"We don't have budget"
DAILY DOUBLE!!!
"We don't have budget right now."
How can you reframe this objection
"Totally understand—many teams aren't planning for a new system mid-cycle. That's actually why others are evaluating now to justify it for next year. Can we spend 20 mins to explore if that prep makes sense to you"?
"We're actually good with what we have."
What's your first, low-friction response to challenge that gently?
"That's what most folks say at first—out of curiosity, what are you using to [track stakeholder engagement, analyze policy, etc] right now?
"Quorum doesn't do [Feature] the way I need it to"
What's your first move to reframe this before diving into features?
"[Feature] looks different for every team. Mind if I ask, how are you [using the feature] today?"
(Starts with their use case to tailor how Q fits)
We're too busy right now
Totally fair—when things are moving fast, that's actually when visibility matters most. Can I show you how teams are using Quorum mid-session to stay ahead?
"You should really talk to [name] on my team."
What's your go-to response to uncover more without losing momentum?
"Happy to—before I do though, can I ask how you're involved in policy or stakeholder strategy today? That'll help me tailor my conversation with [name]."
"Quorum costs too much for what we need."
How can you challenge that politely while pushing for a meeting?
"I hear that a lot—and usually it's because folks are comparing Quorum to tools that only solve part of the problem. Do you mind if I show you how policy teams are actually saving time across the board?"
"We've always done this manually—it works fine."
How can you reframe this that reintroduces insight?
"Manual works—until teams need to scale, report outcomes, or collaborate across offices. Can I show you how others realized the limits only after they needed more?"
"We're looking for something that integrates with [CRM/Email tool]."
What's your response that prevents disqualification too early?
"Totally understand—integrations come up a lot. Can I learn how you're hoping to use the connection? That'll help me confirm if we already support it or how teams work around it."
(Keeps the door open and lets us customize a response)
"We're in the middle of session—circle back later"
How do to pivot to show value now?
That's exactly why teams start the conversation now. Let me show you how they're using Quorum during session to avoid fire drills and prep for what's next
"I'm not involved in vendor decisions."
What's a Challenger move to uncover internal dynamics without being pushy?
"Totally fair—who usually takes lead when the team's exploring tools like Quorum? Happy to loop them in with your context"
"We already have something in place and don't have budget to switch."
How can you shift this conversation from budget to value?
"That makes sense—most teams we talk to do have something in place. The question is: Is it helping you move faster and track real influence? If there's a gap there, it's worth a 20-minute look"
"We've used spreadsheets for years and everyone's comfortable with it."
How do you introduce friction and book the meeting?
"Spreadsheets are familiar but they're also why teams struggle with version control and impact tracking. What if I showed you a way to do in seconds what takes hours now?"
"We need more advanced analytics and reporting than what Quorum offers"
How to do you respond?
"A lot of folks say that before seeing what we can actually track across stakeholders, campaigns, and engagement. Can I show you a few examples on a quick call?"
DAILY DOUBLE!!!
"We just renewed with [Vendor]"
"Makes sense—and that renewals a sunk cost. Most teams we talk to explore Quorum early so they're not scrambling when contracts come up. Can I send a walkthrough for future planning?"
"Not my call, you'll need to talk to our [title/person]."
What's a strong follow-up that repositions you as the value add?
"Got it—would it help if I sent over a one-pager with examples from similar teams? That way, you don't have to pitch this internally."
Third reject and the budget wall goes up again. What's a non-pushy but strategic fallback to stay on the radar?
"Totally fair—if the timing isn't right, let me send over a 2-minute video walkthrough and a couple examples of how teams in your space are rethinking budget for next year. Sound good?"
Third no and they're stuck in their ways. What's a Challenger-aligned exit that sets up future success?
"Totally fair—I'll shoot over a quick recap + two 90-second videos on how teams outgrew the same setup—it'll be useful whenever timing shifts. Can I follow up next quarter?"
The prospect's comparing you to a vendor with a specific flashy or niche feature. What's the Challenger approach that steers the focus back to outcomes?
"Makes sense—that feature's great, but I've found that orgs don't always measure the ROI of their tools. Can I show you how teams are actually getting results in your space?"
You've been told twice that timing isn't right. What's your strategic fallback to secure a useful follow-up
"Totally hear that. I'll send over a short briefing on how top GR teams are future-proofing for next year—and if helpful, I can follow up before your next planning cycle. Sound good?"
"Just email so-and-so."
You want to reassert value and stay in the loop. What do you say?
"Happy to do that—would it be okay if I CC you? That way you're looped in and can weigh in if it's relevant"
"Leadership won't sign off on the cost."
What's the best high-level Challenger response to keep the door open?
"That's valid—and honestly, that's why folks loop us in early. I can share how other GR leaders made the internal case—budget's a tough door to reopen if you wait until it closes. Want to see how they framed it?"
You sense the real reason they won't change is internal politics or fear of disrupting process. How do you reframe risk and open a door?
"Honestly, change is hard. But I've seen teams stay too long in what's comfortable and it cost them influence when priorities shifted. Could we spend 20 mins exploring what that risk might look like in your case?"
Prospect insists Quorum can't support their use case. You know it can—but they're stuck. What's the best Challenger close to try securing the meeting?
"I get that—and if we can't support you, I'll be honest. But in fairness to your team, let's pencil in a custom walkthrough so you're working with full info before deciding"
"We'll never have time for this until the off-season"
"That's the trap—off-season gets busy fast and teams who wait often regret it. Let's use 20 mins now so you're not starting from scratch when budget talks begin"
They've said twice they're not the right contact, and won't connect you further. What's a Challenger-style fallback that keeps the door open with insight?
"Understood. Before I drop, I'll send over a quick note on how GR teams are shifting strategy. That way if this lands with the right person later, you've got it on hand. Sound good?"