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
Wilson: AE Capacity Is Almost Never the Limiting Factor to Growth
“And I've almost, you know, even in really high growth environments, I've almost never seen AE capacity being the limiting factor to growth.”
Hannah Wilson: Modern Health doubles win rates when AEs discuss ROI
“And actually we had a check in with our CSM at Gong the other day, and we were looking at some of the data. And what we saw was that if AEs are talking about money, if they're talking about ROI, We actually double our win rate”
Hannah Wilson: Modern Health doubles conversion using 'we believe' statements
“And, you know, the same conversation that we had with Gong last week, where we were looking at our conversion rates, we saw that when we use these, we believe statements and this approach to selling, we actually double our conversion rates as well.”
Hannah Wilson: Modern Health froze AE hiring to boost existing rep productivity
“One of the things we're doing is we're not, even though we're scaling revenue significantly, we're not adding account executives. We're actually putting that revenue to areas to make our current account executives more productive.”
Wilson: Enterprise software purchasing decisions are shifting to CFOs and CEOs
“One thing that's been consistent, and I bet most sales leaders would agree with this, is that the buying decisions, which used to be with the functional lead, which in our case is the chief people officer, are now oftentimes getting pushed to the CFO, sometime…”