9x Presidents Club at HubSpot - James Stone, Head of Mid-Market Sales at HubSpot

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B2B Revenue Rebels

Warmly - The B2B Signal-Based Go-To-Market SaaS Platform

38 episodes

9 months ago

Welcome to Season 3 of the Revenue Rebels podcast, hosted by Alan Zhao and Max Greenwald, Co-Founders of Warmly, This season is all about mid-market sales & how to enable your team to sell into bigger accounts. In each episode we cut through the fluff and dive deep into modern tactics used to achieve success: intent-based outreach, social selling, warm calling, customer-led sales, as well as various sales leadership topics. On the show you can expect appearances from real practitioners, niche experts and proven thought leaders. Our goal is to shine a light on modern, effective and unique revenue generating methods and equip you with the insights you need to unlock your next strategic advantage. We're huge proponents of signal-based selling and signal-based, data-driven B2B go-to-market as a whole. Ask us what "Autonomous Revenue Orchestration" means and we'll be more than happy to shine a light on our vision of what the field of B2B revenue is moving towards. For more content, check out our YouTube page and LinkedIn newsletter!

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Marketing

Business,

Entrepreneurship

9x Presidents Club at HubSpot - James Stone, Head of Mid-Market Sales at HubSpot

B2B Revenue Rebels

27 minutes

9 months ago

9x Presidents Club at HubSpot - James Stone, Head of Mid-Market Sales at HubSpot

James Stone (Head of Mid-Market Sales at HubSpot) has been with the company for 14 years, taking part in their growth from $30 Million ARR to $2.5 Billion in 2024. During this time, James has secured Presidents Club 9 times.

HubSpot’s brand is best known for their inbound sales motion. Today in the mid-market sector, James mentions that 25% of their pipeline comes from their business development org, 25-30% comes from their reps proactively prospecting, and another 40-50% comes from inbound and their partner org. The partner program has been a huge focus in recent years, as having HubSpot be part of the onboarding and success process really helps mitigate churn.

Tune into the full episode to hear more on how HubSpot is currently approaching their sales engine!

HIGHLIGHTS:

0:00 Intro
3:21 How HubSpot onboards 10+ new sellers per month
4:41 Identifying which reps will succeed
6:43 Where does HubSpot generate pipeline?
8:21 How customer expectations have grown
11:51 Get your prospects team involved
17:18 How the role of data is changing
19:57 Reigniting closed lost deals
22:01 Uncovering the champion for change
24:54 Tips on making Presidents Club

Connect with James - https://www.linkedin.com/in/jamesmstone/

Connect with Max - https://www.linkedin.com/in/max-greenwald/

Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/