JJELLYFISH gives you both expertise and execution to enter and conquer the U.S. B2B market. We embed our team alongside yours, creating the best results for your U.S. sales. If you’re a B2B startup that wants to successfully scale outside of your home country into North America, JJELLYFISH becomes your tech-enabled sales team. We engage your target market, test key commercial assumptions, and then expertly execute your sales strategy. We do this by giving you informed 1:1 discussions with your ideal customer. We know what it takes to drive results when surrounded by ambiguity, in-flux value propositions, and limited brand equity in a new territory. We are always in your corner, delivering sales results, and startup success.
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New York, New York 10011, US
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The U.S. market provides a huge opportunity for international startups to scale. But selling to U.S. customers often requires international startups to remake their entire GTM strategy to accommodate U.S. buyers. Our own Laura Rowson & Nowi Kallen recently hosted a workshop with Zencity CEO Eyal Feder-Levy & JJELLYFISH founder Jen Abel focused on GTM strategy for founders expanding to the U.S. In our latest article, we share practical advice from their conversation:
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De 0 a 100 🚀 De eso estuvimos hablando ayer con Jen Abel en un AMA de Revenue Squared Cofundadora de JJELLYFISH, donde son expertos en #ventas early stage y en expansión por el mercado americano 🇺🇸 La conversación estará disponible el lunes, pero SÓLO LOS MIEMBROS pueden acceder a las charlas en vivo y preguntar directamente a los invitados. La comunidad de R2 tiene sus puertas abiertas al mejor talento en ventas, si quieres unirte 👉🏻 https://lnkd.in/dDZtHatY
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Here are 25 bite-size early-stage sales lessons/learnings we’ve collected at JJELLYFISH 1. 0-1 sales talent does not exist. Founders, this is you. 2. Product/market fit is (almost) always found in adjacent markets. Don’t handcuff yourself to Day 1 market vision. 3. The demo should never be focused on the product. Hint: you’re not selling a product, you’re selling a problem. 4. You need to understand their buying process before you build/define your GTM. 5. Unlocking product/market fit is a process of elimination (like science), NOT a hedge. 6. If the problem is not currently being measured or managed, it’s likely not a priority for the prospect. 7. Specificity is fastest way to build market trust — “Wow, I feel like this was built just for me.” 8. The quality of your questions is critical for discovery; the quality of their questions is critical for intent. 9. Your niche is not a random starting point. It’s a GTM strategy to prove the experiment. 10. Building a working GTM will take longer than building a working product. 11. Give yourself 18-24 months in the market to be invalidated, rejected, and redirected. Founders will also be "Head of Sales" for this period. 12. Consistency is the only way to unlock repeatable themes. Controlled conversations (i.e., experiments) are critical. 13. 80% of early sales is getting them excited by YOU, the Founder — how you see the world (vision) and how you uniquely solve their specific problem today. 14. A seed-stage startup should never have a VP of Sales. 15. Channel partnerships are a colossal waste of time. If you haven’t sorted it, don’t expect someone else to. 16. Some of the best wedge strategies target an uneconomical use case for incumbents. 17. If the primary need is being over-served, focus on the secondary need. This is for ‘red ocean’ markets. 18. Someone asking for more features is (almost) never an early adopter. Easy and lightweight is how to test unproven partners ;) 19. Never join a startup where the sales team leads the product roadmap. This is leading indicator startup has lost their way. 20. Speed to respond to a prospect/customer is critical — be attentive. 21. SMB is not easier than enterprise. One is high-velocity, and the other is about high-value, very different games and at parity re: challenges/effort to unlock PMF. 22. Never expect the user to sell to buyer on your behalf — go direct to buyer with insights you learned from users — in many cases users can be a blocker. 23. If you did not co-write the RFP, you are likely just a checkbox in their buying process. 24. Larger orgs buy access to subject matter experts — they want to know you, the Founder, know their problems > 5% better than they do - remember: software + services 25. Enterprise deals are all about expansion opportunity — the land is important, but if you’re not expanding by min. a multiple YoY someone is not doing their job — mental model: 80% of enterprise rev. is expansion capture
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Unfinished Business I'll be hosting a live and unfiltered session with an anonymous B2B Founder, diving into the missteps/traps on the journey to product/market fit. Due to guests' anonymity (by design), topics will lean more taboo and cover poor advice received, missed opportunities, significant regrets, and key insights they will bring to the 2X Founder role. A brief background on this Founder: - Raised over $10MM in funding - Built a team of 30+ - Targeted mid-market and enterprise sector - Specialized in sales/marketing Founders interested in joining, please sign up via l.i.n.k in comments Date: December 14th Time: 11:00 AM EST
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Is JJELLYFISH on your radar? If you're looking to scale your fledgling startup, the order of operations matters, and there's no better team to guide you on the right steps to follow to assemble a winning GTM strategy! The sequencing of those steps is sometimes far from intuitive! If you take a quick look at Jen Abel's posts you'll get a sense of JJELLYFISH's distinct and wise approach. I personally benefited from her partner, Justin Lawson's, counsel when I was starting out. I'm honored to call Jen & Justin friends and remain in awe of their rare talents! #thoughtleadership #gtmstrategy #startup #scaling