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.
If you want to see what’s working in the field, hit subscribe. Your support means the world to us. Let’s make 2025 a breakthrough year for GTM success. See you next week!
Episodes
27 episodes
The Death of “Just Checking In”: Why Value, Not Volume, Wins in 2025
Still sending follow-ups that start with "Just checking in"?You're already behind. In 2025, inboxes are where sales emails go to die—and lazy follow-ups are the fastest route to being ignored, deleted, or blocked.This video breaks d...
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Season 2
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Episode 11
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3:02
Selling Is a Courage Game — Not a CRM Game
Are You Actually Selling — Or Just Looking Busy? If you're spending more time in Salesforce than on sales calls, it might be time for a reality check.In this video, we break down a harsh truth: Sales admin is not selling. U...
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Season 2
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Episode 10
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3:57
Why No One Answers Your Sales Calls (And How to Fix It)
Are your sales calls going straight to voicemail? Or worse — marked as SPAM RISK? You might be losing sales before you even say a word — and it’s probably not your pitch. It’s your phone number.In this video, I break ...
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Season 2
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Episode 9
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3:44
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 This outdated approach ma...
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Season 2
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Episode 8
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4:24
Gong just passed $300M in ARR - What are they worth?
In this video, we take a deep dive into Gong's impressive growth and what their recent milestone of surpassing $300 million in ARR means for the company's valuation in 2025. Gong, founded in 2015, is a SaaS company revolutionising the way sales...
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Season 2
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Episode 7
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5:19
Does Calling Boost LinkedIn Outreach Results?
In today’s video, we’re excited to introduce Matt Jennings, our Head of Sales Operations, as he tests a new approach to cold outreach and lead conversion. After experimenting with LinkedIn outreach in a previous episode, where he reached out to...
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Season 2
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Episode 6
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2:19
Experiment 2 | Does Warm Outbound Outperform Cold Outbound on Linkedin?
In this episode, we dive into a new LinkedIn outreach experiment focused on warmer leads. After testing cold DMs with mixed results, I decided to take a different approach by reaching out to 162 handpicked prospects who have engaged with my con...
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Season 2
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Episode 5
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6:05
EXPERIMENT RESULTS | Can You Build Pipeline With Cold LinkedIn DMs
In this video, we share the results of our 3-week experiment where we sent 600 cold LinkedIn DMs to test whether outbound LinkedIn outreach is still effective in 2025. We aimed to understand if connection requests and DM sequences can generate ...
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Season 2
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Episode 4
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16:30
The Q3 "State of SaaS" Report
Q3 SaaS Metrics Report: Slower Growth, More Efficiency After 50 hours of deep analysis, we’ve summed up the state of the public SaaS market in four words: Slower growth, more efficiency. In this video, we break down:
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Season 2
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Episode 3
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9:07
How many meetings can we book from 600 Linkedin DMs
Does sliding into LinkedIn DMs actually work in 2025? 🤔 In this video, we dive deep into the controversial world of LinkedIn outreach with a hands-on experiment to test three different DM strategies! 🚀Here’s what we cover: 👉 O...
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Season 2
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Episode 2
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8:50
2025 will be terrible for SaaS companies - unless they figure this out...
2025 Is a Make-or-Break Year for SaaS Companies – And We’re Changing How We Share Our InsightsThe data is clear: go-to-market efficiency has tanked across the SaaS landscape.👉 CAC payback periods are way up👉 Growth rates have sl...
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Season 2
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Episode 1
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5:28
Episode 15: Private SaaS Company Benchmarks & why ZoomInfo is a Buy at $11 per Share
In this episode of The SaaS Report, we dive into the latest private SaaS company benchmarks, exploring key metrics and trends that are shaping the industry. We also analyze why ZoomInfo, despite recent fluctuations, presents a compelling invest...
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Season 1
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Episode 15
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30:59
Episode 14: ServiceTitan going public and Xero’s half year results
In this episode of The SaaS Report, we dive into two major developments in the SaaS world. First, we explore ServiceTitan’s journey to the public markets—unpacking their IPO. Then, we shift gears to analyze Xero’s half-year results—examining th...
