How to close $100K+ enterprise deals, step by step | Jen Abel
Summary
Lenny sits down with Jen Abel for a deep dive into the 15-step enterprise sales lifecycle, using SpaceX’s legal team as a case study. They cover securing first meetings by targeting executives with unique value, conducting informal intro calls to gather intelligence, and co-creating demos with internal champions. The episode emphasizes avoiding rigid scripts, focusing on executive "alpha," and slowing down the process to accelerate deal closure.
Topics discussed
Introduction: The 15-step enterprise sales lifecycle
Step 1: Targeting and the first outreach
Step 2: Running the introductory call
Steps 3-9: Demos, pilots, and finding champions
Pilot execution and project management
Conversion rates and pipeline benchmarks
Steps 10-12: Paperwork, procurement, and signing
Post-signature expansion and hiring at State Affairs
Listen ad-free on Castria