Antonella O'Day

In this engaging discussion, Antonella O'Day, a sales and revenue operations leader, sheds light on handling the ‘not right now’ objection. She reveals that this phrase often points to deeper issues like urgency or consensus rather than mere timing. Antonella shares diagnostic questions to uncover the root cause and emphasizes the importance of maintaining relationships during delays. Listeners will learn how to deliver value and apply a strategic cadence to stay relevant and trusted, turning polite declines into future opportunities.

Antonella O'Day, a seasoned sales leader and MEDDICC practitioner, shares her expert insights on avoiding common pitfalls in the MEDDICC process. She emphasizes the importance of getting specific with metrics and warns that the budget holder isn't always the economic buyer. Antonella also highlights the necessity of influencing decision criteria early and staying close to the decision process. Additionally, she discusses the significance of understanding root causes of pain, nurturing multiple champions, and assessing all forms of competition, including the risk of doing nothing.

Join sales effectiveness expert Antonella O'Day as she dives into the art of gaining micro-commitments in B2B sales. She shares strategies for securing time on buyers' calendars, emphasizing the importance of compelling openings and personalized approaches. Learn how to gauge buyer engagement using thoughtful questions and feedback techniques. Antonella also discusses leveraging champions within organizations to access key stakeholders and using commitments to quickly assess deal viability.