Objection: "We already have something in place for that." Product: Ramp — AI sales onboarding software | Stage: Discovery call RESPONSE 1 — Acknowledge & Reframe: That's common for teams your size. The real question is whether what you have keeps pace with your growth. Most companies that come to us have something in place — they just find it breaks down when headcount doubles. What does your current ramp process look like for a new AE? RESPONSE 2 — Proof: So did Meridian SaaS. They had a playbook, manager shadowing, Salesforce. Still took 6 months per rep. After Ramp, they cut that to 10 weeks. What metric are you using to measure ramp success right now? RESPONSE 3 — Question Back: Out of curiosity — how long does it currently take a new rep to hit their first quota? I ask because most teams we talk to have a process, but the timeline is longer than they want. Coaching note: The real objection is usually "I don't want to admit our current process isn't working." Listen for defensiveness about their setup — that's the signal.