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The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH)
- Jen Abel, co-founder of JJELLYFISH, shares the importance of founder-led sales and discusses the sales process step by step.
- Founders are the best people to sell the product in the early stages, as no one knows the product as deeply as them.
- Typical enterprise sales process includes initial outreach, qualification, discovery call, demo/proposal, co-authoring scope of work, procurement, signature, and closing.
- When crafting outreach messages, focus on relevance to the prospect's role, presenting a counterintuitive or novel insight, focusing on the problem, not the solution, and keeping it concise.
- Founder-led sales should focus on learning about customer pain points in the early stages and should treat sales conversations as research opportunities.
- Cold calling can be surprisingly effective for outreach as the response rates can be much higher than email in some cases.
- Always try to book the next call while still on the phone; if they're not ready to schedule, it's a red flag.
- Qualification is the biggest opportunity in most sales processes to ensure that the right people are being talked to with the right message.
- Enterprise sales are a long game, and timelines can extend up to 9 to 12 months.
- Trust is the most important currency in sales, and customers will churn quickly if they feel that overselling is happening to make a quick sale.
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