【文章标题】：How to close $100K+ enterprise deals, step by step | Jen Abel
【文章标题】：如何一步步成交10万美元以上的企业级大单 | Jen Abel
【文章正文】： Jen Abel
Jen Abel
is the co-founder of JJellyfish and GM of enterprise sales at State Affairs. She is widely regarded as one of the sharpest practitioners in enterprise sales, and for that reason, this is her third visit to the podcast. In our first conversation we went deep on founder-led sales; in our second we mapped the 10M playbook. This time we do something I’ve never seen on another podcast: walk step by step through the full enterprise sales cycle. Most people think it’s five steps. Jen shows it’s closer to 15.
Jen Abel 是 JJellyfish 的联合创始人，也是 State Affairs 的企业销售总经理。她被广泛认为是企业销售领域最敏锐的实践者之一，正因如此，这是她第三次做客本播客。在我们的第一次对话中，我们深入探讨了创始人主导的销售；第二次对话中，我们梳理了 100 万至 1000 万美元的销售打法。这一次，我们做了一件我在其他播客上从未见过的事：一步步走完整个企业销售周期。大多数人认为它只有五个步骤。Jen 则展示它其实接近 15 个步骤。
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In our in-depth conversation, we discuss:
在我们的深度对话中，我们讨论了：
Why the standard five-stage CRM pipeline is a forecasting tool, not a sales process, and what the real 15-step cycle looks like
为什么标准的五阶段 CRM 管道是预测工具，而不是销售流程，以及真正的 15 步周期是什么样的
The “pincer model” for landing the first meeting at the executive and N-minus-one level simultaneously
用于同时在高管层和 N-1 层级拿下首次会议的“钳形模型”
How to craft a two-to-three-sentence message around giving them “alpha”
如何围绕给予他们“alpha”来撰写两三句话的信息
How to run an intro call that extracts maximum intelligence before you ever show a demo
如何在展示演示之前，通过一次介绍性电话获取最大情报
The two-to-three-day pilot structure, how to define success jointly, and when to charge for a longer pilot versus giving it away
两到三天的试点结构，如何共同定义成功，以及何时对更长的试点收费而不是免费提供
Navigating pricing, procurement, redline negotiations, and the final signature without losing momentum
在不失去势头的情况下，应对定价、采购、红线谈判和最终签署
Brought to you by:
本期由以下赞助商提供：
WorkOS
—Make your app enterprise-ready, with SSO, SCIM, RBAC, and more
WorkOS
——让你的应用具备企业级能力，包括 SSO、SCIM、RBAC 等
Mercury
—Radically different banking, now with Command
Mercury
——截然不同的银行服务，现已推出 Command
Where to find
Jen Abel:
在哪里可以找到
Jen Abel：
• X:
• X:
• LinkedIn:
https://www.linkedin.com/in/earlystagesales
• LinkedIn:
https://www.linkedin.com/in/earlystagesales
• Website:
• 网站：
Referenced:
参考资料：
• State Affairs:
• State Affairs：
• The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH):
https://www.lennysnewsletter.com/p/master-founder-led-sales-jen-abel
• 创始人主导销售的终极指南 | Jen Abel（JJELLYFISH 联合创始人）：
https://www.lennysnewsletter.com/p/master-founder-led-sales-jen-abel
• “Sell the alpha, not the feature”: The enterprise sales playbook for 10M ARR | Jen Abel:
https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr
• “卖的是 alpha，而不是功能”：100 万至 1000 万美元 ARR 的企业销售打法 | Jen Abel：
https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr
• SpaceX:
• SpaceX：
• Lemlist:
• Lemlist：
• Palantir:
• Palantir：
• Jason Lemkin on X:
• Jason Lemkin 在 X 上：
• We replaced our sales team with 20 AI agents—here’s what happened | Jason Lemkin (SaaStr):
https://www.lennysnewsletter.com/p/we-replaced-our-sales-team-with-20-ai-agents
• 我们用 20 个 AI 代理取代了销售团队——结果是这样的 | Jason Lemkin（SaaStr）：
https://www.lennysnewsletter.com/p/we-replaced-our-sales-team-with-20-ai-agents
• Building a world-class sales org | Jason Lemkin (SaaStr):
https://www.lennysnewsletter.com/p/building-a-world-class-sales-org
• 打造世界级销售组织 | Jason Lemkin（SaaStr）：
https://www.lennysnewsletter.com/p/building-a-world-class-sales-org
• Careers at State Affairs:
https://stateaffairs.com/careers
• State Affairs 的招聘信息：
https://stateaffairs.com/careers
Production and marketing by
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Lenny may be an investor in the companies discussed.
Lenny 可能是所讨论公司的投资者。
My biggest takeaways from this conversation:
我从这次对话中最大的收获：
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