① 他说过的话

14 条

我现在给创始人的建议是反着做：从你能自动化的地方开始。
My current advice to founders is do the opposite. So start with what you can automate.
—— Aliisa Rosenthal · [01:15]

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我给创始人的建议是：先构建机器，再构建团队——搞清楚能自动化什么、瓶颈在哪、什么坏了，然后在此基础上加人来打通那些瓶颈。
So my advice to founders is build the machine first before you build the team, figure out what you can automate, figure out where the bottlenecks are and what’s broken, and then add humans on top of that to get through those bottlenecks.
—— Aliisa Rosenthal · [01:46]

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它增长得快得多。事实证明，大多数人只是不想和销售员交谈，我们面向中型市场 SMB 的自助服务业务增长远远高于重销售的企业业务。
It grew so much faster. It turns out most people just didn’t want to talk to a salesperson, and our mid-market SMB sort of self-serve business was much higher growth than our heavy enterprise business.
—— Aliisa Rosenthal · [03:22]

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一开始我们完全被入站线索淹没了，我知道这听起来像个香槟酒问题，但当时只有我和四个销售代表，我们每天收到一万个入站线索。
So in the beginning, we were just completely overwhelmed with inbound, which I know sounds like such a champagne problem, but it was me and four sales reps, and we were getting 10,000 inbound a day.
—— Aliisa Rosenthal · [04:21]

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因为九个月后我们终于发布企业版产品时，几乎每一家我去谈的公司都说：可你们从来没回复过我。然后我就出去买了 Microsoft Copilot。
Because when we finally did launch our enterprise product nine months later, almost every company I went out and talked to said, well, you never got back to me. And I went out and I brought Microsoft Copilot.
—— Aliisa Rosenthal · [05:20]

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不要给你的买家布置作业。
Don’t give them homework.
—— Aliisa Rosenthal · [06:00]

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但无论你做什么，都不要把买家打发走去做事然后等他回来——那样你会彻底失去对销售周期的控制，而且一切都会变慢。
But whatever you do, don’t send your buyer away to do something and wait for them to come back because you lose total control of the sales cycle and it makes everything take longer.
—— Aliisa Rosenthal · [06:25]

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另一件我要反复强调的事是：不惜一切代价避免试点。
And the other thing I’ll hammer home is to avoid pilots at all cost.
—— Aliisa Rosenthal · [06:48]

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只要记住，一旦你把产品的访问权限交给别人，你在整个交易周期里就交出了大量的权力和筹码。
Just remember, as soon as you give someone access to your product, you’re giving away a lot of power and leverage in the deal cycle.
—— Aliisa Rosenthal · [07:39]

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大公司不会这么干，但作为初创公司，你可以这么干而没人说什么。
It’s not something you do when you’re a giant company, but when you’re a startup, you can get away with these things.
—— Aliisa Rosenthal · [07:59]

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说到这里我要说：只要还能抵制，就尽量别急着冲上游市场——一旦拿到大客户，他们会说我可以在你身上花一百万、一千万美元，你会很想把整个业务都围绕他们来调整。
On that note, I will say, avoid the pull-up market as long as you can resist it, because once you get a big customer, they’ll come and they’ll say, I can spend a million dollars, 10 million dollars with you, and it’s very tempting to want to orient your whole business around that.
—— Aliisa Rosenthal · [11:35]

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所以你要对自己最初几个大型企业合作伙伴的选择非常、非常挑剔。
So you want to be really, really picky about who those first big enterprise partners are.
—— Aliisa Rosenthal · [11:56]

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那么雇谁？雇一个 AI 原生的人——真正懂 AI、生活在其中、因为真心认同所以能真实地推销它的人。
So who do you hire? You hire someone who is AI native, who really gets AI, who lives it, who can authentically sell it because they’re really bought into it.
—— Aliisa Rosenthal · [12:08]

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你卖的不是你的工具，不是你的产品；你卖的是那个工具或产品能给你的支持者或买方带来什么。
You’re not selling your tool. You’re not selling your product. You’re selling what that tool or that product does to your champion or your buyer.
—— Aliisa Rosenthal · [14:19]

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② 出现在这些集

1 集

• 《先造机器再招人：OpenAI 前企业销售负责人的 Go-to-Market 反常识打法》 — 作为嘉宾

③ 他谈到的

点进去有真内容 —— 本页主要出口

go-to-market · OpenAI · ChatGPT Enterprise · Anthropic · Clay · 自助服务 · 试点 · POC · 定价 · 基于用量的计费

④ 也在聊「增长与销售」的人