Resource management sales objections, and how to handle them
Selling resource management software means asking firms to change how they decide who works on what, which touches partners' authority, people's careers and the margins of every project. These are the objections sales teams hear most often from COOs, and resourcing, delivery, people, workforce planning and practice 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 could build it ourselves” | VP, Delivery Operations | Respect the build option. Then cost it. |
| “Our partners will never give up control” | Director of Resource Management | Find the cost of today. |
| “Show me the payback in our numbers” | COO | Make it their maths. |
| “Our people won't want an algorithm deciding” | Chief People Officer | Ask how people find projects today. |
| “I already know who to staff” | Practice Lead | Ask about the people they don't know. |
| “Our skills data is out of date” | Head of Workforce Planning | Ask how it goes stale. |
Watch all 6 objections
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