Suggested questions

1You’ve spent more than 20 years in cold calling, prospecting, and sales development. How did you first find your way into this work, and what made you realise this was where you belonged?

2You’ve said cold calling works best when the offer is simple and easy to understand. What makes a company “cold-call ready,” and what are the warning signs that outbound calling may not work for them yet?

3A lot of sales teams avoid the phone because they see cold calling as outdated or uncomfortable. Why do you believe it still has a place in modern B2B sales?

4You talk about opening the door so the sales team can close the deal. Where do companies often misunderstand the role of prospecting in the wider sales cycle?

5With AI, automation, and call-screening tools making it harder to reach real people, how should companies adapt their outbound strategy without losing the human touch?

6Many businesses are active on LinkedIn but still struggle to turn visibility into meetings. How can cold calling strengthen a LinkedIn-led sales strategy?

7You’ve mentioned that every industry has different call patterns. What should sales leaders be paying attention to when they’re trying to understand whether their outbound efforts are working?

8When a sales script fails, people often blame the words on the page. In your experience, how much of successful cold calling comes down to delivery, rhythm, and confidence?

9What mindset does someone need to survive and succeed in cold calling, especially when they’re dealing with rejection, gatekeepers, and low response rates?

10For growing companies with small sales teams, what are the biggest mistakes they make when trying to manage leads, follow-up, and outbound activity internally?