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 14 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
Bosmeny: Conferences are the most underrated channel in startup sales
“I think conferences are the most underrated aspect of sales and the, and one of the least understood aspects of sales.”
Bosmeny: Free trials provide startups no commitment, validation, or revenue
“Folks, when you are starting your company and when you are out there trying to make your startup work, you need things like commitment. You need validation. You need revenue. And guess what? A free trial doesn't get you any of those things.”
Bosmeny: Product-market fit is discovered through customer yeses, not noes
“I don't think you discover product market fit from the no's. I think you only discover it from the yes's. So, I think when you get no's, there's a lot of reasons people could give, be giving you no's, and I wouldn't even necessarily believe, you know, the reas…”
Bosmeny: Founders should not hire salespeople before doing sales themselves
“First of all, you have no business hiring salespeople until you've done a lot of sales on your own. And the reason is not just, you know, because of what I was saying earlier about how, you know, good you are. It's because you won't even know what kind of peop…”
Bosmeny: Founder passion and domain expertise make them highly effective salespeople
“As founders, you also have some very unique advantages that will, that can make you actually incredibly powerful at sales and very potent. And the two advantages that I've noticed, one, ah, is just your passion. You are more passionate about the product that y…”
Bosmeny: Early-stage sales should be owned by a founder full-time
“Think about who in your company is really owning this, and it should probably be a founder, and it should probably be as much of a full-time job as you can spare.”
Bosmeny: Only 2.5% of companies will buy from an unproven startup
“The innovators segment is just 2.5% of the population. That means 2.5% of companies will even consider buying a product from a startup that is unproven with no revenue.”
Bosmeny: Top Salespeople Listen 70% of the Time on Calls
“What you'll naturally do is, ah, talk for 70% of the time on the first call, and, you know, maybe leave 30% of space for the other person. The best salespeople in the world, when I've seen them in action, It's the opposite. They're listening 70% of the time, a…”
Bosmeny: Founders Must Drive Sales Conversations to Fast Yes or No
“There's a lot of value to driving conversations to a yes or no quickly. Because no's, you can move on and get, and start filling the pipeline with other people that could become yes's.”
Bosmeny: Prospects demanding one custom feature are usually passing
“And they come to you and they say, hey, actually I want to buy, but only, only if you had this one other feature would I buy. It sounds so promising. You're so close. They just want one more thing. Sure, you can build that thing. It wouldn't be that hard. Unfo…”
Bosmeny: Over half of US schools use Clever
“And today, over half the schools in America use Clevver.”
Tyler Bosmeny sold Clever full-time before the product was even built
“My other two co-founders were focused on building the product and implementing the product, and I, you know, we decided this was important enough that I decided I was gonna peel off and spend almost a hundred percent of my time selling this product, starting f…”
Bosmeny: Clever pre-books entire conference days in 30-minute increments
“My goal when I go to a conference or when anyone from Clever goes to a conference is that we have our entire days booked up in 30 minute increments because we've done so much effort in advance of the conferences trying to line everything up, getting these meet…”
Bosmeny: High-Touch Sales Is Unsustainable for Low-Priced Products
“Because if you're, the way you're selling your product today is you're flying to people, you're meeting them at conferences, you're doing everything. I touched, you know, I described this very kind of high touch, high energy sales process. But your customers a…”