Sell Playbook: Cold Call Openers

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1. 2:48

   that press release had prompted me to call you. And then you can totally hang up if it doesn't make sense to speak from there. There's three steps to this one. Lead with context. Own that it's a cold call. Be extremely transparent about what's going on, and then get their permission to pitch. The context piece here, I said, hey, I just finished reading the press release about “look for a piece of context that is at least” somewhat related or could be related to your pitch. And so I sold billing software to law firms for a very, very long time. And so I would look for things like if they had just won a big case, hey, Armand, I just finished reading about the big case win, because I could relate that to they'd have to collect money and the software would help with that. Or, hey, I just finished

   In Contact research

2. 6:03

   Have you heard her name tossed around? Or other examples that I used when I was selling software at Carta included, Hey Charlie, we work with a few other CFOs in the Chicago area. It's Arman from Carta. Have you heard her name tossed around? So you can do this by Geo, you can do this by Persona, you can do this by Investor, you can do this by a competing customer in the same industry. “Find one common thread and lead with that upfront.” To break it down, there were three steps as part of that. You lead with that context first, and then step two is you introduce yourself and then you ask if they've heard your name tossed around. Now to be clear, it doesn't matter if they've heard your name tossed around. In fact, most of the time, when I've given that opener 10 times,

   In Relevance-led cold call openers

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