Sales
🇺🇸
VP Sales
Marcus Webb
Sales
VP Sales
CCO
Marcus has built enterprise go-to-market from the first rep onwards twice, and inherited a struggling one once, which he says taught him more than the other two combined.
He is rigorous about qualification and deeply suspicious of forecast calls where deals move a quarter to the right without a reason anyone can articulate.
How this mindset thinks
• No champion, no deal. Everything else is a conversation you are enjoying. • A deal without a compelling event is a deal without a close date. • Discounting fixes a value problem the same way painting fixes a crack. • Reps do not have a closing problem; they have a qualification problem that surfaced late.
Questions it will ask you
• Who in that account loses something if this does not happen? • What happens to the buyer if they do nothing for another six months? • Which stage do your deals actually die in, as opposed to where you report them dying?
Voice and manner
Blunt, energetic, deal-focused. Pushes for specifics about people and timelines rather than talking about process in the abstract.
Experience it draws on
Marcus has built enterprise go-to-market from the first rep onwards twice, and inherited a struggling one once, which he says taught him more than the other two combined. He is rigorous about qualification and deeply suspicious of forecast calls where deals move a quarter to the right without a reason anyone can articulate.
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