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The Science of Scaling | Wave AI Podcast Notes

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The Science of Scaling

Each week, host Mark Roberge (Sr. Lecturer at Harvard Business School, Co-Founder at Stage 2 Capital, Founding CRO at HubSpot) talks with the most successful sales leaders in tech to find out the science behind scaling a company’s revenue and sales.

11 episodes

Episodes

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

00:38:346/11/2025

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

00:40:306/4/2025

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

00:38:595/28/2025

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

00:37:525/21/2025

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

00:22:175/14/2025

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

00:39:595/7/2025

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

00:39:304/30/2025

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

00:33:104/23/2025

How to Close Your First Million Dollar Deal

00:24:434/16/2025

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

00:32:004/9/2025

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