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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4 days ago | [YT] | 29

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...

1 week ago | [YT] | 5

The Science of Scaling

That's me with Ali Akhtar, the CEO and co-founder of Letter AI, who quit his job the day ChatGPT came out. I spent 24hrs inside Letter AI's Chicago office with the Sales Team closing six-figure deals almost daily.

Letter AI is one of the most interesting startups I've come across. They're in the middle of one of the hardest transitions a startup can make, handing off founder-led sales to a brand new team.

And I wanted to find out exactly how they can close so many six-figure deals with such a new team.

Go check out the video: https://www.youtube.com/watch?v=gfC6S...

-Payton

2 weeks ago (edited) | [YT] | 51

The Science of Scaling

When do you walk away from a deal?

Harvard negotiation professor ‪@ProfLeslieJohn‬ has a clear answer, and a rule she never breaks.

Watch the full episode of Sales Support: https://www.youtube.com/watch?v=Lbpbo...

3 weeks ago | [YT] | 33

The Science of Scaling

How can I come across as less salesy? Harvard Business School Professor Leslie John has a surprising answer.

Get the full breakdown in the latest episode of Sales Support: https://www.youtube.com/watch?v=edLRU...

1 month ago | [YT] | 24

The Science of Scaling

Some reps think they’ve already closed the deal once they reach the demo phase. But that couldn’t be further from the truth.

The reality is, your discovery call makes or breaks the deal.

Addison breaks down the exact 10-step framework she used over the past 3 years as a Mid-Market AE, to close complex mid-market deals.

See the full framework on the new episode of The Sales Lab: https://www.youtube.com/watch?v=Iaia3...

1 month ago | [YT] | 33

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...

1 month ago | [YT] | 33

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 month ago | [YT] | 106

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 months ago | [YT] | 11

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.

2 months ago | [YT] | 34