Jen Abel: evaluation

Transcript context

…There's something real? Yeah, there's something real. One out of every four calls, I'm like, "Listen, based off of the maturity of where you guys are and where we are, it's too much of a gap. I'd love to revisit this in a year once you guys have a chance to solve for X, Y or Z." That's such a great question about the qualification. Most people are not going to be qualified, not because necessarily you're talking to the wrong person, because if you're an enterprise executive or enterprise account executive, your job is to know who to talk to, okay? And your job is also to quickly disqualify someone. And it's probably one in every four calls simply because of maturity. Cool. So you don't have to have this intense pressure to nail it on every call and, "Here's the pitch." Okay, awesome. What I also want to comment on is this idea of getting them to share a bunch. It may feel tricky, like you're tricking them to sharing all this, but really they have problems they want to solve and you're there to help them solve a problem. And so why would they not want to just like, "Okay, here's what we need help with. Here's the problem. Here's our priority"?…

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