YouSaid · the spoken record

Jen Abel

lines on the record: 104
first: 2025-11-09
most recent: 2025-11-09
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“It's more of an art. It's all about deal crafting. It is a relationship you're building with someone. If they know they can call on you, people will turn over rocks for you. I have a client at a Fortune 10 company where I was like, it's so important we get the deal done this year. Is that possible? And she's like, it's a tall order, but like if it's going to help you, let's do it. These are how enterprise deals gets done. It's relationships.”
2025-11-09 · Lenny's Podcast · "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel · IDENTIFIED FROM THE TRANSCRIPT · source
“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. Here's what you will be able to do tomorrow because of how we're going to serve you today.”
2025-11-09 · Lenny's Podcast · "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel · IDENTIFIED FROM THE TRANSCRIPT · source
“In the very early days, people will discount till the cows come home because they think that's the way to get a deal done. 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.”
2025-11-09 · Lenny's Podcast · "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel · IDENTIFIED FROM THE TRANSCRIPT · source
“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. The market doesn't want to be sold to. They want to buy.”
2025-11-09 · Lenny's Podcast · "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel · IDENTIFIED FROM THE TRANSCRIPT · source