Marcus is the CRO, a former Madison Avenue ad salesman from Harlem. Most founders walk into a sales call without rereading the pipeline. Prepping one account properly takes 30 to 45 minutes, so it gets skipped, and a deal sits stalled for three weeks before anyone notices. Marcus reads the live pipeline every day and names any deal stuck past its stale threshold. An hour before a call he hands over the angle for that account, the questions worth asking, and the likely objections, in about five minutes. Pricing, proposals, and the close stay with a person.
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