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

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. The market doesn't want to be sold to. They want to buy.

Most founders would rather get 10 10k deals than lose nine and get one 100k deal.

In the very early days, people will discount till the cows come home because they think that's the way to get a deal

done. The best clients are not going to do that to you. If they're sitting there