Cold Call Script Cheat Sheets
Thought Leader Frameworks Adapted for Solanasis
Version: 1.0 Date: 2026-03-24 Purpose: Quick-reference cheat sheets distilling the best techniques from top cold calling thought leaders, adapted for Solanasis verticals. Keep this open alongside the Master Playbook. Sources: Jeb Blount (Fanatical Prospecting), Gong.io (300M+ calls analyzed), Josh Braun, Chris Voss, Jeremy Miner (NEPQ), Jason Bay (REPLY Method), Becc Holland (Flip the Script)
1. The Blount 5-Step Framework (Fanatical Prospecting)
Jeb Blount’s telephone prospecting framework is the most cited structure in B2B sales. Execute all 5 steps without pausing between them. Continuous delivery prevents early interruption.
| Step | What to Do | Example (Solanasis) |
|---|---|---|
| 1. Use their name | Get attention. Just their first name. No “how are you." | "Hi Sarah.” |
| 2. Identify yourself | Quick, no filler. No “I’m just calling from…" | "This is Dmitri Sunshine with Solanasis.” |
| 3. State why you’re calling | Direct. No ambiguity. Use “The reason I’m calling is…" | "The reason I’m calling is to set up a quick conversation about your firm’s data protection.” |
| 4. Bridge with “because” | The word “because” itself increases compliance (Langer copier study). Make the reason relevant. | ”…because I noticed your firm handles estate planning, and firms your size are the ones getting flagged on malpractice renewals for data protection gaps.” |
| 5. Ask, then SHUT UP | Propose a specific day and time. Then stop talking. Let silence work. | ”How about Thursday at 2?” |
Assembled Solanasis Scripts (Blount-Style)
Attorney:
“Hi [Name]. This is Dmitri Sunshine with Solanasis. The reason I’m calling is because I’ve been working with estate planning firms in Colorado on the data protection piece, specifically the ‘reasonable efforts’ standard under ABA Rule 1.6(c). A couple of firms your size found gaps they didn’t know they had. How about we set up 15 minutes next Thursday at 2 to see if it’s relevant for you?”
Foundation:
“Hi [Name]. This is Dmitri Sunshine with Solanasis. The reason I’m calling is because I read that [Foundation Name] focuses on [cause area], and I work with private foundations on making sure donor data and grant records are actually recoverable. After the Blackbaud breach hit 13,000 nonprofits, a lot of EDs are asking these questions. How about next Tuesday at 10 for a quick conversation?”
CPA:
“Hi [Name]. This is Dmitri Sunshine with Solanasis. The reason I’m calling is because now that tax season is behind you, a lot of CPA firms are tackling their WISP compliance. The IRS and FTC both have requirements, and most firms we talk to have either a template WISP from three years ago or nothing at all. How about we find 15 minutes next week to see where your firm stands?”
SMB:
“Hi [Name]. This is Dmitri Sunshine with Solanasis. The reason I’m calling is because I work with [industry] companies your size on something that usually gets attention only after it breaks: whether your systems actually come back when something goes wrong. The average breach cost for companies under 500 employees is $3.31 million, and 80% of those hit companies under 1,000 employees. How about Thursday at 3 for a quick 15-minute call?”
The “Because” Bridge: Why It Works
Psychologist Ellen Langer’s copier study found that using the word “because” with any reason (even a meaningless one) increased compliance from 60% to 93%. In cold calling, “because” after your reason statement bridges the gap between “who is this” and “why should I care.” Even a weak reason preceded by “because” outperforms no reason at all.
Strong “because” bridges for Solanasis:
- “…because firms your size are the ones most exposed right now”
- “…because I noticed [trigger event]”
- “…because the ABA/IRS/FTC just [relevant development]”
- “…because a few organizations similar to yours found [specific finding]“
2. Gong Data: What 300M+ Calls Actually Show
These aren’t opinions. These are findings from Gong.io’s analysis of 300 million+ cold calls. Build your scripts around this data.
