Mark Roberge

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Mark Roberge

Startup Sales Expert; Founding CRO, HubSpot; Author, “The Sales Acceleration Formula”; Professor, Harvard Business School; Angel Investor, Active Startup Board Member

Biography

The vanguard of a revolution in sales, Mark Roberge has worked out how to apply big data to every aspect of your sales process, from hiring to leads to closing. Roberge served as vice president of global sales and services at acclaimed startup HubSpot, scaling annualized revenue from $0 to $100 million and expanding his team from 1 to 450 employees. During that time, he was ranked #19 in Forbes’ Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year at the MIT Sales Conference.

Roberge has channeled his success at HubSpot into the best-selling book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” (Wiley, February 2015).

Still active with a number of startups as a board of directors member, advisory board member and angel investor, Roberge is currently a professor in the Entrepreneurial Management Unit at the Harvard Business School.

Mark Roberge is available for paid speaking engagements including keynote addresses, speeches, panels, conference talks, and advisory/consulting services through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

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Roberge, Mark

Biography

The vanguard of a revolution in sales, Mark Roberge has worked out how to apply big data to every aspect of your sales process, from hiring to leads to closing. Roberge served as vice president of global sales and services at acclaimed startup HubSpot, scaling annualized revenue from $0 to $100 million and expanding his team from 1 to 450 employees. During that time, he was ranked #19 in Forbes’ Top 30 Social Sellers in the World and awarded the 2010 Salesperson of the Year at the MIT Sales Conference.

Roberge has channeled his success at HubSpot into the best-selling book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” (Wiley, February 2015).

Still active with a number of startups as a board of directors member, advisory board member and angel investor, Roberge is currently a professor in the Entrepreneurial Management Unit at the Harvard Business School.

Mark Roberge is available for paid speaking engagements including keynote addresses, speeches, panels, conference talks, and advisory/consulting services through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

Speech Topics

The Data-Driven Way to Hire, Train and Manage Talent

As founding CRO at HubSpot, Mark Roberge applied his engineering background to his role as a sales leader, enabling him to manage the revenue and people aspects of his job in a predictable, scalable way. Today, companies have access to exponentially greater amounts of data than ever before. Seeing the opportunity for companies to harness this data, Roberge developed a data-driven approach to hiring, training and managing talent for HR executives and functional leaders.

Using this approach, Roberge hired more than 500 employees, scaling HubSpot from a startup out of MIT to a publicly traded company. In this presentation, Roberge illustrates the detailed tactics he used in sourcing, hiring, training and onboarding talent, as well as the linkages between these talent management stages. He also explains how these concepts are applicable to roles beyond sales, including engineering, marketing and customer service.

Today, the war for talent is ever increasing. The cost of employee attrition, whether due to poor hiring or talent enablement, can cripple a company. Offsetting these risks with a quantifiable approach to talent management is an opportunity for every growth organization. Roberge’s approach, born of his experience at HubSpot and subsequent career as a full-time professor at Harvard Business School, is indispensable to any executive seeking to develop a world-class talent culture.

Turn Your Churn Around

What causes customer churn in Software-As-A-Service models? You might think it’s the product or the customer service team, but have you looked at your sales team, and the type of customers they are choosing to bring on? Learn how you can incentivize your sales team to grow a healthy, successful subscriber base by putting the tools for their success, your success, and customer success in their hands. Learn how to adjust compensation, organize your teams, and establish a customer success framework.

Building Your Sales Team

Creating a successful team isn’t magic. Learn to leverage your data, identify the key hiring factors for your business, and create a quantifiable system that produces great sellers. With an emphasis on coaching, experimentation, and bidirectional feedback, Mark Roberge will bring his expertise as co-founder and sales leader of HubSpot to bear on your organization and its needs.

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