{"id":1433,"date":"2020-02-20T15:51:00","date_gmt":"2023-10-18T15:51:43","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=1433"},"modified":"2023-10-18T17:35:35","modified_gmt":"2023-10-18T17:35:35","slug":"all-the-hidden-meanings-behind-a-lead-s-no","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/","title":{"rendered":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019"},"content":{"rendered":"\n

It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. <\/p>\n

Just two letters. Just one syllable. <\/p>\n

And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. <\/p>\n

Even a novice sales rep will expect a certain volume of \u201cNos\u201d before they get their first \u201cYes,\u201d<\/a> of course. Selling is notoriously filled with rejection. But it\u2019s how reps handle those \u201cNos\u201d that can really make the difference in whether they meet quota or not. <\/p>\n

The rookie mistake \u2014 and it\u2019s easy to make it \u2014 is to respond to a firm \u201cNo\u201d with brief thanks for having your pitch heard, and then moving on. <\/p>\n

A rep might then look at the next lead in their CRM<\/a>, whether it\u2019s come through their own efforts or has been passed on by the marketing team, and tries the same pitch all over again.<\/p>\n

By treating every rejection at face value and accepting it, the rep then plays what is essentially a volume game, hoping their win ratio (perhaps based on the size of each deal) will be worth the number of \u201cNos\u201d they have had to hear. <\/p>\n

That\u2019s not an effective strategy, for a couple of reasons. <\/p>\n

First, it means you\u2019re going to be dependent on generating (or having your marketing team generate) an enormous number of leads. That\u2019s sometimes possible, but not very effective or efficient. <\/p>\n

Secondly, and perhaps more importantly, it means you\u2019re not really trying to cultivate a relationship with your customer. <\/p>\n

In our personal relationships, for instance, we hear the word \u201cNo\u201d a lot. It doesn\u2019t mean we walk away from our family and friends. We work through differences of opinion, treating them as points in an ongoing discussion. It should be the same with customers. <\/p>\n

Sometimes \u201cNo\u201d can be a sort of shorthand for a whole range of responses that experienced reps have learned to assess, investigate and overcome<\/a>. <\/p>\n

These are some of the things your lead might really mean \u2014 and which you can act upon: <\/p>\n

\u201cNot yet.\u201d<\/h2>\n

Some products and services might be really interesting or helpful, but a lead\u2019s particular budget cycle isn\u2019t at a point where they can commit to a purchase. <\/p>\n

As a sales rep, your job is to learn more about that budget cycle, and any other conditions that need to be met in order for a purchase to go ahead. <\/p>\n

Ask about when they typically look at replacing old products like the one you\u2019re selling, or introducing new ones if you\u2019re offering a product they\u2019ve never used before. <\/p>\n

\u201cI\u2019m not sure.\u201d<\/h2>\n

Uncertainty can be the death knell for the most persuasive sales pitches. <\/p>\n

While you want to close as many deals as possible, remember there can be a lot at stake for your lead. <\/p>\n

If they\u2019re considering a purchase on behalf of their company, it could represent a sizable investment. <\/p>\n

Your product could change the way people in their business work. It could bring benefits, but it also might pose risks.<\/p>\n

If the product doesn\u2019t help address their pain point (or address it enough), will they be reprimanded or overlooked in the future? <\/p>\n

Use your active listening skills to get at all the questions that may be circling around your lead\u2019s head. See if there\u2019s more information you can provide to give them the confidence they need. <\/p>\n

\u201cI\u2019d have to ask XYZ.\u201d<\/h2>\n

In B2B environments, few purchases are made by a single individual. Often there are formal buying committees who have to meet multiple times, research several different vendors and iron out specific terms and conditions before the final sign-off. <\/p>\n

Your lead may see the merits in the products or services you\u2019re pitching, but they dread having to bring it up with a coworker who might use it as an opportunity to debate a problem at the company. <\/p>\n

They might already be in hot water with their boss, and don\u2019t want to suggest they open their wallet for a major purchase. <\/p>\n

