Selling in Uncertainty, Run Experiments

As we've heard over and over: "there is limited visibility into how long this will last and impact" ️ I've had the honor of and learning from a handful of early-stage B2B Founders across many whom are 2-3x Founders with more experience than many of us (myself included!) Here are the thematic learnings/observations from those conversations: 1. ️ New Normal = New Mental Models You will need to collect evidence and insight from current and prospective customers to inform if your value proposition, distribution strategy, etc. is still relevant. 2. ️ "Do things that don't scale" - Paul Graham Budgets are tightening and a flood of startups are seeking to capture a piece of the pie Get creative, show vulnerability, do NOT try and "scale/template" your way through this. This requires a personal touch and case by case decisioning. 3. ️ Educate - VS - Sell You will spend more time at top-of-funnel as there will be more "suspects " than before. You will win by going deeper and collecting insights others didn't spend the time understanding. The so called "promise-land" will be different for many from previous month. There are a lot of buyers/companies out there with net new problems that need solving! Always open to jump on a Zoom to learn about what you're seeing and sharing more ... Jen Abel - @jjen_abel - Co-Founder JJELLYFISH