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Jen Abel

Published podcast speaker

Claims
53
Episodes
3
Shows
1
Named items
0

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What Jen said.

12 transcript-backed records

03 / 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

04 / 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

06 / 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

07 / 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

08 / 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

09 / 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

10 / 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

11 / 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
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