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More InformationAI is everywhere in sales conversations—but where does it actually help, and where does the human still win? In this episode of Dialing Out, Host Dominka plays a quick “AI or Human?” game with Anamarija (BDS) to stress-test eight real situations from day-to-day B2B work: prospect research, cold emails, call scripts, FAQs, recordings, objection handling, lead scoring, and more.
The promise: clear rules of thumb for when to use AI, when to insist on human judgment, and how to combine both for speed and nuance without sounding robotic—or breaking GDPR.
6 min
Prospect research: speed vs. nuance—AI for synthesis, human for live cross-checks on the call.
Drafting cold email templates: start with AI, then human polish and testing.
Call scripts: use AI for structure; personalization belongs in the conversation, not on paper.
FAQs: AI chat on the website can be great; on the phone, a human is better.
Recording & summarizing: meetings with consent = yes; cold calls = GDPR red flag.
Objection handling prep: AI for phrasing common objections; humans lead for context.
Lead scoring: AI for pre-call fit; humans for in-process signals and gut feel.
When not to bot: why OB2B keeps website chat human-led for a service business.
Prompting for style: teaching AI your tone so LinkedIn posts feel like you.
Productivity mindset: offload low-value work to focus on empathy during calls.
Guardrails: don’t rely 100%; verify while talking.
Lightning round recap: AI “wins” on prep tasks—but can’t work alone.
Use AI to condense websites and recent news so you can start calling faster. Cross-check key facts live on the call; never trust summaries blindly.
Start with a strong prompt to extract ICP signals, products, and value props.
On the phone, validate any “facts” as you build rapport and context.
Avoid full manual browsing unless nuance truly matters.
Templates are safe ground for AI because you’ll A/B test and iterate anyway.
Feed in your positioning, proof points, and constraints; ask for 2–3 variants.
Tighten tone, ensure accuracy, and keep them short; then measure replies.
Re-use a winning structure across accounts; swap specifics per ICP.
A rigid script sounds robotic. Use AI to outline openings, key questions, and closing—then improvise.
Treat scripts as checklists, not word-for-word reads.
Personalization happens in real time as you listen.
Keep optional phrases for common forks (gatekeeper, no time, wrong person).
Website widgets can answer standard questions well; complex phone conversations demand judgment.
Use AI chat for productized, database-friendly topics; escalate to people fast.
For service sales like OB2B, keep chat human-centred to reflect consultative value.
Phone FAQs: rely on a human who can sense intent and pain points.
AI summaries of meetings save hours and improve follow-ups, but cold-call recording is a GDPR risk.
Use a “note-taker” in scheduled meetings and offer to share the summary.
Never record cold calls without explicit consent; prefer your own notes.
Store summaries in CRM only after a quick human review.
Great for ideation and phrasing common objections (“no time,” “no budget”). Final delivery must be human.
Generate counters and reframes; adapt to your offer and market language.
Build a living library; keep what resonates on real calls.
Train for tone: empathetic, concise, never combative.
Let AI score fit (industry, size, revenue). Let humans judge momentum once engagement starts.
Define criteria upfront; automate an initial “call/no-call” rating.
During outreach, weigh live signals (opens, replies, call quality) and intuition.
Don’t overrule a strong gut feel with a weak numeric score.
Use AI for drafts and language help; always edit for voice and authenticity.
Seed it with your past posts to learn tone and cadence.
Never copy-paste; review, trim, and add a personal angle.
Save brainpower for the idea—let AI tidy phrasing.
AI excels at preparation work (research, drafting, scoring), while humans own context and empathy.
Personalization doesn’t live in a document; it happens in the call.
Record and summarize only with consent; GDPR makes cold-call recording a no-go.
Use AI to speed up objection handling prep—but practice delivery yourself.
Lead scoring: AI for fit, humans for intent and timing.
Keep bots for productized FAQs; route complex questions to people quickly.
Trust, but verify—cross-check AI outputs live while talking.
The winning stack is “AI + human,” not either/or.
“There are things AI can replace—but it cannot replace you completely.”
“Personalization happens during the call, not on paper.”
“If GDPR wasn’t involved, AI call summaries would be a superpower.”
Anamarija — BDS
Host: Dominka
Should I record cold calls and feed them to AI for summaries?
No. Recording cold calls without explicit consent is a GDPR red flag. Use AI note-takers in scheduled meetings (with consent) and keep manual notes for cold calls. Always review summaries before storing them in your CRM.
Where should I use chatbots vs. humans?
Use AI chat for standardized, database-friendly topics. In consultative service sales, escalate quickly—or keep chat human-led—to reflect nuance and build trust. Phone conversations should be handled by people.
What’s a safe way to start with AI on a new project?
Begin with prospect research and email drafts. Create a strong prompt, validate outputs live in calls, and iterate. Treat AI as a speed layer; keep humans in the loop for decisions.
Can AI lead scoring replace human judgment?
No. Let AI rank basic fit (industry, size, revenue). Once engagement starts, humans assess intent, timing, and relationship signals that scoring models miss.
Dominka sits down with Josip Podrug, a real estate agent in Cochrane, Canada, to compare cold calling realities across the Atlantic—and to test a few “Hollywood assumptions” along the way.
The big promise: whether you’re selling B2B services in DACH or booking showings in Canada, the work still comes down to the same essentials—timed follow-ups, value-led nurturing, and human conversations that earn trust.
In this episode of “Dialing Out,” we unpack a decade in B2B sales with Anamarija—spanning Presales (BDR), Account Executive, and After-Sales/Project Handling. What actually moves deals forward when the pitch ends? We dive into lead hygiene, follow-ups, objection handling, and the pivots that turn shaky starts into long-term partnerships.
AI notetakers are now a staple in our sales stack—not because they’re flashy, but because they turn messy calls into clean, actionable next steps. In this episode of Dialing Out, Dominka and Anamarija unpack how transcripts save time, sharpen follow-ups, and build a reusable knowledge base for onboarding and hand-offs.
And the success is guaranteed.
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