Segment's CEO Sales philosophy: value vs. cost and the importance of asking why
Segment's CEO Sales philosophy: value vs. cost and the importance of asking why💡JC's Newsletter #101Dear friends,Happy new year! In JC’s Newsletter, I share the articles, documentaries, and books that I enjoyed the most in the last week, with some comments on how we relate to them at Alan. I do not endorse all the articles I share, they are up for debate. I’m doing it because a) I love reading, it is the way that I get most of my ideas, b) I’m already sharing those ideas with my team, and c) I would love to get your perspective on those. If you are not subscribed yet, it's right here! If you like it, please share about it on social networks. 💡Must-read👉 Peter Reinhardt (CEO of Segment) - Learning How to Sell (Join Colossus) Selling value:
➡️ I love the concept of selling value instead of cost+margin. In our industry we want to be radically transparent, so we sell insurance at “cost”, and add the membership fee for the value we generate. We think it is the best of both worlds, and a relationship of trust with our customers. I think we could be better at selling our value though, and getting our customers to tell us more about it. How to do it:
➡️ Asking why until it becomes very awkward has made a huge difference in many of my negotiations/discussions.
➡️ Finding out how our different types of customers want to purchase.
➡️ How can we drastically increase the volume per sales? What needs to be true in terms of product? In terms of sales process?
➡️ We should ask ourselves this question more often. 🏯 Building a company👉 Dan Rose about doing the right thing, and how to interact with CEO (twitter)
➡️ I hope the team is not doing stuff to please me but because they believe it is the right thing to do, that we always have healthy debates and we accept challenges. 👉 Avoid letting another company insert themselves between you and your users (Paul Graham on Twitter)
➡️ That is why we refused to work with brokers as intermediaries (we can work with them if they are consultants).
➡️ I love this focus on defining what “your terms.” 🗞In the news📱Technology👉 Google Cuts App Store Service Fee. The overall service commission on subscriptions will be 15% instead of 30% starting January 1. 👉 OpenAI is eliminating the waiting list to begin using its GPT-3 natural language processing technology. 🏥 Healthcare👉 The Secret 3-Step Master Plan to Cure Healthcare - Not Boring by Packy McCormick (Not Boring) The example fo Plaid:
➡️ I think we could start by being a lot scrappier sometimes. As we are doing now with Doctolib, and we could approach that in many ways we build product. The case of NexHealth:
➡️ Should we interface with all doctor software? 👉 Doctolib, un nouveau monopole sur ordonnance ? (Libération) (French)
➡️ Do you think that Alan should integrate with doctor software? What would you like to see? With whom would you like to see us integrate? It’s already over! Please share JC’s Newsletter with your friends, and subscribe👇 Let’s talk about this together on LinkedIn or on Twitter. Have a good week! If you liked this post from 💡JC's Newsletter, why not share it? |
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