The Science of Scaling

The answer is not so simple.

Professor and Decision Making Expert Cheryl Straus Einhorn explains why it's more important to understand what your gut feeling means and how it relates to your past experiences.

Get the full answer and more on the new episode of Sales Support: https://www.youtube.com/watch?v=7XNes...

3 hours ago | [YT] | 4

The Science of Scaling

That's me commuting to work with Everett Berry, the Head of Go-To-Market Engineering at Clay.

I spent 24hrs inside Clay, with the team that scaled this startup to $5B. Go-To-Market Engineering is one of the most sought after roles at the fastest growing startups and I'm determined to find out what exactly is a GTME and how it helped scale Clay to a $5B valuation.

I also may have promised Everett I'd help make him famous? Help me out and go watch the video: https://www.youtube.com/watch?v=wNnU2...

-Payton

1 week ago | [YT] | 104

The Science of Scaling

Welcome to the first episode of our new series Sales Support.

Neuroscientist Tali Sharot is here to discuss Influence and answer your questions about sales and persuasion.

Catch the episode here: https://www.youtube.com/watch?v=XGICA...

2 weeks ago | [YT] | 10

The Science of Scaling

Most companies hire Sales Leaders based on industry experience.

In our newest video, Mark Roberge covers why the best Sales Leaders aren’t product experts. They’re sales experts.

3 weeks ago | [YT] | 32

The Science of Scaling

Objections aren’t rejections, it might just be a lack of context.

Learn how to turn objections into meetings in our latest video: https://www.youtube.com/watch?v=Yn9rE...

4 weeks ago (edited) | [YT] | 7

The Science of Scaling

I see founders walk into VC meetings and do the one thing every sales training tells you NOT to do:

They show up & throw up.

Meanwhile, the investor is half-listening and half on their phone.

I'll tell you exactly what you need to do to raise funding from a VC. And it's going to sound very similar to the sales playbook you're already running.

New episode drops now 👇

- Mark

1 month ago | [YT] | 4

The Science of Scaling

Most sales leaders run film reviews once a week. I ran them every single day.

Not to critique reps. Not to micromanage. To build the playbook — live, in real time, call by call.

That pace is why we found go-to-market fit at HubSpot faster than almost anyone.

New episode breaks down exactly how I did it.

- Mark

1 month ago | [YT] | 1

The Science of Scaling

What's the most common mistake reps make when sending LinkedIn connection requests or DMs?

1 month ago | [YT] | 0

The Science of Scaling

Your VC says go from $1M to $4M. You say "Easy."

You hire as many reps as you can, as fast as you can. But as my best friend Mark Roberge says, "Matt, that's how 95% of founders do it. And they're wrong."

So let's just admit this up front: That hurt. I felt high on being in the 95% of founders, only to quickly fall back to earth by being a majority failure. A real rollercoaster of emotion Mark put me through, but that's what best friends are for. Right?

We're going to show you exactly what you need to do to scale predictable revue.

- Matthew

1 month ago | [YT] | 4

The Science of Scaling

Your cold email outreach screams "Hey! Yeah, you. Look. AI wrote this!" -- and like the chances of Love is Blind contestants finally finding love: not great.

Look, we're not here to say don't use AI. Those are your fingers. You click clack away to your little heart's content.

AI saves time and books more meetings.

As a rep, you need to use it to research faster, brainstorm smarter, and go from blank page to personalized email in minutes — all without losing your own tone of voice.

So Emily is back in The Sales Lab to break down the exact ChatGPT prompts her own reps use & she even writes a cold email outreach LIVE.

"It's really something to see." -- You (in 10 minutes)

1 month ago | [YT] | 5