{
 "name": "Executive sponsor",
 "type": "concept",
 "episodes": [
  "lenny-s-podcast-2026-08-23-how-to-close-100k-enterprise-deals-step-by-step-jen-abel"
 ],
 "claims": [
  {
   "holder": "Jen Abel",
   "claim": "For a six-figure enterprise deal, outbound targeting should be limited to the executive decision-maker and an N-minus-one contact because the deal needs an executive sponsor.",
   "stance": "opinion",
   "conviction": 0.9,
   "subjects": [
    "Enterprise sales",
    "Executive sponsor",
    "Pincer model"
   ],
   "timestamp": "9:18",
   "quote": "I personally would not be targeting anybody else. It is the executive themselves, or an N minus one, okay?",
   "episode_id": "lenny-s-podcast-2026-08-23-how-to-close-100k-enterprise-deals-step-by-step-jen-abel",
   "published_at": "2026-08-23"
  },
  {
   "holder": "Jen Abel",
   "claim": "A company without a value proposition that excites an executive should not pursue a top-down enterprise strategy.",
   "stance": "opinion",
   "conviction": 0.85,
   "subjects": [
    "Enterprise sales",
    "Executive sponsor"
   ],
   "timestamp": "15:35",
   "quote": "If you don't have executive value, meaning you cannot get an executive excited by your value proposition, then you probably shouldn't be moving up into the enterprise doing a top-down strategy.",
   "episode_id": "lenny-s-podcast-2026-08-23-how-to-close-100k-enterprise-deals-step-by-step-jen-abel",
   "published_at": "2026-08-23"
  }
 ],
 "predictions": [],
 "facts": [],
 "first_seen": "2026-08-23",
 "last_seen": "2026-08-23"
}