revenue Officer Mark Roberge joined us at Drift to hang out with the team, and since we're always learning, thought it would be fun to record a conversation. Mark talks about the early days of HubSpot, building out a sales team, the changing face of sales and more. Follow Mark on Twitter: https://twitter.com/markroberge Tweet about this episode: http://ctt.ec/621ES2016-04-2527 min
Casts for ClosersPodCast #9 Entrevista com Mark Roberge, CRO HubSpot & autor do livro The Sales Acceleration FormulaEntrevistamos Mark Roberge, CRO da HubSpot & autor do livro The Sales Acceleration Formula sobre Vendas, desde a primeira contratação, treinamento e avaliação dos vendedores, processos e previsão de Vendas. Confira!2016-04-0428 min
Casts for ClosersPodCast #9 Entrevista com Mark Roberge, CRO HubSpot & autor do livro The Sales Acceleration FormulaEntrevistamos Mark Roberge, CRO da HubSpot & autor do livro The Sales Acceleration Formula sobre Vendas, desde a primeira contratação, treinamento e avaliação dos vendedores, processos e previsão de Vendas. Confira!2016-04-0428 min
BizLocker RadioThe Science of Selling with Mark RobergeMark Roberge is back in the LockerRoom to talk about the “science” of selling. Well known as the architect of Hubspot’s meteoric growth ($0 to $100 million in 8 years), most people are surprised to learn that Mark’s background is not in sales or marketing. He’s an engineer. Join BizLocker Radio this week to learn his secrets!
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Mark’s best-selling book is entitled, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from 0$ to $100 Million (read my Amazon review HERE). Using the “sales acceleration formula,” Hubspot vaulted to #33 on the 2011 INC 500 Fastest Growing Companies list, and Mark was ranked #1...2015-11-1656 min
The Marketing Book Podcast033 The Sales Acceleration Formula by Mark Roberge"The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge https://www.salesartillery.com/marketing-book-podcast/the-sales-acceleration-formula-mark-roberge2015-08-2829 min
A Sales GuyEp. 2 - How To Do A Kickass Sales Demo, Feat. Mark RobergeA #badass conversation with Author and Chief Revenue Officer at Hubspot Mark Roberge on how to do a killer demo. Learn how to close more deals, by doing better demos. Find out how to hire the right type of talent and how to structure your organization to deliver sales demos that help the client, not waste their time.
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THE WORD is a #live freestylin’ event + live #twitterchat (#SalesJolt) w/ @keenan. Every two weeks, Keenan invites a special guest, experts in human behavoir and #psychology, #sales, rocking the #smallbusiness world, and so much more...
Don't be alarmed if things get entertaining in...2015-06-0342 min
The Growth ShowMark Roberge, Chief Revenue Officer, HubSpotWhen Mark Roberge joined HubSpot in 2007, he had never run a sales team. So he stuck with what he knew how to do and created a system of hiring and development that relied heavily on metrics and quantitative analysis (he was trained as an engineer at MIT). Mark grew to serve as HubSpot's SVP of Worldwide Sales and Services until 2013, during which he increased revenue over 6,000% and expanded the team from 1 to 450 employees.2015-05-3132 min
The SaaS Revolution ShowThe SaaS Revolution Show: Mark Roberge, Chief Revenue Officer of HubspotThe SaaS Revolution Show Podcast: Episode 1. Mark Roberge, Chief Revenue Officer of Hubspot talks to our host Alex Theuma, about Marks new book 'The Sales Acceleration Formula: Using Data, Technology and Inbound Selling to go from $0 to $100 million'
Check out the other ways SaaStock is helping SaaS founders move their business forward: 🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, IrelandBook you tickets: https://saastock-europe.com/tickets/🇺🇸 SaaStock USA 2025: April 2026 | Austin, TexasJoin the waitlist: https://saastock-usa.com/🤝 SaaStock Founder Membership: A private members group of B2B SaaS f...2015-04-1226 min
Bowery Capital Startup Sales PodcastThe Sales Hiring Formula with Mark Roberge (Hubspot)Mark Roberge joined us this week for a very special podcast to talk about the launch of his new book titledThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling To Go From $0 to $100 Million. We cover a specific component of his book called "The Sales Hiring Formula." Mark has long been a supporter and advisor to the Bowery Capital portfolio and he is currently the Chief Revenue Officer of the Sales Division atHubspot. He is one of the only sales leaders we know who has "gone the distance" starting as employee #4 and growing the sales organization to over 450 peopl...2015-02-2734 minBizLocker Radio"The Sales Acceleration Formula" (with Mark Roberge)This week, Mark Roberge will visit the Business LockerRoom to share the details of his sales acceleration formula for building a world-class sales team. This is an encore performance for Mark, as he first appeared on #BizLockerRadio way back on September 8.
Mark will also introduce his brand new book! It is entitled, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from 0$ to $100 Million.
Mark is Chief Revenue Officer of HubSpot Inbound Sales Products. Prior to this role, Mark served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over...2015-02-2356 minBizLocker RadioScience, and Social Selling with Mark RobergeThis week, Mark Roberge will visit the Business LockerRoom to discuss how he built Hubspot with science AND social selling.
Mark is Chief Revenue Officer of HubSpot Inbound Sales Products. Prior to this role, Mark served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased revenue over 6,000 percent and expanded the team from 1 to 450 employees. These results placed HubSpot number 33 on the 2011 INC 500 Fastest Growing Companies list. Mark was ranked number 19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference.
Miles...2014-09-0852 min
Rocketship.fmInterview: Mark Roberge of HubSpot on How to Setup a Painless Content Production ProcessesMark Roberge, Chief Revenue Officer of HubSpot, talks about really easy ways to turn your company into a content machine and drive more inbound leads. ***This show is a part of the Podglomerate network, a company that produces, distributes, and monetizes podcasts. We encourage you to visit the website and sign up for our newsletter for more information about our shows, launches, and events. For more information on how The Podglomerate treats data, please see our Privacy Policy. Since you're listening to Rocketship, we'd like to suggest you also try oth...2014-05-2031 min
Stream Audiobook in Business, ManagementThe Sales Acceleration Formula by Mark Roberge | Free AudiobookListen to full audiobooks for free on :https://hotaudiobook.com/freeTitle: The Sales Acceleration Formula
Author: Mark Roberge
Narrator: Robert Feifar
Format: Unabridged
Length: 6 hrs and 24 mins
Language: English
Release date: 07-07-15
Publisher: Audible Studios
Genres: Business, Management
Summary:
Use data, technology, and inbound selling to build a remarkable team and accelerate sales.
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an...1970-01-016h 24