Cold Calling Techniques to Increase Sales Conversion

I’ve been cold calling for 9 years. Here’s everything I know about it: (this is a longer post so bear with me) 𝟭. 𝗧𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 𝟭𝟬 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮𝗻𝘆𝘁𝗵𝗶𝗻𝗴: People don’t hang up because it’s a cold call. They hang up because you sound unsure, scripted, or boring. - Be calm. - Be confident. - Be clear. 𝟮. 𝗦𝗸𝗶𝗽 𝘁𝗵𝗲 𝘀𝗺𝗮𝗹𝗹 𝘁𝗮𝗹𝗸: Don’t ask “𝘏𝘰𝘸’𝘴 𝘺𝘰𝘶𝘳 𝘥𝘢𝘺 𝘨𝘰𝘪𝘯𝘨?” Don’t ask “𝘐𝘴 𝘯𝘰𝘸 𝘢 𝘣𝘢𝘥 𝘵𝘪𝘮𝘦?” Just try: “𝘏𝘦𝘺 (𝘯𝘢𝘮𝘦), 𝘐 𝘬𝘯𝘰𝘸 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦𝘯’𝘵 𝘦𝘹𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘵𝘩𝘪𝘴, 𝘐’𝘭𝘭 𝘬𝘦𝘦𝘱 𝘪𝘵 𝘴𝘶𝘱𝘦𝘳 𝘣𝘳𝘪𝘦𝘧.” That opener alone will double your talk time. 𝟯. 𝗣𝗶𝘁𝗰𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁: No one cares that you’re the “𝘯𝘰.1 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘟.” Tell them what pain you solve, fast. 𝟰. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: “I’m not interested” just means they don’t understand you yet. Use the FFF method: Feel - Felt - Found. “𝘐 𝘨𝘦𝘵 𝘵𝘩𝘢𝘵. 𝘖𝘵𝘩𝘦𝘳𝘴 𝘧𝘦𝘭𝘵 𝘵𝘩𝘦 𝘴𝘢𝘮𝘦… 𝘣𝘶𝘵 𝘸𝘩𝘢𝘵 𝘵𝘩𝘦𝘺 𝘧𝘰𝘶𝘯𝘥 𝘸𝘢𝘴 (𝘣𝘦𝘯𝘦𝘧𝘪𝘵).” 𝟱. 𝗧𝗵𝗲 𝗴𝗼𝗮𝗹 𝗶𝘀𝗻’𝘁 𝘁𝗼 𝘀𝗲𝗹𝗹, 𝗶𝘁’𝘀 𝘁𝗼 𝘀𝘁𝗮𝗿𝘁 𝗮 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻: If they’re talking, you’re winning. If they’re curious, you’re in. If you book the meeting, that’s the win. 𝟲. 𝗩𝗼𝗹𝘂𝗺𝗲 𝗶𝘀 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁: You could have the best pitch in the world… But if you don’t make the dials, you won’t get the meetings. Consistency > perfection. 𝟳. 𝗬𝗼𝘂 𝗰𝗮𝗻'𝘁 𝗯𝗼𝗼𝗸 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲: Don’t waste time trying to convince people who don’t have the problem you solve. Laser focus on your ICP, the ones who feel the pain. 𝟴. 𝗧𝗿𝗮𝗰𝗸 𝘆𝗼𝘂𝗿 𝗲𝗻𝗲𝗿𝗴𝘆: Your tone > your script. People say yes to people who sound like they believe in what they’re saying. 𝟵. 𝗙𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲 𝗱𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗶𝘁: Most meetings I book happen after the call. Send a short LinkedIn DM or a value-driven email right after. 𝟭𝟬. 𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗿𝗲𝗽𝘀 𝗱𝗼𝗻’𝘁 𝘄𝗶𝗻𝗴 𝗶𝘁: They have a framework. They prep. They reflect after each call. And they improve daily. Cold calling still works if you do it right. Now let's book some meetings!!!! P.S. I've created a free cold calling cheat sheet where I share all of my do's & don'ts. You can access it for free here: https://lnkd.in/g9BrrDA6

In 2022, I tried cold calling like it was 2010. Result? 0 meetings booked. Why? Buyers are smarter, busier, and less patient. But here’s the thing: Cold calling works—if you adapt. Here’s how I turned it around and booked 60 meetings in 20 days becoming a Top Sales Performer in a Startup Unicorn: 1️⃣ Do Your Homework No more blind dialing. Research your prospect: → Recent news about their company → Their pain points based on their industry → Key decision-makers (know their names!) My mistake: I used to pitch without knowing their challenges. My fix: I spent 5 minutes researching before every call. 2️⃣ Open Strong Don’t waste 15 seconds introducing yourself. Hook them right away: “Hi [Name], I noticed [specific insight about their company], and I think we might be able to help you solve [key challenge]. Do you have 2 minutes?” My mistake: I started with, “Hi, I’m Carlos from Sales Titans.” My fix: I led with value and got their attention in 10 seconds. 