Three opener variants, a branching flow, discovery questions, objection playbook, and supplier-side value props — for review and rehearsal.
Same intro, different angles on the value. Click between them to compare phrasing.
Hi [Prospect Name], this is [Rep Name] with AvidXchange. How've you been?
I'm calling because we offer a unique advantage to [ROLE]s who find they're missing revenue in the payments they already make — not just from cards, but from broader e-payment adoption.
Before I go further, would it be okay if I took 30 seconds to see if this applies to you?
Hi [Prospect Name], this is [Rep Name] with AvidXchange. How've you been?
I'm calling because we work with finance teams like yours who are dealing with manual supplier payments and exceptions by helping automate payments, drive supplier adoption, cut the manual work and create revenue from payments already being made.
Do you have a quick minute to see if this could be relevant?
Hi [Prospect Name], this is [Rep Name] with AvidXchange. How've you been?
I'm calling because we work with teams like yours spending heavy with vendors like . We've been able to help monetize those payments and automate the back end of the AP process.
Do you have a quick minute to see if this could be relevant?
Two paths. Both lead to discovery — the route differs by response.
Not sure if you've heard of AvidXchange, but we have over 25 years of industry experience managing payments to improve efficiency and drive revenue.
Our Network monetizes payments differently, which provides a program that creates more revenue and stronger economics.
Where others might offer higher basis points and heavily push virtual cards on your suppliers — often causing friction — we monetize more total spend and offer a variety of payment options to reduce supplier friction.
Would this be something worth exploring on a quick call?
→ Move to DiscoveryIs that because you're using a payment automation solution already?
Can I ask how you're processing payments today?
The "no" isn't a dead end — it's a discovery prompt. Flip the call back into a conversation by asking how they handle payments today.
→ Discovery + Objection HandlingBoth paths converge on the same destination: a conversation about how they handle payments today. The YES path earns the right with a credibility statement; the NO path earns it with curiosity.
Sixteen questions across four core categories, plus persona variants and a qualification cheat sheet. Click any question to mark it practiced.
| # | Data Point | Threshold |
|---|---|---|
| 1 | Volume | 1000+ payments / month (corporate payments) |
| 2 | Check-heavy | More checks = more opportunity |
| 3 | Rebate status | No/low rebates, or VCC-only = money on the table |
| 4 | ERP | 225+ supported (almost always yes) |
| 5 | Centralized AP | Easier implementation; faster path to revenue |
| 6 | ERP migration | Opportunity to be part of the new stack |
Click each to expand the response. Includes gatekeepers and deflections — different opponents, same pattern: acknowledge → reframe → ask.
First move — match their energy, sound internal:
"Hey, hoping you can help me out — is [First Name] around?"
If they push for more:
"Sure — just following up about their AP and payment process. Is there a better time to catch them, or could you put me through?"
Tone rules: First names only. Match the cadence of an internal call, not a pitch. Don't over-explain. Don't say "AvidXchange" unless asked. The gatekeeper's job is to filter out salespeople — don't sound like one.
If routed to voicemail: Leave a 15-second message with name, company, and a specific reason. Don't pitch. Try again in 2–3 days at a different time of day.
That's great to hear — most of the folks I talk to feel that way at first. Out of curiosity, who are you using today?
Once they name the provider, probe the specific gaps:
"Are they sharing rebate revenue back with you? Are they also handling your supplier inquiries?"
"Happy" usually means "I don't want to evaluate anything new." The job isn't to argue — it's to surface one specific dimension where the current setup falls short. Make them curious about a gap they hadn't measured.
Great — can I ask who you're using?
Are they sharing rebate revenue back to you? Are they also handling your supplier's inquiries?
Tactic: questions, not claims. Let them surface the gap themselves.
Totally get that. Your provider might be offering you high basis points, but do you know how much of your overall spend is actually being monetized?
While competitors offer high basis points, we can beat them because of our high adoption rates and different payment types. Additionally, they leave you to handle your vendor inquiries — whereas we have a team of 250+ specialists dedicated to managing supplier accounts.
Totally get that. Actually, one thing that makes us unique is we can focus entirely on automation and efficiency gains with no cost to you at all. Many of our payment automation customers are getting this value for free from us.
Would it be worth a conversation if we could cut hours out of your team's week without you having to pay anything?
Don't agree immediately — that's how the conversation ends. Turn the email request into discovery:
"Happy to do that. Quick question though — what would be most useful to include? I'd rather not send the generic overview if there's something specific you'd want to see."
Their answer tells you what they actually care about. Confirm the email address (small commitment), then ask one more question while you have them.
