Jen Abel
Co-Founder & Partner @ JJELLYFISH
Has helped 300+ early-stage founders with customer discovery and founder-led sales.
“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.”
Career History
| Company | Role | Years |
|---|---|---|
| JJELLYFISH | Co-Founder & Partner | 2016-present |
| The Muse | First Sales Hire / Enterprise Sales Director | ~2014-2016 |
| General Assembly | Enterprise Sales | ~2012-2014 |
| WPP / Berlin Cameron | Founding Member, Digital | ~2009-2012 |
Episodes (1)
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Quotable Clips
“That sounds awesome, and thank you so much for having me, Lenny. I mean, it's a true pleasure to be here with you.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Yeah, well, it's also, it's interesting because it's also predicated on their buying process as well. So if they're really used to buying, if they're very mature in their buying process, they actually...”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“LinkedIn, email, you would be shocked to hear this, but cold calling. I never used to do this. It is one of the most... The interest rates on cold calling are a lot higher than email in many cases.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Yep, those are the three, yeah, the main ones.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Yeah. And then I say, our belief at Jellyfish is zero to one sales talent doesn't exist. That's why we built this model.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“The fourth piece is just make sure it's concise so that you don't have to scroll on mobile phone.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Two different companies selling to two different markets, but they're not fundamentally drastically different markets.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“Remember that amazing chart you drew where it talked about the length of time it took? I think you picked the top 25 startups.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“I don't know, it's just a thought. I was staring at your grid for so long, I was like, there's something here. And I kept coming back to those were more like I kept breaking it down to market versus p...”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“One of a great little tactical test is on Gmail, you can highlight the message and then have it replay it back to you from an audio perspective.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“You'd be shocked how many notes I've changed when it replays it back and I'm like, oh, that sounds really passive-aggressive.”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel
“The beauty with the American market, and I say this because we do a little bit of work with international startups too, is if something doesn't feel right, people love to complain about it. And it's l...”
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR | Jen Abel