In this video, we share an example of a cold call for tech sales. This is a real cold call from a salesperson trying to generate leads and set an appointment for a tech sales product that is a SaaS solution. She does a couple of things really well, and we outline them in the video and explain them below.

 

Value Prop Cold Call Opener

In this cold call for tech sales, the salesperson opens the call with a value prop cold call opener. This is where you open the call by sharing the value your product has to offer, and she did that by saying:

We help companies reduce their time preparing for presentations.

By helping you to streamline how you access your PowerPoint information.

This is a nice way to open cold calls because not only does it focus on what the prospect cares most about, but it also makes you look less like a product-pushing salesperson, which can help reduce guardedness and objections.

To see the power in this approach, we can look at how most salespeople open cold calls, and that is by using a product as a cold call opener, where they explain the product or service they sell. If this salesperson used a product intro cold call opener, she might say something like:

We provide a web-based PowerPoint content management system for storing slide decks stored in a central database.

There is file sharing, access management, and version control.

If this salesperson opened this cold call for tech sales by saying anything close to that, the call would have been completely different. And that is because, like with most products, the prospect is not actively looking to purchase a PowerPoint content management system, which means the call would likely head quickly toward the prospect feeling a need to use objections like:

I am not interested.
We are not making any changes right now.
We already use someone for that.
We do not have any budget.

You can drastically reduce that direction by using a value prop cold call opener.

 

Explaining the Product

Another thing that was done well on this cold call for tech sales is how the salesperson explained what she sold. After the value prop cold call opener, the prospect asked for more details about what the salesperson was talking about or selling. The salesperson provide and extremely short product intro by saying:

We create a location in your company where you store all of your PowerPoint presentations. People around your organization can access them.

And after that, she went back to her value proposition and benefits by saying:

Helps to:

Ensure corporate brand guidelines
Maintain consistent messaging
Reduce time preparing presentations

This was nicely done because many salespeople dig into product details, features, and functionality when explaining the product. There is a time and place to get into that explanation, and the cold call is not that place because you don’t have the time to explain everything, especially if you are in tech sales or sell software.

By explaining the product and its benefits, you not only clarify what you sell more clearly in a short window of time, but you also build more interest because the benefits are what the prospect cares most about.

We hope this cold call for tech sales provides some new ideas and insights to help you with your sales efforts!