Matt Aird3 minHow to set-up an outbound program from scratchThought 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 ...
Matt Aird2 minHow long does it take to gets results?"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 s...
Matt Aird1 minThe 7 Metrics you need to Measure in SaaS Sales and MarketingOur CEO Matt sat down again recently with Owen Scott. Managing Director at Concentrate to discuss the metrics that all SaaS companies sho...
Matt Aird1 minHow to Prioritize which Leads to Follow UpI spoke with Owen Scott recently about how to prioritize leads. This is crucial for sales teams as there are potentially thousands of peo...
Matt Aird1 minPerfect Data is the Cornerstone of your Outbound Sales Process - How good is yours?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 ...
Matt Aird3 min5 Tips to Successfully Selling in a Down Market - with Alex McNaughtonWe recently sat down with Alex McNaughten, CEO and Founder of Strategic Sales Consulting to talk about his latest eBook “Successfully Sel...
Matt Aird3 minStop Hunting for a Sales Unicorn - Develop a System InsteadTips from Owen Scott, Managing Director at Concentrate.co.nz We recently sat down with Owen Scott, founder and Managing Director of Conce...
Matt Aird3 minWhen Yes isn't enough in salesThink 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 ...
Matt Aird2 minThe World's Worst SaaS DemoLet 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....
Matt Aird2 minThe 4 things to consider before expanding into the USASo 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 c...
Matt Aird2 minHow to sell your SaaS product to international buyers from New ZealandDespite being a small market, New Zealand is home to some truly innovative and successful technology companies. But, companies like Zero,...
Matt Aird5 minWhy New Zealand Businesses should Employ SDRsNew Zealand businesses should deploy sales development reps instead of full cycle BDMs
Matt Aird2 minWhy you should Nail your NicheBefore 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 u...
Matt Aird3 minHow much does it Cost to Hire an SDR in New Zealand?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...
Matt Aird2 minThe three types of leads your business needsIn the book Impossible to Inevitable Aaron Ross and Jason Lemkin do a great job of outlining what it takes to scale a recurring revenue b...
Matt Aird2 minDo you really need to hire another BDM?You want to generate more revenue. You’re thinking about hiring another sales rep to help you do it. Before you run off to Seek to post t...
Matt Aird2 minHow to make SDRs more productiveBeing an SDR is tough. In most companies (not Sales Science) it’s an entry level position. A rep is given a territory or a list of prospe...
Matt Aird3 minHow to Find Buyers for your SaaS ProductWhen you’re running an outbound sales programme you need a clear understanding of who you’re selling to. When I ask who’s going to buy yo...
Matt Aird2 minHow to Hire World Class SDRsTo build a world class SDR organisation you’ll need a world class group of SDRs. To get them and keep them you’ll need to run a world cla...
Matt Aird2 minWhy you should Outsource Sales Development (at least initially)Setting up a dedicated prospecting team is a great way to drive new sales opportunities every month. Executed incorrectly however, it can...
