{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Mark Roberge\u2019s Formula for Smarter Sales and Safer Growth","description":"Most sales problems start when the seller won\u2019t stop talking. Mark Roberge (HubSpot\u2019s founding CRO, Harvard Business School lecturer, and co-founder of Stage 2 Capital) joins Matt and Luigi to challenge the loudest myths in sales and startup growth. His take is simple: great selling is not about pressure, slick pitches, or talking someone into a bad deal.    It\u2019s about asking better questions, finding the real problem, and knowing when to walk away. The conversation also tackles a mistake that kills promising companies: scaling before customers are getting real value. Mark breaks down why rising revenue can fool founders, how to test product-market fit, and what must be true before a business earns the right to grow faster.   \ud83c\udf78 What you'll hear in this episode: Why sales is about discovery, not persuasion The questions that expose what a buyer really needs How to reframe a bad decision without sounding like a jerk Where ethical selling ends and buyer responsibility begins Why cold calls still work better than people claim The tradeoff between outreach volume and personalization Why small dinners and face-to-face meetings are making a comeback The danger of using revenue as your only scoreboard Product-market fit, go-to-market fit, and building a durable moat Why scaling too early can wreck a good company The HubSpot negotiation move involving a handful of M&M\u2019s Why Mark is donating the proceeds from The Science of Scaling to McLean Hospital   \ud83d\udca1 Notable takeaway: \u201cSelling is about buying. It\u2019s about helping the buyer buy and solve their problems.\u201d   \ud83d\udc64 About our guest: Mark Roberge helped grow HubSpot from zero revenue to IPO as its founding Chief Revenue Officer. He now teaches at Harvard Business School, leads Stage 2 Capital, and created The Science of Scaling, an evidence-based framework for growing companies without outrunning customer value.   \ud83c\udfa7 Why listen? Because this episode will help you sell smarter, spot bad growth early, and avoid scaling your business before it\u2019s ready.   \ud83d\udd17 Links + Stuff Mentioned Sales Acceleration Formula: https:\/\/www.amazon.com\/Sales-Acceleration-Formula-Technology-Companies\/dp\/1119047072 Stage 2 Capital: https:\/\/www.stage2.capital\/ Winning by Design Frameworks: https:\/\/winningbydesign.com Force Management MEDIC Framework: https:\/\/forcemanagement.com Connect on LinkedIn: https:\/\/www.linkedin.com\/in\/markroberge\/ Follow on YouTube: https:\/\/www.youtube.com\/@ScienceofScaling     \ud83d\udd14 Enjoyed the episode? Subscribe so you don\u2019t miss future conversations on business growth, funding, strategy, and the stuff most people don\u2019t explain clearly. If this episode helped, a quick rating or review goes a long way. It helps the show reach more business owners who actually care about getting this right.     \ud83c\udfa7 Listen or watch The Liquid Lunch Project Available on all major podcast and video platforms: \u2022 Official site: https:\/\/theliquidlunchproject.com \u2022 Apple Podcasts: https:\/\/podcasts.apple.com\/us\/podcast\/the-liquid-lunch-project\/ \u2022 Spotify: https:\/\/open.spotify.com\/show\/12HPEDMmsbfsp8tHt5LiZJ \u2022 Audible: https:\/\/shorturl.at\/6j4vz\u2022 YouTube (full episodes + clips): https:\/\/www.youtube.com\/@Credit_Banc     \ud83d\udcec Want more than just the podcast? Every Friday, we publish The Weekly. A fast, smart rundown of what actually matters in finance, tech, small business, and the economy\u2026without the noise. Subscribe here: \ud83d\udc49 https:\/\/theweeklyfromshieldadvisory.substack.com\/     \ud83d\udcbc Need funding or working capital? If today\u2019s conversation raised questions about capital, cash flow, or financing options, you can schedule a conversation with our sponsor, Credit Banc. Credit Banc helps business owners make sense of their options and move forward with a clear plan, without pressure or guesswork. \ud83d\udc49 Book a free 15-minute call here: https:\/\/tinyurl.com\/3dh9vy86   \ud83d\udcf2 Connect with the hosts Follow along for behind-the-scenes clips, commentary, and things that don\u2019t make it into the episode. \u2022 Matt Meehan: https:\/\/www.instagram.com\/matthew.r.meehan \u2022 Luigi Rosabianca: https:\/\/www.instagram.com\/luigi_rosabianca \u2022 The Liquid Lunch Project: https:\/\/www.instagram.com\/theliquidlunchproject\/     \ud83d\udcac One last thing Know a business owner who would appreciate this conversation? Send them the episode. That\u2019s how this show grows.  ","author_name":"The Liquid Lunch Project","author_url":"https:\/\/theliquidlunchproject.com","html":"