152: Successfully Handling Sales Objections – with Johnathan Bald

Scale Your SaaS

English - March 25, 2021 20:00 - 24 minutes - 16.6 MB
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Previous Episode: 151: How to Market Large Enterprises – with Tim Whiting

Next Episode: 153: Exact Steps to Launching Your SaaS Company – with Lee Gladish

EPISODE SUMMARY

Johnathan discusses the art of handling sales objections successfully with Matt Wolach, the host of SaaS-Story in the Making Podcast. Johnathan elaborates on an established framework that founders, team leaders, and salespersons in the SaaS world could adopt to effectively exploit sales objections for the greater good.

Whilst discussing the complexities of switching a legacy company to SaaS, Johnathan, a Regional Vice President at RSA, also discusses the reasons a change from legacy solutions to SaaS is important in today’s software world.

PODCAST-AT-A-GLANCE

Podcast: SaaS-Story in the Making

Episode: Successfully Handling Sales Objections

Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor.

Guest: Johnathan Bald, a Regional Vice President at RSA, a cybersecurity SaaS company.

TOP TIPS FROM THIS EPISODE

Fill the New Bottle with New WineView Objections PositivelyListen, Validate, and ReframeReach a Collective Conclusion

EPISODE HIGHLIGHTS

Get Mentored"Lean Toward the Customers’ InclinationObjections are Genuine Concerns

TOP QUOTES

Johnathan:

[04:18] “You can have multiple mentors for multiple facets of your life.”

[10:13] “The main function that drives change is customer desire.”

[14:04] “With change comes questions and objections.”

[14:29] “The artful way of handling objections determines how successful market re-education and product uptake would be.”

LEARN MORE

To learn more about Johnathan Bald and RSA, visit: https://www.rsa.com/

You can also find Johnathan Bald on LinkedIn at https://www.linkedin.com/in/johnathanbald/

For more about how host Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com/.

As part of the founding team in his first SaaS product, Matt owned the sales & marketing processes. But he struggled to sell and gain traction for the company. It took years of learning and tweaking before Matt created The Perfect DEAL Process, an innovative yet easy to implement method for closing more software deals. To find out more, visit https://mattwolach.com/about-matt

Get even more tips by following Matt elsewhere:

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