People, every show

Bob Marsh

Chief Development Officer, ImpactEleven. On 1 show, 1 appearance. The Shows tab opens the full record on each.

founderexecutive@bobmarsh5 ↗LinkedIn ↗meetbobmarsh.com ↗

Bob Marsh is the Chief Development Officer at ImpactEleven and a keynote speaker. He was previously the founder and CEO of venture-backed sales management software company LevelEleven.

What they said6 Shows1

Everything Bob Marsh said on any show that made the record, most notable first. Each card names its show and opens the statement there.

SAASTR Insight

Marsh: Tell prospective enterprise buyers they are your first customer

“No, I actually do think that you should. I think it's, you want them to know that. I mean, if they don't, it's, they're gonna buy, I mean, if you tell them that, then a lot of these bigger companies, they actually like that, and they're comfortable with that, …”

Bob Marsh Jan 3, 2018 ▶ 20:37 Secrets to Closing Your First 6 Figure Deal

SAASTR Insight

Marsh: Sales success requires daily discipline, which only 15% of reps have

“What made them do well is not from any magic closing technique or some special product or relationship. It's that they had the discipline to do the controllable activities every single day with discipline that led to success. So, as I learned, but the problem …”

Bob Marsh Jan 3, 2018 ▶ 1:07 Secrets to Closing Your First 6 Figure Deal

SAASTR Insight

Marsh: Founders must personally run their startup's first enterprise sales cycles

“Particularly for that first one, or those first handful, and probably it'll last for a long time, you will need to own that sales process, and honestly, the larger enterprises will expect it and they'll value it too, but you're gonna probably need to take owne…”

Bob Marsh Jan 3, 2018 ▶ 7:49 Secrets to Closing Your First 6 Figure Deal

SAASTR Insight

Marsh: Enterprise deals take six months of procurement after a verbal yes

“Go to that meeting, expect there to be many more people that you need to deal with, and ultimately when they say yes, it actually doesn't mean they're ready to go. It might mean like, yes, we want to buy it, and it'll take six more months to go through procure…”

Bob Marsh Jan 3, 2018 ▶ 18:47 Secrets to Closing Your First 6 Figure Deal

SAASTR Assertion Not checkable as stated

LevelEleven grew from one six-figure customer to a dozen in one year

“So in the last year we've gone from One six figure customer to now we have about a dozen. We just recently signed our first quarter million dollar customer.”

Bob Marsh Jan 3, 2018 ▶ 2:21 Secrets to Closing Your First 6 Figure Deal

SAASTR Insight

Marsh: Readiness for six-figure deals is primarily an emotional decision

“I really think it's the, a little bit what John said, like, it's, some of it is the emotional decision that you're ready. And that you're willing to go for it.”

Bob Marsh Jan 3, 2018 ▶ 8:40 Secrets to Closing Your First 6 Figure Deal

One line per show, most statements first. The link opens Bob's full record on that show: the calibration, argument clarity, speaking style and every statement made there.

Show	Role there	Eps	Statements	Record
SAASTRLEDGER	Chief Development Officer, ImpactEleven	1	6	—	full record on the Official SaaStr Podcast →