3️⃣ Focus on THEM, Not You Cold calls flop when you start with “We do this…” Instead, ask questions: → “What’s your biggest challenge with [their area of interest]?” → “How are you currently solving [specific problem]?” My mistake: I talked about my services before understanding their needs. My fix: I flipped the script and made it about them. 4️⃣ Have an Objection-Handling Plan 90% of first objections are smokescreens. When you hear “I’m not interested,” ask: “Totally understand. Before I go, let me ask: are you seeing [specific industry trend]? That’s something we help companies navigate.” My mistake: I took objections at face value. My fix: I used objections as opportunities to educate. 5️⃣ Book, Don’t Sell Your goal isn’t to close the deal—it’s to schedule the next meeting. “Why don’t we hop on a quick call next week to dive into this further? How’s Tuesday at 10?” My mistake: I tried to close on the first call. My fix: I focused on booking the next step. 🎯 The Cold Calling Rules for 2025 → Be prepared. → Focus on adding value, not pitching. → Always aim to move the conversation forward. Cold calling is still a skill, and those who master it are thriving.

I've noticed something: 9 out of 10 cold calling advice on LinkedIn is complete bullsh*t. It's either too scripted or too "bro-y." Cold calling isn't about energy or charisma. It's about structure, respect, and actually listening. I used to get it wrong (and cringe at my old recordings): - Opening with "How are you today?" like a robot - Talking AT people instead of WITH them - Treating every call like a pitch competition 𝗠𝘆 𝗢𝗡𝗟𝗬 𝘁𝗶𝗽 - 𝗯𝘂𝗶𝗹𝗱 𝗮 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝘁𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝗙𝗢𝗥 𝗬𝗢𝗨. OWN IT, and it shows - I book 90% of meetings from cold calls. Here's what actually works for me: 𝟭. 𝗧𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 𝟭𝟬 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗺𝗼𝘀𝘁 → Skip the fake small talk. → Be direct: "Hey [name], Jan here from Pleo - (start with concrete trigger)" Do your homework. It builds trust. 𝟮. 𝗦𝘁𝗮𝘁𝗲 𝘄𝗵𝘆 𝘆𝗼𝘂'𝗿𝗲 𝗰𝗮𝗹𝗹𝗶𝗻𝗴 (𝗶𝗻 𝗼𝗻𝗲 𝘀𝗲𝗻𝘁𝗲𝗻𝗰𝗲) → "I'm calling because [specific trigger/reason]." → Example: "Noticed you just expanded to 3 new markets." Show you did homework. Generic = instant hang-up. 𝟯. 𝗔𝘀𝗸 𝗼𝗻𝗲 𝗴𝗼𝗼𝗱 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 → Not "Are you interested?"  → Try: "How are you handling expense approvals across those new teams?" Make it about their world, not your product. 𝟰. 𝗦𝗵𝘂𝘁 𝘂𝗽 𝗮𝗻𝗱 𝗹𝗶𝘀𝘁𝗲𝗻 → This is where most people fail. → Let them talk for 60-70% of the call. Take notes. A cup of water at your table works magic. Repeat back what you heard. Show you're tracking. 𝟱. 𝗘𝗻𝗱 𝘄𝗶𝘁𝗵 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗻𝗲𝘅𝘁 𝘀𝘁𝗲𝗽 → Don't ask "Does this sound interesting?" → Say: "Let's book 20 mins next week - to show you how [specific outcome]. Does Tuesday or Thursday work?" Assume the meeting. Make it easy to say yes. 𝟲. 𝗛𝗮𝗻𝗱𝗹𝗲 𝘁𝗵𝗲 𝗯𝗿𝘂𝘀𝗵-𝗼𝗳𝗳 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗯𝗲𝗶𝗻𝗴 𝗽𝘂𝘀𝗵𝘆 → If they say "not interested" - ask why. → "Fair enough - can I ask what you're using now?" Sometimes the best calls are the ones that don't book meetings. You learn what NOT to say. 𝗕𝗼𝗻𝘂𝘀: You need accurate contact data, period. Without that, we are lost. That's why I love how FullEnrich keeps its data clean, verified, and ready to call. The result? - Calls that feel like conversations, not pitches - Higher connect-to-meeting rate - Less rejection stress Happy calling - now build your own framework. 𝗣𝗦. 𝗜 𝗱𝗿𝗼𝗽 𝗺𝘆 𝟰 𝗳𝗮𝘃𝗼𝗿𝗶𝘁𝗲 𝗰𝗼𝗹𝗱 𝗰𝗮𝗹𝗹𝗲𝗿𝘀 𝗼𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 𝗯𝗲𝗹𝗼𝘄.

