What podcasts say about Jen Abel
Every statement, with the speaker, the exact quote and the moment it was said.
What Jen Abel has said on podcasts
26 statements · 12 positive · 7 negative · 1 mixed · 6 neutral
Enterprise sales follows the same process for $100,000 and $1 million solutions.
“even if you're selling a, the if you sell $100,000 solution, it is the same exact process to sell a million dollar solution”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 5:01
Legal is often the enterprise’s largest budget line, three to four times other budgets.
“the largest budget line item in the enterprise kind of budget, right. Sometimes three to four times other budgets and it's forever. There's always more money for legal.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 6:35
Enterprise sellers should target the executive decision-maker or one level below.
“I personally would not be targeting anybody else. It is the executive themselves or an N minus one.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 10:18
A $100,000 enterprise deal requires executive sponsorship for budget approval.
“$100,000 deal needs a executive sponsor to sign off on it to allocate the budget.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 12:54
Without executive value, companies should avoid a top-down enterprise strategy.
“If you don't have executive value, meaning you cannot get an executive excited by your value proposition, then you probably shouldn't be moving up into the enterprise doing a top down strategy.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 16:09
Cold calling can work for nontechnical enterprise buyers.
“Cold calling works. Again, it depends on the role. You're not going to cold call a highly technical person, but a non technical person. Like it works.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 16:29
The initial enterprise sales call is the most important call in the process.
“This is the most important call out of all of them.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 18:50
Initial calls should focus on a 30-minute one-on-one dialogue without demos or slides.
“Don't show them anything, don't show them a demo, don't show them slides. Don't like focus on them. Have a one on one dialogue for 30 minutes.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 19:24
Sellers should not record the initial enterprise sales call.
“Do not bring a recorder to this call. Do not record the call.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 23:14
The most successful enterprise salespeople are typically untrained in sales.
“The most successful salespeople are not trained salespeople.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 25:08
Sellers disqualify roughly one in four calls because of organizational maturity.
“it's probably one in every four calls simply because of maturity.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 26:18
Explicitly asking budget, authority, need, and timing questions commoditizes the seller.
“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.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 26:55
Running a demo without first establishing the buyer’s problem is highly damaging.
“The worst thing you can do in the sales process when you move into demo is just go into one straight demo with no problem.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 34:56
A well-managed enterprise sales cycle should usually fit within 90 days.
“The whole game is to slow down, to go fast. All of this should be, should be within a 90 day sales cycle based off of their maturity.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 37:31
Most product-demo value comes from a small portion of the product.
“when you demo the product, 80% of the value comes from 20% of the product.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 41:06
Short pilots of two to three days are preferable for assessing enterprise product value.
“I'd rather go in for two to three days and let them see if they can get the value from it.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 49:51
Two- to three-day pilots can shorten the sales cycle by two weeks.
“Shorten your sales cycle by two weeks by doing 2 to 3, 48 or 72 hours.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 50:47
Four-deployed-engineer support can create problematic economics on a $100,000 deal.
“If you're selling a $100,000 deal and you're pulling a 4 deploy like your economics are, it's going to get messy.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:01:01
CRM sales stages are forecasting buckets, not the actual number of meetings required.
“Those are just the broad buckets and I think a lot of people use those buckets to say, okay, I, there's about five different meetings that need to happen. When it's like, no, there's like three meetings, maybe up to five meetings in each of those buckets that are critical to get the deal done.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:03:47
A healthy enterprise win rate is below 50%.
“The win rate for enterprise, a good, healthy win rate. It's actually probably going to surprise you. It's not 50%”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:08:20
A healthy enterprise sales win rate is usually around 30% to 35%.
“a healthy win rate is usually around 30 to 35%.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:08:33
An enterprise win rate above roughly 30%–35% may indicate underpricing.
“if your win rate is higher than that, your price is too low”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:08:58
About 25% of lost enterprise deals may return a year later.
“The amount of deals that come that boomerang a year later of the ones that have lost, that's probably another 25%.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:09:42
Sellers should send enterprise contracts as editable Word documents rather than PDFs.
“Do not send a PDF because they're going to always redline always send a Word document of your paper”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:12:25
Sellers should not begin implementation before procurement approval.
“Procurement is the only person that can get you paid. Do not start any work till you go through procurement.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:14:04
Services remain the largest budget line item for enterprise buyers.
“Services is still the largest line item in budgets.”
Open the episode · How to close $100K+ enterprise deals, step by step | Jen AbelListen at 1:18:44
Statements are attributed to the speaker as said on the episode and reflect their view at the time, not PodLume's. They are not advice.