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More InformationCold outreach isn’t a birthright—it’s a craft. In this episode, Dominka and Franjo (BDR) show why no one is “born for sales” and how structure, preparation, and small rituals let you handle objections calmly—even on tough days.
The essence: talent fades without systems, while effort + process beat talent. You’ll hear practical tactics for dialog-first calling, mental preparation, and assertive follow-ups—plus a quick “Top or Flop” game on common sales practices.
5 minutes
Talent vs. technique: why hard work “beats” talent
Starting position vs. end result: introverts can still win in sales
Mental prep: plan for worst-case to deliver best-case
Topical prep: swim in your subject “like a fish in water”
Focus rituals before the first call (coffee, brief team check-in)
CRM & pipeline planning: who to call today—and who not to
Objection as opportunity: qualify, don’t “win at any cost”
Dialog over monologue: avoid the feature dump
Active follow-ups (don’t wait for replies)
Emotion & tone: friendly, human, not pushy
Critique & reality checks: learning from rough calls
Cold-call openings: why the “This is a cold call…” trope is cringy
Post-call reflection: notes, questions, next-time improvements
“Top or Flop” mini-game: four common tactics reviewed
Talent helps you start; structure and repetition keep you consistent.
Routines beat “mood of the day.”
Technique + prep make introverts formidable.
Aim for reproducible performance across many calls.
Separate subject mastery from operational planning.
Before the day: scan pipeline, flag tough calls, plan order.
Before the call: one core message + 2–3 probe questions.
Missing info? Be honest and propose a follow-up (email/second call).
Small rituals put you in work mode.
Settle nerves and voice; increase resilience.
Keep it regular, not heroic (no mandatory gym before every call).
Light social contact often helps you start warm.
If you pre-rehearse “no time / no sellers / not interested,” you respond calmly and purposefully live.
Script 1–2 likely tough scenarios.
Write natural-sounding replies (don’t read verbatim).
Outcome: fewer blackouts, faster recovery.
Objections surface interest, relevance, or blockers—all useful.
Clarify need, timing, roles, and a concrete next step.
If a meeting fits: propose time windows proactively.
Depth belongs in the meeting, not the first call.
Monologues kill attention. Give two lines of context, then ask.
Questions open, features close—keep the order.
Tease, don’t dump; relevance leads the content.
Goal: shared problem framing, not self-showcase.
After a pitch, don’t hope—lead.
Send a crisp recap with clear next steps + time options.
Assign who does what by when.
Reminders prevent “no by silence.”
After hard calls, jot down what to keep/change.
Bring in colleagues—outside views speed learning.
Acknowledge emotions, then look for structure.
Don’t overweigh outliers; look for patterns.
“This is a cold call…” is often worn-out. Humor can work but is context-dependent.
Open with reason + one qualifying question.
Aim to start a dialog, not a clever routine.
Tone: friendly, brisk, pressure-free.
Four widespread tactics—episode verdict:
Start with a full pitch → Flop (monologue, zero relevance check).
Ignore objections → Flop (disrespectful, short-sighted).
Send one follow-up and wait → Flop (no process leadership).
Explain everything at once → “Clop” between top/flop: dose it, don’t dump it.
No one is born for sales—learning + systems beat talent.
Two-layer prep (topic & CRM) makes objections easier.
Rituals stabilize focus and voice at the start of the day.
Plan worst-case, then respond calmly in real time.
Objection = opportunity to qualify and secure next steps.
Lead with dialog, add features sparingly and relevantly.
Drive follow-ups with clear actions and timing.
Reflect & document—find patterns, improve faster.
“Hard work can beat talent.”
“Objections aren’t setbacks—they’re your shortcut to qualification.”
“Two lines of context, then questions—dialog beats monologue.”
Franjo — BDR
Dominka — Host
Do I need talent to be good at cold calling?
No. Talent helps you start, but technique, preparation, and practice drive performance—and anyone can build those.
How should I prepare, concretely?
Two layers: topic (use cases, 2–3 probe questions) and CRM/pipeline (order, flag tough calls). Add a focus ritual before your first dial.
How do I handle harsh objections or rude replies?
Stay calm, ask instead of arguing, note the learning. Don’t overweigh outliers. If it fits, offer a new time to talk.
What does a proper follow-up look like?
Be proactive: short recap, clear next steps, and specific time options. Don’t wait passively for a reply.
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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