Objection Handling - BDR vs. AE

For both positions, what is your most common objection? And, what is your most problematic objection (one that you struggle with, or, as a company whole struggles with)?


What is your industry?


How did you address the objection?


What was the outcome?


It could be a cold call or a discovery call/demo/POV/closing stages, etc.

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11
TennisandSales
Politicker
4
Head Of Sales
as a BDR a hard objection was when people told me "we dont care about that/Thats not important to us"

i felt like i messed something up since I knew it HAD to be important.

so i started answering with a little shock in my voice and saying "oh, ok I dont have alot of groups tell me that, why is it not important to you?"

as an AE when they tell me they already have a existing solution that is hard, because the product I sell is SUPER sticky and takes alot of effort to implement.

So ive really just tried to focus on the "green field" accounts
jefe
Arsonist
4
๐Ÿ
Budget has to be the biggest.
mode
Contributor
0
Sr. BDR
That's a big one. Were you or your org able to provide value to offset or justify the cost/expense? Or was it something like, "We have X amount for this product?"
CuriousFox
WR Officer
3
๐ŸฆŠ
I was never a BDR so I really can't speak to this.
Arzola
Valued Contributor
0
Business administration
good point haha xD
Diablo
Politicker
2
Sr. AE
Search within Bravado and you will find so many threads. All the best !
Arzola
Valued Contributor
0
Business administration
lame but super useful advice
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Most common- not interested
Second - no budget
Third - not part of roadmap
Kosta_Konfucius
Politicker
3
Sales Rep
Yeah I dont feel like the objections change depending on the role you are in, you just see the objections later in the process
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
Bdr - everything is gold AE - Things are mostly turds painted gold.
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
This is a very, very broad question.

Question back to you for context - is there something specific you're trying to understand?
commishcapo
Opinionated
0
Commercial Account Exec
BrianTracysLoveChild
Fire Starter
0
Account Manager
I work in IoT / Internet of Things - most end customer contacts (we transact through partners) try and associate what we do with what they know - kind of like trying to get IoT to a common denominator - which is a problem because the nature of our solutions requires them to think about data / problems they don't know they can access/utilize.

When I come across these folks, I let the objection pass and ask them to consider what would be better, a preventative service program based on generalities or one based on the unique way you utilize a piece of equipment - it's better to know than to guesstimate using assumptions.

I have to soften the language depending on the call but I have found this approach works for me when selling into a new logo with a company that hasn't taken advantage of IoT solutions
WhoDey
Opinionated
0
VP of Sales
Most common objection: we're not interested (before they even knew what I was pitching).
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