🎧 Podcast
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Intermediate
Jen Abel has coached hundreds of early-stage founders through their first enterprise deals, and this episode is unusually concrete about who actually replies inside a big company and why. It reinforces the same lesson as the short answer: vision-cast to the person who feels the pain rather than problem-solving for someone who doesn't yet believe you.
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR
On Lenny's Podcast, with Jen Abel by Jen Abel
- Tier-1 logos often make better early customers than mid-market, because their teams move faster on real pain
- Vision-cast to the person living the problem instead of leading with your feature list
- A small paid pilot or service engagement is often the real 'foot in the door', not a cold demo ask
