https://www.linkedin.com/in/jamesskippywatson/
Summary:
In this conversation, David Anderson speaks with James Watson about his extensive experience in the financial industry and the evolving landscape of market data pricing and sales strategies. They discuss the need for fairness in pricing, the importance of building relationships in sales, and the value of leveraging experience in the workforce. Watson emphasizes the significance of trust and understanding the audience in sales, as well as the benefits of intergenerational teams in fostering innovation and resilience. The discussion highlights the challenges faced by older employees in the job market and the need for organizations to recognize and utilize their expertise.
Chapters:
00:00 Introduction and Background of James Watson
02:39 The Role of Data in Financial Markets
05:54 Modern Pricing of Market Data
08:47 Fairness in Pricing Models
11:54 Value-Based Pricing vs Cost-Based Pricing
14:45 Sales Techniques in Market Data
17:34 Building Relationships in Sales
20:42 Investment Mindset in Data Pricing
31:34 Understanding Cost vs. Investment
34:44 The Importance of Quality Data
35:59 The Role of Specialists in Sales
39:26 Tactical Sales Plays
42:28 Leveraging Experience in Sales
46:36 The Value of Intergenerational Teams
49:40 The Need for Knowledge Transfer
55:18 Reevaluating Hiring Practices

DAVID ANDERSON -- https://www.linkedin.com/in/atradia/