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Lack of Objection Handling Framework
Definition:
SDRs guess responses to objections without a shared framework or guidance.
AE's unpreparedness for objections undermined the rep’s confidence and credibility.
Impact on Revenue Growth:
Lost meetings, credibility issues, and poor SDR confidence.
AEs experienced stalled deals and lost opportunities.
Solution:
Created objection libraries and objection battle cards tied to ICP-specific pushbacks with recommended responses.
AE's were trained to listen and validate the prospect's concerns. Further trained to recognize that an objection may be a symptom of a larger concern, resulting in asking open-ended questions to uncover the underlying reasons behind the objection
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