Carlosg

SDR

You prospect says no... now what?

Hi,

I am trying to create a dynamic with my team that when the prospect says no to our pitch eventhough they have a clear pain, we must attack the CEO or CFO (we have as Tier 1 decision maker HR, Tier 2 Finance)

What pitch do you think could be nice to contact the CEO or President?

Looking forward to your best practices :)

🤓 Sales Tech

🚫 NOTINTERESTED

20 comments

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poweredbycaffeine

WR Lieutenant

☕️

Who is your initial target ICP?

Sunbunny31

Politicker

Sr Sales Executive 🐰

This is the question.

Carlosg

Politicker

SDR

poweredbycaffeine

WR Lieutenant

☕️

Manger? Director? VP? And what part? HRIS, Benefits…?

Carlosg

Politicker

SDR

HR Director, Benefits, Rewards... Always Tier 1. (As they are the DMs)

oldcloser

Arsonist

💀

Dear CEO,
We talked to {HR VP full name} your head of HR and {finance VP full name} your head of finance. Both {first name} and {first name} said they fucking loved our solution, but will need you for a final sign-off. You know how to use Docusign?

Or go a more traditional route targeting the CEO.

Carlosg

Politicker

SDR

Ahahahhaha thats a nice mail if we change the end ;)

RandyLahey

Politicker

Account Executive

As in physically attack?

HVACexpert

Politicker

sales engineer

Give me sales…. Or else…

Sunbunny31

Politicker

Sr Sales Executive 🐰

When all else fails…

Carlosg

Politicker

SDR

In example?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Your team accepts the first “no”?

Anyway, you need to re-tool a message to what the CEO cares about. They care about the bottom line. HR does not care about the bottom line. So if you’re going to go after the CEO you need to outline the clear financial gain, or the preventable loss, that they will experience.

A secondary motivator, although one much harder to sell to, is the CEOs ego. If you can appeal to that it could be a big winner.

Hitthabricks

Executive

Enterprise Account Executive

Talk about how you can increase revenue or decrease costs. Trying to find something they mention in a press release, LinkedIn post or earnings call (if they’re publicly traded). I’d also tell your team to keep trying to overcome objections until they’ve taken three no’s.

Retired Sales Professional

When a prospect says, "no" their not really saying no, what they are actually saying is that you have not made it clear why it makes business sense to go with your products, services or company. What separates you from the rest. You need to convey to them the "why". Like some of the responses on this topic you need to know and show how your product or services will save or generates revenue. Revenue and ROI to a CEO is like candy to a baby. Invest time in really learning what the companies culture is like and how they are doing finacially. Make sure to communicate to the CEO that interested in become a partner who wants to help not just another sales person. Show the CEO that you have done your homework.
Ex: Dear CEO,

I'm calling or writing to congratulate you on being name top tech company of the year. I can imagine how difficult a task that was giving the ups and downs of the market. Their is something that I did notice though and that is despite your success your company continues to lose $250,000 a year due to the instability of the security programs you currently have in place. How would you like to not only stop the bleeding but generate and additional $250,000 a year, that's half a million dollars a year. If your interest I would love to set a time and date where we can meet with you and your financial department to discuss more details, how is Friday the 26 at 9am sound to you? Or, how does Monday or Wednesday of next week at 10am or 12pm sound to you? Lookng forward to discussing how both companies can benefit from this partnership.

But when the opportunity arrives you need to bring your A game. This will probably be the only shot you may have. There is no going higher than a CEO unless you have access to the Board of Directors. Good luck. 👍 👍

Carlosg

Politicker

SDR

Nice strategy! We are trying different approachs depending on the rol.

As you said, CEOs are full focused on revenue and ROI, CFOs in optimizing resources and HR in Wellness, so we try to customize our messages and content on that.

CuriousFox

WR Officer

🦊

Stay in touch. Find different contacts at the company.

GDO

Politicker

BDM

Use the no to gather info. This will be handy for the next proper or even them down the line

Beans

Big Shot

Enterprise Account Executive

What's the common objection?
I think you need to work on beating those too.

SonnyVaccaro

Good Citizen

Growth Lead

Find another prospect. If there was interest at some point, put them in a drip campaign to keep them engaged.

TheHypnotist

Executive

Sales Manager

This needs clarification - are you cold pitching on a cold call, in a cold email? If so then what kind of pitch is it and how are you getting to deliver it?
Is it a "me me me" pitch? (i.e. we do this, we do that, we're great")
Is it a "we help ABC type companies to achieve XYZ results" ?

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Carlosg

You prospect says no... now what?

20 comments

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