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 :point_down: https://www.youtube.com/watch?v=Yn9rE...

3 days ago | [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 week 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

2 weeks ago | [YT] | 1

The Science of Scaling

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

3 weeks 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

3 weeks 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

The Science of Scaling

The demand gen channel that works at launch? Useless at scale.

You see most founders build demand gen backwards. Or they try to cut & paste their way into mediocrity. Only to inevitably fail later.

Mark Roberge breaks down the exact framework he uses as a VC to help companies build pipeline and generate predictable revenue at every stage of growth.

See you there. I'll be the one wearing a denim jacket indoors.

- Matthew

1 month ago (edited) | [YT] | 8

The Science of Scaling

Solve this problem: The best sales reps make the worst managers. So if you promote your best rep, they'll fail and leave the company. But if you promote a lower performing rep, your best rep will get angry (jealous?) and also leave the company.

So what do you do?

Answer in this week's video.

1 month ago (edited) | [YT] | 2

The Science of Scaling

If you're not hitting your numbers each month, check your calendar.

Most BDRs & SDRs who miss quota lack structure. So we're walking through a way to build your calendar each day that'll keep you focused and close more meetings.

If you have any sales skills you'd like some expert mentoring on, let us know!

1 month ago | [YT] | 2

The Science of Scaling

how do we make these shows? well, here's a quick little bts.

ps: we're back in the lab this week

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1 month ago (edited) | [YT] | 13