EP 106 - Mark Roberge on AI Sales, Revenue Velocity & the Future of Startup GTM

<p>If you&#39;re wondering how AI is changing sales, startup GTM strategy, and revenue growth, this episode is for you. </p><p><br></p><p>In Episode 106 of #StartupsUnedited, I interview Mark Roberge, Co-Founder of Stage 2 Capital, former HubSpot CRO, and author of The Science of Scaling, explains how the best startups are using AI to improve sales productivity, measure AI ROI, and build AI-first GTM organizations. </p><p>After evaluating more than 500 startups every month, Mark shares the patterns he sees separating companies creating real competitive advantage from those simply adding more AI tools.</p><p>In this episode you&#39;ll learn:</p><p>How AI is changing startup go to market strategy</p><p>Why Revenue Velocity is one of the most important sales metrics</p><p>How to measure AI ROI across your sales organization</p><p>Why selling time may become the most important KPI for sales leaders</p><p>How AI agents automate CRM updates, meeting preparation, forecasting, and account planning</p><p>How AI can coach sales reps better than traditional sales managers</p><p>Why first principles thinking matters when building AI native sales teams</p><p>The future of Salesforce, CRM platforms, and AI powered sales workflows</p><p>The biggest mistake companies make when defining their Ideal Customer Profile</p><p>Lessons from reviewing hundreds of venture backed startups every month</p><p>Whether you&#39;re a founder, CEO, CRO, VP of Sales, RevOps leader, or GTM executive, this conversation provides a practical framework for building an AI-first revenue organization.</p><p>Guest: Mark RobergeCo-founder, Stage 2 CapitalFormer CRO, HubSpotAuthor of The Science of Scaling</p><p>Chapters:</p><p>00:00 Introduction00:30 How AI Is Transforming Startup Go to Market</p><p>02:15 Why Companies Are Questioning AI ROI</p><p>03:30 Understanding Revenue Velocity</p><p>05:05 The Fastest Way AI Improves Sales Productivity</p><p>06:55 Why Selling Time Matters</p><p>08:15 Automating CRM Updates and Sales Workflows</p><p>10:00 AI Sales Coaching</p><p>12:30 The Future of CRM and AI</p><p>15:35 The AI Sales Stack17:00 Learning From Your Best Sales Reps</p><p>18:30 Why First Principles Matter21:20 The Biggest ICP Mistake</p><p>23:00 The Science of Scaling</p><p>24:00 Mental Health and Responsible AI Leadership</p><p>If you enjoyed this conversation, subscribe for more interviews with founders, investors CROs, CMOs, and operators building the next generation of startups, AI companies, and go to market organizations.</p><p>#AI #Startups #AISales #GoToMarket #RevenueOperations #RevOps #SalesLeadership #SalesAI #ArtificialIntelligence #B2BSales #StartupGrowth #SaaS #Founders #VentureCapital #MarkRobergeFollow me on Linkedin: </p><p>https://www.linkedin.com/in/startupjorge/Follow me on Twitter: https://twitter.com/startupjorge</p>