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Fireside Chat with Mark Roberge,
Founding CRO @ Hubspot
Fireside Chat with Mark Roberge, Founding CRO @ Hubspot
What You'll Learn
Learn from Mark Roberge.
Having skin in the game for 25+ years, Mark Roberge knows how to keep his ear to the ground - telegraphing the trend of the PLG motion way before its rise.
Mark is the former CRO of Hubspot and currently serves as an Advisor for the team.
Now, a Managing Director (and Founder) at Stage 2 Capital, Mark is helping leadership teams and their orgs stay afloat on these choppy waters by providing them with his top-tier sales expertise.
Not just another bullet point to add to his resume - Mark is a bestselling author with his book The Sales Acceleration Formula.
Discussion topics
The early days: going from AE to CRO
The inspiration and findings of The Sales Acceleration Formula
The curriculum he teaches at Harvard Business School
How he helps early-stage startups go to market
His next BIG prediction
Key Takeaways
This bear market is actually a good thing. Entrepreneurs are not doing PLG well, now small companies have to focus on being efficient instead of having a growth-at-all-costs mindset
Customer retention is based on the sales process they went through, not customer onboarding. As a leader, you need to set proper comp expectations with your sellers. Alter the plan to include goals around the usage of the tool. You’ll find that the seller will alter their approach to achieve this goal
Learn how to identify retention-driving opportunities. Take 2-3 hours with your team and brainstorm. When making observations make sure they’re objective and not subjective - are the customers who stay using certain aspects of the tool?