How to close $100K+ enterprise deals, step by step | Jen Abel

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 are 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 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 thirty to thirty five percent. If your win rate is higher than that, your price is too low. What are some signs that your salesperson is not doing 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? Ninety percent. Wow. Like it's literally so fun. People read these sales books, go to these sales trainings, they try and take someone else's game and run with it, and it never works that way. Most people think the sales process is five steps. And we're already in step ten. And we're not even done. The worst thing you can do in the sales process is Today, my guest is Jen Able.

This is her third time on the podcast. For those that don't know Jen, she's co-founder of Jellyfish. Gym 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 on Fenderlight sales.

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