2 common B2B SaaS sales objections (and how to handle them)
sales objections

2 common B2B SaaS sales objections (and how to handle them)

Imagine going to Starbucks. You order a latte, and as you reach for your wallet, the barista says, “That’s $3.00, and just $2.00 more to add a bagel. Would you like the bagel?” You say, “Yes,” take your food, and leave.
Steli Efti
8 min read
Sales objection: "It's not a priority right now"
sales

Sales objection: "It's not a priority right now"

You've had a great sales conversation with a prospect, pitched your product, asked for the close—and your prospective buyer tells you: "This sounds all really good, but it's just not a priority for us right now." How do you respond to that? What can you do to make a sale happen?
Steli Efti
4 min read
Sales objection overkill? How to handle prospects who keep requesting more and more
sales

Sales objection overkill? How to handle prospects who keep requesting more and more

I recently listened to our sales guy talking with a prospect who had a seemingly endless list of objections. He wanted feature X, he didn't like the way our sales CRM lacked social features, he thought we should improve the mobile experience, and it just went on and on like this.
Steli Efti
3 min read
What to do when your prospect doesn't want to switch software?
sales

What to do when your prospect doesn't want to switch software?

When you're trying to get a prospect to drop their existing software vendor, and switch to your software instead, you'll almost always encounter resistance. How do you manage—and overcome—that resistance to switching software?
Steli Efti
3 min read
3 outbound sales objections any inside sales team needs to learn to overcome!
sales basics

3 outbound sales objections any inside sales team needs to learn to overcome!

If you're doing outbound sales, you'll need to anticipate objections and prepare for them. Part of your outbound sales preparation should be to create an effective outbound sales calling script as well as your sales objection management document.
Steli Efti
2 min read
Manage any sales objection successfully!
sales objections

Manage any sales objection successfully!

Most salespeople are coming up with answers to objections on the fly. That’s a huge mistake. What you need is to develop an objection management document. Successfully manage any objection by downloading your free objection management template.
Steli Efti
2 min read