【Hacker News搬运】没有电话

hackernews

Title: No Calls

没有电话

Text:

Url: https://keygen.sh/blog/no-calls/

很抱歉，我无法直接访问外部网站或查看其内容，包括您提供的链接。因此，我无法使用 JinaReader 抓取分析该链接的内容，也无法进行总结或翻译。

如果您能提供该网页的内容摘要或者直接的内容文本，我可以帮助您分析并进行中文总结。请提供需要分析的内容。

Post by: ezekg

Comments:

freedomben: I'm a CTO who makes purchasing decisions. There are numerous products I likely would have purchased, but I either find a substitute or just go without because I won't play the stupid "let's get on a call" game.If your website doesn't give me enough information to:1. Know enough about your product to know that it will (generally speaking) meet my needs/requirements.2. Know that the pricing is within the ballpark of reasonable given what your product does.Then I will move on (unless I'm really desparate, which I assure you is rarely the case). I've rolled-my-own solution more than once as well when there were no other good competitors.That's not to say that calls never work or don't have a place, because they definitely do. The key to using the call successfully (with me at least) is to use the call to get into true details about my needs, after I know that you're at least in the ballpark. Additionally, the call should be done efficiently. We don't need a 15 minute introduction and overview about you. We don't need a bunch of small talk about weather or sports. 2 minutes of that is ok, or when waiting for additional people to join the call, but beyond that I have things to do.I know what my needs are. I understand you need some context on my company and needs in order to push useful information forward, and I also understand that many potential customers will not take the lead in asking questions and providing that context, but the sooner you take the temperature and adjust, the better. Also, you can get pretty far as a salesperson if you just spend 5 minutes looking at our website before the call! Then you don't have to ask basic questions about what we do. If you're willing to invest in the time to get on a call, then it's worth a few minutes of time before-hand to look at our website.

freedomben: 我；我是一名负责采购决策的首席技术官。我可能会购买许多产品，但我要么找到替代品，要么因为我赢了而不买；不要装傻&quot；让；我们打个电话吧；游戏 如果您的网站没有；不要给我足够的信息：1。对你的产品有足够的了解，知道它（一般来说）会满足我的需求；要求 2。要知道，考虑到你的产品的功能，定价在合理的范围内 然后我会继续前进（除非我真的绝望了，我向你保证这种情况很少发生）。我；当没有其他好的竞争对手时，我也不止一次地推出了自己的解决方案 那；这并不是说电话永远不起作用或不起作用；没有地方，因为他们肯定有。成功使用调用的关键（至少对我来说）是使用调用来了解有关我需求的真实细节，之后我知道你；至少在这个范围内。此外，调用应该高效地完成。我们不；我不需要15分钟的介绍和概述。我们不；我不需要闲聊天气或运动。2分钟是可以的，或者在等待其他人加入通话时，但除此之外，我还有事情要做。我知道我的需求是什么。我理解你需要一些关于我公司和需求的背景信息，以便推进有用的信息，我也理解许多潜在客户不会带头提问和提供背景信息，但你越早了解情况并做出调整越好。此外，如果你在通话前花5分钟浏览我们的网站，你作为销售人员可以走得很远！那么，你就不会；不必问我们做什么的基本问题；如果你愿意投入时间接听电话，那么；在此之前，花点时间看看我们的网站是值得的。

Eridrus: This only works if your sales strategy is all about inbound sales, i.e. content marketing (like this article)/ads.But if you're an enterprise b2b company and want to grow quickly rather than taking 8 years to go beyond 1 solopreneur like this guy you're going to want to do outbound sales.It's also worth noting that this guys is mostly doing small deals. The literal largest price he has on his pricing page is 72k/yr, which isn't tiny, but his typical deal size is likely much smaller, so it makes total sense for him not to get on a call for $49/month, because that is not a scalable strategy.But many enterprise b2b companies have a more complicated product than Keygen and charge orders of magnitude more than they do.Which is not to say that he is wrong, it's just that this is the correct strategy for scaling a low ACV product, rather than a high ACV product. And a low ACV product has to have much broader demand.

