Jen Abel is the co-founder of JJELLYFISH, where she and her team have worked with over 300 early-stage founders to learn how to sell, do early customer discovery, and set up a repeatable sales motion on the way to their first $1M ARR. In our conversation, Jen shares: • Why founder-led sales is so crucial early on • The sales process, step by step • How to craft effective outreach messages • Where to find leads • What three channels work best for outreach • What to say on your first call • How to maintain momentum • Strategies for navigating procurement and closing deals • Common pitfalls in the sales process and how to avoid them — Brought to you by: • Brave Search—A smarter way to search • Vanta—Automate compliance. Simplify security • Paragon—Ship every SaaS integration your customers want — Find the transcript at: lennysnewsletter.com/p/master-f… — Where to find Jen Abel: • X: x.com/jjen_abel • LinkedIn: linkedin.com/in/earlystagesale — Where to find Lenny: • Newsletter: lennysnewsletter.com • X: twitter.com/lennysan • LinkedIn: linkedin.com/in/lennyrachitsky — In this episode, we cover: — Referenced: • Wiz: wiz.io • JJELLYFISH: • Clay: • A guide for finding product-market fit in B2B: • Airtable: • Figma: • GitHub: • Vanta: • Christine Cacioppo on LinkedIn: • Glengarry Glen Ross: • A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): • Sales Pitch: How to Craft a Story to Stand Out and Win: • Sprig: • Zip: — Production and marketing by . For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. — Lenny may be an investor in the companies discussed.