Sales Science

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...

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...

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...

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...

There’s a recent wave in sales development and it’s called revenue intelligence. Companies in this space provide technology that analyzes...

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...

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...

Companies spend shit loads of money trying to make SDRs more efficient. They buy Sales Engagement Platforms, Parallel Assisted Dialers...

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...

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...

The first stage of a new sales development program is to map your market. That means three things: Find the companies fit your ICP...

Most people are familiar with the concept of time blocking. The idea that you spend a dedicated period of time doing a single activity....

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...

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...

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...

30% of sales professionals believe that Sales Engagement Platforms (SEPs) such as Outreach and Salesloft ruin prospecting (according to a...

Hiring SDRs is a tricky business. Often people applying for these positions have very little sales experience so it can be difficult to...

Why Sales-tech and Mar-tech SaaS should go all in on Linkedin content (the right way) If you're building a startup in the sales or...

The prospecting Gurus will tell you that you need to run multi-channel prospecting campaigns (phone calls, emails and linkedin outreach)...

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