Sales Science
2025 is going to be chaos unless businesses fix their go-to-market (GTM) strategies. At Sales Science, we’re on a mission to solve that problem by sharing real-world GTM experiments, wins, losses, and lessons.
Hosted by Matt Aird, our content focuses on practical, data-driven insights to improve GTM efficiency. No fluff—just what works.
What to expect:
Quarterly SaaS Reports: Deep dives into public SaaS companies' GTM strategies.
GTM Experiments: Real campaigns we’re running with clients.
Tactical Insights: Actionable advice backed by data.
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Sales Science
Stop Pitch Slapping Your Prospects
In this video, Matt reflects on a recent cold call experience that felt like it came straight out of an 80s Wall Street movie — high-pressure, filled with buzzwords, and completely ignoring the prospect's actual needs. This outdated approach made him wonder: Are people still using this strategy in 2025?
Matt dives into why the old sales playbook no longer works and why the "pitch harder" method is leaving salespeople behind. Drawing from his own experience on both sides of the sales conversation, Matt shares practical, modern strategies that actually lead to successful sales outcomes in today’s world.
If you're in sales or just want to improve your outreach, here are the key takeaways:
- Lead with the Problem, Not the Pitch: Rather than diving into product features, start by addressing the problem your prospect is facing. It’s about relevance and understanding their pain.
- Ask to Discover, Not Deliver: Matt encourages salespeople to be more like doctors than salespeople — diagnose the problem before presenting a solution.
- Know When to Walk Away: If the prospect isn’t a good fit, it's okay to move on. Wasting time on unqualified leads is counterproductive for everyone involved.
- Share Insights, Not Just Features: Even if a prospect doesn’t buy, leave them with valuable insights that will make you memorable and position you as a trusted advisor.
Matt’s advice is simple but powerful: Stop following the outdated "pitch first" approach, and instead, focus on problem-solving and offering real value. This shift in mindset will help you build better relationships and see more successful sales outcomes.
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