I’ve been cold calling for 10 + years. This is the playbook I wish I had on day one. Everything else is noise. 𝟭. 𝗧𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 𝟭𝟬 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝗺𝗮𝘁𝘁𝗲𝗿 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮𝗻𝘆𝘁𝗵𝗶𝗻𝗴: People don’t hang up because it’s a cold call. They hang up because you sound unsure, scripted, or boring. - Be calm. - Be confident. - Be clear. 𝟮. 𝗦𝗸𝗶𝗽 𝘁𝗵𝗲 𝘀𝗺𝗮𝗹𝗹 𝘁𝗮𝗹𝗸: Don’t ask “𝘏𝘰𝘸’𝘴 𝘺𝘰𝘶𝘳 𝘥𝘢𝘺 𝘨𝘰𝘪𝘯𝘨?” Don’t ask “𝘐𝘴 𝘯𝘰𝘸 𝘢 𝘣𝘢𝘥 𝘵𝘪𝘮𝘦?” Just try: “𝘏𝘦𝘺 (𝘯𝘢𝘮𝘦), 𝘐 𝘬𝘯𝘰𝘸 𝘺𝘰𝘶 𝘸𝘦𝘳𝘦𝘯’𝘵 𝘦𝘹𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘵𝘩𝘪𝘴, 𝘐’𝘭𝘭 𝘬𝘦𝘦𝘱 𝘪𝘵 𝘴𝘶𝘱𝘦𝘳 𝘣𝘳𝘪𝘦𝘧.” That opener alone will double your talk time. 𝟯. 𝗣𝗶𝘁𝗰𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗽𝗿𝗼𝗱𝘂𝗰𝘁: No one cares that you’re the “𝘯𝘰.1 𝘱𝘭𝘢𝘵𝘧𝘰𝘳𝘮 𝘧𝘰𝘳 𝘟.” Tell them what pain you solve, fast. 𝟰. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗿𝗲𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: “I’m not interested” just means they don’t understand you yet. Use the FFF method: Feel - Felt - Found. “𝘐 𝘨𝘦𝘵 𝘵𝘩𝘢𝘵. 𝘖𝘵𝘩𝘦𝘳𝘴 𝘧𝘦𝘭𝘵 𝘵𝘩𝘦 𝘴𝘢𝘮𝘦… 𝘣𝘶𝘵 𝘸𝘩𝘢𝘵 𝘵𝘩𝘦𝘺 𝘧𝘰𝘶𝘯𝘥 𝘸𝘢𝘴 (𝘣𝘦𝘯𝘦𝘧𝘪𝘵).” 𝟱. 𝗧𝗵𝗲 𝗴𝗼𝗮𝗹 𝗶𝘀𝗻’𝘁 𝘁𝗼 𝘀𝗲𝗹𝗹, 𝗶𝘁’𝘀 𝘁𝗼 𝘀𝘁𝗮𝗿𝘁 𝗮 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻: If they’re talking, you’re winning. If they’re curious, you’re in. If you book the meeting, that’s the win. 𝟲. 𝗩𝗼𝗹𝘂𝗺𝗲 𝗶𝘀 𝗶𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁: You could have the best pitch in the world… But if you don’t make the dials, you won’t get the meetings. Consistency > perfection. 𝟳. 𝗬𝗼𝘂 𝗰𝗮𝗻'𝘁 𝗯𝗼𝗼𝗸 𝗺𝗲𝗲𝘁𝗶𝗻𝗴𝘀 𝘄𝗶𝘁𝗵 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲: Don’t waste time trying to convince people who don’t have the problem you solve. Laser focus on your ICP, the ones who feel the pain. 𝟴. 𝗧𝗿𝗮𝗰𝗸 𝘆𝗼𝘂𝗿 𝗲𝗻𝗲𝗿𝗴𝘆: Your tone > your script. People say yes to people who sound like they believe in what they’re saying. 𝟵. 𝗙𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲 𝗱𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗶𝘁: Most meetings I book happen after the call. Send a short LinkedIn DM or a value-driven email right after. 𝟭𝟬. 𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝗿𝗲𝗽𝘀 𝗱𝗼𝗻’𝘁 𝘄𝗶𝗻𝗴 𝗶𝘁: They have a framework. They prep. They reflect after each call. And they improve daily. Cold calling isn’t dead. Bad cold calling is. Over 10 years in, these rules still work.

