The Startup Operator Masterclass: B2B Sales with Jen Abel - Part 2 (Customer Discovery)
10 snips
Mar 25, 2022 Jen Abel, co-founder of JJELLYFISH, is a B2B go-to-market strategist helping Indian founders break into the US market. In this engaging discussion, she emphasizes the value of empathy in sales, advocating for genuine customer interactions instead of scripted pitches. Abel highlights the importance of asking the right questions to qualify leads effectively. She also delves into the complexities of enterprise sales, stressing the need for champions within large organizations, and explores the strategic use of free trials in communicating product value.
Chapters
Transcript
Episode notes
1 2 3 4 5 6
Intro
00:00 • 2min
Empathy in B2B Sales
02:01 • 17min
The Importance of Qualification in B2B Sales
19:02 • 2min
Navigating the Complexities of Enterprise Sales
20:54 • 3min
Understanding Revenue Indicators and Customer Definitions
23:57 • 2min
Navigating Free Offers in B2B Sales
25:46 • 2min