Marsh: Enterprise deals take six months of procurement after a verbal yes
Bob Marsh · Secrets to Closing Your First 6 Figure Deal · Jan 3, 2018 · at 18:47
Bob Marsh, CEO of LevelEleven, advises founders at a SaaStr panel on realistic sales timelines for closing their first six-figure enterprise deals.
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“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 procurement, and IT, and security, and everything else.”
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