20Sales: 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
This podcast episode explores the challenges and strategies involved in building and managing a sales team in early-stage companies. The speaker shares valuable insights on assessing sales skills when hiring, the importance of deal size and role-playing during interviews, structuring compensation plans to align with company objectives, balancing sales incentives with customer acquisition costs, and understanding the significance of unit economics. The conversation also delves into the complexities of calculating customer acquisition cost (CAC) and lifetime value (LTV), the importance of net revenue retention for SaaS companies, the challenges of scaling into enterprise markets, and the potential distortions that enterprise customers can introduce to a company's strategy. Furthermore, it emphasizes the need for inbound and outbound strategies in customer acquisition, the challenges of channel partnerships, and the benefits and considerations of partnering with established companies. Overall, this podcast provides valuable insights for founders and entrepreneurs navigating the world of sales.
