Bob Marsh

Chief Development Officer, ImpactEleven · 1 appearance on the record.

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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.

6statements → 1claims → 0claims resolved → 3.5/5average certainty → 2/5average debate potential →

1 not checkable as stated how the 1 claim stands · each chip opens the sources

1 assertion · 5 insights · every statement was checked. The predictions and assertion are the 1 claim: statements the public record can support or contradict. 0 are resolved, and 1 names no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

What they said6 Episodes1

Everything Bob Marsh said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

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

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

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

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

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

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

Appearances (1)

Episode	Date	Speaking time
Secrets to Closing Your First 6 Figure Deal	Jan 3, 2018	9m

Bob Marsh

Appearances (1)

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