objections Flashcards
No Time
“This isn’t a good time…”
Hey no problem, I can be brief or call back at another time, which is better for you?
No Time
“I am in a meeting…”
Hey no problem, I can be brief or call back at another time, which is better for you?
No Time
“I’m on another call”
Hey no problem, I can be brief or call back at another time, which is better for you?
Not Interested
“Hey I’m not interested”
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 on the (PERSONA) team, or would setting up just a few minutes to go over the insights through the context of your role be interesting?”
Is This A Sales Call?
“Is this a sales call?”
“This isn’t, I actually just wanted to see if it would be worth setting up a few more minutes to discuss (ANGLE)…”
Is This a Sales Call?
“How did you get this number?”
“I actually just found it right here on you’re Linkedin using Lusha, letting me know it was your work line, but apologies if it’s your personal number, the reason for the call was (Angle)…?
Not The Right Person
“Hey, I would not be your decision-maker…”
Totally fine, (name), I wanted to speak with you specifically because as you/your team is 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.
Not The Right Person
“You should be talking with X persona…”
They definitely also benefit from the insights we surface as you can imagine, but I wanted to specifically connect with you as well because…(BirdBook)
How Do You Do That?
“How do you get that information?” (#1 Basic)
We have a slightly different data aggregation methods 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…
How Do You Do That?
“How do you get that information?” (#2 Granular)
Basically, it is a mixture of public-facing documents such as press releases, whitepapers, and earnings call ext, but where we really differ is we purchase job postings, resumes, and CVs, sourcing our data and synthesizing over 5 Billion documents a month.
Again would love to walk through how we collect our data and ultimately how it would feed into your entire GTM strategy
How Do You Do That?
“How do you know when contracts are coming up for renewal?”
“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’ we pick up from our install data set.”
How Do You Do That?
“How do you collect spend?”
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 individuals or conglomerate companies doing more than $50m ARR are spending across 160 different segments of IT within Hardware, Software, and Services which can also be rolled up for bottom-up TAM-SAM-SOM analysis.
The second kind of IT spend we gained through our acquisition of Intricately and it measures how much they are spending with each vendor.
How Do You Do That?
“How do you collect install information?”
We have built and continue to build an index of 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.
- NLP - natural language process
How Do You Do That?
“How accurate is your data?”
“Our customers tell us our install 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.”
No Budget
“I don’t have any buying power…”
“Totally fine, (NAME), I’m sure you don’t have a bag of money under your desk just for cold callers, but I wanted to speak with you specifically because you/ your team is 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.”