Most AEs fail on the phone for one simple reason: They’re cold calling people who’ve never heard of them. In 2025, that’s just lazy. Here’s how I would book executive meetings without sounding like a desperate sales rep: I used to teach cold calling techniques. Tonality. Pacing. Objection handling. And while that still matters... It’s not the reason I consistently get meetings with C-level buyers. The secret? I never cold call anymore. I warm call. Here’s how I do it: Step 1: Start with a personalized, relevant email. Do some quick research. Make it about them. For example, if I’m reaching out to a CRO, I’ll highlight a drop in quota attainment from RepVue and explain how I can help upskill their team in tough times. Step 2: That same day—a few hours later—I call their cell phone. (ZoomInfo or LinkedIn can get you that. No excuses.) DO NOT call the office. DO NOT waste time dialing assistants. If you can’t get a cell, send a LinkedIn connection request with a DM or video message. Step 3: When I call, I say: “Hi, this is Ian Koniak—did you happen to see the email I sent this morning?” If they say no: “No problem. I sent it because I saw your team’s quota attainment is down since 2022. I think I can help based on what I’ve done with other clients. Do you have a couple minutes now, or should we find time to connect on Zoom?” It’s not a pitch. It’s a reference to something you already sent that’s about them. That’s what makes it warm. Step 4: If they don’t respond, wait 2–3 days. Then reply to the original thread with more context: – Mention the training or workshops you offer – Share real results (e.g., 20% increase in quota attainment) – Ask: “Is this something you’d be open to learning more about?” Always lead with interest, not a hard ask for time. Step 5+: Stack 6–8 touchpoints total. Each one builds on the last—adding more insight, examples, testimonials. Mix in: – LinkedIn videos – Client stories – Relevant frameworks Each message = more value. That’s how you break through. It can take 8-12 touchpoints to get a meeting. Most reps quit after 1-3 touchpoints. Or worse—just send the same “following up” message. No value. No relevance. No shot. This process works. It’s not magic. It’s just real sales effort with a real strategy.

Cold call tip: Are you losing people at hello? This might be why: “Hi Kim, my name is Mandy with Gusto. The reason for my call is to share how we’re helping finance leaders streamline payroll while avoiding penalties and free up about 10–15 hours per month in manual work. Do you have a couple of minutes?” Seems polished. Professional. But here’s the problem: They can smell the pitch. And whenever people feel the pitch at the jump, they instinctively pull away. Why? Because we’ve been conditioned to protect our attention. The moment it feels like someone’s trying to sell us something, our brain flips into defense mode. We scan for the exit. We default to “Not interested.” Not because of the rep. But because of the approach. Try this instead: “Hi Kim, my name is Mandy with Gusto.” Then shut the front door. Let the silence breathe. Why does this work? Because it breaks the pattern. It doesn’t sound like a sales call. It doesn’t feel like a pitch. It creates a moment of curiosity. A pause. A micro-moment where the other person thinks: “Okay… what’s this about?” And that moment is everything. Because now their guard isn’t up. You’re not barging in, you’re knocking. You’ve made space for a conversation. From there? Try something like: “You were using us for payroll back in 2021, but it looks like that’s no longer the case, mind if I ask what shifted?” No pitch. No push. Just a gentle nudge toward understanding. The best opens don’t try to win the call. They continue it.

