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
Episode 33 of Dialing Out. Dominka talks to Anamarija Novak, BDS at OB2B and the person with the longest tenure in the company, about ten years in sales: from presales BDR to account executive to after-sales.
DEEvolution in Presales: How Modern B2B Teams Rethink Outbound & KPIs
Episode 31 of the Dialing Out series. Dominka Babić, COO of OB2B, talks with Franjo Papec, BDR at OB2B, about the evolution of presales. The topic comes up spontaneously, and the podcast itself is "part of our presales," says Dominka.
ENAI Meeting Transcripts in Sales: Why We Use a Notetaker (and What to Watch Out For)
Episode 29 of Dialing Out. Dominka talks with Anamarija Novak, BDS at OB2B, about the AI notetaker the team has used for about a year and a half to two years: what it really brings and why it only pays off if you use the data afterwards.
DEB2B Sales Acronyms: ICP to POC — the biggest pitfalls & how to avoid them
Episode 27 of the Dialing Out series. Dominka Babić talks with Valentina Budačić, Account Executive at OB2B and a guest for the third time, about abbreviations in B2B sales: they are mostly English, they come up all the time, and often you no longer know what means what.
DEMQL vs. SQL: Getting Lead Qualification Right — from Frustration to Reliable Deals
Episode 26 of the Dialing Out series. Dominka talks with Martin Mihalinec, OPM (Outbound Performance Manager) at OB2B, about MQLs: marketing qualified leads that get sold as warm and often turn out cold on the phone. Martin listens to a lot of calls, coaches the BDRs and knows what a list of whitepaper downloads brings.
DEPresales Discipline: How to Do Cold Calling Every Day—No Excuses
Episode 24 of the Dialing Out series. Dominka talks with Nina Debeljak, Business Development Strategist (BDS) at OB2B, about discipline in presales. Nina did cold calling for 2 years straight and now runs projects. For her, discipline is a routine you can learn; the hard part is keeping it.
ENLinkedIn for B2B Sales: The Back Door to Decision-Makers (Sales Navigator)
Episode 21 of Dialing Out. Dominka talks to Anamarija Novak, BDS at OB2B, about LinkedIn as a sales tool, as part of the Tools series. Anamarija explains how she builds databases with it as a project manager and how BDRs find the right person before a cold call.
ENKPI Reports in B2B Sales: The Metrics That Actually Move Cold-Calling Results
Episode 19 of Dialing Out, the second in a mini-series on sales tools. Dominka talks to Anamarija Novak, BDS at OB2B, about KPI reports in cold calling, which Anamarija works with every day, in every project.
DEB2B First Meeting: Sharpen ICP, Read Signals – How to Win in the Room
Episode 17 of Dialing Out. Dominka talks with Valentina Budačić, account executive at OB2B, about the B2B first meeting: who is the ideal customer, how do you recognize them in the meeting, and where is the decision really made, in the meeting or in the feedback call?
DEExcel Slows Your Pipeline: How to Set Up CRM & Lead Lists Right
Episode 16 of the Dialing Out series. Dominka talks with Ivan Golubić, Business Development Specialist at OB2B, who guides new clients from onboarding to the end of a project. The topic is how every outbound project starts: lead lists and the CRM.
ENSales Tools: CRM in B2B Sales
Episode 12 of Dialing Out, the second one in English and the start of the Tools series. Dominka talks with Anamarija Novak, project manager at OB2B and with the company for almost ten years, about the CRM: how OB2B worked with Excel, why it switched and why lead hygiene matters most.
DEThe Perfect Project Setup in B2B Outbound
Episode 5 of Dialing Out. Dominka talks with Ivan Golubić, project lead at OB2B, three years in project management and seven years with the company. The topic is the project setup: the usual two weeks of preparation before cold calling starts for a new partner.
DEFrom BD to AE: From Cold Call to Close
Episode 4 of Dialing Out. Dominka talks with Valentina Budačić, BD and Account Executive in OB2B's internal sales team, about the whole path from the first cold call to the proposal, and about why a good Account Executive must have made calls themselves.
DESales Automation and Tools in B2B Outbound
Episode 3 of Dialing Out. Kim talks with Dominka Babić, at the time Head of Business Development (today COO) at OB2B, about tools and automation in B2B lead generation: what has changed since the Excel sheets of 7 years ago, and why you should automate some things, but not everything.
DEB2B Lead Generation in the DACH Region
Episode 2 of Dialing Out. Kim talks with Dominka Babić, then Head of Business Development (now COO) at OB2B, about B2B lead generation by phone in the DACH region: what OB2B does, why telemarketing still works, and why a team from Croatia calls in German.
ENB2B Lead Generation in German-Speaking Markets
Episode 1 of Dialing Out. Kim talks with Matija Ramušćak, CEO of OB2B, and Dominka Babić, at the time Head of Business Development (today COO), about B2B lead generation by phone in German-speaking markets: who it pays off for and why people in DACH still answer the phone.