Jen Abel
Co-founder of JJELLYFISH and GM of enterprise sales at State Affairs.
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What they believe
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Selling a $100,000 enterprise deal takes the same process as selling a million-dollar one.
if you sell a $100,000 solution, it is the same exact process to sell a million-doll solution.
youtube.comSaid 23 Aug 2026This on korrents
The bold line is korrents’ wording; the quote is theirs. These one: what they wrote before what they said aloud, one per source, newest first.
Beliefs
Korrents What they believe 24 beliefs — each backed by an exact quote.
Each is a — compiled by korrents.com, not by them: the one-line wordings are korrents', the quotes are theirs.
Recent
Selling a $100,000 enterprise deal takes the same process as selling a million-dollar one.
if you sell a $100,000 solution, it is the same exact process to sell a million-doll solution.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Enterprise buyers are more sensitive to the sales process they are taken through than to the product demo.
the enterprise organizations are more sensitive to the process you take them through from a sales motion than they almost are with demoing the product.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
The best person to reach a corporate executive one-on-one is the founder.
They will respond one-on-one. And the best individual to one-on-one to a corporate executive is the founder.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Show 21 more
A $100,000 enterprise deal needs an executive sponsor to sign off and allocate the budget.
a $100,000 deal needs a executive sponsor to sign off on it to allocate the budget.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
A startup that cannot get an executive excited by its value proposition probably should not be selling top-down into the enterprise.
if you don't have executive value, meaning you cannot get an executive exc excited by your value proposition, then you probably shouldn't be moving up into the enterprise doing a top down strategy.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
The first intro call is where a seller gains all of the information edge, because buyers clam up once it feels like a sales process.
the information they will tell you on the first call, they will clam up moving forward because it starts to feel like a sales process. So, all of the information edge you can gain as a seller is on this first call.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
A seller should not record the intro call, because buyers will not be open on a recording.
Do not bring a recorder to this call. Do not record the call. They will not be open. They will not be vulnerable.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
The most successful salespeople are not trained salespeople, which is why founders are good at sales.
The most successful salespeople are not trained salespeople. That's why founders are so good at this.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Following a sales script is the fastest way for a seller to commoditize themselves.
the fastest way to commoditize yourself is to go into some sales script like budget, authority, need, timing like that should be in the back of your brain. You never actually ask those questions.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
An enterprise demo should show the 20 percent of the product that carries 80 percent of the value, not everything.
80% of the value comes from 20% of the product. and you have learned on these previous calls what that 20% is. Do not demo everything unless there is some reason to
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Expansion is the whole game in enterprise sales: a deal that does not grow the following year is not an enterprise motion.
The whole game is expansion. If you're not going from 100K or 250K to 350 or 500 the following year, it's not an enterprise motion.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Enterprise pilots should be time-boxed to two or three days rather than two weeks.
Time box it to two or three days. Don't make it two weeks.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
A buyer willing to pay for a longer pilot is a strong signal.
If they're willing to pay, that is a huge, huge signal.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
A product's price should be set by the length of its sales cycle.
your price should be predicated on your sales cycle, right?
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Needing forward deployed engineers because a product is too hard to use on its own is a bad sign.
are you using um a forward deployed engineer because your product's so gnarly and hard to hard to do like they can't do it on their own. Um it's a bad sign.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
The standard five-stage CRM pipeline is a set of forecasting buckets, not the way to run a sale.
Like that's not how you run the sales. Those are buckets to understand how to understand a weighted forecast, right?
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Enterprise sales means mirroring and controlling the buyer's buying process, not putting buyers through the seller's process.
enterprise sales is it's it's it's mirroring their buying process. It's trying to control their buying process. It's not plopping these people into your sales process.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Pitching on the buyer's problem alone commoditizes a seller, because everyone speaks to the same problem.
People get so fixated on problems which are important. They are important but like everyone speaks to the same problem and it commoditizes you
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
A healthy enterprise win rate on qualified opportunities is around 30 to 35 percent, not 50.
It's not 50%. Meaning of all qu sales qualified leads or opportunities a healthy win rate is usually around 30 to 35%.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
An enterprise win rate above about 35 percent means the price is too low.
if your win rate is higher than that, your price is too low.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Charging different customers wildly different prices is a mistake, because the market talks.
The worst thing you can do is charge somebody's friend 50 and somebody else 500k. They talk people the market talks. You have to assume that.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Procurement's job is not to kill a deal but to make sure it fits how the company needs to buy.
Procurement's job is not to kill the deal. It's just to make sure that it is aligned with how they need to buy.
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
Services are still the largest line item in enterprise budgets.
services is still the largest line item in budgets
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
AI replacing enterprise selling is not a worry, because so much of the job is human.
I'm not worried about AI replace because there's so much about it that's just human, right?
84 minutes of enterprise sales alpha | Jen Abel Said 23 Aug 2026
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Link verified 1 Oct 2026.
LinkedIn linkedin.com/in/earlystagesales Her LinkedIn profile.
Link verified 1 Oct 2026.
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