What separates the 17% of sellers who generate 81% of the revenue?
They find a growth opportunity the client has not seen yet, one their offering can enable. Sales Innovator Intelligence finds it, and the point of view is usually ready in a few minutes.
From 29 years in enterprise sales at Oracle, Microsoft and Infor, 10 of them working with AI. Every claim on this site is sourced.
Point of view · Growth brief
Public sources only, not reviewed by HubSpot
The growth opportunity it found
HubSpot's next point of JAPAC growth is the renewal already in the diary, not a new customer.
- 102% net revenue retention, with the full-year view cut to flat
- 38% growth in deals over US$120,000 a year, as more need board approval
- US$6.6m* a year in JAPAC for two points of retention, the top of HubSpot's May outlook
Why it happens: the renewal arrives as a price change, and the next hub waits on evidence nobody in the room has prepared.
Sources: HubSpot's Q1 and Q2 2026 earnings calls and results, and its JAPAC release, 23 October 2025. * 2 points × 28,000 JAPAC customers × US$11,800 average, an illustration, not a forecast.
Read the full point of view (PDF, 15 pages) (opens in a new tab)
A point of view on HubSpot JAPAC, researched only from public sources, every figure cited. A Growth Brief, Market Context, seven numbered sections from the Serendipity Walk to the Call to Action, and the Evidence Base.
Where do you sit?
I run the company.
Is value selling real in your business, or just on the slide? See where you stand in about nine minutes, then see what a growth-led team costs to run.
I own revenue.
78.3% of sellers missed quota last year (Fullcast and Pavilion, 2026). Give every seller a point of view before every first meeting.
I lead a sales team.
Roll it out to five sellers in a fortnight, with 25 points of view a month shared across the team.
I manage sellers.
Take one point of view into your next deal review, and coach to it.
I sell.
Walk into your next first meeting with a growth idea your client hasn't seen. Usually ready in a few minutes.
Not sure where you stand? Take the free Quotient Lite: 12 questions, about nine minutes.
Uncover Growth
How Sales Innovators find the growth their clients haven't seen yet.
Clients
The sales ladder is missing a rung
Every rung on the traditional ladder is defined by the size of the accounts a seller is trusted with. The seat above them is defined by something else.
Three applications, one partnership
Quotient
Quotient tells you where your team actually stands, role by role, against the ladder.
Intelligence
Researches the account and drafts the point of view. In our experience, up to two weeks of research, usually ready in a few minutes.
Accelerate
Drafts a differentiated tender response from your sources and the buyer's. In our pilot, a first draft takes an afternoon. Pilot open.
The Sales Innovators, Second Edition
The method behind every tool on this site, with the evidence labelled for what it is
The Sales Innovators, Second Edition, is a value-selling method for B2B sales professionals and the leaders who run them, built for the age of Agentic AI. Most sellers sell what the client has already decided to buy, against requirements the client has already written. The Sales Innovators do a different job: they find a growth opportunity in the client's own business that the client has not yet seen, and that their offering enables. That is the difference between a vendor and the person the client calls first.
Black and white. Prefer full colour? Get the colour paperback (A$44.95)
What the research shows, and what clients say
Voice Agents and Avatars
Placed only where the Consent Gradient says an agent belongs.
Try it on a prospect
See a teaser point of view generated from a prospect's website. Free, no obligation.
This generates a short teaser point of view, not the full report.
Training that installs the method
Uncover Growth
The Serendipity Walk and The Customer Bug List, applied to your live accounts.
$1,295 per person, excluding GST
Storytelling Masterclass
The six-beat arc for presenting a growth case people act on.
$995 per person, excluding GST
Ignite Enthusiasm
Focus and composure before the meetings that matter.
$1,495 per person, excluding GST
Gamification
Why KPIs do not sell, and what to incentivise instead.