Following up with a prospect is one of the most important steps in the sales journey.

Get this: 

• 80% of prospects say “no” four times before they say “yes.”
• 40% of salespeople give up after the first “no.”

Yep, you read that right.

Imagine what your team is missing out on by giving up after the first (or fourth) rejection.

Following up again (and again, and again, and again) is the name of the game when it comes to sales.

But there are ways of going about it that will increase your revenue team’s chances of engaging with prospects.

Getting your follow up email subject lines just right is one of them, especially since it’s what will encourage your recipients to either open or toss your email.

Sales objections are common in every industry.

Think about it— how many objections have you gotten that sound something like, “We don’t need that right now,” or worse… 

“.” 

(In case you’re wondering, that represents no reply at all.)

This is because businesses are constantly changing and evolving, which can make it difficult for buyers to know exactly what they need. 

As a result, it’s important to be prepared with how you’ll address common objections. 

This post discusses the different types of objections and 9 of the most common sales objections you'll encounter–and how to respond to them.

If prospecting to small and medium-sized businesses is an uphill struggle at times, enterprise sales prospecting is like making the ascent of Everest. You still need a lot of the same gear, but breaking into complex multinationals takes military planning and precision that goes far beyond the prospecting strategies that serve for landing SME customers.

 At Mixmax, we sell to salespeople so we’re used to listening to the challenges they face when cracking large accounts, and devising tools to help them achieve their objectives.