Cory Bray’s Post

THE 3 best ways to handle a prospect objection: 1) Product features: Not talking about them...building them. Build the right features and make them easy to use. This is on the company, not the sales rep. 2) Implementation: De-risk everything and make it easy for the prospect to get up and running. On the company, not the sales rep. 3) Pricing & Packaging: Not low price...fair price. And fair packaging. Don't force them to pay for stuff they don't need. Don't price 2x higher than other solutions because YOUR founders went to Stanford and got money from Mark Andreessen. On the company. Notice a trend? All on the company...not the sales rep. Sure...sellers can use words and customer stories as #4 and on...but if the COMPANY isn't actively involved in the process...the best opportunities are being missed. Sales Management Podcast episodes 49, 60, and 72 dig deeper into this topic.

VP Sales: This is incredible. Let's do it. VP Finance: Pricing works for me. VP HR: This is transformative. Someone in the Meeting: We need a tighter integration with Salesforce. VP Sales: A lot of what we'd use this for is done in spreadsheets now. They don't integrate with salesforce. Grunt. Integration. VP HR: And we're not doing a lot of this because we don't have the internal expertise or bandwidth. Grunt. Salesforce. VP Finance: Have you seen something that does all of this that actually integrates with Salesforce? Grunt. Salesforce. Grunt. --- Mostly dramatized but generally accurate. Serious question though...how does Timmy, your Mid-Market AE integrate with Salesforce? oAuth or Rest? lol.

This is my new go-to comment: "want to come debate on my podcast? Not into comparing resumes on LinkedIn...open to it if you are..."

What are the first 90 days like for a Sales Development Manager? Check out my conversation with Paul Matthew on the 75th episode of the Sales Management Podcast. I messed up and it got lost in our editing shuffle...so we're delayed with its publication...but wanted to get it out this week because it was a really strong interview and there's a lot to learn if you're going into a new role or hiring someone to lead your SDR team. Spotify: https://lnkd.in/eTTSA4pa Apple: https://lnkd.in/eN5jfVUy

I know different companies do sales certifications differently, if they do them at all! Curious what people are seeing...

Sales Enablement ROI is today's topic on the Sales Management Podcast with Kieran Smith 📈. How to measure it? Should you measure it? Mistakes folks make. Check it out. Spotify: https://lnkd.in/eCts-xB2 Apple: https://lnkd.in/eEpevJFR

I cancelled Disney+. There are plenty of "coming of age" stories on LinkedIn. Don't need to see little Timmy ride his bike for the first time when I can watch him do basic business stuff for the first time and act like he invented fire!

Has anyone figured out active/concurrent user pricing in SaaS web apps? Everything that comes to mind is product marketing saying stuff like "our concurrency ratio is 10:1" which is purely made up.

There are more than 13,000 REVIEWS for this product. Amazon says 1-2% of buyers leave a review. That means that upwards of 1.3 Million employees have bought just this product. There are many competitors. Posting without personal bias...take it as you wish. https://lnkd.in/eQgyt6Rd

Odds this is real? Not zero��