Opener Performance (Ranked by Success Rate)
| Opener | Success Rate | Notes |
|---|---|---|
| ”Heard the name tossed around?“ | 11.24% | Implies social proof. Use when you have a legitimate connection or referral. |
| ”How have you been?“ | 10.01% (6.6x baseline) | Pattern interrupt. Prospect assumes they’ve met you. Disarming. |
| ”The reason for my call is…“ | 2.1x baseline | Satisfies the “why are you calling?” question immediately. Reduces defensiveness. |
| ”Did I catch you at a bad time?“ | 0.9% (40% WORSE) | Gives the prospect permission to hang up. Never use this. |
| ”Is now a good time?” | Below baseline | Same problem as above. Avoid. |
The Data Rules
| Metric | What Gong Found | Solanasis Implication |
|---|---|---|
| Successful call length | 5 min 50 sec average | If you’re under 4 min, you’re not getting into Discovery. Aim for 5-6. |
| Unsuccessful call length | 3 min 14 sec average | Calls dying at 3 min = your Reason or Credibility block is weak. |
| Talk-to-listen ratio | 55% talking / 45% listening | On cold calls, YOU lead. This isn’t a discovery call yet. Educate, then ask. |
| Monologue length | Top reps: 37-sec max monologues | Don’t lecture. Your longest uninterrupted block should be under 40 seconds. |
| Questions asked | 11-14 questions on successful calls | Ask more questions. Each question extends the call and builds engagement. |
| Voicemails + email | VMs double email reply rate (2.73% to 5.87%) | Always follow a VM with an email the same day. The VM primes them for the email. |
| VM diminishing returns | 1-2 VMs = good; 3+ VMs = response drops below leaving none | Maximum 2 VMs per prospect. Already in our playbook. Validated by Gong. |
| VM connect rate tradeoff | VMs reduce future connect rate by 28% | VMs make future calls harder to connect. The value is in driving email replies, not callbacks. |
Phrases That Kill Calls (Avoid These)
| Phrase | Why It Fails |
|---|---|
| ”Did I catch you at a bad time?” | Gives permission to hang up. -40% success. |
| ”Just checking in” | No value. No reason. Instant delete/hangup. |
| ”I’d like to tell you about…” | Signals a pitch, not a conversation. |
| ”Would you be open to…” | Too passive. Weak commitment language. |
| ”I understand” (in objection handling) | Sounds insincere. Blount explicitly warns against this. |
3. The Ledge-Disrupt-Ask (LDA) Objection Framework
This is Jeb Blount’s core objection handling technique. It works because cold call objections are reflexive, not rational (he calls them RBOs: Reflex Responses, Brush-offs, Objections). There are only 3-5 you’ll hear 80% of the time. Memorize the turnaround for each.
The 3 Steps
| Step | What It Does | How It Works |
|---|---|---|
| Ledge | A memorized pause phrase that gives your brain a quarter-second to override fight-or-flight. | ”That makes sense.” / “I figured you might say that.” / “That’s exactly why I called.” |
| Disrupt | Break the prospect’s expected pattern. They expect you to argue or hang up. You AGREE with them. | Agreement creates cognitive disruption and opens a window. |
| Ask | Immediately reassert your request. No hesitation. Propose a specific time. | ”How about Thursday at 2?” |
Critical rule: NEVER say “I understand.” Blount explicitly warns this signals insincerity.
LDA Applied to Solanasis Objections
“I’m busy” / “Now’s not a good time”
Ledge + Disrupt: “That’s exactly why I called. I figured you would be.” Ask: “I want to find a time that’s more convenient. How about Thursday at 2?”
“I’m not interested”
Ledge + Disrupt: “That makes sense. Most people aren’t the first time I call.” Ask: “And that’s exactly why we should meet. How about next Tuesday at 10?”
“Send me an email”
Option A (confident): “Happy to. And to be honest, this stuff makes a lot more sense in a 10-minute conversation than a PDF. How about Thursday at 1?” Option B (engagement): “Sure. Tell me specifically what you’d want to see, so I send you something relevant.” Option C: “Absolutely. I’ll send something over today. Can I call you back Tuesday at 10 to walk through it?”
