Sales & Customer Success
Prep calls and anticipate buyer objections before they come up.
The problem
You walk into a call without really knowing how this account thinks, what they pushed back on last time, or what actually worries them.
You improvise. Sometimes it works. Sometimes you lose the deal, or the renewal, to an objection you didn't see coming.
Renewal call
Northwind
- How they think?Unknown
- What they pushed back on?Unknown
- What worries them?Unknown
Live on the call
Customer
“We’re evaluating a cheaper alternative.”
Our point of view
We think that's a waste. All the calls, all the context you and your teammates already have on this account, and it's not there when you need it most, right before the conversation that matters.
Having CRM notes somewhere is good. Being able to query them five minutes before the call is better.
CRM notes, somewhere
47 notes · 6 calls · 3 teammates
What will Northwind push back on?
Price versus their current vendor. Last time they also asked about SSO.
Answered from your research
Our vision
Every call, every renewal conversation, walked into already knowing how this customer thinks, not finding out live.
Before the call
Northwind
How they think
Cost-conscious, decides as a group
Pushed back on
Price versus the incumbent
Worried about
A slow migration
Globex
How they think
Values speed over features
Pushed back on
Security review timing
Worried about
Adoption across teams
Every call, already known.
How Personæ helps
Prepare for objections before you hear them, not while you're on the call.
You stop improvising and start walking in with answers. Fewer deals lost to a surprise you could've seen coming, fewer renewals at risk because no one caught the warning signs in time.
Objections, before the call
“You’re pricier than the alternative.”
Answer readyShow the cost of the manual work they do today.
“Our security team needs to review this.”
Answer readyShare the review pack early, before they ask.
“We tried this before and nobody used it.”
Answer readyStart with one team and a clear owner.
Over a quarter
Deals lost to a surprise
Renewals at risk