Eridrus: 只有当您的销售策略完全围绕入站销售，即内容营销（如本文所述）时，这才有效；广告。但如果你；我们是一家企业b2b公司，希望快速发展，而不是花8年时间超越像你这样的一个个体企业家；我们想做对外销售 它；同样值得注意的是，这些人大多从事小额交易。他在定价页面上看到的最大价格是72k²F；yr，这不是；虽然不是很小，但他典型的交易规模可能要小得多，所以他不打49美元的电话是完全有道理的；月，因为这不是一个可扩展的策略 但许多企业b2b公司的产品比Keygen更复杂，收费也比他们高出几个数量级。这并不是说他错了，而是；只是这是扩大低ACV产品而不是高ACV产品的正确策略。低ACV产品必须有更广泛的需求。

TheTaytay: In most of these discussions, people on the sales side claim, "but our customers WANT this! Trust us!" and most of the people on the buying side scream, "We hate this. Please let us buy it without this song and dance."
It's a shocking disconnect to me.
(For what it's worth, I'm squarely on the fouder/engineering buying side and hate the call song and dance, and only engage in it as a last resort.)Parting thought: SpaceX tells you how much it costs to ship something INTO SPACE. I bet you can figure out a way to tell me your SaaS price, in ballpark terms, and what it depends upon...

TheTaytay: 在大多数这些讨论中，销售方面的人声称，&quot；但我们的客户想要这个！相信我们&“；购买方的大多数人尖叫道：&quot；我们讨厌这样。请让我们买下它，不带这首歌和舞蹈&“；它；这对我来说是一种令人震惊的脱节。（就其价值而言，我坚定地站在工程购买方，讨厌应召歌舞，只在万不得已的情况下才参与其中。）分道扬镳的想法：SpaceX告诉你把东西运到太空要花多少钱。我打赌你能想出一种方法告诉我你的SaaS价格，大概是多少，以及它取决于什么。。。

andix: I was once involved in a purchase for SonarQube for a bigger company (around 50-200 developers using it). It was just a horrible experience. My task was just to evaluate the software in a smaller team, get some evaluation licenses and write a report what our experience was.It was a crazy ride, I got a sales person assigned, and this person kept asking me questions I couldn't answer. I kept telling them what my job was, and if my report would be positive they might be able to sell 50-200 developer licenses. But they kept pushing me to answer business questions I couldn't answer. It's not my job to know that stuff, and I wasn't allowed to share information about company internals to a third party.In the end our team never completed that report, and I just put this sales person into all my block lists. Never heard from them again ;)I was never really sure if they were scared we would abuse an evaluation license, but it was a reputable company (nothing shady at all, no US sanctions, nothing). Even if they had no idea about the market we were in, just reading the Wikipedia article about the company would've shown them, that this is someone they would probably like to be in business with.

andix: 我曾经参与过一家大公司对SonarQube的收购（大约有50-200名开发人员使用它）。这只是一次可怕的经历。我的任务只是在一个较小的团队中评估软件，获得一些评估许可证，并写一份报告，介绍我们的经验 这是一次疯狂的旅程，我指派了一名销售人员，这个人一直问我一些我无法回答的问题；我不回答。我一直告诉他们我的工作是什么，如果我的报告是肯定的，他们可能会卖出50-200个开发者许可证。但他们一直催促我回答我无法回答的商业问题；我不回答。它；知道这些东西不是我的工作，我也不是；不允许将公司内部信息分享给第三方 最后，我们的团队从未完成过这份报告，我只是把这位销售人员列入了我的所有黑名单。再也没有他们的消息了；） 我从来都不确定他们是否担心我们会滥用评估许可证，但这是一家信誉良好的公司（没有任何可疑之处，没有美国的制裁，什么都没有）。即使他们不知道我们所处的市场，只要阅读维基百科上关于该公司的文章就可以了；我已经向他们表明，这是他们可能想和之做生意的人。

focusedone: Dear goodness will any other companies trying to sell to the company I work at please adopt this strategy. Please explain clearly what your product does, how you handle security, and what the enterprise license costs on the homepage.Please do not harass us with calls and perpetual emails asking to schedule calls. If a call is what it takes to answer basic security and pricing questions, I loathe your company name before we've spoken and am very interested in doing business with anyone who does post that stuff online.I do not understand why that's difficult, but it must be.I wish I could use what this guy is selling.

focusedone: 亲爱的上帝，任何其他试图向我工作的公司销售产品的公司，请采用这种策略。请在主页上清楚地解释您的产品功能、如何处理安全问题以及企业许可证的成本 请不要用电话和要求安排电话的永久电子邮件骚扰我们。如果需要打电话来回答基本的安全和定价问题，那么在我们开始之前，我讨厌贵公司的名字；我已经谈过了，我很有兴趣和任何在网上发布这些东西的人做生意 我不明白为什么；这很难，但一定很难。我希望我能用这个家伙卖的东西。