The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 18 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 1 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Traditional Sales Discovery Is Dead and Replaced by Teaching Buyers
“Discovery as we know it is fucked, right? And what, when discovery, I took out the word discovery from the sales process and I inserted the word teaching. And words matter turns out. And what I would prefer my organization, what they do when they engage with a…”
Greenhouse Caps Enterprise Sales Outreach at Companies Under 10,000 Employees
“A greenhouse where, where I'm building now, I'd really cap it. At 10,000 employees that I try not to pursue much more above that is mostly because it just gets so difficult above that threshold. And I don't think the big money really isn't with those companies…”
AI Forecasting Technology Is Within 5% Accurate 90 Days Out
“There's technology today that's putting a lot more science using the machine learning into what's going to be the output, 90 days out. And frankly, on my new logo side, it's been within five percent accurate, 90 days out.”
The Worst Sales Deal Is One That Takes Too Long
“The worst deal is the one that takes too long. Drop your price and go get the fucking deal and move on. Just move on. Go get the next deal.”
Greenhouse Holds Marketing as Accountable to Revenue as the CRO
“We do measure our marketers on the full suite of everything that I have measured with our marketing organization. We hold them as accountable to the revenue as I am.”
Sales Friction Occurs Most With Product and Marketing
“Sadly it's product and marketing because salespeople they want a product that's applicable for everyone, right? So they complain about the product, which is wrong. And the second reason why sales wrong is on marketing. They want a fat pipeline of buyers that a…”
Lemkin: Recruiting software company Greenhouse will IPO in 2024
“I did Parklet greenhouse, which will IPO next year. They're at two hundred million.”
Companies Fail Candidate Interviews by Asking Repetitive Questions
“What companies fuck up so often is that let's say there are three or four people that interview that candidate. They all ask the same damn questions. So you're not getting enough data from that candidate in the short time allowance that you do have.”
Enterprise Sales Reps Take a Full Year to Fully Ramp
“If you're selling into the enterprise and let's just use an ACV of a hundred K, right? You want to let that rep ramp for about six months. Move slow in order to move fast later, but don't wait those six months to measure their performance. Have stage gates alo…”
Belittling Competitors in Sales Rarely Works
“What I will say about with the competition and selling against your competition is when I'm directly the seller is to not belittle or throw mud at my competitors. It rarely works. If you roll around the pig, if you roll around in the mud with pigs, you just ge…”
30-60-90 Day Plans Effectively Test Candidate Curiosity and Drive
“When I do take-home tests, it could be something as simple as what would be your 30, 60, and 90 day plan when you start with me. That could be it. So then you can grasp their intellectual curiosity. You can grasp their drive, their passion about your product a…”
First Stage of Sales Process Across Three Companies Is Teaching
“And in fact, in my sales process internally, third company in a row, the first stage of the sales process is called teaching.”
Greenhouse Sees Strong New Logo Sales Despite Churn Pressure
“No. I'm personally, I'm experiencing the opposite where new logo sales are actually fairly strong and say some customer churn might be a little bit more difficult”
Enterprise Price Cuts Should Be Trades for Marketing Value
“It's flexibility in negotiating terms. It's not necessarily just discounting the drop of your price, but go get something different. So as an example, if my price is a hundred K, I will do this deal for 60. And then Harry, what I expect from you is a story abo…”
90% of Initial Sales Prospects Cannot Sign Order Forms
“That happens nine times out of 10, and frankly, they are not the person that can sign the order form”
Job Posts With Masculine Language Reduce Female Applicants to 55%
“When in that same description in the same source, if there are masculine related tasks or words, like you'll crush it, you'll dominate, like those types of words, only 55% of women will apply.”
Lemkin: First five VC investments all achieved unicorn valuations
“And I did five real unicorns in my first 13 months, right? I did pipe drive, which exited for like 1.25 billion. And then I'll go, it was my second. That's where 2.5 billion will IPO next year. I did talk to us worth ten billion. I did Parklet greenhouse, whic…”