The Science of Scaling

Latest episodes

Showing 20 · updated from the feed

The Only Sales Role That Will Exist in 2030 w/ Christopher O'Donnell (Founder, Day AI)

Back in 2013 Christopher O'Donnell and I were told to bring HubSpot CRM to market. Now we’re reuniting to discuss the future of sales and what jobs will survive the AI er

Sep 7
54 min

Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Every founder needs to sell. If you're not

Jun 11 2025
37 min

Rule of 40 vs Grow At All Costs w/ Mark Wayland (CRO, Box)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠⁠⁠https://clickhubspot.com/scienceofscaling⁠⁠⁠⁠ When budgets are tight and every re

Jun 4 2025
39 min

How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You've navigated your company to unicorn s

May 28 2025
37 min

GTM in the AI Era w/ Andy Shorkey (CRO, Writer)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠⁠https://clickhubspot.com/scienceofscaling There's tremendous conviction that AI is

May 21 2025
36 min

How to Cold Call When 90% Hang Up (Roleplay)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Send me your cold calls! Email us at TheSc

May 14 2025
22 min

The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Perplexity is attempting something no one

May 7 2025
38 min

The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Imagine passing $5 million with three cust

Apr 30 2025
38 min

The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Companies with a very tightly defined I

Apr 23 2025
32 min

How to Close Your First Million Dollar Deal

Grab our guide to transform your sales approach: ⁠https://clickhubspot.com/zrjp The amount of personalization is off the charts. The amount of time and money you're will

Apr 16 2025
24 min

Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling What if I told you to build the sales tea

Apr 9 2025
32 min

Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling We all know Zoom. The company that helped

Apr 2 2025
37 min

Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling Start the GTM section of your investor pit

Mar 26 2025
34 min

Sales is Not Magic, It's Math w/ Loren Padelford (Founding CRO, Shopify)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling Index on impact, not work. Care about the i

Mar 19 2025
37 min

How to Hire Sales Reps for AI Products w/ Lauren Nemeth (Fmr COO, Pinecone)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling You're a CRO at a $4B company with 2,000 s

Mar 12 2025
36 min

AI Is Reshaping The Way We Prospect w/ Henry Schuck (Founder & CEO, ZoomInfo)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠⁠https://clickhubspot.com/scienceofscaling "I have an amazing idea for a startup." Th

Mar 5 2025
39 min

How to Build Your MVP & Sales Playbook At The Same Time w/ Mike Gamson (Founding CRO, LinkedIn)

Get the Science of Scaling Database! Real Playbooks from Billion-Dollar Companies: ⁠https://clickhubspot.com/scienceofscaling There's a connection few founders make — cu

Feb 26 2025
37 min

Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist)

New season coming soon! Until then, enjoy this tactical conversation I had with Donald Kelly (Founder & Host, The Sales Evangelist). We pack more knowledge inside 25 min

Dec 17 2024
28 min

Q&A | How Do You Solve for a Siloed Marketing and Sales?

Are marketers just doing a bunch of arts & crafts? Are salespeople spoiled brats? I don't want to offend anyone, but I think most folks would chuckle at this: Sales and m

Aug 29 2024
12 min

Q&A | What Is Mark Reading, Watching, and Listening To?

You wanted to know about me?! I'm flattered, humbled, and happy to share what's been inspiring me lately. Everything from my favorite comedians to my thoughts on the Inn

Aug 22 2024
11 min

Chart trend

Position in the Management chart (US), last 90 days.

#1#100#198JulAugSepOct

#35

all-time peak

days in the top 50 since Nov 2024

Chart positions

Where The Science of Scaling ranks today in each Apple Podcasts chart (US, Oct 16, 2026).

#118 ▲ 71 Management US

What listeners say

A curated, balanced selection of Apple Podcasts reviews.

My favorite feature is when Mark makes personal comments and thought on the items being discussed. Often I do not know the guests but I trust Mark from having read his book, listened to interviews and having read The Science of a Scaling. It helps me organize my thoughts and strategies. Keep producing!! Even if shows are just Mark taking us through Harvard Case Study type situations.

traveling 12344 · Sep 2023

Too many other podcasts that cover sales & GTM feel way to prepped and sugar coated, or it’s given by the person who doesn’t actually do the work. But this show gets into the weeds from how the work gets done, the steps along the way and the progression along the growth journey. Not just a “sell sell sell” podcast. Plus, Mark has the leverage to get pretty much any buddy he wants on the show lol

DuaneDufault89 · Sep 2023

Mark does an excellent job of hitting high level strategy then unpacking the details of how to do something. Fantastic podcast.

Philip Wegner · Aug 2023

This is exactly the information that anyone in any industry really needs to understand the value of excellent sales structure and strategy. I love the way Mark sidebars directly to the listener and reinforces what the guest just said. Looking back on my 30-year career in technology marketing and sales, it’s not always easy for me to distill and encapsulate why sales grew exponentially. And having a hot product is just not enough as an organization strives to become a strategic value to its clients and grow as a unicorn. A great listen now at the top of my list, so I can pass it on to others.

Uncle Russie · Jul 2023

We strive to present a balanced view by showing a diverse range of reviews from Apple Podcasts.