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

The best clients are not going to do that to you. If they're sitting there nickel-and-diming you, they're not fully bought in on what you're selling them.

When you're selling to a leader, you need to vision cast, you need to sell to a gap, don't sell to a problem. When you're selling to a leader, you need to be selling an opportunity.

As soon as you become a comparison, as soon as you become one of three that they're testing out, you've already sort of lost. It's all about differentiation.

You need a really good enterprise salespeople. Taking someone from small business and expecting them to do enterprise sales, big no-no.

Enterprise companies are very used to a land, when I say the first initial contract, somewhat between 75K and 150K, very used to that.

The market doesn't want to be sold to, they want to buy.

Design partners are incredible. They're the hardest logos to upsell, meaning go from design partner to full rollout customer.