{
 "name": "Sales champion",
 "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": "The demo should be withheld until the seller and champion have assembled the right stakeholders and co-authored what to show.",
   "stance": "opinion",
   "conviction": 0.9,
   "subjects": [
    "Product demos",
    "Sales champion",
    "Information edge"
   ],
   "timestamp": "30:04",
   "quote": "The demo is your carrot in the process. Everyone wants to see this amazing thing you just spoke about. Okay. So your job is to make sure that when you do that demo, the formal demo, you have the right people on the call.",
   "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": "The seller should debrief with the champion immediately after the demo to capture a raw reaction and identify anyone who could block the deal.",
   "stance": "opinion",
   "conviction": 0.9,
   "subjects": [
    "Product demos",
    "Sales champion"
   ],
   "timestamp": "46:53",
   "quote": "How do you think that went? Can I call you in five minutes? I want a fresh debrief. They will give you a raw reaction.",
   "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": "Pilot success criteria and tasks should be co-authored with the buyer, because sales should remove nearly all work from the customer's plate.",
   "stance": "opinion",
   "conviction": 0.9,
   "subjects": [
    "Enterprise pilots",
    "Sales champion"
   ],
   "timestamp": "52:16",
   "quote": "Define that with them. Define that with, co-author that. That's no different than the thing that's a little bit longer where you require that integration and build out. Co-author it with them.",
   "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": "Pricing should be discussed privately with the champion, who can explain how to defend the price internally; the seller should not negotiate against themself.",
   "stance": "opinion",
   "conviction": 0.9,
   "subjects": [
    "Enterprise pricing",
    "Sales champion"
   ],
   "timestamp": "57:15",
   "quote": "You don't want to negotiate with yourself. But work with them. You've gotten to this point, you've shown so many people, everyone's excited.",
   "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"
}