“We already have an IT person / MSP”
Ledge + Disrupt: “That makes sense. Most of my clients do too. I actually work alongside internal IT; I focus on the strategic and security layer they typically don’t have bandwidth for.” Ask: “A quick 15 minutes would help me understand your setup. How about Wednesday at 10?”
“We’re too small for that”
Ledge + Disrupt: “I figured you might say that. That’s actually the sweet spot where I work; organizations too big to wing it but too lean for a full-time CIO.” Ask: “How about Tuesday at 3 so I can show you what that looks like?”
“We’re all set” / “We’re already working with someone”
Ledge + Disrupt: “If you’re getting good service, you should never think about changing.” Ask: “All I’m asking is 15 minutes to learn about your setup and see if we’re even a fit. How about Friday at 2?“
4. Tonality, Pace, and Delivery
Research from Gong, Close.com, and practitioner communities on HOW to sound on cold calls.
Speaking Pace
- Target: 140-160 words per minute. Slightly above conversational speed.
- Too fast = anxiety/desperation. Too slow = bored/uncertain.
- Match the prospect’s energy loosely. If they’re clipped and fast, tighten up. If they’re relaxed, slow down.
Tone
- Casual and confident. Not rehearsed. Not overly enthusiastic.
- Smile while you talk. It changes your vocal quality (research-backed).
- Stand up or walk during calls. It projects more energy than sitting.
- No vocal fry. No upspeak (making statements sound like questions).
The 8-Second Rule (Blount)
You have 8 seconds to hook the prospect. Within that window: your name, your company, and something that signals this call is worth their time.
The Golden Rule of Delivery
Execute the 5-step framework without stopping. Pauses invite “I’m busy” or “not interested” before you’ve even delivered your reason. Get through all 5 steps, THEN let them respond.
Energy Management
- Your 15th call will sound better than your 1st. The energy of momentum compounds.
- Never start a call block cold. Do 2-3 warm-up dials to low-priority prospects first.
- End every call block with one more call than you planned. Blount’s “one more call” rule.
5. The NEPQ Question Framework (Jeremy Miner)
NEPQ (Neuro-Emotional Persuasion Questions) teaches that prospects are most persuaded when they persuade themselves. Use questions that lead them to their own conclusions.
Question Progression for Solanasis Discovery
| Stage | Purpose | Example Question |
|---|---|---|
| Connection | Build rapport, lower guard | ”How have you been?” / “I appreciate you taking my call.” |
| Situation | Understand current state | ”Who handles IT and security at your firm right now?” |
| Problem Awareness | Surface pain they may not have articulated | ”When was the last time someone actually tested whether your backups restore?” |
| Solution Awareness | Help them see what “fixed” looks like | ”What would it mean for your firm if you could hand your malpractice carrier documented proof of reasonable efforts?” |
| Consequence | Make inaction painful | ”What happens if your systems go down and the backups don’t work?” |
| Commitment | Move to next step | ”Would it make sense to set up 15 minutes so I can walk you through exactly what we look at?” |
NEPQ Principle for Solanasis
Instead of saying “You need a security assessment,” ask questions that lead them to conclude it themselves:
- “How confident are you that your backups would actually work?”
- “What would happen to your clients’ data if your systems went down tomorrow?”
- “Has anyone ever verified that your WISP meets the current IRS requirements?”
The prospect saying “I don’t know” or “That’s a good question” is a buying signal. They’ve just admitted a gap.
