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 7 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
Plank: Cold calling is more effective today because competitors abandoned it
“I think picking up the phone and calling people is like a lost art. I think a lot of companies just don't do that anymore. And it may even be why it's more effective today is because everyone's cold calling doesn't work. We got to do other things.”
Plank: Product sales teams require dedicated leadership, not just AEs
“Having a rep who's a product AE, that in itself does not get you even halfway there to what you need. You need to be able to have the reps, the managers, the director, and most importantly, you need the like mini CRO who spends every single second of their day…”
Plank: Routing add-on cross-sells back to new-logo AEs never works
“What would happen is they would, when somebody wanted to buy a new product, they would float it back to the new logo rep that closed it maybe two years ago. So a new logo rep's doing like 20 demos a month of new logos that are much, much larger deal size. And …”
Plank prefers hiring sales-oriented account managers over giving CSMs quotas
“If you have to choose between a CSM profile that's going to own revenue or an account manager profile that needs to be like customer success oriented, a hundred times out of a hundred, I'm picking the account manager that needs to be customer oriented because …”
Plank: Total addressable market is constrained by contacts, not accounts
“Your TAM is really constrained by the number of contacts, not the number of accounts. If you have a million accounts and one persona to reach out to, you have a million contacts. But if you can reach out to four, five, six, seven different people within an acc…”
Plank: Low PEPM SKUs cannot support dedicated sales teams
“If you have 15 products, where you charge five to 10 dollars PEPM for all of them, and you launch a 16th product, where you also charge 10 dollars PEPM, like you can't build the whole sales team around a single SKU, where like the unit economics, you can't set…”
Plank: Expecting immediate measurable results ruins channel sales strategies
“I think one of the things that I think people make the mistake that people make or one mistake people make in channel is they expect, like they expect immediate results and they expect to be able to measure the impact of the channel, like incredibly directly. …”