The Revenue Formula

The Revenue Formula Trailer Bonus Episode 128 Season 1

Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)

Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)

00:00
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 common sales potholes, make sure to check it out.

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This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.

That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.

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Connect with us

🔔 LinkedIn: Toni / Mikkel
✉️ Newsletter: revenueletter.substack.com 
📺 Watch: https://www.youtube.com/@growblocks
💬 Contact: podcast@growblocks.com

Creators & Guests

Host
Mikkel Plaehn
Marketing leader & b2b saas nerd
Host
Toni Hohlbein
2x exited CRO | 1x Founder | Podcast Host
Guest
Mark Roberge
Co-Founder @ Stage 2 Capital, Prof @ Harvard, Founding CRO @ HubSpot, Author of Best Seller "The Sales Acceleration Formula"

What is The Revenue Formula?

This podcast is about scaling tech startups.

Hosted by Toni Hohlbein & Mikkel Plaehn, together they look at the full funnel.

With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast.

If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.