6. Opener Comparison Table: What to A/B Test
| Opener Style | Script | Source | When to Use | Success Data |
|---|---|---|---|---|
| Permission-Based | ”I know this is a cold call; do you have 27 seconds?” | Industry standard | Default opener. Safe, honest, builds trust. | Strong anecdotal, no Gong data |
| ”How have you been?" | "Hi [Name], Dmitri Sunshine from Solanasis. How have you been?” | Gong (90,380 calls) | When you want a pattern interrupt. Works best with warm, relational contacts. | 6.6x baseline (10.01%) |
| Blount Reason-First | ”Hi [Name], Dmitri Sunshine with Solanasis. The reason I’m calling is…” | Jeb Blount | When you have a strong “because” bridge. | 2.1x baseline |
| ”Heard the name tossed around" | "Hi [Name], I’ve heard the name [their name] tossed around. I’m Dmitri from Solanasis.” | Gong | ONLY when you have a legitimate referral or connection. Dishonest use will backfire. | 11.24% (highest) |
| Trigger Event | ”I noticed your firm just [event]. Usually when that happens…” | Becc Holland / general | When you have a real trigger event (hire, expansion, news). | Strong conversion when authentic |
| NEPQ Question | ”Quick question, [Name]: who handles your firm’s data protection strategy?” | Jeremy Miner | When you want to skip the pitch and go straight to discovery. | Practitioner-backed |
| Peer Proof | ”I’ve been working with a couple of [their type] in [location] on [topic].” | General | When you have real client examples. Social proof is powerful. | Strong anecdotal |
What NOT to open with:
- “Did I catch you at a bad time?” (40% worse per Gong)
- “Is now a good time?” (same problem)
- “I’d like to tell you about our services” (pitch, not conversation)
- “I’m just calling to check in” (no value)
7. Voicemail Best Practices (Data-Backed)
The Trade-Off (Gong Data)
- VMs double email reply rate (2.73% to 5.87%)
- But VMs reduce future connect rate by 28%
- Sweet spot: 1-2 VMs max per prospect. At 3+, response drops below leaving none.
Blount’s 5-Step VM Framework
- Name and company (upfront)
- Phone number, slowly, twice
- Reason for calling (same “because” bridge)
- Pique curiosity (one insight, not a pitch)
- Name and phone number again, slowly
Keep to 20-30 seconds max. Anything over 20 seconds gets deleted.
Strategic VM Rules
- Only leave VMs when it matters. Don’t VM every dial.
- Always send an email within 1 hour of the VM. The VM primes them for the email. This is the primary value of leaving a VM.
- Never pitch in the VM. One insight, one reason to call back, done.
- First VM: Leave it. Creates name recognition.
- Second VM: Only if they didn’t respond to the post-VM email. More direct.
- Third VM: Don’t. The data says it hurts you.
8. Gatekeeper Tactics That Work
Assumptive Language (36% higher connection rate)
Don’t ask permission. State your intent as a matter of course.
- “I’d like to speak with Sarah regarding the data protection review.” (Not: “Could I possibly talk to Sarah?“)
- Speak confidently, as an equal. Nervous = supplicant. Confident = peer.
Blount’s Gatekeeper Approach
- Use the gatekeeper’s name
- Say “please” twice
- Ask for help: “I was hoping you could help me find the right person”
- People are psychologically wired to help when asked directly
Professional Services-Specific
- Law firms: Ask for “the person who handles technology decisions” not “the managing partner.” You might get routed to the office manager, who is often a better entry point.
- CPA firms: The firm administrator often handles operations. They may be your champion.
- Foundations: EDs often answer their own phone. If you get an admin: “Is [ED] available? I’m calling about their foundation’s data protection.”
Off-Hours Strategy
Call before 8:30 AM or after 5:00 PM. Decision-makers answer their own phones during these windows. The gatekeeper is gone.
9. The Daily Call Block (Blount-Adapted for Solo Founder)
Blount teaches 3 Power Hours per day, but that’s for full-time SDRs. Here’s the adaptation for a solo founder doing 15-25 calls/day:
Golden Hours vs. Platinum Hours (Blount)
| Type | When | What to Do |
|---|---|---|
| Golden Hours | 9:00 AM - 12:00 PM, 3:00 PM - 5:00 PM | Revenue-generating activities ONLY: calls, meetings, demos. No email. No CRM. No admin. |
| Platinum Hours | Before 9:00 AM, 12:00 PM - 3:00 PM, after 5:00 PM | List building, research, CRM updates, email sequences, proposal writing. |
The 30-Day Rule
The prospecting you do in any 30-day period pays off over the next 90 days. Missing a day hurts you 90 days from now. Sales slumps are caused by insufficient prospecting 90 days ago.
Call Block Structure
- Pre-build your list the night before (Platinum Hours). Never waste Golden Hours building lists.
- No warm-up admin. Open Apollo, open the script, start dialing.