Make sure you talk to each lead about who they need to get buy-in from, and help them build the business case. <\/p>\n

Give them information that will speed up the process, or data that will drive a greater sense of urgency among their peers or manager. <\/p>\n

\u201cWe\u2019ll be okay.\u201d<\/h2>\n

Without necessarily giving a full explanation, some leads will hear a rep\u2019s pitch and assume that the product or service being described is too sophisticated or complex for a business of their size. <\/p>\n

This is where you may need to explain that, even if they work for a small and medium-sized business, the digital nature of the current business environment is levelling the competitive landscape. Small firms are often competing with larger entities, whether they realize it or not. <\/p>\n

Complacency is another hidden factor behind many rejections. It\u2019s always easy (or at least it seems easy) to maintain the status quo. That\u2019s where a good rep will help show where a company or an entire industry might face disruption if they don\u2019t respond to emerging customer needs or higher expectations. <\/p>\n

\u201cMaybe.\u201d<\/h2>\n

As you\u2019ve realized by now, a \u201cNo\u201d isn\u2019t always really a \u201cNo.\u201d<\/p>\n

There will be some leads who make it a principle never to accept the first version of a pitch they hear. <\/p>\n

They might be looking for a better price, an additional proof point, or to see if the rep might throw something else in as part of the package. <\/p>\n

What seems like a rejection, in other words, is really just the start of a negotiation. <\/p>\n

One of the best things about using a CRM is that you can begin to see trends and patterns in these kinds of rejections. You can begin to develop your own cheat sheet of how best to respond to common objections in a way that moves a deal along. <\/p>\n

Working in sales means that, occasionally, you will have to take \u201cNo\u201d for an answer. Just don\u2019t take it without considering all the hidden meanings behind it first. <\/p>\n

<\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"