Close with a calendar move, not just a send:
"I'll send it over today. Would Thursday at [time] work for a quick 15 minutes to walk through it?"
An email send with no follow-up commitment is a polite "no." Always pair it with a calendar ask.
Four pillars, scannable. Each card ends with a "use when" tag — the call moment to deploy it.
A 4.9M+ supplier network and 250+ enablement specialists mean your suppliers say yes more often, without your AP team having to push them.
Four payment methods in one workflow let suppliers pick what works for them, eliminating the forced-card friction that kills competitor adoption.
We actively re-engage suppliers as their preferences change (driving 200%+ network growth since 2019), while competitors launch and walk away — so their adoption stalls while ours compounds.
$10M spend × 80 bps = $80K at 100% card acceptance but only $16K at 20% — we monetize across card and ACH to capture spend competitors can't reach, with revenue flowing in 30 days.
The AvidPay Network monetizes payments differently. Higher basis points on card don't matter if suppliers won't accept card — and most won't. We monetize more total spend across VCC, ACH, and check, which typically means more actual dollars back to you.
The first certified payment solution embedded inside Workday. Script for the Workday-specific outbound motion, with FAQs.
One unified flow. Pick the persona variant for the value prop.
Hi [First Name], this is [Rep Name] with AvidXchange. How've you been?
I'm calling because we just became Workday-certified, and we're the first embedded AP payments solution that runs inside the ERP itself.
Right now your team approves a payment in Workday, then has to leave to execute it through a bank portal. We eliminated that step — approvals, execution, tracking, voids, all inside Workday. Plus every electronic payment generates rebate revenue.
Up until now, every AP team on Workday has had to leave the ERP to get payments out the door — bank portals, file uploads, manual reconciliation back into Workday.
We built the first certified payment solution that runs inside Workday. Your team handles everything from approval to payment without leaving the ERP. No second system, no reconciliation gap, full audit trail.
It's brand new and I think it's worth a conversation — do you have 20 minutes this week or next?
Curious — once your team approves a payment batch in Workday today, where does it actually go to get executed?
Click each to expand the response. Every answer ends in a pivot — your job is to qualify and hand off to the AE, not to close.
Totally — and that's exactly the workflow we replace. Right now your team is generating files in Workday and uploading them to a bank portal. We execute those payments inside Workday so you never have to leave.
My colleague can walk you through exactly how that handoff changes — worth 20 minutes?
Workday generates the payment files — ACH, check, wire — but execution still happens outside, through your bank. We close that gap so everything from approval to payment to reconciliation lives inside Workday.
That's easier to see than explain — can I get you 20 minutes with my colleague?
Got it. Both of those run outside of Workday — so your team is still working in two systems. We're the only solution certified and embedded inside Workday.
My colleague can show you the difference side by side — would that be worth a quick look?
Totally fair question. We've been in AP automation for 25 years — this is our newest product, built specifically for Workday. It's certified by Workday, which is why we can run inside the ERP rather than alongside it.
My colleague can walk through the certification and our customer base if that's helpful — 20 minutes?
Great question — this is usually the biggest concern. We have a team of 250+ supplier specialists who handle enablement on our side, so the lift on your team is minimal. We meet suppliers in whatever payment method they prefer.
My colleague can walk through how that works for your specific supplier mix — worth 20 minutes?
It's a certified Workday app — no custom build, no IT project. It deploys directly into your Workday tenant.
My colleague can walk you through the technical side in 20 minutes if that's helpful.
As fast as 30 days. It's a certified app, not a custom integration — license, deploy, configure.
My colleague can scope that out based on your setup if you've got 20 minutes.
Pricing is straightforward and based on your payment volume. Honestly the best way to get a real number is a quick conversation with my colleague — can I set that up?
ACH, virtual card, and check — all executed inside Workday. My colleague can show you how each one flows through your approval process if you've got 20 minutes.
Every electronic payment through our network — virtual card and ACH — generates rebate revenue back to you. The exact yield depends on your volume and supplier mix, which my colleague can walk through with real numbers.
Worth a conversation?
That's actually the best time to look at this. You've already got Workday set up — this is a certified app that deploys into what you already have, no disruption.
My colleague can show you how quick it is — 20 minutes, no commitment.
This is the strongest reframe in the script — they think they've earned a "no," and you flip the timing into the reason to engage.
Totally understand. Let me set up 20 minutes with my colleague — bring whoever makes sense and we'll keep it focused on what matters to your team.
Happy to. I'll send over a one-pager, but honestly this is one of those things that clicks a lot faster when you see it live inside Workday.
Can I get 20 minutes on the calendar and send the info ahead of time?