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.
Hiring & recruitment
YouTube
Why "perfect" sales hires fail and how to build a context-fit hiring model
The Science of Scaling
June 27, 2025
Hiring & recruitment
10
Sales systems & CRM
6
Industry experience is a poor hiring filter; selling skills predict success.
Coachability, not curiosity or intelligence, correlated most with top performance at HubSpot.
Role plays reveal coachability; progressive improvement across interviews is the key signal.
Product-market fit
YouTube
Why Great Startups Fail: The Two-Step Framework for Scaling at the Right Time
The Science of Scaling
June 19, 2025
Product-market fit
9
Unit economics
9
Long-term planning
6
Scale only after retention-proven product market fit, not revenue milestones.
Define a leading retention indicator: P% of customers do event E every T period.
Go-to-market fit (LTV:CAC > 3, payback < 12 months) must follow product market fit.
How incumbents lose to startups during major technology shifts
The Science of Scaling
June 16, 2025
Pivoting
9
Business models
8
Resilience & grit
6
Knowing disruption is coming still won't save you from it
Agentic AI breaks SaaS architecture and pricing models simultaneously
Crashes are the best time to start a company — not avoid one
Prospecting & outreach
YouTube
How to define and evolve your ICP to scale from zero to ten million
The Science of Scaling
June 3, 2025
Prospecting & outreach
9
Niche selection
7
Product-market fit
6
Optimise ICP for lifetime value, not lowest cost to acquire
Green/yellow/red framework forces explicit sell-or-walk-away decisions
Reserve 10% of resources for expansion experiments before you need them
Hiring & recruitment
YouTube
How to build a sales compensation plan that matches your growth stage
The Science of Scaling
May 22, 2025
Hiring & recruitment
9
Sales systems & CRM
8
Unit economics
7
At product-market fit, skip commissions — pay equity instead
Split commission: half on signature, half on retention indicator
Promotion tiers inside sales roles cut average tenure from 2 to 6 years
Prospecting & outreach
YouTube
Cold calling framework: script, flywheel, and sounding human
The Science of Scaling
May 6, 2025
Prospecting & outreach
9
Closing techniques
7
A fixed opening script frees your brain to handle objections.
Top SDRs cycle through three to four objections before booking a meeting.
Sounding nervous and authentic outperforms polished salesperson delivery.
Buyer-first sales training: the framework behind $100M in revenue
The Science of Scaling
April 26, 2025
B2B sales
9
Hiring & recruitment
6
Top reps talk less than 50% of the time; train for buyer empathy, not product knowledge.
HubSpot and Shopify made reps live the buyer's problem before they ever pitched.
The buyer journey — not the sales funnel — should underpin your entire training programme.
Prospecting & outreach
YouTube
Cold outreach: why 17 attempts beats stopping at four
The Science of Scaling
April 17, 2025
Prospecting & outreach
9
Growth hacking
6
Research shows 17 outreach attempts is the optimal number, not four
Personalize only the first sentence — templating the rest loses nothing
Prospects never remember who pestered them, so persistence costs you nothing
Objection handling
YouTube
How to build a buyer-centric sales funnel that closes itself
The Science of Scaling
April 15, 2025
Objection handling
9
Closing techniques
8
Sales systems & CRM
6
Objections at close mean you skipped earlier discovery steps.
Define funnel gates by buyer actions, not seller actions.
AI eliminates CRM data entry so reps spend 100% of time selling.
B2B lead generation channel selection: a framework from HubSpot's founding CRO
The Science of Scaling
March 27, 2025
Growth hacking
9
Prospecting & outreach
7
Copy-paste channel strategies fail — context (buyer, product, vendor) must drive selection.
Every demand gen channel has a lifecycle; catching it early beats riding it late.
CLG, micro-influencers, and orchestrated gifting are three channels with early momentum.
Closing million-dollar deals: the enterprise sales playbook
The Science of Scaling
March 20, 2025
Enterprise sales
10
Objection handling
6
Enterprise deals require a full rebuild of every sales-process stage.
Champion quality — not price or product — determines who wins.
MEDIC replaces BANT for inspecting complex, multi-stakeholder opportunities.