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FounderPlaybooks.
What other founders did to grow.
2722 dispatches from hundreds of founders, pulled from the week's best podcasts.
even when I'm actually selling my app I don't like to sell to the highest bidder I normally like to sell to the third highest bidder and tell them that they have two other bids on top of them but if they're able to close in like 3 to 4 days I'll choose them
Sell To The Third-Highest Bidder Who Can Wire Cash In Three To Four Days
Lots picks the third-highest bidder and frames it as a chance to leapfrog two higher offers if they wire cash within 3-4 days. Highest bids attract the longest, flakiest due-diligence cycles, and time kills deals. Certainty and speed of close beat headline price every time when you flip apps for cash.
the cheapest version of marketing automation was like $400 a month when we started trip and it was obvious it didn't need to be $400 a month it was that much because their margins were huge and their sales model mod was very time intensive and we were like if we build self- serve I know we can charge less and make it self- serve
Use sales-model differentiation as a wedge against painful incumbents
Drip beat Infusionsoft / Marketo / SilverPop on sales model, not features. The incumbents required mandatory sales calls and demo-gated pricing — customers hated it but had no self-serve alternative. Look for categories where users are forced through a pain point (hidden pricing, mandatory demos, multi-week sales cycles) and offer instant self-serve at half the price. The friction itself is the wedge.
There's a play for whatever you're stuck on.
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