Lenny's Podcast: Product | Career | Growth
How to close $100K+ enterprise deals, step by step | Jen Abel
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- So we're gonna do something really unique with this conversation and basically go through the enterprise sales lifecycle. Step by step, let's set this up. - Let's start with how do I even get the first meeting? We're in this flood the zone moment of everyone trying to break into the enterprise, but like what exactly are you solving for them as a problem that's level one, but most importantly, the alpha. And it needs to be different. - Step two is basically running the intro call. - This is the most important call out of all of them. This is what I like to do, super informal. Don't show them a demo, don't show them slides. Focus on them, have a one-on-one dialogue for 30 minutes. The whole game is to slow down to go fast. And by the way, do not bring a recorder to this call. - What are the benchmarks for how often you get through each of these stages? - The win rate for enterprise is usually around 30 to 35%. If your win rate is higher than that, your price is too long. - What are some signs that your salesperson does not do a great job? - The most successful salespeople are not trained salespeople. Fastest way to commoditize yourself is to go into some sales script, budget, authority, need, timing. Like that should be in the back of your brain. You never actually ask those questions. - What percentage do you think are just doing it wrong? - 90%. - Wow. - Like it's literally so fun. People read these salesbooks, go to these sales trainings. They try and take someone else's game and run with it and never works that way. - Most people think the sales process is five steps and we're already in step 10 and we're not even done. - The worst thing you can do in the sales process is - Today, my guest is Jen Abel. This is her third time on the podcast. For those that don't know Jen, she's co-founder of Jellyfish, GM of Enterprise Sales at State Affairs. And most importantly, is the person that I've learned the most from about the art and science of enterprise sales. In our first conversation, we went deep
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