The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 6 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
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, …”
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 …”
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…”
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…”