Jen Abel

Founder led sales is not about revenue on day one. It is about learning as fast as humanly possible to get to that pulse, so that you can earn the right to sell.

You need to be vulnerable. I would be very open and honest with where you are. Hey, I'm an early stage startup. We have a lot to learn. Can we kind of gain your insight into how this problem is manifesting on your side?

If you tell them you have a fully baked, ready to go product, they're not going to give you honest feedback. When you're vulnerable and when you tell them it's not fully built yet, even if it is, you will get more raw and honest feedback.

Before you buy any tool, don't even think about tools. Can you manually find 30 people that you want to spend 15 to 20 minutes writing a rock solid note to?

Sales is supposed to feel fun for the buyer. They should be like, this feels fun. This person's invigorating. They're going to change my world.

Once you are in, you are in. Once you are in, you are now a preferred vendor. You now have the ability to cross over into other business units.

The best clients are not going to do that to you. If they're sitting there nickel-and-diming you, they're not fully bought in on what you're selling them.

When you're selling to a leader, you need to vision cast, you need to sell to a gap, don't sell to a problem. When you're selling to a leader, you need to be selling an opportunity.

As soon as you become a comparison, as soon as you become one of three that they're testing out, you've already sort of lost. It's all about differentiation.

You need a really good enterprise salespeople. Taking someone from small business and expecting them to do enterprise sales, big no-no.

Enterprise companies are very used to a land, when I say the first initial contract, somewhat between 75K and 150K, very used to that.

The market doesn't want to be sold to, they want to buy.

Design partners are incredible. They're the hardest logos to upsell, meaning go from design partner to full rollout customer.