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Published · transcript-backedJen Abel: preference
9 Nov 2025 Lenny's Podcast "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Think about it. So many people are so specific about what they're able to, I think especially technical folks, I'm not a technical person, but I would imagine that they're not going to go to, they don't like to go to these corporations because they're forced to use some incumbent tools.”
— Jen Abel
Source trail
Everything needed to verify it.
- Speaker
- Jen Abel
- Attribution
- Verified speaker
- Claim type
- preference
- Recorded
- 9 Nov 2025
- Publisher
- Lenny's Podcast
Transcript context
…They won't even join your company if you're not using Cursor. Yeah, yeah. Think about it. So many people are so specific about what they're able to, I think especially technical folks, I'm not a technical person, but I would imagine that they're not going to go to, they don't like to go to these corporations because they're forced to use some incumbent tools. Going back to going after these larger companies, I asked your colleague, Justin, what he sees you do that most impacts the success that teams have with their sales process. And there's a bunch of I'm going to touch on, but one is most founders are insecure about asking for large ACVs for charging, or the way he put it is most founders would rather get 10 10K deals than lose nine and get one 100K deal. Talk about your advice there and what you see.…
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