Pre-Sales & Pipeline
The machine behind the cold call: ICP, lead hygiene, MQL vs. SQL, KPIs, CRM setup and project setup in B2B outbound.
16 episodes
ENPresales vs Sales: What Really Wins Deals? Lead Hygiene, Follow-Ups, Objections
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.
DEEvolution in Presales: How Modern B2B Teams Rethink Outbound & KPIs
In episode 31 of “Dialing Out,” Dominka and Franjo unpack the next stage of Presales: moving from a light-hearted “Objection Handling” mini-series to a system of continuous evolution across processes, tools, and mindset. The podcast itself is treated as a Presales asset—accelerating learning, deepening trust, and inviting customer input.
ENAI Meeting Transcripts in Sales: Why We Use a Notetaker (and What to Watch Out For)
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.
DEB2B Sales Acronyms: ICP to POC — the biggest pitfalls & how to avoid them
Sales is acronym-heavy—ICP, MQL/SQL, PQL, BANT, SLA, CRM, ABM, FOMO, POC. In this episode, Dominka and Valentina unpack which ones actually matter, where teams get tripped up, and how to use them to drive outcomes rather than confusion.Value promise: you’ll learn how to qualify leads cleanly, separate internal shorthand from industry terms, and decide when a POC or BANT check is the right move—without losing buyers in jargon.
DEMQL vs. SQL: Getting Lead Qualification Right — from Frustration to Reliable Deals
In this episode, Dominka and Martin (Outbound Performance Manager) unpack why many MQLs are colder than they look—and how Presales/BDRs can turn them into reliable SQLs. We contrast whitepaper downloads, trade-show contacts, and webinar sign-ups to see what actually holds up in real calls.The promise: no finger-pointing—just a clear, collaborative workflow across Marketing, BDR, and Sales that cleans data, sets the right expectations, and frames your pitch for real deals.
DEPresales Discipline: How to Do Cold Calling Every Day—No Excuses
Routines beat excuses. In this episode of “Dialing Out – The OB2B Podcast,” Nina (BDS) and host Dominka lay out how discipline in presales is actually built: calendar hygiene, checklists, and a clean CRM as the base layer that makes creativity and improvisation possible.
ENLinkedIn for B2B Sales: The Back Door to Decision-Makers (Sales Navigator)
LinkedIn is still the most useful professional network for B2B sales—if you use it deliberately. In this episode of “Dialing Out,” Host Dominka and guest Anamarija (BDS) unpack how LinkedIn supports research, list-building, and real conversations that turn into pipeline.
ENKPI Reports in B2B Sales: The Metrics That Actually Move Cold-Calling Results
In this chilled but practical episode, Dominka sits down with Anamarija (BD Strategist) to unpack KPI reports that actually drive outcomes in outbound. We go from gut-feel to numbers, define the few KPIs that matter for cold calling, and show how to turn dashboards into better conversations with clients.
DEB2B First Meeting: Sharpen ICP, Read Signals – How to Win in the Room
Today, Valentina (BDM/Account Executive) joins Dominka (Host) to break down what turns a “nice chat” into real progress: tight ICP pre-qualification, reading signals in the meeting, setting boundaries on no-shows and price dumping – and why the feedback call often closes what the first meeting already sold.
DEExcel Slows Your Pipeline: How to Set Up CRM & Lead Lists Right
In this episode, Dominika and Ivan (BDS) break down why Excel stalls outbound and how a clean CRM setup, crisp ICPs, and reliable data sources accelerate qualified meetings. We walk through kick-off, data gathering, A/B/C segmentation, KPI tracking, and how “influencers” inside the buying center open doors to decision-makers.
ENSales Tools: CRM
Episode 12 of Dialing Out — and the kickoff of our Tools series. Dominka talks with Anamarija, project manager at OB2B with nearly 10 years of company experience, about the CRM as the tool without which B2B sales no longer functions today.
DEThe Perfect Project Setup in B2B Outbound
Episode 5 of Dialing Out. Dominka talks with Ivan — Project Lead at OB2B with 7 years at the company and 3 years running projects — about what determines a successful outbound campaign long before the first call: the project setup.
DEFrom BD to AE: From Cold Call to Close
Episode 4 of Dialing Out. Dominka sits down with Valentina, BD Specialist and Account Executive in the OB2B Inside Sales team, to walk the entire path from the first cold call to the closed deal. How do you prepare for a pitch? What happens when the contact hangs up immediately? When do you actually stop? And what does a good meeting really look like?
DESales Automation and Tools in B2B Outbound
Episode 3 of Dialing Out. Kim and Dominka unpack how tools and automation shape B2B outbound today — from LinkedIn Sales Navigator to CRMs to AI-powered notetakers. The conversation centers on the difference between meaningful efficiency and blind automation.
DEB2B Lead Generation in the DACH Region
Episode 2 of Dialing Out. Kim sits down with Dominka (Head of Business Development at OB2B) to dig deeper into what telemarketing in DACH really delivers — why patience isn't a buzzword, how qualified meetings actually happen, and which two KPIs separate motion from results.
ENB2B Lead Generation in German-Speaking Markets
The opening episode of Dialing Out. Kim sits down with Matija (CEO) and Dominka (Head of Business Development) to unpack why phone-based outbound still cuts through in the DACH region — and who it actually fits. The conversation covers OB2B's origin story, the difference between the DACH and UK markets, the two KPIs that genuinely matter, and how AI fits into modern sales.