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 10 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
Donati: Early Founders Should Hire an SDR Before Hiring an AE
“So if I had to draw the perfect plan, first and foremost, you hire an SDR before you hire an AE. I said it. Literally, 90% of people I talk to don't do that. They start with an AE and then they work backward. Hire an SDR. You founded this company. If you can't…”
Donati: Early-stage startups should keep accounts with AEs for the first year
“If I am starting up, And you have those flagship accounts. I would say leave all accounts with an AE for the first year. Let them expand those.”
Donati: SaaS Startups Must Build Sales Ops and Tech Stack Before Hiring SDRs
“Don't throw bodies at problems. Properly prepare. Set up your sales ops, set up your tech stack, and then hire bodies last.”
Donati: Optimal Budget SDR Tech Stack Is Usher Connect, Apollo, and FreeAgent
“If you're looking for the quickest out of the gate, easiest adoption, SDRs don't have a learning curve and they use it within three days and know what they're doing. I would hands down say Usher Connect for social selling for like automation on LinkedIn. Apoll…”
Donati: SDR comp should be split 50/50 base and OTE
“So I would always say rule of thumb SDR split half base, half OTE.”
Donati: SDRs should be paid for SQLs and demos, not closed deals
“So if you want as many calls, the right person, right company, don't pay for ops, pay for SQLs, right title, right company, get as many people to take as many demos as possible. And don't yell at the SDR if they don't close, that's not their job.”
Donati: Cold outbound SDRs should produce 8 to 12 SQLs monthly with lists
“A hundred percent cold. If you gave them targeted lists, I would say you can expect eight to 12 cold SQLs a month. If you gave them nothing, you're probably only going to see six to eight.”
Donati: US expat sales teams in Argentina worked 100% pre-COVID
“Pre-COVID, a hundred percent, but they were expats, so it's, ah, they were living in Argentina, or I was hitting up a lot of college kids saying, don't go into a cubicle. Come live abroad for a year or two.”