Soiboi

Account Executive, EIAS/Compliance

How many NO's do you go for when you Prospect?

How many prospects do you get a NO from before you give up on an account? Also, how long until you hit them again(In the comments)?

How Many NO's

Attached poll

*Voting in this poll no longer yields commission.

🔎 Prospecting

👑 Sales Strategy

📞 Cold Calling

14 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

Like Cadence said, it depends. They may not see value in your product NOW, but something could change next week and all of a sudden they need what you are selling. Based on your reply below it looks like you are selling tech to meet security/compliance needs? That environment is always changing so just align to new breaches, rules, regulations, etc.

If I get a No from a C-Level decision maker, I just go back down into the trenches and refine my business case, and then come back. Rinse and repeat, until either I close a deal or I change territories. I don't have enough accounts to give up haha.

I have received hard "no"s before, tweaked my case slightly to align to a different perceived pain, and all of a sudden we were more in demand than ice in Arizona in the summer.

I think the trick is to think of yourself as more of a consultant for their business rather than a sales guy chasing a "yes".

Soiboi

Politicker

Account Executive, EIAS/Compliance

"more in demand than ice in Arizona in the summer" hahahaha... this is great.

To your point, yes to my customers, I'm a consultant and when I prospect I want to come off that way as well but when you're putting software in front of someone out of the blue, can't shake that impression sometimes. Typically I just position information, why it's relevant and you can use that however you want. Not here to sell a meeting, I'm here to solve a problem that is really damaging but have to be at a stage where it makes sense.

I do know my space is more niche than I imagined, even more-so than my last place hah.... so trying to get my feet under me for cold-prospecting.

CadenceCombat

Tycoon

Account Executive

It’s not the number of ‘NO’. It’s the reason behind the ‘NO’.

If I have a valid way to try to overcome the objection behind the ‘NO’ I’ll do so every time...

Do you really think there’s a magic number of times that if you can just persist passed the ‘NO’ regardless of context, that the prospect will just give in and buy from you?

I don’t buy into this premise.

Edit: If you’re talking about how many contacts you’ll get rejected by in a given account before giving up on it, that’s a little different but still very situation-dependent.

Soiboi

Politicker

Account Executive, EIAS/Compliance

Well I think there comes a time when several no's from key players(VPs/Sr VPs) in IT/Compliance, for me, means that this isn't going to work. Too early, not a great need, or some mix of a few areas means we can't serve them yet. Here's a resource let's connect in the future.

CadenceCombat

Tycoon

Account Executive

I agree but how do you put a number on that? It’s like asking “how long is a piece of string?”. It’s entirely dependent on how many relevant stakeholders the account in question has and that’s going to change from account to account...

Soiboi

Politicker

Account Executive, EIAS/Compliance

Lol I think it's 3 no's from a sr leader for me. But I agree.

CuriousFox

WR Officer

🦊

We are supposed to keep count?

I will contact/interview every person in a company until I get thrown out. It usually doesn't come to that.

Usually 👀

Soiboi

Politicker

Account Executive, EIAS/Compliance

hahahah...

HarryCaray

Notable Contributor

HMFIC

way more than 5 if you're an SDR

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

depends on the stage, top of funnel you can DQ the the 'no's'. Bottom of funnel its important not to burn a bridge for a sale you might be able to make later, even if you dont make it now

Blackwargreymon

Politicker

MDR

I think the trick is to think of yourself as more of a consultant for their business rather than a sales guy chasing a "yes".

Clashingsoulsspell

Politicker

ISR

Like Cadence said, it depends. They may not see value in your product NOW, but something could change next week and all of a sudden they need what you are selling.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Call until one of us dies. then get the deal

MR.StretchISR

Politicker

ISR

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Soiboi

How many NO's do you go for when you Prospect?

How Many NO's

14 comments

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