Marsh: Tell prospective enterprise buyers they are your first customer
Bob Marsh · Secrets to Closing Your First 6 Figure Deal · Jan 3, 2018 · at 20:37
Bob Marsh, CEO of LevelEleven, addresses an audience question regarding sales transparency during an executive panel on enterprise sales.
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“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, and, but part of your process would be like, look at, we are, you would be our biggest customer, Or, you know, this is, this part is new to us, whatever it might be, but you're buying it for this reason, and this is what we're all about. Like, we would like you to be part of helping us design, like, what is this product going to look like? Like, no, you're not going to own the product, but, like, we want to have your input and help guide us because we want to win more customers like you. And then turn it into this opportunity to say, and in return, what I would like from you is we want product feedback from you, but also, I want you to be a referenceable customer for us. Like, assuming we find success, help me share your success story, and use your name, and use your logo, and all that kind of stuff. Like, that's the quid pro quo that comes with it, that only comes if you're open and honest.”
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