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 8 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
Rubin: B2B win rates fell 15% and deal sizes dropped one-third
“So less than 15% of or win rates dropped by 15%. Average deal values went down by a third, and sales cycles were continued to increase to buy an extra 30%.”
Rubin: Lost Deals Spend Twice as Long in Pipeline as Won Deals
“And the deals that close lost spend twice as long in pipe as deals that close one.”
Rubin: Most sales reps and managers are not strategic thinkers
“Frankly, the sales guys and most of the sales managers aren't particularly strategic in their thinking.”
Rubin: Structured qualification methodologies can double sales win rates
“We also saw that you can double your win rates with better sales methodologies. So introducing a med pick or a medic or a band type process to do your qualification and really making sure it's being used correctly.”
Rubin: No Company Has Over 70% of Active Relationships in CRM
“So we have been doing this now for a decade, and we've never found a company with more than 70% of their active relationships in CRM. And usually it's less than 50%.”
Rubin: 98% of CRM Contacts Have No Active Relationship
“But then when we analyze the data, we can see that there really is no relationship with 98% of the contacts they registered in the CRM.”