Matt Aird
How I booked 7 Meetings in 5 Hours and how you can too
7 Meetings in 5 hours. That was the result from one day of channel validated outbound. One single day of output. For reps running...
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Matt Aird
- 2 min
What is Channel Validated Outbound?
Channel validated outbound makes outbound sales much more efficient. It helps reps to get 20-30% connect rates on cold calls
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- 5 min
The Outbound Sales Success Formula
There is a very simple equation that distills how any outbound sales function is performing currently, and where the room for improvement...
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- 1 min
Is this question throwing off your cold calls?
Do you ever have a prospect stop you at the beginning of a cold call by saying “sorry who are you and where are you calling from” This is...
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- 3 min
The One Process Change That Can 3X The Efficieny Of Your SDR Team
Cold calling success or failure is determined by two simple metrics. Connect rate: how many dials on average it takes you to speak to a...
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- 2 min
Reach out to people that can't buy to sell more!
A lot of SaaS solutions are sold to company leadership. But they’re actually used by and have the biggest direct impact on people lower...
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- 2 min
How to Use Tonality to Improve your Cold Calls
Tonality may be the most important factor in cold calling success. Tonality is related to how you sound when you speak as opposed to what...
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- 3 min
Free Alternative to Gong and Chorus
There’s a recent wave in sales development and it’s called revenue intelligence. Companies in this space provide technology that analyzes...
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- 2 min
4 Steps to Building your Market Map
Do you have a market map? A what?? A list of every account and contact that you can potentially sell to. Think for a second about how...
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- 3 min
The 5 Step Process to Getting an 85% Show Rate
No Shows are the bane of existence for an outbound sales team. You do all the hard work to identify a prospect. Find their contact...
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- 2 min
How many activities should SDRs complete each day?
Companies spend shit loads of money trying to make SDRs more efficient. They buy Sales Engagement Platforms, Parallel Assisted Dialers...
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- 3 min
The World's Best Cold Calling Framework (set over 3000 meetings in 2021)
One of the reasons people hate cold calling is that they don’t know what to say. Cold calling becomes much easier when you have a...
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- 3 min
Should you bother personalizing cold email??
There is a war raging on LinkedIn. Sales Gurus can’t seem to agree on whether or not cold email needs to be personalized. One camp...
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- 2 min
The 4-Step Process Behind the Worlds Best B2B Prospecting Lists
The first stage of a new sales development program is to map your market. That means three things: Find the companies fit your ICP...
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Matt Aird
- 1 min
Time Blocking to Help SDRs Crush Quota
Most people are familiar with the concept of time blocking. The idea that you spend a dedicated period of time doing a single activity....
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Matt Aird
- 2 min
What AUS/NZ SaaS Companies Need To Address Before Prospecting Into The USA
Want access to a 19 page guide covering this topic in detail? email me at matt@salesscience.co.nz Every SaaS company in Australia and New...
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Matt Aird
- 1 min
The best closing question for any cold call
You're on a cold call and you think you've got an opportunity to set the meeting / next steps. What question do you ask to get this...
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Matt Aird
- 2 min
4 Ways to Avoid Hangups when Cold Calling
The first thing you say on a cold call sets the tone for the rest of the conversation. Delivering this well can literally be the...
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Matt Aird
- 7 min
Why 30% of Sales People say Sales Engaement Platforms are Ruining Prospecting
30% of sales professionals believe that Sales Engagement Platforms (SEPs) such as Outreach and Salesloft ruin prospecting (according to a...
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Matt Aird
- 1 min
3 Traits of Top Performing SDRs
Hiring SDRs is a tricky business. Often people applying for these positions have very little sales experience so it can be difficult to...
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