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Jen Abel: Why founders should target tier-one logos earlier

Through $75K to $150K ACVs and vision casting over problem-based selling; Abel argues the mid-market is a trap and design partners are for learning.

Jen AbelguestLenny Rachitskyhost
Nov 9, 20251h 21mWatch on YouTube ↗

CHAPTERS

  1. 0:00 – 4:38

    Welcome back, Jen!

  2. 4:38 – 8:08

    The myth of the mid-market

  3. 8:08 – 10:50

    Targeting tier-one logos

  4. 10:50 – 15:35

    Vision-casting vs. problem-selling

  5. 15:35 – 20:45

    The importance of high ACVs

  6. 20:45 – 25:09

    Don’t play the small business game with an enterprise company

  7. 25:09 – 28:11

    Design partners: the double-edged sword

  8. 28:11 – 36:55

    Finding the right company

  9. 36:55 – 43:21

    Enterprise sales: the art of the deal

  10. 43:21 – 44:41

    The problem with channel partnerships

  11. 44:41 – 50:24

    Quick summary

  12. 50:24 – 56:49

    Hiring the right enterprise salespeople

  13. 56:49 – 1:01:01

    Structuring sales compensation

  14. 1:01:01 – 1:02:07

    Building relationships in enterprise sales

  15. 1:02:07 – 1:07:31

    The art of cold outreach

  16. 1:07:31 – 1:14:08

    Outbound tooling and AI

  17. 1:14:08 – 1:21:35

    Lightning round and final thoughts

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