The Funnel and Revenue Math w/ Matt Plank (CRO, Rippling)
How do you set the right sales quota for a rep? What about the quarterly spend on account executives, marketing, or SDRs?
Host Mark Roberge is joined by Matt Plank (CRO, Rippling) to discuss how to think through all the different projections on your sales and marketing spends. In this episode learn more about:
The evolution of email as a growth channel
The importance of demand generation and scaling
Finding balance with inbound and outbound
Why you should 5x quota on a rep’s OTE (on target earnings)
The role of SDRs in the sales process
The Science of Scaling is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network in collaboration with HubSpot For Startups // Produced by Matthew Brown.
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.
- No. of episodes: 50
- Latest episode: 2025-06-11
- Business Entrepreneurship Management
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