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More InformationA small milestone (Episode 30) and a big topic: the most common cold-calling mistakes and how to fix them fast. Dominka sits down with Martin (OPM – Outbound Performance Manager) to unpack why mistakes are normal and useful — if you learn from them. Expect practical call examples, clear counter-moves, and a mindset that compounds over time.
The promise: a compact checklist for prep, call control, qualification, and follow-ups — so fewer meetings fall through and more actually happen.
5 minutes
What real preparation means: mental, content, technical, environment
Technical basics: test headset/mic, check tools, avoid noise
Structure without rigidity: guide, don’t read
Learning curve: first 100 calls; practice beats nerves
Active listening & call navigation (captain–ship metaphor)
Don’t pitch the product too early: ask problem-led questions first
Gatekeepers & reception: ask names, respect them, use as reference
Qualify instead of “meeting at any cost”
Notes & CRM logging: sentiment, specifics, next steps
Plan follow-ups: number, email, callback time, clear next steps
Pricing on the phone: be transparent only when it truly fits — never “for free”
Phrases that hurt: “Are you interested?” & feature firehose
Do/Don’t mini-game: quick fixes for common situations
Mindset: start with a smile — stay open to feedback
Mistakes are part of every calling ramp. The key is to spot them early, discuss them openly, and remove them systematically.
Take feedback even if it stings; improvement is the goal.
Team > solo: outside perspectives kill blind spots.
Great prep spans content, structure, tech, and setting. Knowing your ICP and plan makes you sound confident.
Test the tech (headset/mic/software/number); choose a quiet place.
Plan ≠ rigid order: know the structure, stay flexible.
Scripts give safety but don’t run the call. Use bullets, not full paragraphs.
Lead the conversation; adapt to what actually happens.
Prepare questions that surface relevance instead of listing features.
Listening is the productivity lever. When the prospect talks more, you learn faster — and steer via questions.
Check talk-time via transcripts/ratios; you’re the captain keeping course.
Goal: understand the problem, not answer everything on the spot.
Talking product too early often signals nerves — and kills demand.
First explore context: goals, obstacles, timing.
Avoid the feature firehose; questions spark “aha” moments.
Fast but unqualified meetings create no-shows and apathy.
Validate ICP, buying window/budget/timeline.
“Just informational” meetings can wait until relevance is real.
Reception is an ally, not a hurdle. Names provide orientation and reference.
Ask and note names; thank them and reuse respectfully.
Work professionally with reception/assistants (email, extension, callback).
Useful notes go beyond “reached/not reached” and shorten cycles.
Capture sentiment, quotes, specifics, and follow-ups.
Log so teammates can pick up the thread in the CRM.
Every call needs a continuation — otherwise it was just small talk.
Always secure at least one next step (time, channel, content).
Don’t end without contact points: email, number, time window.
Transparency is good when prices are public and relevant. Tactical price-dropping “just to get a meeting” harms trust.
No “free” promises in the first call.
Name price only when the context calls for it and you’re sure.
Real situations, quick fixes — practical over dogma.
Don’t: read the script aloud → Do: bullets, natural voice.
Don’t: end without a next step → Do: book a follow-up.
Don’t: ask “Are you interested?” → Do: guide to value and next step.
Nerves are normal. Reps, feedback, and a friendly tone change outcomes.
Start with a smile; mood influences the call.
Early ramp: ~100 calls in week one is doable; practice builds confidence.
Preparation is holistic: tech, structure, questions, environment.
Script as guardrail — you lead, not read.
Listening steers the call: questions beat features.
Respect gatekeepers: learn and use their names.
Qualify meetings: ICP, need, timing, next steps.
Notes shorten cycles and lift quality.
No “free” bait; share pricing only with context.
Smile, seek feedback, lean on the team.
“You’re the captain — the prospect sets wind and weather.”
“Don’t ask ‘Are you interested?’ — guide to value and a next step.”
“Every call needs a continuation — otherwise it’s just small talk.”
Martin — OPM – LinkedIn
Dominka — Host – LinkedIn
What preparation actually matters for cold calls?
Test your tech, choose a quiet place, bring your ICP and question set, and have a flexible plan. You’ll sound confident and can steer in real time.
How do I know if I’m talking too much?
Use transcripts or analytics to check talk-time. Aim for more prospect talk, less monologue. Ask questions that reveal relevance and direction.
Should I share pricing in the first call?
Only when it truly fits and is already transparent. Never as a lure — it erodes trust and rarely leads to qualified meetings.
What are the most common follow-up mistakes?
Ending without a next step, no contact points (email/extension), and vague timing. Always secure at least one concrete next step.
In the 40th anniversary episode of Dialing Out, Dominka and Franjo (BDR) break down the topic you can’t avoid in B2B sales: objections. Not as “hard stops,” but as signals that point you to what your prospect actually cares about.
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.
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.
And the success is guaranteed.
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