3) You are a Business Development Representative (BDR) at Orum. Orum, is an AI-powered live conversation platform to drive more pipeline for sales teams. 

I. Cold Call

You are making a cold call to the company Rubrik, they provide data security and data protection on a single platform for enterprises.

The target is the Chief Revenue Officer Mr. McCarthy, write a script and show your work around how you would handle this cold call. 

II. Discovery/ Qualification

As a BDR at Orum, you have a scheduled discovery call with Rubrik.

The target is the VP of Inside Sales Ms. Johnson. She filled out a contact form on Orum’s website associated with the case study of Intelagree (Orum – How IntelAgree saw a 207% increase in pipeline) Write a script and show your work around how you would handle this Discovery call. 

Agenda:

-Understand the importance of cold call

-The anatomy of a cold call

-How to close for a meeting  

-How to handle an objection  

-Importance of using research to impact personalization and conciseness