Dear cold callers, You’re not getting cut off because your opener is bad. You’re getting cut off because your tone tells them “this is going to waste my time.” Cold calling is decided before your second sentence. I’ve heard reps say the exact same line - one gets 30 seconds, the other gets “not interested” in 3. The difference? Not the script. The frame they enter the call with. What actually kills your calls (real patterns) 1. “Permission-seeking tone” “Hi… is this a good time…?” You’ve already positioned yourself below them. Now they control the call. What works: Enter like you already have a reason to be there. Not arrogant. Not pushy. Just clear. “I’ll be quick, this is about your outbound pipeline.” No begging. No hesitation. 2. “I need this to work” energy Prospects can hear it instantly. You stretch words. You over-explain. You try to sound nice. That signals pressure → pressure triggers rejection. What works: Sounds like you’re okay if this call goes nowhere. Because ironically, that’s when they stay. 3. Over-personalization that sounds fake “I saw your recent LinkedIn post…” They’ve heard this 20 times this week. It doesn’t build trust anymore. It signals “script.” What works: Only mention something if it directly connects to why you’re calling. Otherwise skip it. Relevance > effort. 4. Talking too early Most reps start explaining before the prospect even understands why they should care. So the brain does the fastest thing: reject. What works: Give context first. Not details. “Most teams we speak to are losing replies after the first touch…” Now they have a frame. Now they listen. 5. No control over pacing This is the biggest silent killer. Fast talking = nervous No pauses = scripted Constant talking = trying to convince What works: Break your sentences. “I’ll be direct. This is not a sales pitch. I just want to check one thing.” Pause. Let them lean in.

Most salespeople are terrified of cold calling right now. I get it. I've seen reps freeze at the thought of picking up the phone. Their hands shake. Their voice cracks. They'd rather send 100 emails than make 10 calls. Sound familiar? 😅 Here's what might surprise you: I'm known as "The King of Social Selling." I've built my entire brand around LinkedIn. I've helped thousands of salespeople generate leads without cold calling. And yet... I STILL teach salespeople to pick up the phone. Why? Because the best salespeople don't choose between social selling OR cold calling. They use BOTH. Here's how LinkedIn and social selling can actually make your cold calls warmer: 𝟭. 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝗱𝗶𝗮𝗹 ↳ Check their LinkedIn profile ↳ Read their recent posts ↳ Find something personal to mention ↳ Now your "cold" call has context 𝟮. 𝗪𝗮𝗿𝗺 𝘁𝗵𝗲𝗺 𝘂𝗽 𝗳𝗶𝗿𝘀𝘁 ↳ Engage with their content for a few days ↳ Leave a thoughtful comment ↳ Send a connection request ↳ THEN call — they'll recognise your name 𝟯. 𝗨𝘀𝗲 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝘁𝗼 𝗳𝗶𝗻𝗱 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗻𝘂𝗺𝗯𝗲𝗿 ↳ Sales Navigator shows direct dials ↳ Company pages list contact info ↳ Mutual connections can make introductions 𝟰. 𝗙𝗼𝗹𝗹𝗼𝘄 𝘂𝗽 𝘀𝗼𝗰𝗶𝗮𝗹𝗹𝘆 𝗮𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗰𝗮𝗹𝗹 ↳ Connect on LinkedIn after a good conversation ↳ Share relevant content that adds value ↳ Stay visible without being pushy 𝟱. 𝗟𝗲𝘁 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗳𝗶𝗹𝗲 𝗱𝗼 𝘁𝗵𝗲 𝗵𝗲𝗮𝘃𝘆 𝗹𝗶𝗳𝘁𝗶𝗻𝗴 ↳ When they Google you, your LinkedIn shows up ↳ A strong profile builds instant credibility ↳ They're more likely to take your call The fear of cold calling doesn't disappear. But when you combine it with social selling? You're not calling strangers anymore. You're calling people who've seen your name. Who've read your content. Who already know you can help. That's the difference. So here's my challenge to you: Pick up the phone today. Just one call. Use LinkedIn to research them first. Make it personal. Add value. The worst that can happen? They say no. The best that can happen? You close a deal. Risk is always better than regret. Now go make that call.

