Role Play: Cold Call
I gotta go
Situation: You cold call a Director of IT for a 300 person company. They showed intent signal for endpoint management and patching, but the prospect is rushing you off the call.
Let's role play the situation.
What differentiates our jobs from the "cold" BDR-ing of yesteryear?
Someone call security!
How would a Security team view the Automox Value proposition?
What about an IT team?
Where does most of our pipeline and most of our revenue come from?
-Channel
-Sales
-Marketing
We ain't special
What is the most common, and most generic, soluion area offered by Automox?
I already have something
They're listing out all of the products they use for EP management and patching as a "we're good" objection.
Who do you think I am?
Zero-Day
1.) What is a zero-day?
2.) What is usually done to limit the risk from a zero day before a patch is available?
3.) Why are zero-days a big issue for modern companies?
It's closing time
How long does the typical Automox Sale take to close?
Hold my beer
Why might a prospect NOT want Automox to automatically apply all patches?
Send me an email
This is going to be a very common objection.
How do we break it down?
"Is it worth it? Let me worklet" - Missy Elliot
What is a Worklet?
What can they do?
What are the different ways a Worklet can be created in Automox?
Money on the mind
What is our average deal size?
Matchmaker
Call your shot
Your prospect is the following:
-ITOps Director
-Regional Hospital
-Super regulated security requirements
-You know IT is a "lean team" internally
What's your pitch?
That's not my job
Your prospect answers the phone, allows you to get through your call opener, but then tells you "this isn't something handled by my team."
What do you do?
Compliance
What does "Compliance" mean in the Automox product?
Where's the beef?
What is the most critical component of the Automox sale?
-NBM
-POV
-Negotiation and Close
Nightmare fuel
We've entered a sale against some signals that "patching is a problem."
We focus on patching throughout the NBM.
What the risk in this sale?
Busy Bee
Good fit account, good fit persona.
You get engagement on the call, but when setting next steps you get a passive "I'm really busy right now"
What Automox BDR #fail have you learned the most from?
Super Powers
What are some of the "Super Powers" of our product that allow us to run efficient sales motions?
Magic dust
What is the most important thing you can do to prep an Account Executive for success in their NBM?
Hieroglyphics
In the early 1900s, how did the equivalent of "software" work on the earliest machines?
What was the process to "patch" these systems?