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No Calls

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1603 points ezekg | 1 comments | 16 Jan 25 14:17 UTC | HN request time: 0.25s | source
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duxup ◴[16 Jan 25 15:26 UTC] No.42726526[source]▶
One thing I find with enterprise is your call sometimes isn't entirely about you selling them on your product. It's about learning about the enterprise, from them.

It's about feeling out their organization, their issues, and the dynamics between different departments at that company. Even issues they don't realize they have that are solvable. I find none of that comes out very clearly in emails that tend to be bullet point style focused but don't reveal the nature of the issue.

I don't like calls either, but they are useful.

replies(3): >>42726560 #>>42726663 #>>42731789 #
1. TeMPOraL ◴[16 Jan 25 22:37 UTC] No.42731789[source]▶
> It's about feeling out their organization, their issues, and the dynamics between different departments at that company. Even issues they don't realize they have that are solvable.

I'd like to trust you and your intentions specifically, but in the general case, this relationship is adversarial, so as the potential buyer, I definitely do not want you to "feel me out", and further disadvantage me in the coming negotiations. I'm fine letting you on the details of my organization, its issues and interdepartmental dynamics, but only at the point when I know enough about you and your product to feel safe you aren't just going to scam me.