Lenny’s Podcast97 min
"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR
Jen Abel · Nov 9, 2025
Key learnings
- Founder-led sales is a competitive advantage because founders are the visionary and can spot budding insights that salespeople…
- Write cold outreach that leads with relevance, a counterintuitive insight, and the problem rather than the solution, kept to…
- Before buying tools, manually find and write thoughtful notes to about 30 prospects; use the response pattern to refine messaging…