High Signal Podcasts Evidence ledger
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Jen Abel

Published podcast speaker

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53
Episodes
3
Shows
1
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0

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What Jen said.

53 transcript-backed records

01 / recommendation

Now if you need something a bit more integrated and it's a far more technical solution, what I'd highly recommend is do it for a month or two months, charge them for it and then use that fee that you charge them for and credit it back to them if they move forward, okay?

“Now if you need something a bit more integrated and it's a far more technical solution, what I'd highly recommend is do it for a month or two months, charge them for it and then use that fee that you charge them for and credit it back to them if they move forward, okay?”
Speaker
Jen Abel
Publisher
Lenny's Podcast

03 / preference

" Most people don't check that on a daily basis. But yeah, you have Lemlist and all sorts of these enrichment tools that can give you the email, but I think the number one thing is, assume they're getting hit with hundreds of emails, how are you going to message your storyline to stand out?

“" Most people don't check that on a daily basis. But yeah, you have Lemlist and all sorts of these enrichment tools that can give you the email, but I think the number one thing is, assume they're getting hit with hundreds of emails, how are you going to message your storyline to stand out?”
Speaker
Jen Abel
Publisher
Lenny's Podcast

07 / evaluation

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?

“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?”
Speaker
Jen Abel
Publisher
Lenny's Podcast

10 / belief

Totally. And I think I also know there's a lot of folks in account management whose job is to service and expand and upsell and they just take on the title of FDE, so they're just another salesperson.

“Totally. And I think I also know there's a lot of folks in account management whose job is to service and expand and upsell and they just take on the title of FDE, so they're just another salesperson.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

12 / recommendation

Try to hold out on talking about pricing until post-demo because they might assume, "Oh, this is three times what I'm spending," and not know why it's three times.

“Try to hold out on talking about pricing until post-demo because they might assume, "Oh, this is three times what I'm spending," and not know why it's three times.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

14 / evaluation

Now, if they're this far along, if they're really concerned about pricing, they would've brought it up by now. So these are the little cues like, "Okay, I think I could probably push them a little bit here or go a little bit further.

“Now, if they're this far along, if they're really concerned about pricing, they would've brought it up by now. So these are the little cues like, "Okay, I think I could probably push them a little bit here or go a little bit further.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

17 / evaluation

Because now all of a sudden, this tight frame, this tight narrative you've just crafted and spent all this time with just gets thrown out the door because it's like, "Oh, well, I wouldn't use that.

“Because now all of a sudden, this tight frame, this tight narrative you've just crafted and spent all this time with just gets thrown out the door because it's like, "Oh, well, I wouldn't use that.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

18 / evaluation

It's actually called the pincer model, which is start at the very, very top, find that floor and work in between that, okay? So these are the two layers you want to be targeting in landing that meeting, because if you go any further than that, you risk, they're not going to be able to communicate your storyline.

“It's actually called the pincer model, which is start at the very, very top, find that floor and work in between that, okay? So these are the two layers you want to be targeting in landing that meeting, because if you go any further than that, you risk, they're not going to be able to communicate your storyline.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

19 / recommendation

They will not be vulnerable. They might assume it's being recorded because I think everyone operates under that assumption right now, but for the benefit of yourself, do not have a recorder present.

“They will not be vulnerable. They might assume it's being recorded because I think everyone operates under that assumption right now, but for the benefit of yourself, do not have a recorder present.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

26 / uncertainty

There's a lot of companies out, I'm sure OpenAI, and this is what someone told me they were in and talking to CTOs and helping them better understand how AI and their organization can better work together. And it was them coaching them, educating them, whether they did it for free or not, I don't know, but they got their foot in the door, they started to build trust and then it gets adopted.

“There's a lot of companies out, I'm sure OpenAI, and this is what someone told me they were in and talking to CTOs and helping them better understand how AI and their organization can better work together. And it was them coaching them, educating them, whether they did it for free or not, I don't know, but they got their foot in the door, they started to build trust and then it gets adopted.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

30 / prediction

I look at headcount too because it's just such an easy way to think about it because you can also gauge usage off that and a bunch of other things, but sometimes the small companies, I think we're going to see a lot more larger companies become smaller because of AI, not significantly smaller, but also high margins allow them to experiment more too.

