25 years managing payments. Our Network monetizes differently — more total spend, more payment options, less supplier friction. "Worth exploring on a quick call?" → discovery.
"Is that because you're using a payment automation solution already?" … "How are you processing payments today?" The no is a discovery prompt, not a dead end.
"Hi [First Name], it's [Rep Name] over at AvidXchange — [number]. Quick one: most of the finance teams I talk to are earning nothing back on the payments they're already making. Worth two minutes when you're at your desk. Again — [Rep Name], AvidXchange, [number]."
Three opener variants, a branching flow, discovery questions, objection playbook, and supplier-side value props — built to be driven live, mid-call.
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 that are still buried in manual supplier payments and exceptions. We automate the payment process, get suppliers onto electronic payments, and turn the payments you're already making into revenue.
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?
All three variants open with "How've you been?" — and it's polarizing. To some prospects it's a pattern interrupt that buys you three seconds of genuine attention; to others it's an instant salesy tell. Read the pickup: warm or unhurried, use it and actually wait for the answer. Clipped or rushed, skip it and go straight to the reason for your call. If you ask it, mean it — the tell isn't the question, it's asking without listening.
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?
Is 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.
Both 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. Tap a question to flip open the coaching — what to listen for and why it matters.
| # | Data Point | Threshold |
|---|---|---|
| 1 | Volume | 150+/mo = workable. 1,000+/mo = Corporate Payments ICP |
| 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 |
1,000+ payments/month is the Corporate Payments ICP — book it. 150–999 books too when the signals stack: check-heavy mix, no or VCC-only rebates, supported ERP, real pain. Close on the calendar, not the concept: "20 minutes with my colleague — this week or next?"
Workable volume but the timing is off — a stakeholder you couldn't reach, a contract they just signed, budget cycle months out. Send the specific info they asked for and pair it with a follow-up already on the calendar. An open-ended "I'll check back sometime" is a polite no.
Under 150 payments/month, or no meaningful vendor spend — it isn't workable. End it politely, log the reason, move to the next dial. A booked meeting that bounces costs you and the AE more than an honest no.
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.
"Hi [First Name], it's [Rep Name] over at AvidXchange — [phone number]. Quick one: most of the finance teams I talk to are earning nothing back on the payments they're already making. Worth two minutes when you're at your desk. Again — [Rep Name], AvidXchange, [phone number]."
Second attempt — 2–3 days later, different time of day:
"Hi [First Name], [Rep Name] with AvidXchange again — still hoping to catch you on the payments question. I'll keep it short if you get me live: [phone number]."
Rules: under 15 seconds. Name and number twice. One specific reason, no pitch. The voicemail's job isn't the callback — almost nobody calls back — it's name recognition, so the live pickup two days later starts warm.
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 1.5M+ 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.
Who comes up, how they show up, and what to probe. Built strictly from claims elsewhere in this playbook — probe with questions, don't assert what you can't back.
The competitive pattern this playbook argues against: card-only monetization, high basis points on a low-acceptance base, launch-and-walk-away enablement, and supplier inquiries left with your AP team. Don't assert it — make the prospect confirm which parts apply, with questions:
How they show up: named directly — "we're using Corpay for this" — on both Network and Workday calls.
How they show up: named directly, most often on Workday calls alongside Corpay.
How they show up: a name to listen for in discovery when you ask how payments are handled today.
How they show up: "we handle payments through our bank" — often said as if it ends the conversation.
Open, who you are, why you're calling, the ask — one breath, 30–45 seconds, no permission ask. Structured on Connor Murray's Value Statement Framework. Only the persona line changes.
Set the call up below — the script fills in live. Everything is fixed except the highlighted persona line, so you internalize one script and swap one sentence.
Hey there, this is Jacob calling from AvidXchange. How are you?
Do Downward inflection, like you already know them. You're after a quick "good — who's this?" — then keep rolling.
I'm part of the team at AvidXchange that supports companies like your company with their accounts payable and payments.
We work on priorities like cutting manual AP work, paying suppliers on time, and getting more value out of the payments already going out the door — typically by automating invoice approvals and moving off paper checks.
