SaaS - AI Orders (& eCommerce) Cold Call Script

Initial cold call

Hey, this is [Name], I manage distributor relationships in [your area] and I need to speak
to the Head of Sales. Can you throw them on the phone for me? And who are you
grabbing for me? Thanks!

Gatekeeper: (If they ask why you are calling): “What is this all about? What do you
need him/her for? What’s the purpose of this call?”

Again, this is [Name] I manage distributor relationships and I need to speak to the Head
of the Sales for your Wholesale restaurant accounts. Who’s the right person to talk to
in charge of the Sales Reps? I’ll hold while you go ahead and transfer me. Thanks!

Gatekeeper: (We don’t sell to restaurants): No worries, I need to speak to whoever is

in charge of your retail business then. I assume you are selling to mom and pop stores
correct? I can hold while you connect me to the Head of your Sales Reps.
(disqualify if only selling to large corporate chain retailers and re-distributors)

Gatekeeper: (still pushing for the purpose of the call): “Sorry what? What do you
manage? What are you selling me, etc.?”

Again, I’m calling regarding the independent restaurant and retail accounts. I need to
speak to the Head of your Sales Department about the partnership. It will just take a
minute. I can wait while you transfer me. Thanks!

Gatekeeper: (insists on knowing the name of the Company): “I can’t help you if I
don’t know what company you work for”

Got it. I’m calling from Cheetah Technologies, we were a technology-based broadline
distributor, and we’ve recently pivoted and commercialized our tech stack and I need to
get in touch with the Head of Sales regarding the partnership. I can hold while you patch
me through. Thanks!

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Push for DMs cell number

Gatekeeper: “He/She is not in.”

`
Gotcha! I really need to get in contact with them today regarding the partnership. What’s
the best phone number to reach them at?

Gatekeeper: “I can’t share their number.”

Oh I totally get it, but I’ll just shoot them a text so we can set up a time to chat. What’s a
number I can quickly text?

Gatekeeper (still refuses to share the number)

Gotcha, no worries I wouldn’t want to get you in trouble but I do need to hear from them
right away.

Let’s do this instead. Go ahead and grab a pen and I'll give you my contact info.
Again, this is [Name] and I manage distributor relationships in [your area].

I need to hear back from them as soon as possible. My direct line is xxx-xxx-xxxx. And
who should I expect a call back from?
Perfect!

Go ahead and shoot them a text with my info as SOON as we get off the phone so they
can get back to me. You can do that quickly right? Awesome thanks, you’ve been super
helpful! And what was your name again?

Get information from Gatekeeper:

One more thing, while you have me on the phone…actually you can probably answer a
few of my questions that I need clarification on.

● I assume you guys are taking orders via email, texts, and voicemail right?
Great! (disqualify if only taking orders via eCommerce app or EDI from big
corporate retail stores)
● Do you know about many orders a day you guys typically do?
● Do you know how many folks are on your Sales team?
(Jump in to more discovery if time)

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Once you get transferred (confirm you are talking to Head of Sales):

Hey, [Name], not sure how much of the message got passed along but I manage
distributor relationships in your area…you’re the Head of Sales over at [X distributor]
right?

If yes: Awesome!
If no: Push to get the right person on the phone!

Once you get DM on the phone - straight into pitch AND discovery

Great! I’m [Name] calling from Cheetah, we were a technology-based broadline

food distributor that’s acquired thousands of customers on the West Coast.
We’ve recently pivoted to commercializing our technology and sharing it with
other distributors and wholesalers like yourself. We have a powerful AI tool that
automates orders saving your Sales Team over 100 hours a month!

I assume you guys are also spending a lot of time taking orders via email, text,
voicemail, etc, right? (disqualify if no) Perfect!

In the past 10 years when we were a food distributor we found that the Sales Team was
wasting so much time manually inputting those orders so we built an AI transcription
technology that will help automate them. When orders come through via text, email,
voicemail the AI Tool turns them into correct purchase orders in the system with SKU
detail. It’s AI so it learns over time, based on your customer's order guide and past
history, and will become even more accurate than a human. It can even catch your
customer’s mistakes…drastically reducing fulfillment errors!

How many folks do you have on the Sales Team? Great!

Once we help automate your manual orders the Sales Team can spend less time
inputting orders and more prospecting! Simply streamlining our processes has allowed
our Sales reps to focus on acquisition and bring on an average of 10 customers per
month! Crazy right?

The AI tool is incredibly simple and it takes no integration whatsoever! We can get you
up and running in a matter of days by following a simple Onboarding checklist.

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If necessary:
Once we have Catalog and Customer Data the tool can start transcribing those
email/text/voicemail orders. Again, you would get correct purchase orders with
SKU detail instead of seeing vague orders that only say 2 cases of mushrooms
when really your customer means 2 cases of sliced white mushrooms. It’s so
easy to mix those things up and input the wrong SKU, ya know? (Use real
examples based on the what kind of distributor you are speaking to)

I’m assuming you guys have catalog detail in your ERP right? Which one are you
using? Great! We’re speaking to a lot of distributors using that system.

Another powerful tool in our tech stack is our ordering apps. When independent
restaurants or retailers place orders through either our web or mobile app we
have seen an increase in cart size by an average of 20%!

You’re also selling directly to independent restaurants or retailers, correct? Perfect!

Cheetah is the ONLY technology company in the industry that has first-hand experience
as a food distributor. We have a lot more to offer including low payment processing
rates, routing and driver logistics through a driver app, and more.

For both our mobile and web ordering apps you’ll be able to showcase your catalog
digitally, process orders and payments, set up recurring orders, and upsell with AI
powered product recommendations and more. It’s all completely customizable! Our
onboarding team will work closely with you to make sure all your preferences are set.
We can actually get you up and running without integration!

