The Science of Scaling Podcast
1) Every Founder Needs To Sell w/ Frederic Kerrest (Co-Founder, Okta)
Every founder needs to sell. If you're not comfortable selling, then get comfortable. I see too many founders think that once they've secured the first revenue & gotten Series A they can hire a pro...Show More
2) Rule of 40 vs Grow At All Costs w/ Mark Wayland (CRO, Box)
When budgets are tight and every rep needs to perform, you need force multipliers, not more headcount. Sometimes you need Rule of 40 -- a private equity orientation that can still lead to great succe...Show More
3) How to Pivot The Model, The Playbook & The Team When The Macro Changes w/ Carina Brockl (fmr. CRO, Aurora Solar)
You've navigated your company to unicorn status. Crack the champagne, ring the bell, and hang the banner. Only, months later the macro changes. Now, you need to pivot the model, pivot the playbook, a...Show More
4) GTM in the AI Era w/ Andy Shorkey (CRO, Writer)
There's tremendous conviction that AI is eating the software ecosystem. Well, today we speak with Andy Shorkey (CRO, Writer). Not only is he navigating all the complexities of bringing native AI pr...Show More
5) How to Cold Call When 90% Hang Up (Roleplay)
Send me your cold calls! Email us at TheScienceofScaling@gmail.com. I'll help you set more meetings &. we'll use your call in an upcoming video. So Producer Matthew fails at cold calling. But he ...Show More
6) The Founder Selling to Professional Sales Transition w/ Dmitry Shevelenko (CBO, Perplexity)
Perplexity is attempting something no one thought possible: Challenging Google for search dominance. Dmitri Shevelenko was advising five different orgs, before fully signing on to Perplexity. What e...Show More
7) The Day-One Enterprise Strategy w/ Ed Calnan (Co-Founder, Seismic)
Imagine passing $5 million with three customers. That is whale hunting. Going after big customers with big deals from day one isn't advisable. But sometimes it's the only path. Today, Ed Calna...Show More
8) The Critical Importance of Focusing Your ICP w/ Dan Sperring (Founder, AlignICP)
Companies with a very tightly defined ICP that is operationalized on the frontline spend 50% less on sales and marketing. They have CAC payback periods that are 24% shorter than the mean, and those...Show More
9) How to Close Your First Million Dollar Deal
The amount of personalization is off the charts. The amount of time and money you're willing to invest is enormous. Because it's a million dollar deal. I'll walk you through how to navigate complex D...Show More
10) Perfecting a Bottoms Up & Top Down Sales Motion w/ Chris Merritt (Founding CRO, Cloudflare)
What if I told you to build the sales team that doesn't talk about price or packaging? That doesn't even do discovery or qualification on budget or authority on the first call? You'd think I'm crazy....Show More