“I look at headcount too because it's just such an easy way to think about it because you can also gauge usage off that and a bunch of other things, but sometimes the small companies, I think we're going to see a lot more larger companies become smaller because of AI, not significantly smaller, but also high margins allow them to experiment more too.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

32 / evaluation

" That is the founder's job. And I think we did a bunch of design partnerships late last year and there was a lot of feedback given, a lot of feedback given, but the founder had such clarity with where he wanted to go that he was like 80% noise, 20% had I not asked this question, I wouldn't have gotten that gold in terms of where they are today.

“" That is the founder's job. And I think we did a bunch of design partnerships late last year and there was a lot of feedback given, a lot of feedback given, but the founder had such clarity with where he wanted to go that he was like 80% noise, 20% had I not asked this question, I wouldn't have gotten that gold in terms of where they are today.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

33 / preference

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.

“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.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

34 / evaluation

It's fascinating because if you ask someone to describe the mid-market, actually, if you ask someone to describe the enterprise, every single person has a different answer. It's either based off of revenue, it's either based off of market cap, it's based off of employee size, and I think a lot of people can get lost because selling to a hundred person organization is a radically different game than selling to a thousand person organization and there's no hybrid approach.

“It's fascinating because if you ask someone to describe the mid-market, actually, if you ask someone to describe the enterprise, every single person has a different answer. It's either based off of revenue, it's either based off of market cap, it's based off of employee size, and I think a lot of people can get lost because selling to a hundred person organization is a radically different game than selling to a thousand person organization and there's no hybrid approach.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

35 / evaluation

It's not on email anymore. It is a relationship you're building with someone where if my enterprise client called me, I'm picking up that phone immediately or I'm responding them to immediately because that builds so much trust.

“It's not on email anymore. It is a relationship you're building with someone where if my enterprise client called me, I'm picking up that phone immediately or I'm responding them to immediately because that builds so much trust.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

36 / recommendation

It's about selling the opportunity. That's what gets the tier one logos excited and that is the best thing for a founder to sell, selling the vision versus the problem, and also it's what gets them to want to take a swing.

“It's about selling the opportunity. That's what gets the tier one logos excited and that is the best thing for a founder to sell, selling the vision versus the problem, and also it's what gets them to want to take a swing.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

37 / preference

I don't use a tool because I believe in the manual and I'll explain why. Every single note I send is slightly different because I see a picture of them and I'm like, "Oh, I don't know if that's going to land.

“I don't use a tool because I believe in the manual and I'll explain why. Every single note I send is slightly different because I see a picture of them and I'm like, "Oh, I don't know if that's going to land.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

38 / evaluation

That's one out of 10, that's a 10% win rate. So if you have a really high win rate, let's say 30 or 40%, you actually don't need as high of a conversion rate on the outbound, because you know if you get someone in the funnel, the throughput is very healthy.

“That's one out of 10, that's a 10% win rate. So if you have a really high win rate, let's say 30 or 40%, you actually don't need as high of a conversion rate on the outbound, because you know if you get someone in the funnel, the throughput is very healthy.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

47 / recommendation

Yes, that is important down market. That is important if you're selling a $3,000 tool, you absolutely want to be demoing as fast as humanly possible because it's a high-volume game.

“Yes, that is important down market. That is important if you're selling a $3,000 tool, you absolutely want to be demoing as fast as humanly possible because it's a high-volume game.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

50 / recommendation

If you're a trusted founder, your market will continually send you leads and word of mouth. So don't try and sell something just to prove to investors you sold something, because it'll be quickly seen on the other side when they churn.

“If you're a trusted founder, your market will continually send you leads and word of mouth. So don't try and sell something just to prove to investors you sold something, because it'll be quickly seen on the other side when they churn.”
Speaker
Jen Abel
Publisher
Lenny's Podcast

52 / preference

I always assume that the buyer I'm speaking to is highly educated and knows way more than I do. So just have that perception because what I've learned is a lot of the market will play dumb, and you can get yourself caught pretty quickly.

“I always assume that the buyer I'm speaking to is highly educated and knows way more than I do. So just have that perception because what I've learned is a lot of the market will play dumb, and you can get yourself caught pretty quickly.”
Speaker
Jen Abel
Publisher
Lenny's Podcast
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