The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

TSE 1350: How Recognizing Intent Signals Can Help Overcome Objections

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How Recognizing Intent Signals Can Help Overcome Objections   Objections are common in sales but many struggle with knowing how to overcome them well. Today’s guest will talk about recognizing intent signals as a tool to overcome objections. Ernest Owusu leads a sales team at 6sense, an account-based orchestration platform that helps companies identify when an organization needs their help in prioritizing and engaging with them in a meaningful way. Ernest leads their SDR and BDR team.    Intent signals defined Intent signals are interactions, like digital interactions, with a prospective company, or even one person, that is an indicator that they want to have a conversation with you. The intent is an interest in either you, your competitors, or your industry. It tells you they are interested and you can engage.   COVID-19 has become one of the most common objections that salespeople face today. The budget objection won’t come from a company that shows intent in the offered solution. Salespeople can overcome o