2 days ago
- Zeke Gabrielse, founder of Keygen, implemented a strict 'no calls' policy because he hated sales calls as an introvert.
- He removed the 'book a call' button from his pricing page and instead directed leads to email, asking them to CC relevant team members.
- This async approach led to speaking directly with engineers and decision-makers, bypassing red tape and closing an enterprise sale with a Fortune 1000 company.
- Enterprises often default to calls due to four solvable issues: unclear offering, poor onboarding, unknown pricing, and lack of trust.
- Key solutions include clear messaging, self-serve onboarding, transparent pricing, and public security documentation.
- Gabrielse advocates for short discovery calls only if needed, then moving all discussion to email, with fixed pricing and strong trust-building measures.