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Season 1
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Episode 14
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36:09
Episode 13: Klarna going public, Salesforce hiring 1000 sales people to sell AI, Klaviyo's journey from startup to $10B company
In this episode, we dive into three major stories shaping the tech and business world. Klarna is making moves toward going public—what does this mean for the future of buy-now-pay-later? Salesforce is ramping up its AI sales efforts by hiring 1...
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Season 1
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Episode 13
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29:25
Episode 12: Is HubSpot underperforming & The future of SaaS in an AI world
In this episode of The SaaS Report, we dive into a critical analysis of HubSpot's recent performance. Is the marketing and sales platform underperforming, or just navigating a shifting landscape? Plus, we explore the evolving role of A...
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Season 1
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Episode 12
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35:46
Episode 11: Q3 Earnings for Atlassian, PegaSystems and Microsoft, Perplexity's new funding round & will AI replace Sales People?
In Episode 11 of The SaaS Report podcast, we dive into the latest Q3 earnings reports from Atlassian, PegaSystems, and Microsoft, analyzing key takeaways and market reactions. We also explore Perplexity's recent funding round and what ...
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Season 1
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Episode 11
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28:44
Episode 10: Q3 Results for Confluent and Procore, How Sales and Marketing Spend Changes with Scale & how Rippling Scaled Outbound
In this episode of The SaaS Report Podcast, we dive into the latest Q3 results for Confluent and Procore, unpacking the key takeaways from their performance. We also explore how sales and marketing spend evolves as SaaS companies scale...
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Season 1
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Episode 10
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22:00
Episode 9: ServiceNow Q3 results, Atlassian's ACV Growth and Blackpearl's early traction
In this episode of The SaaS Report, we dive into the latest financial results from ServiceNow, analyzing their Q3 performance and what it means for the future. We also explore Atlassian's impressive annual contract value (ACV) growth and discus...
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Season 1
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Episode 9
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22:52
Episode 8: LinkedIn's Revenue Growth, Breakdown of Constellation Software, The Rise of Content to Commerce
In the next episode of The SaaS Report, we dive into the latest trends shaping the tech landscape. We’ll analyze LinkedIn's impressive revenue growth and what it means for the future of professional networking. Then, we’ll break down the intric...
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Season 1
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Episode 8
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26:55
Episode 7: Q2 earnings from Dropbox, Zuora and Uber, AI company growth rates & slowing down to speed up
In this episode of The SaaS Report Podcast, we dive into the latest Q2 earnings from Dropbox, Zuora, and Uber, unpacking key insights and trends. We also explore the impressive growth rates of AI companies and discuss the concept of "slowing do...
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Season 1
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Episode 7
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24:45
Episode 6: AI SDRs - game changer or flop? Veeva GTM efficiency metrics, Ideally $5.5M raise
In this episode of The SaaS Report podcast, we dive into the intriguing world of AI Sales Development Representatives (SDRs). Are they a game changer for the industry or just another overhyped trend? We explore the latest advancements in AI tec...
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Season 1
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Episode 6
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30:00
Episode 5: Smartsheet's Take Private, The Rise of AI Agents & Public SaaS Efficiency Metrics
In this exciting fifth episode of The SaaS Report, we dive deep into the recent news surrounding Smartsheet's decision to go private and what it means for the SaaS landscape. We also explore the emergence of AI agents and their transformative p...
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Season 1
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Episode 5
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26:55
Episode 4: GTM efficiency metrics for Public SaaS Co's & Klarna getting rid of Salesforce and Workday
In the fourth episode of The SaaS Report podcast, we dive into the critical topic of go-to-market (GTM) efficiency metrics for public SaaS companies. Discover how these metrics can drive growth and optimize performance in an increasingly compet...
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Season 1
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Episode 4
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32:04
Episode 3: Rule of X: The Battle of Workflow Management SaaS & the Launch of Operator
In the third episode of The SaaS Report podcast, titled "Rule of X: The Battle of Workflow Management SaaS & the Launch of Operator," we dive deep into the competitive landscape of workflow management solutions. Discover how emerging SaaS p...
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Season 1
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Episode 3
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30:49
Episode 2: Salesforce Q2 Results, SaaS hard pivot to free cashflow & Re-Leased cap raise
In this episode of The SaaS Report, we dive into Salesforce's Q2 results, exploring the company's performance and its implications for the SaaS industry. We also examine the sector's strategic shift towards prioritising free cash flow ...
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Season 1
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Episode 2
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28:18