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