We are really looking for distributors to partner with!

Set up the demo

(***pull up Marissa and Jake’s calendly here and choose the earliest slot possible)

So, the next step is to get on a Zoom with one of our Product Experts. They can walk
you through all of the features of the AI tool as well as both the web and mobile Apps so
you can really see what I’m talking about and they can go into more detail about
Cheetah’s other offerings as well. I’m pulling up the calendar now. I’m assuming this is
typically a good time for you right, [afternoons/mornings]? Great.

Marissa/Jake is free at [Y time tomorrow/next day], that will work for you right?

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If no: No worries, looks like they also have availability at [Z time next day], you can
make that work instead right?

If no: Got it, sounds like this week is getting pretty booked for you, let’s do the same
time next week…

(Keep pushing until you get a time or get to the real objection and objection handle)

Perfect. We will shoot you a calendar invite for the Zoom meeting. What’s the best email
to reach you at? Great! Feel free to add any other stakeholders to the meeting as well.

I’ll also text you the details as soon as we hop off the phone. What’s the best
number for me to shoot that to?

You will see that invite come through shortly!

One more thing…If you’d like, we can actually tailor the demo even more specifically for
you guys by using real catalog data! All you would need to do is send me a CSV file
with a sample of your catalog data (product name, description, SKU, as much detail as
you’d like to share), maybe just up to 100 rows, and we can actually use that for the
demo to show you real results based on your data! Cool right? Totally up to you, we can
also use our past data, but it is really cool to see your specific results in action….
If no: No worries, we will use our data for the demo. Again, you will see that
calendar invite coming your way shortly!

If yes: Great! I’ll be sending you an email so I’m at the top of your inbox, then
whenever you have time shoot me over that CSV file and I’ll pass it along to our
Product Expert for the demo. Again, you will also see that calendar invite coming
your way shortly!

Discovery:

While you have me on the phone, let me ask you a couple more questions so they can
really tailor the demo to your specific needs…

(Walk through as many questions as possible and make sure to add in value props
along the way)

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Qualifier that need to get answered before booking the demo (skip ones that were
answered above):
● You guys take orders via email, text, and voicemail, right? (disqualify if not taking
manual orders via email/text/voicemail)

Continued discovery if time (get as many answered as you can):

● You sell to independent restaurants and retailers, right? As well as I’m assuming
some wholesale and resale accounts, right?
● Remind me, what ERP software/inventory system are you guys using again?
● Do you know about many orders a day you guys typically do?
● Do you know how many folks are on your Sales team?
● You guys are accepting CC/ACH as well as checks right?
● Do you use a WMS system? Which one?
● Do you have different pricing for different customers? I’m assuming your Sales
Reps have the ability to change pricing and margins correct?
● How many warehouses do you have? Are you in multiple areas/states?
● What other challenges are you having currently? Cheetah has a full tech stack,
including routing solutions and driver management and payment processing to
help distributors scale faster…
● How many hours each week would you say one sales rep spends inputting
orders as opposed to building better relationships with current customers or
hunting for new customers?
● How many customers/month do your Sales Rep acquire?
● What sort of accounting software are you using?
○ Quickbooks? Which Version? Online or Desktop?

Call back script

● Every time you receive a callback you should be incredibly proud, you did your
job and pushed urgency with the gatekeeper and/or on your voicemail!
● It’s important to keep a confident, casual tone and get to your pitch as soon as
possible
● Always first confirm that you are talking to a DM
● Then go straight into pitch and discovery!
● If they are upset, pretend that you didn’t mean to cause any confusion, brush it
off, and get to your pitch asap!

If prospect is confused as to why you called originally but not upset:

Hey, I’m not sure how much of the message got passed along from [gatekeeper you
spoke to]. I manage distributor relationships and I needed to speak to the Head of Sales
at [X distributor]. That’s you right? Awesome!

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Great! I’m [Name] calling from Cheetah, we are a technology-based broadline
food distributor that’s acquired thousands of customers on the West Coast.
We’ve recently pivoted to commercializing our technology and sharing it with
other distributors and wholesalers like yourself. We have a powerful AI tool that
automates orders, saving your Sales Team a ton of bandwidth!

I assume you guys are also taking orders via email, text, voicemail, etc, right? Perfect!

(continue to script)

If prospect is upset:
Hey, I’m not sure how much of the message got passed along from [gatekeeper you
spoke to]. I definitely didn’t mean to cause any sort of confusion, I’m just really
passionate about what I do. I manage distributor relationships and I needed to speak to
the Head of Sales at [X distributor]. That’s you right? Awesome!

(continue to script)

Elevator Pitch:
Cheetah is an eCommerce company specifically for food distributors and wholesalers
like yourself. We offer AI-enabled mobile and web ordering apps, an AI Tool that can
turn email, text, and voicemail orders into correct purchase orders in your system, and
routing optimization and a driver logistics app. We really are an all-in-one tech upgrade!

Since we started as a food distributor ourselves, everything we have built is battle

tested and we really understand your needs. Our ordering apps increase average order
size by an average of 20% and our routing optimization saves on average $10k/month
for every truck in your fleet.

The next step is to jump on a quick call with one of our Product Experts…

____________________________________

Hi, I’m XXX with Cheetah Technologies. We were a broadline food distributor, but we’ve
pivoted to commercializing our AI technology to help distributors and wholesalers like
yourselves streamline their operations. Our AI tool automates order processing from
emails, texts, and voicemails, turning them into accurate purchase orders with SKU
details. This can save your sales team over 100 hours a month by reducing manual

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input, allowing them to focus on customer acquisition. It’s easy to implement with no
integration needed, and you can be up and running in days. We are setting demos with
our product experts. Does today or tomorrow work best for you?