The Science of Scaling
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The Science of Scaling shares practical founder lessons on startup strategy, product-market fit, board communication, and the realities of scaling a business.
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Included for practical lessons on practical founder lessons on startup strategy, product-market fit, board communication, and the realities of scaling a business.
Showing 56 digests for The Science of Scaling.
AI tools & automation
YouTube
Four phases of AI extraction in go-to-market sales
The Science of Scaling
January 29, 2026
AI tools & automation
9
Prospecting & outreach
7
Automation & tools
5
Average reps sell only 25% of the time; AI can push that to 75%.
A sequence of free AI agents handles prep, coaching, and CRM automatically.
AI forecast analysis already beats human win/loss reports more than half the time.
How a founder raises a $50M Series C while running a scaling startup
The Science of Scaling
January 22, 2026
Fundraising & VC
9
Pitching investors
8
Case studies
6
Choosing the wrong term sheet can be as fatal as not raising
Each funding round demands entirely different proof from founders
Order's clearinghouse model earns on both the SaaS fee and payments
How to define and expand your ideal customer profile
The Science of Scaling
January 15, 2026
Niche selection
9
B2B sales
8
Data & analytics
6
Defining ICP by easiest-to-close accounts kills long-term revenue
Red-yellow-green framework enforces ICP discipline across the whole org
Tight early ICP beats broad TAM claims for predictable 0–20M growth
Sales systems & CRM
YouTube
How to build a sales team in 2026 with AI and full-cycle sellers
The Science of Scaling
January 8, 2026
Sales systems & CRM
9
AI tools & automation
7
AI reverses 20 years of sales specialisation — full-cycle sellers return
Build on LLMs directly; never lock into a single vendor
Freeze headcount, align incentives, let reps find the productivity frontier
Prospecting & outreach
YouTube
Four-step cold call framework that actually books meetings
The Science of Scaling
January 2, 2026
Prospecting & outreach
10
Objection handling
8
Your opener fails because it skips asking permission to continue
30 seconds of LinkedIn research earns more attention than any pitch
Close on 15 minutes of conversation, never on the solution itself
How to start a sales career in the AI era without a degree
The Science of Scaling
December 26, 2025
B2B sales
9
AI tools & automation
8
Identity & self-belief
6
New entrants have the biggest advantage in sales history right now
Reps who build public thought leadership are doing the highest form of selling
Average rep sells 25% of the week — AI can push that to 75%
Prospecting & outreach
YouTube
The four-sentence cold email framework for BDRs
The Science of Scaling
December 18, 2025
Prospecting & outreach
10
Copywriting
6
Four specific sentences separate ignored emails from booked meetings
Social proofing builds prospect trust without sounding like a salesperson
30 extra seconds on LinkedIn is all the personalisation required
How Hightouch scaled to a $1.2B startup in five years
The Science of Scaling
December 11, 2025
Case studies
9
Product-market fit
7
Enterprise sales
6
Data warehouse syncing turns raw customer data into real-time personalisation
Solutioning engineers do deep design work before a deal is ever signed
Average contract value has grown to ~$1M as AI decisioning drives adoption
Prospecting & outreach
YouTube
AI, channels and alignment: what actually drives sales in 2025
The Science of Scaling
December 4, 2025
Prospecting & outreach
9
AI tools & automation
7
AI lifts rep productivity output even as raw human skill declines.
Multi-channel outreach beats single-channel orthodoxy every time.
Buyers purchase proven impact, not promises — context beats value-first pitching.
Objection handling
YouTube
Debunking the internet's worst sales advice: urgency, AI, and top-rep myths
The Science of Scaling
November 28, 2025
Objection handling
9
Management
7
Prospecting & outreach
6
Top reps promoted to manager are a leading cause of team failure.
AI will shrink the top-to-mid rep gap, not widen it long-term.
Sales underperformance is context mismatch, not individual inadequacy.
Sales systems & CRM
YouTube
Sales experts react to the internet's worst B2B sales advice
The Science of Scaling
November 20, 2025
Sales systems & CRM
8
Prospecting & outreach
7
Repeatable process beats natural talent for building scalable sales teams.
ABC harms sellers already rushing to close; methodology is not optional.
AI will replace 70% of sales tasks, making human connection the core skill.
Deep work & focus
YouTube
Inside Tavus: The AI Startup Building Human-Like Digital Replicas
The Science of Scaling
November 13, 2025
Deep work & focus
9
Productivity & habits
8
Automation & tools
6
Why Tavus shut down revenue in 2023 to restart as a research lab
AI humans that see, hear, and act — not just talk back
Small deliberate teams beat fast headcount growth, even post-fundraise
Prospecting & outreach
YouTube
Cold calling vs cold email: what actually works in outbound sales
The Science of Scaling
November 6, 2025
Prospecting & outreach
9
Objection handling
6
Cold calling only works when targeting the right audience and context
SDRs still add value in human intelligence, not cold volume outreach
Depth of research beats volume — AI has killed generic mass outreach
Prospecting & outreach
YouTube
Discovery call framework to double revenue with 10% improvements
The Science of Scaling
October 30, 2025
Prospecting & outreach
9
Closing techniques
7
Ten percent gains at seven moments compound to 2x revenue.
SPICED framework lifts close rates 59% beyond pain-only selling.
AI batch-analysis of call transcripts replaces subjective pipeline reporting.
How Doola's founder locked himself in the office to hit 1,000 LLCs in 23 days
The Science of Scaling
October 23, 2025
Case studies
10
Growth hacking
7
Productivity & habits
6
Living in the office for 23 days generated $1 million in revenue
50% referral commissions turned word of mouth into Doola's strongest channel
Daily vlogs doubled as a recruiting tool, attracting hires mid-challenge