jjen_abel
Re:Founder Sales Insights 8 Years of Learning
on Friday February 09, 2024 @02:59PM (#39319757)
cold outbound, 1:1 lead generation
Founder Sales Insights 8 Years of Learning
we've been running jjellyfish for almost eight years with hundreds of reps --- here are some of our learnings in the market executing alongside founders1. speed & learning are everything; revenue is the byproduct of doing this successfully -- hiring, managing, and outsourcing slow this down so much -- don't fall victim to some fake magic2. sell how you solve a problem and see the world...
Re:Small Business and Mid Market Is Not Easier Than Enterprise
on Monday February 05, 2024 @07:06AM (#39260336)
1. customer/market should never dictate product roadmap -- important to say no OR show why it's coming in next year or so
2. true for anything, there is always risk -- easier to mitigate by ensure healthy pipeline -- down-market churn is so much more rampant
3. i actually think it's opposite, you can be further away from product/market fit in enterprise as services add value outside product AND far more forgiving -- they'll give you time to sort
Small Business and Mid Market Is Not Easier Than Enterprise
Breakdown and Segmentation of US Businesses
Enterprise Sales Tips
1. If you're not 'co-writing' the RFP with the client, you're a check-box in their buying process. Be cautious of weight in your pipe and expectations internally.2. If they are going to use their paper, double the price. Find this out as early as possible in sales process. Why? It will cost a lot more time/legal/service requirements and needs to be baked into contract value.3. Give procurement...
Re:The Way You're Thinking About Early Adopters Is Likely Wrong
on Sunday October 22, 2023 @09:12AM (#37975069)
Heart!
Can your B2B startup make it in America?
Tight Management Drives Early-Stage Sales Acceleration
Startup Can Conquer the U.S. Market, from Southeast Asia
Startup Can Conquer the U.S. Market from Southeast Asia
Your Plan for 2021: What Founders Need to Do Yesterday
Hiring Early Stage Enterprise Sales AE and Directors
How to Close the Right Deals During a Pandemic
Founder Story: Expansion from India into US Market
Learnings from Our Expansion from India into U.S. Market
A non-paying customer is an oxymoron
Re:Ask HN: How do you brand yourself as a freelancer?
on Sunday May 24, 2020 @07:48AM (#23290857)
YES!
Sales is also knowing who to target and when.
For example: early-stage startups should be looking for early-adopters.
>> Early adopters don’t need as much proof as the early majority in order to buy.
>> They take risks on products because they can. They’re often in senior positions with budgets, hold considerable social capital in their company, and can identify a specific use case need.
>> Early adopters take risks on new products because they know how much they can gain & motivated by competitive edge
>> Early-adopters are also project-driven. They are interested in the shortest time-to-value with a limited amount of resources on their end. Do not try and sell the farm and future value where results take 6 months and beyond.
>> Early-adopters are also the first group to generate real revenue.
B2B Founders-The Way You Think About Attracting Early Adopters Is Probably Wrong
Scale and loyalty drive “winner take most dynamics” seen via internet
Why Conventional Sales Wisdom Fails Early-Stage Startups
Navigate Market Uncertainty with Experiments
Selling in Uncertainty, Run Experiments
As we've heard over and over: "there is limited visibility into how long this will last and impact" ️I've had the honor of and learning from a handful of early-stage B2B Founders across many whom are 2-3x Founders with more experience than many of us (myself included!)Here are the thematic learnings/observations from those conversations:1. ️ New Normal = New Mental ModelsYou will need to...
Re:Embrace the Paradox of Specificity (Or Risk Selling Something No On...
on Tuesday March 17, 2020 @06:59AM (#22603665)
B2B Founders:
- designing a go-to-market?
- seeking to validate/expand into a new market i.e. U.S.?
- moving up-market into the Enterprise?
We've highlighting some suggestions in doing so in link above.
Feel free to drop questions or feedback. Happy to answer.
- Jen
Embrace the Paradox of Specificity (Or Risk Selling Something No One Wants)
B2B Founders, In Early Stage Sales Do Not Take Random Walks
When seeking to validate and identify an early-adopting target market it's SUPER important to have clear commercial assumptions outlined and ready to test.Case in point, below ..."How science works:1. Hypothesis 2. Test 3. Difference == LearningHow A/B testing is usually implemented:1. test 2. test 3. test ...No hypothesis == no learning == random walk" - Jason Cohen - @asmartbear---Jen Abel,...
Early Stage B2B Founders – Insights from Author, James Clear
Early-Stage #B2B #Founders ...We highly suggest following @JamesClear on Twitter.Below are some of his short and sweet tweets over the past few months - and - our attempt to share its relevance to early-stage b2b startups.---️ "Broad ideas influence more people. Specific ideas influence people more"Avoid herding cats. When you have limited/no brand equity in marketplace & seeking to close...
Re:Early-Stage B2B Founders: Avoid Selling into the Mid-Market First
on Thursday February 13, 2020 @10:10AM (#22318269)
Thanks <3 ... The bookends are stable ;)
Re:Early-Stage B2B Founders: Avoid Selling into the Mid-Market First
on Thursday February 13, 2020 @10:08AM (#22318254)
I don't disagree with you esp. for a mature product/startup, BUT the article is discussing acquiring early-adopting customers. I don't know many early-adopting SMBs that would pay $50K with unproven market value.