In this video, we share a cold call example for 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.
TLDR
- This is a real cold call from a salesperson who is selling a SaaS solution
- She does a lot of good things on this call, and we review those in the video and in this blog post
- One thing she does well is opening the cold call with her value proposition
- She also handles the product and company intro really well in terms of timing and explanation
- We provide a recommended cold call script for this salesperson and explain it in more deatil in the video
Value Prop Cold Call Opener
In this tech sales cold call, the salesperson opens 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: by using a product as an opener, explaining 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 had 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 example 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 well done because many salespeople dig into product details, features, and functionality when explaining it. 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 in a short window of time, but also build more interest because the benefits are what the prospect cares most about.
Recommended Cold Call Script for Tech or SaaS
Here is a recommended cold call script for tech or SaaS sales that we created for this salesperson, and we explain this in more detail in the video.
Cold Call Open
Hi Tom, this is Michael Halper calling from Slide Deck Pros.
Did I catch you in the middle of anything?
Value Proposition Cold Call Opener
The reason for the call is that we help marketing departments to:
- Decrease time spent creating presentations
- Ensure the latest and most up-to-date information is being used
- Manage and maintain corporate branding guidelines
I don’t know if you are a fit with what we do or not.
Pain Questions
If I could ask you real quick:
- How concerned are you about the time spent creating presentations?
- How concerned are you about people using old and outdated slides?
- How important is it to ensure corporate branding guidelines are being followed?
Current State Questions
- Are you using any type of system for storing and sharing PowerPoint slides?
- Does your organization use PowerPoint slides?
- How does your organization use PowerPoint?
- How much time do you think is being spent on building PowerPoint slides?
- Have you ever had issues with old slides being used?
- Have you ever had issues with slides not following corporate branding guidelines?
Pain Points
A lot of marketing departments we work with have challenges with:
- Easy to spend too much time creating presentations
- Difficult to make sure everybody is using the latest slides
- Difficult to manage corporate branding guidelines
Are you concerned about any of those areas?
Product and Company Introduction
It might make sense to talk more because we provide:
- Web-based PowerPoint content management system
- PowerPoint slide decks stored in a central database
- File sharing across the organization
- Access management and version control
- Content update notifications
Some ways we differ:
- Files stored centrally
- Data security
- Backup protection
Customer Example
- We worked with the owner of Table Tech.
- They were having version control issues.
- We helped to solve that with our PPT Management System.
- This helped to decrease the time spent building slides.
- This ultimately improved the version control and branding standards.
Cold Call Close
But I have called you out of the blue, and I don’t know if this is the best time to discuss this.
Are you available for a brief call to learn more about you and discuss how we are helping marketing depts improve how they manage their PowerPoint content?
We hope this cold call for tech and SaaS sales provides some new ideas and insights to help you with your sales efforts!
