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More InformationIn this episode of Dialing Out — The OB2B Podcast, Dominka talks with Nina (Project Manager at OB2B) about the lived reality of women in B2B sales. From IT, logistics, and manufacturing where most decision-makers are still men, they unpack what actually helps: empathy, clear boundaries, and preparation.
You’ll hear where female strengths shine (detail-work, listening, patience), what’s just a stereotype, and a rapid “myth” game covering cold calls, emotions, CRM vs. gut feel, and whether closing can be learned. Practical, grounded, and no fluff.
6 minutes
Decision-maker landscape in IT, logistics & manufacturing (why it’s mostly male)
Where empathy and listening give you an edge (and where they don’t)
Project prep: details, pacing, and how women often set the tone
Cold calling: voice, patience, and persistence without pushiness
Boundaries vs. “people pleasing” — being kind and direct
Handling inappropriate client outreach professionally
Collaboration habits: asking colleagues for input early
Mothers in sales: flexibility, home office, and why sales can fit
Healthy competition without commission-heavy models
CRM notes that capture “how the call felt”
Myth-busting: “Women have it easier on the phone” and other tropes
Directness: why many women are more direct than assumed
“No interest” ≠ end of conversation — using patience to reopen
Closing is learnable (without manipulation)
Most decision-makers Nina speaks with are men, especially in IT/logistics/manufacturing. Inside teams, there’s often at least one woman who helps move things forward behind the scenes.
Decision-maker ≠ only gatekeeper; supportive women in the chain often accelerate deals.
Female presence in kick-offs can shift tone and trust, especially over time.
At OB2B, sales roles skew female — a “bubble” compared to the wider market.
Empathy and patience help understand needs faster and build rapport, but they’re not a silver bullet.
Listening well surfaces the “why” behind objections.
Balance warmth with clarity on goals and next steps.
Competence still wins — empathy amplifies, it doesn’t replace.
Women on the team often anchor the details and cadence during onboarding.
Early accuracy (lists, scripts, targeting) prevents downstream friction.
Direct, early feedback keeps momentum without sugarcoating.
Rapport matures into efficiency once roles and expectations settle.
Female voices can help on first contact, but outcomes hinge on skill and timing.
Patience beats pressure: give prospects time and re-approach thoughtfully.
“Luck” exists — right person, right day — but consistency creates more “luck.”
Persistence with respect: try again later rather than forcing it now.
Kindness and directness can coexist; boundaries prevent burnout.
State goals and constraints clearly; avoid over-accommodating.
Use “positive–constructive–positive” (sandwich) for hard feedback.
Direct ≠ harsh; it saves time and earns respect.
If a client crosses lines (e.g., private messages), keep it professional.
Ignore or deflect with humor; keep work channels for work.
Don’t let it define your value — bring conversations back to outcomes.
Teams should back each other up and set norms.
Sales can fit family life when remote and schedule-friendly.
Home office and async prep make delivery realistic.
Skill-based work (calls, meetings, follow-ups) adapts to life stages.
Many return stronger — negotiation at home sharpens work instincts.
OB2B favors motivation without cut-throat commission culture.
Friendly sprints (e.g., call counts/hour) boost morale.
Team growth > internal rivalry; focus on sustainable pipelines.
Stability can increase retention, especially for parents.
Gut feel is a data point — CRM is the system of record.
Log tone, energy, and rapport alongside facts.
“No interest” today may be “yes” in weeks — notes guide timing.
Handoffs improve when you capture how the call felt.
“Women have it easier in cold calling” → False. It’s person, skill, and timing.
“Emotions don’t belong in sales” → Nuance: be human, not over-personal.
“No interest ends the conversation” → False. Explore why; try later.
“Gut feel replaces CRM” → False. Use both; CRM first.
“Empathy alone sells” → False. It helps; competence closes.
“Men are direct; women ramble” → Often the reverse; many women are crisply direct.
“Closing can’t be learned” → False. It’s a trainable, evolving skill.
Decision-makers are often male; progress accelerates when women in the chain support the process.
Empathy + directness is a high-leverage combo — warmth with clear asks.
Patience and timing often beat pressure in cold calling.
Boundaries prevent “people pleasing” from derailing outcomes.
Sales can fit family life — flexibility matters more than stereotypes.
Healthy competition works without aggressive commission structures.
CRM first, gut feel second — capture the human context in notes.
Closing is learnable and improves with feedback and iteration.
“Empathy amplifies results — it doesn’t replace competence.”
“Direct is kind. Say what you need, then move forward.”
“ ‘No interest’ today isn’t the end — it’s a note for better timing.”
Nina — Project Manager, OB2B — LinkedIn
Dominka — Host, Dialing Out — LinkedIn
Do women have an inherent advantage on cold calls?
Not inherently. Outcomes depend on skill, timing, and preparation. A friendly voice might help at the margin, but consistency and competence drive meetings.
Should I suppress emotions in sales conversations?
Stay human but professional. Early on, keep it light and focused; with long-term partners, authenticity builds trust without oversharing.
How do I handle “no interest”?
Ask why, note context in your CRM, and set a respectful follow-up window. Patience plus timing often reopens the door.
Is closing a fixed talent?
No. It’s a trainable skill that improves through feedback, role-plays, and iteration — without needing manipulation.
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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