RepCabin

I'm not the right person for this: SDR guide

Objection guide: B2B SaaS SDR. Updated .

The short answer

Thank them, then find out which person you need: the one who feels the problem, the one who owns the budget, or the one who would roll the tool out. Ask how that person likes to be reached and whether they would forward a short note. Never take a name and hang up. Aim for an introduction with context.

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Why buyers say it

Sometimes the buyer is right and the person is someone else. Sometimes it is a quick way to pass the call along. Either way, a buyer who sends you on has given you an opening, if you take it well.

How reps lose the deal on it

  1. They ask "who is?" and nothing else. The buyer gives a vague title or a name they do not know well.
  2. They push on as if the buyer did not say it. The buyer repeats it and ends the call.
  3. They thank the buyer and end the call. The next call to the right person starts cold.

Stronger lines to say

  • “Thanks, that helps. Who owns this problem on your team, and what do they care about most?”
  • “Would you be comfortable forwarding a two line note from me? I’ll keep it short and mention that you pointed me to them.”
  • “If I reach out to them, is there something I should avoid saying? I’d like to ask in a way that fits how they work.”

Questions reps ask about it

Should I use the first person's name with the right one?

Only if they said you could. Ask: may I say you pointed me their way? A named referral gets read. An unapproved name can backfire. If they decline, reach out without it.

How do I check that the name I was given is right?

Check lightly: ask what the person does about this problem. If it does not match, ask who handles the work day to day. Keep thanking them, and do not correct them on the call.

Who do I call when nobody owns the problem?

Then nobody owns the problem, which is useful to know. Ask who feels the pain most, such as the person who does the work or the one blamed when it fails. Start with that role and say what you learned.

All B2B SaaS SDR objections or every guide.

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