enterprise startup founders, please see below ...

Here are some of my favorite startup sales learnings over the years ... 1. 0-1 sales talent does not exist. Founders, this is you. 2. Product/market fit is (almost) always found in adjacent markets. Don’t handcuff yourself to Day 1 market vision. 3. The demo should never be

here's the 'playbook' for early-stage startup sales: 1. turn over as many rocks (i.e., outreach experiments) as possible to figure out how to inspire/engage the market in a way other's aren't. >> be prepared more paths will not work/be exhausted VS work >> it will be quicker to

under-discussed startup theme: sales complexity increases post founder-led sales stage counterintuitive, yes, as one would think it gets easier re: traction/logos/learning, etc. and — why founder should never truly leave ‘Head of Sales’ role — of course, build the sales team

hard truth: warm introduction is more a form of ‘networking’ than sales …

here’s a sales take that you likely haven’t seen before … enterprise inbound leads are great (obvious) BUT the not so obvious implication is that they are often educated by someone else — likely an incumbent they inbound as they are in ‘buying phase’ BUT someone has

startups: below is a mental model of businesses (ie firms) in the 🇺🇸 market, pulled from census data sources Total U.S. employers* = ~6 million ~5.5MM companies: 0-$25MM in revenue ~63,000 companies: $25MM - $250MM in revenue ~1,600 companies: $250MM - $1B in revenue ~700

this is still an under-discussed nuance about enterprise sales ... enterprise buyers are far more sensitive to sales process than product (obvious) you can get a way with far more than you think if, if you know how to thread the needle re: positioning, contracting, their buyer

a signal of natural pull in the enterprise execs want to 'co-author' the vision/future state alongside you

enterprise startups win by turning the buyer into a user

here are 10 learnings for startups selling to enterprise: 1. it's not about moving up-market to sell more seats —it’s about delivering a complete step-change in executive value. 2. your GTM depends on their buying maturity— if there is no strategy/process unable to buy

The ultimate guide to 0-to-1 sales with Jen Abel Jen and her team at JJELLYFISH have worked with over 300 early-stage founders teaching them how to do sales, early customer discovery, and to set up a repeatable sales motion. In our conversation, Jen explains 🔸 Each step

My work wife Jen Abel 🫶 chopping it up with Lenny Rachitsky on all things GTM and sales—our 🧬 at JJELLYFISH

a total honor - thank you Lenny Rachitsky

A (counterintuitive) script for your initial sales call from Jen Abel

ex-mgmt consultants should get more into enterprise sales …

Here are a few less obvious early-stage sales learnings we’ve collected: 1. 0-1 sales talent does not exist. In the early days, the Founder is the product. 2. Product/market fit is (almost) always found in an adjacent market OR business model. Don’t handcuff yourself to Day 1

startups — from my experience, its harder to get free users to start paying than to acquire paid users from the start

the one challenge I have in sales is enterprise is just slower moving for all obvious reasons … i’d rather move faster on a land and unlock $$$$ value capture on expand — tighter feedback loops and exec. attention getting foot in door as a startup is far more important than

Really, really excited to be a part of this startup ... If your business model and investment decisions are shaped by state-level policy, it’s a LIABILITY not to have this. State Affairs is your eyes and ears across — and inside — all 50 state Capitol buildings. BEFORE, you