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- The Accelerator Conundrum
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hubspot
Thought Leaders in Mobile and Social: Frank Dale, CEO of Compendium (Part 8)
SM: Their starting prices are $1,000 or $2,000 a month. FD: That’s pretty common in that space, and certainly with a company like Marketo or Eloqua, you’re looking at a mid-market enterprise level tool. If I were going to look for something like that, to unify that a little bit, I’m probably going to look
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 7)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Okay. Are there any other process that we should have discussed in understanding how you do your work? Mark: Let me think. We are just obsessed with analytics, and we measure everything.
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 6)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Ok, so that brings us to step 6, Close. Mark: Yes, and this is, How much it will cost, I don’t think I have budget for that this month. How much time do we need? All the typical objections. Sramana: I’m assuming that, even though I
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 5)
By Sramana Mitra and guest author Sudhindra Chada Sramana: The process of transactional selling, selling yellow pages memberships or club memberships is a very different kind of selling from the consultative selling you are talking about. It is much, much harder to find people who can do [consultative selling] on the phone. I have gone
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 4)
By Sramana Mitra and guest author Sudhindra Chada Sramana: What happens after you have bucketed the leads and sorted them? What is the next step? Mark: The sales process kicks in. We have a six-step sales methodology. The first step is research. I will tell you the six steps and then elaborate on what they
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 3)
By Sramana Mitra and guest author Sudhindra Chada Sramana: So, you put this website grader out, and you said that up to 2.5 million people are using it? Mark: Yes. SM: Help me understand how the process follows from there. What you do with these 2.5 million leads?
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 2)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Now I understand what you are trying to sell and what segment you are going after. Let’s drill into how you structure your sales process to cater to this. I guess you have three segments, right? For your three different price points? So, in whatever way
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 1)
By Sramana Mitra and guest author Sudhindra Chada [This is our second interview is this new series; the first was with Dave Fitzgerald of Brainshark.] Mr. Mark Roberge, VP of sales, is responsible for sales at HubSpot. He has grown the team from one to more than forty sales reps in less than three years.
