AMA: HubSpot Head of Corporate Sales, West Coast, Sarah Mercedes (Osborne) on Discovery Tactics

If you're getting objections that early in the sales process, it's a red flag. It's critical in sales to disqualify and to do it as early as possible. Time is your greatest asset. Of course, if your prospect is asking questions or voicing concerns as part of their due diligence, answer and address, but if you are getting objections or push back, my advice would be to go negative and say something along the lines of "It doesn't seem as though this is the best fit. Would you agree?" If they do not ...Read More

"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?" It's so easy to confuse surface level challenges that often times only impact users as the actual "pain" that the company is experiencing. The C-Suite at your prospect's organization are only going to approve a purchase based on a strong business case tied to key business impact, not based on individual user inconveniences or preferences. If you don't have business pain, you likel ...Read More