There’s a group of sales professionals who enjoy making cold calls. Not because they “love rejection.” Not because they like hearing “no.” But because they understand something most people miss: Cold calling isn’t interruption. It’s leadership. Especially when you’re selling software and services to C-Suite executives. When you’re calling a CFO, CIO, COO, or CEO, you’re not just pitching a product. You’re opening a strategic conversation. And the reps who like cold calls approach them differently. Here’s what they do that drives positive outcomes: 1. They lead with perspective, not a pitch. C-Suite doesn’t care about features. They care about risk, growth, efficiency, and competitive advantage. Great callers open with insight about industry shifts, cost pressures, regulatory changes, or technology gaps — not a demo request. 2. They respect time like a peer. They get to the point in 20–30 seconds. Clear reason for calling. Clear relevance. Clear value. No fluff. No scripts that sound like scripts. 3. They detach from the outcome. Executives can smell commission breath instantly. Reps who enjoy cold calling focus on curiosity over closing. They’re comfortable saying: “Not sure if this is relevant — but here’s why I thought of you.” That confidence changes the energy of the conversation. 4. They prepare like strategists. Before dialing, they understand: The company’s growth trajectory Recent earnings calls Technology stack signals Competitive positioning They sound less like vendors and more like advisors. 5. They treat objections as data. “Already have a solution.” “Not a priority.” “Call me next quarter.” Instead of pushing back emotionally, they get curious: What’s driving that priority shift? How are you measuring success today? What would need to change to revisit this? Cold calls become discovery moments — even if no meeting is booked. 6. They optimize their own mindset. They don’t chase motivation. They build systems: Call blocks with focus time Post-call reflection notes Micro-wins tracked daily Peer call reviews They treat it like a craft, not a numbers game. The truth? In a world of automated emails and crowded LinkedIn inboxes, a thoughtful, well-researched cold call stands out more than ever. For the sales professionals who actually enjoy it — keep going. You’re not outdated. You’re differentiated. The main reason a lot of people are scared of cold calling is because it's live. But truthfully, if you understand what was mentioned above, you know the ball is in your court. Curious — are cold calls part of your strategy in 2026, or have you moved fully to digital outreach? #Sales #LeadGen #ColdCalling #Prospecting #AppointmentSetting #BusinessDevelopment #BuildingRelationships #ProblemSolving #TrueValue #KnowYourProduct #KnowYourAudience #AskBetterQuestions #PainPoints

Richard & I didn’t post for 7 weeks. Instead, we generated $1.3M pipeline by making 11,354 cold calls. Here’s what we learned 👇 Stats: • Calls = 11,354 • Connects = 529 • Pitches (1min) = 242 • Conversation (2.5min) = 152 • Meetings = 54 Why do this? • Wanted to see what happens when 100% of focus is on 1 channel • Wanted to refine our product (AI list builder) • Wanted to refine our craft Tech stack: • List Builder = Ciro • Data Enrichment = Ciro • Dialer = Trellus (YC W22) • SEP = Google Sheet (Trellus integration is fire) • CRM = Attio What we learned: 1/ Your list >>>>> everything else. We ran a test where Richard had a “lazy list”, and I had a “great” list. I made 3x less calls, and still booked more demos. Wassup!! The quality of your list matters more than quantity of calls. 2/ Your tone > what you say. I used the same script on 99% of calls. On my worst calls, I was rushing & lacked confidence. On my best calls, I was genuine, confident, and concise. Demos followed my best calls. 3/ Keep the call short - ask for the meeting early. If a call went longer than 5 minutes, my meeting booking rate dropped significantly. Instead, I learned to ask for the meeting early. Worst case they said "no", and shared their objection. In most cases we resolved that objection and booked a meeting. 4/ There was a lot to improve in our product Nothing beats using your own product. We uncovered a ton of room for improvement. Most of those updates have been shipped. More coming soon. Disclaimers: • Richard & I do cold calls on easy mode. Both of us can say we're the CEO or President. So people typically give us 10-20 seconds. The role is a LOT harder as an SDR. • Our ICP is sales development leaders. They're very receptive to cold calls compared to other ICPs. Any cold calling best practices we missed that you'd add?