-1 minIs 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...
-3 minThe One Process Change That Can 3X The Efficieny Of Your SDR TeamCold calling success or failure is determined by two simple metrics. Connect rate: how many dials on average it takes you to speak to a...
-2 minReach 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...
-2 minHow to Use Tonality to Improve your Cold CallsTonality may be the most important factor in cold calling success. Tonality is related to how you sound when you speak as opposed to what...
-3 minFree Alternative to Gong and ChorusThere’s a recent wave in sales development and it’s called revenue intelligence. Companies in this space provide technology that analyzes...
-2 min4 Steps to Building your Market MapDo 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...
-3 minThe 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...
-2 minHow 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...
-3 minThe 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...
-3 minShould 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...
-2 minThe 4-Step Process Behind the Worlds Best B2B Prospecting ListsThe first stage of a new sales development program is to map your market. That means three things: Find the companies fit your ICP...
Matt Aird1 minTime Blocking to Help SDRs Crush QuotaMost people are familiar with the concept of time blocking. The idea that you spend a dedicated period of time doing a single activity....
Matt Aird2 minWhat AUS/NZ SaaS Companies Need To Address Before Prospecting Into The USAWant 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...
Matt Aird1 minThe best closing question for any cold callYou'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...
Matt Aird2 min4 Ways to Avoid Hangups when Cold CallingThe first thing you say on a cold call sets the tone for the rest of the conversation. Delivering this well can literally be the...
Matt Aird7 minWhy 30% of Sales People say Sales Engaement Platforms are Ruining Prospecting30% of sales professionals believe that Sales Engagement Platforms (SEPs) such as Outreach and Salesloft ruin prospecting (according to a...
Matt Aird1 min3 Traits of Top Performing SDRsHiring SDRs is a tricky business. Often people applying for these positions have very little sales experience so it can be difficult to...
Matt Aird3 minWhy Sales-tech and Mar-tech SaaS should go all in on Linkedin content (the right way)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...
Matt Aird6 minWhy Multi-Channel Prospecting is DeadThe prospecting Gurus will tell you that you need to run multi-channel prospecting campaigns (phone calls, emails and linkedin outreach)...
Matt Aird1 minThe biggest waste of time for SDR teamsWhat’s the lowest productivity activity an SDR does every day? Calling people and not getting through. Call connect rates are less than...