The Startup Operator Masterclass: B2B Sales with Jen Abel - Part 2 (Customer Discovery)
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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.
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Use Rejection As Research
- Treat rejection as redirection and mine it for patterns to refine your ICP.
- Ask why people say no to cross groups off your list and focus on the pulse of the market.
Validate Problems, Not Features
- Market respondents reveal their true problems but they won't truthfully critique your product.
- Solicit problem feedback, then as a founder design the solution that fits those problems.
Choose Conversations Over Surveys
- Prefer one-to-one conversations over surveys to uncover the "why behind the why."
- Use earned insights from calls to focus product and go-to-market decisions.