Objections
We are a small team
1. Ask them what their day to day is and team size
2. Try to understand what their team's plans are for growing the department.
3. Let them know we work with teams as small as 1
Which module is purpose built for SOX compliance?
SOXHUB
Prospect Downloaded ESG content
No open opps
Not Active Customer
Put into ESG sequence
You: Hi, this is SDR with AuditBoard. How is your day going?
Prospect (Audit Manager Content Synd): Good, thanks
What do you say next?
SDR Opener
Who is the CEO of AuditBoard?
Scott Arnold
Not right person
We actually built the tool for the end user in mind, not just for the executives looking at reporting.
Not looking for a decision maker
We are looking to get in touch with someone in the weeds
ETC
Who are our 3 main OpsAudit competitors?
Workiva
Teammate
Galvanize/Diligent
Prospect is a CISO who attended a Compliance Webinar
Account is active customer for OpsAudit and SOXHUB
No open opportunities
Put into Cross sell sequence for compliance
"Just send me some more information"
1. "Absolutely, I can send you some more information, with that being said, there is only so much information I can send via PDF or brochure and I don't want to give you more reading to do. Why don't we set up 30 minutes in the next month for an introductory call that way you can get a visual feel for the platform."
2. "I would be more than happy to send you some information that will help illustrate what AuditBoard is all about and how we're partnering with audit departments like yours to not help just departments but make your lives easier and more streamlined."
How much did AB get bought by HG for?
$3 Billion
We love (Competitor)
1. Ask questions:
What do you love about them?
How long have you been using the tool?
Have you used other tools in the past?
What team is RiskOversight best suited for?
Risk Management teams
Lead comes in for a demo request, good use case
Not tied to account
$51 million revenue
Based in the US
Check SFDC reports for assignment, BOOK IT!
"I don't have the budget"
"I totally understand and just so we're clear I'm just reaching out to you to share what we've built and hopefully be a resource for you in the future. Why don't I do this, let's set 30 minutes aside with my Solution's Advisor, who was actually a former auditor for an introductory product overview call. This way, we can be that continued resource for you, should your team ever look at streamlining the internal audit process in the future."
“regarding a lack of budget, "~80-90% of our current customers didn't have a budget in place when they initially spoke with our team. We can help you navigate your org, understand the value AB brings, and find budget for your team".
What year was AuditBoard founded?
2014
No budget for 2024 / no budget compared to competitor
1. The first step is to find out if the main objection is truly price or if the prospect does not understand the value of our solution
2. Give examples of that value. Explain that the solution will change their life for the better. This could be anything from saving money or helping their day-to-day efficiencies.
3. You can try and resolve the budget issue by bringing up AuditBoard's customer success stories. Have a story in mind that describes how a current customer was able to achieve its goals and save money with our solution.
Which of the following is NOT a CrossComply marketplace distinction?
A.Automation at Scale
B.SEC reporting
C.Ease of Use and Adoption
D.Compliance and Risk Capabilities
E.Enabling better Internal Audit and IT collaboration
B - SEC reporting
Contact comes in from Event
Audit Title, no marketing notes
Attended but did not visit booth
3 open opps
Active customer for OpsAudit
Reach out to AE before actioning
"Sorry, I'm not the right person"
"Correct me if I'm wrong but I saw your title on LinkedIn as well as your experience and I think you'd be a great person to reach out to... (remind them of their title and influence they carry internally.) So I think this applies to you, AuditBoard was actually a purpose-built platform for the end-user in mind, not just for C-suite level executives and audit committees."
"That's okay because our solution is designed to help auditors just like yourself streamline their day to day work, so I actually think you're the perfect person I'd like to get in front of, seeing as you are the VP of Internal Audit and If anyone can see value in it immediately, it would be you". (Make them feel important to the companies future success)
How many modules does AB offer?
SH, OA, RO, XC, ESG, TPRM, ITRM - 7
Not interested
Ask why!
Bad timing on our part?
Already using a tool?
Is it a budget issue?
Materiality Assessments are done on what module?
ESG
Lead comes in for demo request, good use case
$49 million revenue
Based in the US
Lead assignment channel for AE assignment
"Leave me alone and never call this number again"
Call them again to make sure you heard that right
Who is the SDR GOAT?
Marty