“Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel

Jen Abel is GM of Enterprise at State Affairs and co-founded Jellyfish, a consultancy that helps founders learn zero-to-one enterprise sales. She’s one of the smartest people I’ve ever met on learning enterprise sales, and in this follow-up to our first chat two years ago (covering the zero to $1 million ARR founder-led sales phase), we focus on the skills founders need to learn to go from $1M to $10M ARR. *We discuss:* 1. Why the “mid-market” doesn’t exist 2. Why tier-one logos like Stripe and Tesla counterintuitively make the best early customers 3. The dangers of pricing your product…