Episode

$1M to $10M: The enterprise sales playbook with Jen Abel

Jen Abel, co-founder of JJELLYFISH and GM of Enterprise at State Affairs, argues that the "mid-market" doesn't really exist and that startups should target tier-one enterprise logos early because they move fast and pull the product in the right direction. She lays out tactics for going from $1M to $10M in ARR: pricing deals near $75K-150K instead of discounting to $10K, vision-casting an opportunity rather than pitching a problem, and hiring enterprise salespeople who can "cosplay the founder."