- First 2-3 dials: Low-priority prospects as warm-up calls.
- Calls 4-25: Priority prospects. Follow the 5-step framework.
- Between calls: 30 seconds max to review next prospect brief.
- After the block: Batch CRM updates, send post-VM emails.
- Blount’s “one more call” rule: At the end of every block, make one more call than you planned.
Conversion Benchmark (Blount)
From a live demonstration: 11 dials produced 2 decision-maker conversations and 1 appointment in ~15 minutes. At 15-25 dials/day, expect 3-5 conversations and 1-2 appointments.
10. Jason Bay’s REPLY Framework (For Email + Call Integration)
Use this framework when structuring your pre-call emails and post-call follow-ups.
| Letter | Principle | Application |
|---|---|---|
| R - Results | Share a specific result from a similar company | ”A firm your size found 3 critical gaps in their first week with us” |
| E - Empathy | Show you understand their job and challenges | ”Estate planning attorneys handle some of the most sensitive data in legal, and most don’t have time to think about data protection” |
| P - Personalization | Reference something specific to THEM | ”I noticed your firm just added a second partner…” |
| L - Laser Focus | Under 120 words. 3-5 sentences max. | Cut everything that isn’t essential |
| Y - You (about them) | Zero sentences about Solanasis features. All about their situation. | ”Your clients’ trust documents…” not “Our assessment includes…“ |
11. Chris Voss Techniques for Cold Calls
Adapted from “Never Split the Difference” for phone prospecting:
Mirroring
Repeat the last 1-3 words the prospect said, as a question. It keeps them talking and makes them feel heard.
- Prospect: “We already have an MSP handling our security.”
- You: “Handling your security?”
- Prospect: “Well, they handle the day-to-day IT, but I’m not sure about the security piece specifically…”
Labeling
Name the emotion or thought you sense. Starts with “It seems like…” or “It sounds like…”
- “It sounds like you’ve been meaning to address this but haven’t had the bandwidth.”
- “It seems like the data protection piece might be falling through the cracks.”
Calibrated Questions
Questions that start with “How” or “What” that guide the conversation without making demands.
- “How would your firm handle it if client data was compromised tomorrow?”
- “What would it take for you to feel confident about your backups?”
The Late-Night FM DJ Voice
When tension rises (objection, resistance), drop your voice to a calm, steady, low tone. This triggers a calming response in the other person. Use it on the Ledge step of LDA.
12. Becc Holland’s 3 Personalized Premises
Before any call to a Tier 1 prospect, prepare 3 premises based on LinkedIn research:
- Company premise: Something about their company (news, growth, challenge)
- Role premise: Something about their specific role or responsibilities
- Personal premise: Something from their LinkedIn activity (post, article, comment)
Use whichever premise fits naturally in the conversation. Having 3 ready means you’re never scrambling for a hook.
Example for an attorney:
- Company: “I noticed your firm just expanded to a second location in Boulder”
- Role: “As the managing partner, you’re probably the one who gets the call if something goes wrong with client data”
- Personal: “I saw your post about the ABA conference last month”
Quick Reference: The 10 Rules
- State “the reason for my call is…” = 2.1x success (Gong)
- Never ask “Did I catch you at a bad time?” = 40% worse (Gong)
- Get through all 5 steps before pausing (Blount)
- Propose a specific day and time, then shut up (Blount)
- Keep monologues under 37 seconds (Gong)
- Target 5:50 call length = successful; 3:14 = unsuccessful (Gong)
- Leave max 2 voicemails per prospect (Gong)
- Use “because” after your reason statement (Langer/Blount)
- Match the prospect’s energy level (Close.com)
- Make one more call than you planned (Blount)
Last updated: 2026-03-24 Sources: Gong.io (300M+ calls), Jeb Blount (Fanatical Prospecting, Objections), Josh Braun (joshbraun.com), Chris Voss (Never Split the Difference), Jeremy Miner (NEPQ/7th Level), Jason Bay (REPLY Method, 30 Minutes to President’s Club), Becc Holland (Flip the Script), Leads at Scale (10M calls), Close.com, Cognism State of Cold Calling 2026