Cold Call Objections

Question 1

Early Stage Objection

“This isn’t a good time…”

Answer 1

Hey no problem, I can be brief or call back at another time, which is better for you?

Question 2

Early Stage Objection

“I’m in a meeting…”

Answer 2

Hey no problem, I can be brief or call back at another time, which is better for you?

Question 3

Early Stage Objection

“I’m on another call…”

Answer 3

Hey no problem, I can be brief or call back at another time, which is better for you?

Question 4

Early Stage Objection

“How did you get this number?”

Answer 4

I actually just found it right here on your LinkedIn using Lusha, letting me know it was your work line, but my apologies if it’s your personal number. The reason for the call was… (Angle)

Question 5

Early Stage Objection

Before the Angle
“Hey I’m not interested…”

Answer 5

“Not interested?”

use mirroring technique make them tell you why as they’re often assuming with this objection they know what they call is regarding

Question 6

Early Stage Objection

After the Angle
“Hey I’m not interested…”

Answer 6

Got it (NAME), if this doesn’t sound of value to you, I’m happy to leave you out of the loop and continue conversations with another leader in the (PERSONA) team, or would setting up just a few minutes to go over the insights through the context of your role be interesting?

Question 7

Mid Call Stage Objections

“Hey I would not be your decision maker…”

Answer 7

Totally fine, (NAME), I wanted to speak with you specifically because as you and your team are typically one of the biggest benefactors of our insights, I really wanted to get your perspective and expertise on the data to then be able to share with the decision making unit.

Question 8

Mid Call Stage Objections

“You should be talking with X Persona…”

Answer 8

They definitely also benefit from the insights we surface as you can imagine, but I wanted to specifically connect with you as well because… (BIRD BOOK)

Question 9

Mid Call Stage Objections

“Can you just send me an email, and we’ll go from there?”

Answer 9

I could if that would be the most valuable thing, but let me take a step back… (WWD or BIRD BOOK)

Question 10

Mid Call Stage Objections

“I don’t have any buying power/access to budget”

Answer 10

Totally fine, (NAME), I just wanted to speak with you specifically because as you and your team are typically one of the biggest benefactors of our insights, I really wanted to get your perspective and expertise on the data to then be able to share with the decision making unit.

Question 11

Mid Call Stage Objections

“How are you different from ZoomInfo?/We already use ZoomInfo for this…”

Answer 11

Zoominfo is great for contact and Personal information. 90% of our customers use Zoominfo for this very reason.

Zoominfo’s tech installations are only web-scraping the firewall. There is no visibility into the installed technologies being used internally at an organization.

We have company level data at the global scale. We’re able to prioritize, size, and identify a company’s most lucrative target markets.

Question 12

Mid Call Stage Objections

“How are you different from 6Sense/Bombora?/We already use 6Sense/Bombora for this…”

Answer 12

That’s great that you’re using an Intent platform. 6Sense/Bombora has great intent, but we have Contextual Intent, which is completely different. Essentially we combine our insights with our intent, so you can understand the story behind the searches themselves.

Question 13

Mid Call Stage Objections

“How are you different from DataFox?/We already use DataFox for this…”

Answer 13

That’s great, DataFox is actually a partners of ours. We license 5-10% of our data to them but we have a lot more install data that we don’t license to them. They also don’t have plan optimize and execute all in one platform.

Question 14

Mid Call Stage Objections

“How are you different from Tableau/PowerBI/Salesforce?/We already use Tableau/PowerBI/Salesforce for this…”

Answer 14

That’s great that you’re using Tableau/PowerBI/Salesforce, we use them them as well in different parts of our business. We’re actually not competitors at all and you can use our data in Tableau, PowerBI, and Salesforce. In fact, we even have a SFDC integration.

Question 15

Mid Call Stage Objections

“How are you different from Gartner/IDC/Forrester?/We already use Gartner/IDC/Forrester for this…”

Answer 15

Gartner/IDC/Forrester are great and provide industry-wide trends. They build their data sets top down.

We actually build our intelligence from the bottom-up, tracking IT spend and technology installations data at the account-level.

Our intelligence allows our clients to understand the market in extremely specific ways and gives our clients visibility and line of sight to the actual companies that make the market opportunity figures up.

Question 16

Mid Call Stage Objections

“We already have tools/something internal for that…”

Answer 16

Interesting, what use cases is that tool supporting you for? Because… (BIRD BOOK)

Question 17

Mid Call Stage Objections

“We’re all good and covered there…”

Answer 17

Interesting, what do you mean by that? What kinds of insights do you currently leverage in your role?

Question 18

Mid Call Stage Objections

“How do you get your data/information?”

