Evidence receipt / observation
Published · transcript-backedJen Abel: observation
9 Nov 2025 Lenny's Podcast "Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“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.”
— Jen Abel
Source trail
Everything needed to verify it.
- Speaker
- Jen Abel
- Attribution
- Verified speaker
- Claim type
- observation
- Recorded
- 9 Nov 2025
- Publisher
- Lenny's Podcast
Transcript context
…Most founders would rather get 10, 10K deals than lose nine and get one 100K deal. 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. It might be giving you a false sense of success and product market fit.…
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