How to close $100K+ enterprise deals, step by step | Jen Abel

Enterprise sales success relies on a rigorous, 15-step process that prioritizes deep information gathering over traditional pitching. Jen Abel, GM of enterprise sales at State Affairs, outlines a strategy centered on identifying high-level stakeholders, such as general counsel, and utilizing a "pincer model" to engage both executives and their direct reports simultaneously. The most critical phase is the initial, informal discovery call, where the goal is to extract priorities and identify the "alpha"—the specific, transformative value the product unlocks. By co-authoring the sales journey with an internal champion and utilizing short, targeted pilots, sellers can effectively navigate organizational friction. Maintaining a high price point while focusing on deep discovery ensures that only mature, qualified buyers proceed, resulting in a sustainable 25-35% win rate. This approach treats the sales cycle as a project-managed partnership rather than a transactional funnel.