Episode

84 minutes of enterprise sales alpha | Jen Abel

Jen Abel, co-founder of JJELLYFISH and GM of Enterprise at State Affairs, walks through a detailed 15-step enterprise sales playbook using a hypothetical SpaceX legal deal, covering how to land a first meeting with an executive or their direct report, run an unrecorded, informal intro call to extract priorities, and use a co-created demo and short pilot to build momentum toward signature. She shares benchmarks like a healthy 25-35% win rate and warns that pricing too low or letting AI-generated pitches replace genuine, individualized outreach kills enterprise deals.