A lot of who we sell to depends on timing (this is sales obviously). What techniques have you used to accelerate an evaluation (caveat this is pre-evaluation outreach and response) when the plausible objection is around busy season and staff resources having the inability to meet as the focus is heavily on revenue (perhaps it makes up 80% of the fiscal year for this company during season and planning is done exclusively in slower periods). These prospects have strong familiarity with your brand and value proposition from past interactions.
To start, I can share what we have tried to moderate success:
- Sending industry specific ROI metrics for off and on season success, highlighting the importance of getting started sooner than later.
- Up leveling and broadening to other POC to try and get an evaluation started adjacently
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