Lenny’s Podcast111 min
How to close $100K+ enterprise deals, step by step
Jen Abel · Aug 23, 2026
Key learnings
- Target only the executive decision-maker or their direct report (N minus one) using a 'pincer' approach, with the founder…
- Lead outreach with the executive-level value, the alpha your product unlocks for their career and business unit, not just…
- Run the intro call as an informal one-on-one conversation: no demo, no slides, no recording, and let the buyer talk first to…