What are some of the top objections that you get from enterprise prospects, and how do you handle them? ie) concerns about cost, risk or vendor-in?

I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, ...

It should all begin by understanding the motifs of the person you are talking to. First,you need to anwer the most important question: "What's in it for them?". It might ...

The top objections we have faced this year fall primarily into three areas: cost and perceived Value, risk and trust (especially during vendor displacement), and timing a...