Answer 18

We have a slightly different data aggregation method for each of our 4 key pillars of insights, and typically walking through that on a quick call is the most helpful as it’s all a little hard to conceptualize over the phone… (Close)

Question 19

Mid Call Stage Objections

“How do you collect install information?”

Answer 19

We have built and continue to build and index over 5 billion documents, mostly comprised of job postings and resumes which we scan and use AI and machine learning paired with NLP to pull out the key insights around technology-use within an organization.

Question 20

Mid Call Stage Objections

“How do you collect spend?”

Answer 20

Well it’s important to note we have 2 kinds of IT spend; the first is our 12-month modeled-out number that tracks how much individual or conglomerate companies, doing more than $50m ARR, are spending across 160 different segments of IT within Hardware, Software, and Service, which can also be rolled up for bottom-up TAM-SAM-SOM analysis.

Our second kind of IT spend, we gained through our acquisition of Intricately and it measures how much companies are spending on cloud-based platforms and how much they are spending with each vendor.

Question 21

Mid Call Stage Objections

“How do you know when contracts are coming up for renewal?”

Answer 21

We have a growing collection of over 45,000 GSI and MSP contracts, along with the ability to proxy almost any software, hardware, or service-contract based on our timestamped “First Detection Date” that we pick up from our install data set.

Question 22

Mid Call Stage Objections

“How accurate is your data?”

Answer 22

Our customers tell us our install data is between 90-96% accurate. Our forward looking spend is within 4% of true wallet-share, and our metered cloud spend is within a percentile of the truth

Question 23

Closing Call Stage Objections

“Hey, it’s a bad time. It’s actually just end of the month…”

Answer 23

Totally understand it’s crunch time. How would the first week of next month work, or better yet, what customers have found helpful in the past is also setting up just a few minutes to share what we can surface on an account that may be close to closing in the near future like their IT stack, contract renewal dates, or attainable wallet-share. Is there an account to you that may be interesting to discuss further if we set up some time this week?

Question 24

Closing Call Stage Objections

“Hey, it’s a bad time. It’s actually just end of the quarter…”

Answer 24

REWORD
Totally understand it’s crunch time. How would the first week of next month work, or better yet, what customers have found helpful in the past is also setting up just a few minutes to share what we can surface on an account that may be close to closing in the near future like their IT stack, contract renewal dates, or attainable wallet-share. Is there an account that may be interesting for if we set up some time this week?

Question 25

Closing Call Stage Objections

“Hey, it’s a bad time. It’s actually just end of the year…”

Answer 25

Totally understand, and that’s actually perfect time as Google, Microsoft, and Amazon leverage us all the way through from Planning to Execution. What planning use-cases are your focus areas at the moment, that in the worst case scenario would show you how we’re helping your key partners and competitors with, and potentially could help alleviate some of the planning process for you right now?

Question 26

Closing Call Stage Objections

“Before we set up time, can you send me something to take a look at first?”

Answer 26

As our data is pretty difficult to conceptualize and don’t want to send too lengthy of an email, I’m happy to send along a bit of collateral, but would love to hop on a quick call should it resonate on your end - would it be okay with you if i tossed in a brief placeholder for next week for us to chat a bit more in depth about how we can help (you [BB or WWD]) - does next Wednesday work on your end?

Question 27

Closing Call Stage Objections

“I really wouldn’t have a say in this at all…”

Answer 27

Totally fine, (NAME), I wanted to speak with you specifically because as you and your team are typically one of the biggest benefactors of our insights, I really wanted to get your perspective and expertise on the data to then be able to share with the decision making unit.

Question 28

Existing-Biz / Groundswell Specific Objections

“Why isn’t this coming from an internal channel?”

Answer 28

Like I mentioned, (Name), my role on the account team is to help introduce and align with all the teams in the business that we see utility of the insights for across our greater customer base to ensure that strategic planning functions to frontline individual contributors are getting the most out the intelligence we surface and to also align internal use cases and success across the organization.

Question 29

Existing-Biz / Groundswell Specific Objections

“If you’re already working with X, keep doing that…”

Answer 29

Like I mentioned, (Name), my role on the account team is to help introduce and align with all the teams in the business that we see utility of the insights for and across our greater customer base to ensure that strategic planning functions to frontline individual contributors are getting the most out the intelligence we surface and to also align internal use cases and success across the organization.

Question 30

Existing-Biz / Groundswell Specific Objections

“Can you get someone internally to reach out first?”

Answer 30

Like I mentioned, (Name), my role on the account team is to help introduce and align with all the teams in the business that we see utility of the insights for across our greater customer base to ensure that strategic planning functions to frontline individual contributors are getting the most out the intelligence we surface and to also align internal use cases and success across the organization. So would it be okay just to set some time up for next week and I’ll have someone reach out internally in between then just to have something on the books?