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Stop Selling to the Wrong Customers | The Science of Scaling Your ICP with Mark Roberge

Stop Selling to the Wrong Customers | The Science of Scaling Your ICP with Mark Roberge

Revenue Builders vor 8 Monaten

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12:42

In this episode, Mark Roberge, author of the upcoming book The
Science of Scaling, breaks down why so many companies fail to
evolve their Ideal Customer Profile (ICP) despite changing market
conditions—and reveals the surprising truth: it's emotional
decision-making, not data, holding them back.

Discover the game-changing "green, yellow, red" framework that
separates truly ideal customers (those with high lifetime value)
from those draining your resources, and learn how to
strategically reallocate your team's efforts to maximize
retention and expansion.

Plus, explore how getting your ICP right doesn't just boost
sales—it aligns your entire organization, from marketing and
product development to customer success, creating a powerful
go-to-market engine that drives real scaling.

Mark Roberge is the founding Chief Revenue Officer of HubSpot, a
senior lecturer at Harvard Business School, co-founder of Stage 2
Capital, and the author of The Science of Scaling and
The Sales Acceleration Formula. He is widely known for
helping companies design go-to-market systems that scale
sustainably.

Connect with Mark:

Stage 2 Capital

Resources mentioned:

The Science of Scaling by Mark Roberge

The Sales Acceleration Formula by Mark Roberge

Force Management resources on scaling predictably:

The Predictable Revenue Framework: Guide for Leaders

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

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Force Management