Sales Science

What’s the lowest productivity activity an SDR does every day? Calling people and not getting through. Call connect rates are less than...

We make a lot of cold calls. Our client SDR teams are making in excess of 10,000 calls every week. That’s a lot of dials and a lot of...

I see a lot of talk about how tech stack is so important in outbound now. Opinions from thought leaders that companies should be spending...

The “right way” to do outbound prospecting has been written about more times than cold calling has been pronounced DEAD. Which is a lot...

Cold calling is dead. Call connection rates are about 2-3% for most sales teams. That means a rep needs to make 33-50 dials before they...

Thought about doing outbound? Don't know where to start? Don't have the time to make 100 calls everyday? Don't have the budget to hire a...

"How long before we start to see results?" We get asked this question a lot. What it generally means is, how long before I start to get...

Our CEO Matt sat down again recently with Owen Scott. Managing Director at Concentrate to discuss the metrics that all SaaS companies...

I spoke with Owen Scott recently about how to prioritize leads. This is crucial for sales teams as there are potentially thousands of...

Have you got a data problem? If you're relying on a single source of data for your sales and marketing teams the answer is yes. Too many...

We recently sat down with Alex McNaughten, CEO and Founder of Strategic Sales Consulting to talk about his latest eBook “Successfully...

Tips from Owen Scott, Managing Director at Concentrate.co.nz We recently sat down with Owen Scott, founder and Managing Director of...

Think back to the last sales call you made. Did it feel like a 2 way conversation? Do you think the prospect felt as though they were in...

Let me set the scene for you. We’re in the middle of December. This is the time of year that we review internal processes and operations....

So you’re ready to take on the US Market. Before you push go on your sales efforts into the US here’s a few things for you to take into...

Despite being a small market, New Zealand is home to some truly innovative and successful technology companies. But, companies like Zero,...

New Zealand businesses should deploy sales development reps instead of full cycle BDMs

Before you hit go on your outbound sales programme you’re going to want to nail your niche. That is, you’ll want to have a really clear...

Keep reading for our justifications on these costs. Sales Development Reps can be a great way to fuel the growth of your business but the...

In the book Impossible to Inevitable Aaron Ross and Jason Lemkin do a great job of outlining what it takes to scale a recurring revenue...