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More InformationIn this episode, the host sits down with Marija (BDM, ~10 years in cold calling, sales & aftersales) to tackle a classic B2B question: Is it better to do a few “perfect” calls or a lot of solid ones?
They break down what “quantity” really means in cold calling (lead pool, number of attempts, daily call volume) and how true “quality” is built: through questions, listening, a clean CRM framework and disciplined follow-ups.
The core message: quantity and quality are not opposites. Without daily calling you never build quality – and without quality conversations, sheer volume does not turn into meetings or deals. In a short game segment, they play through typical call center scenarios and decide live whether more volume or more depth is needed.
6 minutes
What “quantity” means in B2B cold calling beyond just dialing a lot of numbers
Why you need a broad, well-defined pool of potential companies to call
How many attempts per decision-maker make sense (from 5 up to 20 calls)
When extra persistence is justified for strategic, high-value targets
Quantity as the training ground: why call volume drives skill development
Daily cold calling vs. having “one calling day” per week
What makes a “good call” – even when it doesn’t end with a meeting
Realistic benchmarks: 6–8 meaningful calls per hour instead of 10–12 rushed ones
Conversation quality: questions, pain points and dialogue instead of monologues
The role of CRM structure, data quality and lead hygiene
FOMO in sales and how timing & presence impact your pipeline
Follow-up emails right after the call – including to info@ addresses
Game segment: “Quantity or Quality?” on typical call center situations
The right mindset in cold calling: solving problems instead of “pushing a sale”
The conversation starts by defining quantity not just as “many calls” but as the size and quality of your potential target pool.
With only 10 dream accounts on your list, the odds of hitting real demand and the right people are tiny
A broad pool of relevant companies is mandatory if you want enough conversations to learn and convert
Quantity also means calling several contacts within the same company instead of giving up after one attempt
Marija shares her rule of thumb: five serious attempts per contact before moving them to a later follow-up bucket.
Less than five attempts often means you never actually spoke to the right person
For strategic dream customers, she’ll go up to 20 attempts across different contacts and locations
The decision to “go all in” is based on fit and research, not on random gut feeling in one call
A high number of calls is not only about filling the pipeline – it’s how you get good at the craft itself.
Only frequent calling teaches you to read tone, mood and context in someone’s voice
With a handful of “perfectly prepared” calls per day, you don’t build the reflexes to handle objections
Cold calling is like sport: training once a week doesn’t make you a pro – daily repetition does
Both agree: cold calling has to be done every day in comparable volume, not packed into one weekly “action day”.
One calling day per week means you miss all the other days where people might finally pick up the phone
There is real FOMO in sales: if you don’t call, someone else will – maybe with a weaker offer but better timing
Calling at different times across days helps you learn when which roles tend to be available
Quality is not a magic script but a way of structuring the interaction.
Start with a short, clear introduction: who you are, where you’re calling from and roughly what you do
Follow up immediately with a question that touches a specific pain point, not a vague “Do you have software for…?”
Build a dialogue: listen, adapt, ask follow-up questions – don’t just read a script until you reach the last line
Good calls don’t always end with a meeting – and not every meeting is worth putting in the calendar.
Marija only sets meetings when she’s confident they’ll be valuable for both sides
Calls without meetings can still be gold: reasons for “no”, new pain points, input for refining product and pitch
Repeated patterns in objections can show where your offer or messaging should evolve
The “perfect call” is embedded in a larger framework of preparation and follow-up.
A good database – CRM or a well-built spreadsheet – makes pre-call research short and focused
Every call is documented: who, when, what was said, what’s the next action and when
Clean lead hygiene ensures that you and colleagues can pick up threads later without losing context
Commitment is a core component of quality: doing what you said you would do.
Next steps are agreed in the call – including time and channel – and then actually executed
If a decision-maker says, “I’m back from holiday next week,” you plan and make the call in that exact window
Short follow-up emails right after the call keep you top of mind and show professionalism
Marija’s mindset is to talk to another human who likely has very real problems, not to “attack” someone with a pitch.
You’re not trying to trick someone into a meeting; you’re checking if you can meaningfully help
Fear of talking to CEOs or “Head of” roles disappears when you see them as people with issues to solve
If there is no need, you don’t force it – quality also means being okay with a clear, honest “no”
In a playful segment, they go through typical call center choices and decide which side is missing.
50 calls with a strong standard pitch vs. 10 highly researched calls: Marija chooses the 50, assuming the base pitch is good and adaptable
Only new leads vs. only revisiting old contacts: both are needed – new doors plus nurtured relationships
One weekly “focus day” for high-value targets: unrealistic in practice, because decision-makers will never all be reachable on that single day
High call counts without documentation: a dead end – next day you won’t remember who said what, so quantity is wasted
Quantity is necessary to reach enough decision-makers and to learn the craft – but it’s not sufficient on its own.
Five serious attempts per contact are a reasonable minimum; strategic accounts might justify up to 20 calls.
Cold calling works best as a daily discipline, not an isolated “project day” once a week.
A quality call is defined by clear structure, targeted questions and genuine dialogue, not by a “beautiful” one-way pitch.
Clean data, structured notes and clear next actions in your CRM are essential parts of conversation quality.
Follow-up emails right after the call strengthen commitment and help prospects remember you later.
Quantity and quality reinforce each other: without volume there’s no practice, without quality there are no meaningful outcomes.
The right mindset – solving problems rather than pushing product – makes conversations more relaxed, honest and effective.
“Quantity opens the door for quality – without enough calls, you never become truly good on the phone.”
“Three calls a day won’t get you to the right people, and they won’t teach you how to win them.”
“People buy from people – even in B2B cold calling, it’s fundamentally human.”
Marija — BDM, OB2B
Dominka — Host, OB2B
How many calls should a B2B cold caller do per day?
Marija works with roughly 6–8 meaningful calls per hour as a benchmark. That includes time for questions, note-taking and planning follow-ups. Pure “dialing numbers” without context doesn’t count – it’s better to have ~50 structured contacts in a day than 100 rushed dials with no documentation.
How many times should I call the same decision-maker?
As a baseline, aim for at least five solid attempts before you push a contact to a later follow-up period. For strategic, high-value accounts, going up to 20 attempts across different contacts is reasonable. The key is persistence with a purpose, not random harassment.
What makes a cold call truly high quality?
A strong call opens with a short intro and quickly moves into a question that hits a real pain point. You listen, adapt your wording and clarify instead of talking non-stop. At the end, you either have a well-justified meeting or a clear reason why there is no fit – both are outcomes that move you forward.
How much pre-call research should I do before the first call?
Too much research kills your call volume. It’s usually better to rely on a decent database and a strong, flexible base pitch than to spend 10 minutes researching each prospect before you even know if they’ll pick up. Use the first attempts to qualify, then deepen your research as you see real potential.
Switzerland looks like the perfect B2B market from the outside: strong currency, high purchasing power, long-term customer relationships. But many teams underestimate how different it really is from the rest of DACH – and burn time and budget on an expansion they’re not ready for.
In this episode of “Dialing Out”, Dominka sits down with Valentina, BDM at OB2B, to talk about something every B2B salesperson runs into: stubborn decision-makers who are hard to move. Instead of going through standard objection handling, they break down four recurring “stubborn types” – from the know-it-all to the gatekeeper – and what you can actually do in live calls.
The value of this episode: clear, practical rules for notifications, micro-breaks, daily planning, and setting boundaries — tailor-made for call-heavy roles (BDR/SDR) and useful for all knowledge work.
And the success is guaranteed.
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