The Science of Scaling

It may seem illogical, but a bigger pipeline doesn't mean a higher close rate. It might even lower it.

One big reason: the "Spray and Pray" method. Treating every deal exactly the same. Instead, tailor each deal to your buyer. Before you send a single email, put yourself in their shoes and ask, "What's in it for me?"

Ilias Pishev (Mid-Market AE) breaks down the other pitfalls of an average funnel strategy, and the pipeline strategy he uses, over on The Sales Lab: ⚗️ https://www.youtube.com/watch?v=am9Ug...

1 week ago | [YT] | 13

The Science of Scaling

Every salesperson can relate to the feeling of missing quota. But how do you dig yourself out of that psychological hole?

It comes down to giving yourself real recovery time and knowing your limits.

NYU Psychology Professor Tessa West gives a full break down here: 🎥 https://www.youtube.com/watch?v=LGIgs...

2 weeks ago | [YT] | 11

The Science of Scaling

What are the biggest time wasters that salespeople underestimate?

Humans are notoriously bad at estimating how much time it takes to actually get a job done, which is why behavioral scientists have labeled this trait as the "Planning Fallacy".

The solution? NYU Associate Professor Emily Balcetis recommends the "30% rule".

Check out her full explanation and other time management tips here: 👉 https://www.youtube.com/watch?v=iBJ4T...

3 weeks ago | [YT] | 17

The Science of Scaling

This is Bob Knakal. He's sold over $22 billion of real estate and helped reshape New York City's skyline.

Here he is working on his weekly prospecting goal of 100 calls with property owners. In his words, prospecting is "the most important revenue-generating activity a broker can do".

I followed Bob for a day to learn how to close multimillion-dollar deals and what makes a truly great salesperson.
Watch the full day here: 👉https://www.youtube.com/watch?v=yybIR...

-Sofia

1 month ago | [YT] | 67

The Science of Scaling

Do you try to "look confident" even when you don't feel it?

NYU Psychology Professor Tessa West says trying to fake confidence is the wrong move entirely.

Want to know what actually works? The new episode of Sales Support is live: 🎥 https://www.youtube.com/watch?v=krBdS...

1 month ago | [YT] | 9

The Science of Scaling

Here's a behind-the-scenes look at our newest series, The Sales Audit 🎥

I sat down with Alex Sambvani, founder of Slang AI, a voice AI startup that helps restaurant operators handle reservations and calls. They've raised $68M to date and they're moving upmarket to the enterprise.

But Alex needs help scaling his GTM strategy.

I show him how to run new product experiments without blowing up the core business, and how to manage his brand-new VP of Revenue without micromanaging her.

See how a fast-scaling startup builds its next stage of growth. Check out the new series here: https://www.youtube.com/watch?v=KEytU...

-Mark Roberge

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1 month ago | [YT] | 52

The Science of Scaling

According to NYU Professor and human-computer interaction researcher Vedant Das Swain, current studies are showing people that have higher critical thinking skills tend to rely on AI a lot less. Whereas those that tend to overuse AI often show lower critical thinking ability.

AI is a powerful productivity tool. The key is using it without losing the skills that make you a good salesperson in the first place.

If you want to learn more about how AI is affecting sales, check out this week's episode of Sales Support: https://www.youtube.com/watch?v=Iwaem...

1 month ago | [YT] | 11

The Science of Scaling

Does being optimistic actually help you sell more or is it better to take a more grounded approach? Let us know what you think in the comments 👇

And after you do, see what Neuroscientist Tali Sharot has to say about optimism in sales: https://www.youtube.com/watch?v=xyHro...

2 months ago | [YT] | 19

The Science of Scaling

What if you could change someone's mind in just 10 minutes?

In 2016 canvassers proved it was possible to change deeply held beliefs in minutes. Persuasion is everything in sales, and If the canvassers were able to do it in minutes, why can't we do the same? That is what I hope to answer.

I talked to the Godfather of Persuasion, traveled to Pennsylvania to visit two Neuroscientists, and yes, even had my brain scanned, all in the pursuit of discovering how persuasion actually works.

I hope you enjoy the first episode of The Science Behind: https://www.youtube.com/watch?v=AnTd-...

-Sofia

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2 months ago | [YT] | 32

The Science of Scaling

How long does pre-call research take you right now?

Let us know your answer, then go watch the latest episode of The Sales Lab to see how to get it down to 15 minutes with AI: https://www.youtube.com/watch?v=T5mbs...

2 months ago | [YT] | 5