Evidence receipt / uncertainty
Published · transcript-backedJen Abel: uncertainty
9 Nov 2025 Lenny's Podcast "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Again, they do this one in every three years, one in every two years, maybe one in every five years. Hell, I don't know.”
— Jen Abel
Source trail
Everything needed to verify it.
- Speaker
- Jen Abel
- Attribution
- Verified speaker
- Claim type
- uncertainty
- Recorded
- 9 Nov 2025
- Publisher
- Lenny's Podcast
Transcript context
…April Dunford was on the podcast and she shared this really interesting insight that the reason people behave this way is the person at the company buying this thing, their ass is on the line Also, their reputation is on the line for this thing to work out. So they want it to go really well. That's right. Again, they do this one in every three years, one in every two years, maybe one in every five years. Hell, I don't know. They don't do this every year. It's very rare. It's no one likes a new tool. No one. Not you, not me, unless it changes everything. Yeah. Figma was a great example, that's Slack.…
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