Integration and automation sales objections, and how to handle them
Selling integration and automation software means asking organisations to trust you with the connections between their systems, and more and more often with software that acts on its own. These are the objections sales teams hear most often from CIOs, architects, and finance, security, operations and engineering leaders. Each one comes with a short video, the thinking behind the objection, and words you can use on your next call.
Objection map
| Objection | Who says it | One way in |
|---|---|---|
| “We already have an integration platform” | CIO | Ask what each one is really used for. |
| “Not without someone approving every action” | CISO | Ask where the line is. |
| “Our processes change too often to automate” | COO | Start with the stable part. |
| “It'll turn into shadow IT” | Enterprise Architect | Make governance the starting point. |
| “We can just call the APIs directly” | Head of Software Engineering | Count the connections, not the code. |
| “We tried automation and the bots kept breaking” | Finance Director | Find out what broke, and what it cost. |
Watch all 6 objections
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