"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR with @jjen_abel Jen is GM of Enterprise at @StateAffairsUS , co-founder @jjellyfish_co , and one of the sharpest minds I've ever met on all things enterprise sales. In this follow-up to our first chat two years ago (covering the founder-led sales zero to $1M phase), we focus on what founders need to know to grow from $1M to $10M ARR. We discuss: The dangers of pricing your product $10K-$20K Why tier-1 logos counterintuitively make the best early customers Why the “mid-market” doesn’t exist How to find and work with design partners Why you need to vision-cast instead of problem-solve Why services are the fastest way to get your foot in the door with enterprises When to hire your first salesperson and what profile to look for Much more Listen now • YouTube: https:// youtube.com/watch?v=37fKFW drMyA … • Spotify: https:// open.spotify.com/episode/29WRTO clMiqAILT077dPe5 … • Apple: https:// podcasts.apple.com/us/podcast/sel l-the-alpha-not-the-feature-the-enterprise/id1627920305?i=1000735957465 … Thank you to our wonderful sponsors for supporting the podcast: @WorkOS —Modern identity platform for B2B SaaS, free up to 1 million MAUs: https:// workos.com/lenny @Lovable —Build apps by simply chatting with AI: https:// lovable.dev @coda_hq —The all-in-one collaborative workspace: https:// coda.io/lenny