Qualification – Qualify your target before reaching out to them , see in linkedin or on their corporate website who the decider is the ,CEO or the department Head you need to speak to pitch on the phone. Otherwise your cold call is lost before it even started and you potentially pitch either the wrong person or to early in the sales process and the person that receives the pitch wont put you forward. Your aims is to pitch at the right moment to the right decider to bring your benefits forward. Dont sell in first place, instead inform what you could do for them, spark interest as example; ” We can help you to make your sales team more efficient so they spent less time on admin and more time on actively selling ( as example if your product is a crm tool that automates parts of the sales process) your pitch could be received well as the product could be of interest.
Decider: Pitch the decider the benefits not the tool your aim is not to sell, your aim is to book in an appointment for another call, online presentation to make him get to know you and the product. Now the cold lead becomes a warm, qualified lead.
Demo: your are prepared for the online presentation/ demo. Do not make it another boring product pitch, relate relate relate. Relate the benefits your products brings to their company and specific needs. At the end of this appointment you want to know the potential deal value with the client and next steps and timeline. How many sales people could increase their productivity through this tool? Collect Feedback to see what could hold them back to go forward? Lead the next steps on as example iam going to prepare an offer for you for xyz licence so we can see how much time i can already save your team to be more productive ( special discount, to get him started). Book in a realistic time slot for a follow up so he is expecting you to either make the sale happen for a smaller package ,if hes not ready yet or up sell him. Send him the offer together with the appointment with the next call in an email , so he pencils you in in his diary.
Decision: You already pretty much close the deal in the demo, your call now is either to have buy if he hasent done it during the time between demo and now or if you make him an offer , make him feel special, special discount works (even if its standard discount everyone gets) and try to sell him more licences.