We work on priorities like cash flow visibility, controlling AP costs without adding headcount, and turning payment spend into a revenue stream — typically by automating AP end to end and enabling broader rebate return.
We work on priorities like closing faster, tightening controls and audit trails, and cutting late or duplicate payments — typically by automating approvals and digitizing every record.
We work on priorities like shortening invoice cycle times, clearing approval bottlenecks, and keeping suppliers paid on time — typically by automating capture and approval routing.
We work on priorities like getting manual invoice entry off your plate, chasing fewer approvals, and fielding fewer vendor payment calls — typically by automating capture and giving vendors a self-service portal.
Key Lead with their priorities, not your product. Pick the persona up top before you dial — this is the only line that changes.
I know I caught you out of the blue, but I was really just hoping to grab 20 minutes next week to introduce you to one of our specialists and align on your priorities.
Do Name the interruption yourself — it defuses it. The ask is the meeting, not permission to keep talking.
Does Thursday afternoon work, or is earlier in the week better for you?
Do Name a specific time — never "would you be open to." Give them a lane to pick, not a yes/no to dodge.
The three opener variants earn a "yes" to 30 more seconds; the value statement skips the permission ask entirely — one breath, 30–45 seconds, straight to asking for the meeting. Deliver it as one continuous thought: pausing invites an early "not interested" before they've heard why you called. Pick one approach per dial block and commit.
The structure (after Connor Murray's Value Statement Framework): open → who you are → why you're calling → the ask. Because everything except the persona line is fixed, the script gets smoother every dial — that's the point.
Double down with credibility and re-ask for the time. Discovery questions come only after the second ask.
Every response lands in one of three buckets. A hard no — thank them and move to the next dial. A soft yes — go straight to landing the time. An objection — don't pivot to discovery questions. Double down with credibility and ask for the time again. Only after the second ask do you open it up.
That's actually why I'm calling — we work with teams on that same setup all the time. We sit on top of it and automate the manual pieces. This is just to get introduced and align on priorities.
Would Wednesday or Thursday work?
Totally fair — I caught you cold. Most people I call aren't looking; this is really just to get on your radar for when it's relevant.
Worth 20 minutes next week to compare notes?
Happy to. Honestly though, 20 minutes will tell you more than anything I'd email.
Does Thursday work, or is earlier in the week better?
No problem — I won't keep you. That's exactly why I'm asking for time next week instead.
Does Wednesday or Thursday look better on your end?
Fair — cold call. Short version: AvidXchange automates AP and payments for finance teams, and most of the teams I talk to are earning nothing back on the payments they're already making. I'm just after 20 minutes to get introduced.
That work?
Could be — and that's really what the 20 minutes is for. The teams we help range widely, so worst case you walk away with a benchmark.
Wednesday or Thursday better?
"Totally understand. Quick one so I'm not wasting your time: are you handling invoice approvals and payments in-house today, or through another provider?"
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.
Fair question — it's priced on payment volume, so the honest answer depends on yours. Roughly how many payments a month are you pushing out of Workday?
Whatever they say: "That helps. The other side of the math is that electronic payments through the network generate rebate revenue back to you, which offsets the cost. My colleague can put real numbers on both sides in 20 minutes — worth that?"
Their answer is a qualifying data point either way — you leave the call with their volume even if they don't book.
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?
For AvidXchange Corporate Payments, AP Automation, and general BDR cold calling. Use this as a question bank, not a checklist — pick a few based on the prospect, ask one at a time, listen, and follow the answer. For Corporate Payments, prioritize current state, payment mix, volume, rebate capture, supplier adoption, and next-step relevance.
How invoices move from receipt through payment today.
Execution, payment mix, and volume.
Time sinks, single points of failure, and team resilience.
Routing, authority, and fraud prevention.
What's hard to see and hard to prove.
Preferences, friction, and adoption.
Cost center vs. revenue opportunity.
Stack, integrations, and entity sprawl.
Why this matters now, and to whom.
Owners, stakeholders, and what earns the next call.
Provider-agnostic questions for any cold call.
Five questions to lean on when you need a fast, reliable opening sequence.