Comment by ezekg

Comment by ezekg 2 days ago

I touch on this at the end of the post. It's a short 15m 'discovery call', not a sales call. It's essentially a formality to intro each other, make sure we're human, and move onto email for any further discussion. Essentially, not all enterprises will shoot you a cold email to start the conversation, so this call is to capture those leads, with the end-goal of having all real discussion in email.

tl;dr: some enterprises will bounce if they don't see a 'book a call' button.

codegeek 2 days ago

You seem to be doing this in good faith but honestly, there is no difference between 'Discovery Call" and a "Sales Call". The point is that the customer has to speak with someone first. I do think it is required for enterprise deals but the premise of your post seems to say otherwise.

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ezekg 2 days ago

There absolutely is a difference between one 15-minute call to see faces vs a pipeline of ten 30- to 60-minute calls discussing requirements, compliance, pricing, billing, onboarding, implementation, and support over the course of 6 months.

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- satvikpendem 2 days ago
  
  Sales calls usually start with a discovery call then move to those later stages in the pipeline though, so you're just calling a sales call by another name.
  
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  ezekg a day ago
  
  I think this is being quite pedantic, especially if you've done enterprise sales before.
  
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ratherbefuddled 2 days ago

The call offered here is optional isn't it? You can engage entirely over email for enterprise deals.

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ZeWaka 2 days ago

Yeah, I was annoyed at this too but I think they're differentiating it by having the price already set, and it's just a way for Companies to do the intro dance if they want to. I know my immediate decision-makers at my company wouldn't use a vendor if there was no call.

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Kiro 2 days ago

But the entire article is based on the decision to remove "book a call" from the Enterprise pricing.

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ezekg 2 days ago

No, the entire post is around the decision to remove sales calls from the pipeline.

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- Kiro a day ago
  
  Still, you didn't remove it as you claim in the article. For a potential customer booking a call there's no difference, even if your intention is for it to only be a "discovery call". What did you actually change on the website?
  
  Reply View | 3 replies
  
  ezekg a day ago
  
  Actually, I did remove it, and it was gone for a long, long time (years). But only recently did I add it back because I discovered through a/b testing that I was losing leads that didn't want to cold email us, so instead of a cold email, they schedule a quick 15m call that takes little to no preparation for on my end. What it's not is a sales call, and it very quickly moves to an email thread. I am very clear that we don't do further calls past the discovery call -- it's all email (or Slack if they want extended support).
  
  Reply View | 2 replies