It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is.
\nJust two letters. Just one syllable.
\nAnd still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end.
\nEven a novice sales rep will expect a<\/p>\n","protected":false},"author":1,"featured_media":1435,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[95,4],"sf_content_type":[],"coauthors":[2],"class_list":["post-1433","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-lead-generation","sf_topic-sales"],"yoast_head":"\nAll The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019 - Salesforce<\/title>\n<meta name=\"description\" content=\"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019\" \/>\n<meta property=\"og:description\" content=\"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2023-10-18T15:51:43+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-10-18T17:35:35+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"627\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Salesforce Canada\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Salesforce Canada\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\"},\"author\":[{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/67746feea2d6a73653ce0c10f94077a5\"}],\"headline\":\"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019\",\"datePublished\":\"2023-10-18T15:51:43+00:00\",\"dateModified\":\"2023-10-18T17:35:35+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\"},\"wordCount\":1042,\"commentCount\":0,\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg\",\"inLanguage\":\"en-CA\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\",\"url\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\",\"name\":\"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019 - Salesforce\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg\",\"datePublished\":\"2023-10-18T15:51:43+00:00\",\"dateModified\":\"2023-10-18T17:35:35+00:00\",\"author\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/601f410a2801f4ddcf6f00cb182e69d3\"},\"description\":\"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a\",\"breadcrumb\":{\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#breadcrumb\"},\"inLanguage\":\"en-CA\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-CA\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage\",\"url\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg\",\"contentUrl\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg\",\"width\":1200,\"height\":627,\"caption\":\"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.salesforce.com\/ca\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#website\",\"url\":\"https:\/\/www.salesforce.com\/ca\/blog\/\",\"name\":\"Salesforce\",\"description\":\"News, tips, and insights from the global cloud leader\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.salesforce.com\/ca\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-CA\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/67746feea2d6a73653ce0c10f94077a5\",\"name\":\"Salesforce Canada\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-CA\",\"@id\":\"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/c206078faacfae202082d59bddc16cc4\",\"url\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/11\/Salesforce-300x300-1.png?w=150&h=150&crop=1\",\"contentUrl\":\"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/11\/Salesforce-300x300-1.png?w=150&h=150&crop=1\",\"width\":\"150\",\"height\":\"150\",\"caption\":\"Salesforce Canada\"},\"url\":\"https:\/\/www.salesforce.com\/ca\/blog\/author\/salesforce-canada\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019 - Salesforce","description":"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/","og_locale":"en_US","og_type":"article","og_title":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019","og_description":"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a","og_url":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/","og_site_name":"Salesforce","article_published_time":"2023-10-18T15:51:43+00:00","article_modified_time":"2023-10-18T17:35:35+00:00","og_image":[{"width":1200,"height":627,"url":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","type":"image\/jpeg"}],"author":"Salesforce Canada","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Salesforce Canada","Est. reading time":"5 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#article","isPartOf":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/"},"author":[{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/67746feea2d6a73653ce0c10f94077a5"}],"headline":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019","datePublished":"2023-10-18T15:51:43+00:00","dateModified":"2023-10-18T17:35:35+00:00","mainEntityOfPage":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/"},"wordCount":1042,"commentCount":0,"image":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","inLanguage":"en-CA","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/","url":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/","name":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019 - Salesforce","isPartOf":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage"},"image":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","datePublished":"2023-10-18T15:51:43+00:00","dateModified":"2023-10-18T17:35:35+00:00","author":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/601f410a2801f4ddcf6f00cb182e69d3"},"description":"It\u2019s amazing how powerful the word \u201cNo\u201d can be to a new salesperson, considering how short it is. Just two letters. Just one syllable. And still, it sometimes feels like a door is being closed in your face, or a phone call is being brought to an abrupt end. Even a novice sales rep will expect a","breadcrumb":{"@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#breadcrumb"},"inLanguage":"en-CA","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/"]}]},{"@type":"ImageObject","inLanguage":"en-CA","@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#primaryimage","url":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","contentUrl":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","width":1200,"height":627,"caption":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019"},{"@type":"BreadcrumbList","@id":"https:\/\/www.salesforce.com\/ca\/blog\/all-the-hidden-meanings-behind-a-lead-s-no\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.salesforce.com\/ca\/blog\/"},{"@type":"ListItem","position":2,"name":"All The Hidden Meanings Behind A Lead\u2019s \u2018No\u2019"}]},{"@type":"WebSite","@id":"https:\/\/www.salesforce.com\/ca\/blog\/#website","url":"https:\/\/www.salesforce.com\/ca\/blog\/","name":"Salesforce","description":"News, tips, and insights from the global cloud leader","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.salesforce.com\/ca\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-CA"},{"@type":"Person","@id":"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/67746feea2d6a73653ce0c10f94077a5","name":"Salesforce Canada","image":{"@type":"ImageObject","inLanguage":"en-CA","@id":"https:\/\/www.salesforce.com\/ca\/blog\/#\/schema\/person\/image\/c206078faacfae202082d59bddc16cc4","url":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/11\/Salesforce-300x300-1.png?w=150&h=150&crop=1","contentUrl":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/11\/Salesforce-300x300-1.png?w=150&h=150&crop=1","width":"150","height":"150","caption":"Salesforce Canada"},"url":"https:\/\/www.salesforce.com\/ca\/blog\/author\/salesforce-canada\/"}]}},"jetpack_featured_media_url":"https:\/\/www.salesforce.com\/ca\/blog\/wp-content\/uploads\/sites\/12\/2023\/10\/all-the-hidden-meanings-behind-a-lead-no-open-graph.jpg","jetpack_sharing_enabled":true,"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Salesforce","distributor_original_site_url":"https:\/\/www.salesforce.com\/ca\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/posts\/1433","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/comments?post=1433"}],"version-history":[{"count":2,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/posts\/1433\/revisions"}],"predecessor-version":[{"id":5938,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/posts\/1433\/revisions\/5938"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/media\/1435"}],"wp:attachment":[{"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/media?parent=1433"}],"wp:term":[{"taxonomy":"sf_topic","embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/sf_topic?post=1433"},{"taxonomy":"sf_content_type","embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/sf_content_type?post=1433"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.salesforce.com\/ca\/blog\/wp-json\/wp\/v2\/coauthors?post=1433"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}