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 5 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 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
Adamic: SAP Concur Operated With Under 1x Pipeline Coverage
“Everyone talks about like, you need that five X pipeline, you need that seven X pipeline in order to make your goals. Not necessarily. When I left Concur and where I'm trying to drive Brexit, we had less than one X pipeline going into a quarter because we knew…”
Adamic: B2B Buyer Conversion Now Requires 16 to 20 Touchpoints
“Maybe five, seven years ago, you used to touch an individual four times or five times, but, or they would convert into wanting to learn more about your business. Now we're up to like, 16 or 20 times to be able to do that.”
Adamic: Sales Playbook Changes Should Never Be Introduced Mid-Quarter
“I don't introduce anything in the middle of a quarter. I'll only introduce something at the beginning of a quarter. There are certain things that are too disruptive to introduce in a quarterly basis, so we'll take those half year or full year.”
Brex created a department specifically to catalog sales playbook feedback
“One of the departments that we built actually catalogs those things, and then when they build up to a specific level of residue, we figure out when is the right time to be able to augment the playbook and then be able to re-enable the teams and introduce that …”