20 Cold Calling Tips To Help Improve Your Results

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August 24, 2025

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Cold calling has an image problem. To some, the word conjures up stale, robotic "smile and dial" tactics that read more like an inquisition than a conversation. Yet in modern sales, cold calling is not a lost art. When executed with skill, empathy, and the right tools, it's still among the most potent sales prospecting tips and B2B sales tips for gaining qualified leads and closing deals.

The secret to success lies in dominating cold calling techniques that work with today's buyer. Ditch the rules of the past; this is all about being a trusted advisor, not a hard sell.

Ready to boost your results and turn your phone into a predictable revenue stream? Here are 20 cold calling tips to help you make every conversation count.

Before You Dial: The Preparation Phase

The cold call is won a long time before you ever make the call.

Do Deep-Dive Research: This is not something you get to skip. Don't just find their name and their title. Search for recent funding rounds, press releases, job openings, or social media chatter. Your opener needs to be connected to something very specific that you found. This is the foundation of effective cold calling methods.
Target the Right Persona: Do you have your call going out to the decision-maker or a gatekeeper? Understanding the organizational hierarchy and the specific pain points of your target persona is a crucial sales call strategy. Explore our blog to elevate your sales call.
Identify the "Why": Why are you calling this specific person at this specific time? Your reason for reaching them must be strong and relevant to them. A good "why" is focused on a trigger event or problem that you know they're likely to be having.
Practice Your Opener: You've got a few precious seconds to grab their attention. Develop a quick, benefit-driven opener that intrigues them and makes them eager to listen more. Avoid "Is this a good time?" and go with something like, "The reason for my call is."
Develop a Conversation Outline, Not a Script: Cold calling scripts may sound forced. Instead, prepare some main points and questions you would like to discuss. This allows for an easy, back-and-forth discussion while maintaining focus.
Discover the Best Time to Make the Call: Statistics have shown that there are days of the week and hours of the day that are more likely to reach you. Generally, morning (8-9 a.m.) and late afternoon (4-6 p.m.) are best because people are just starting or ending the day.
Prepare Mentally: Cold calling is not easy. Stand up, breathe deeply, and smile. Your energy and confidence will project through your voice.

During the Call: The Execution Phase

This is where your preparation reaps benefits. These cold calling best practices will help you achieve a cold call success rate.

Lead with Value, Not a Pitch: Steer clear of walking in with a lecture on the features of your product. Start by sharing an insight or a solution to a known problem. This puts you in the role of a selfless advisor.
Ask for a "Mini-Yes": Another great way of getting an early prospect on board is to request their permission to move forward with the discussion. For example, "I've been discussing with other VPs of IT who have been experiencing some issues with security audits. Would you care to hear how we helped them?"
Listen More Than You Talk: Your ideal talk-to-listen ratio on a cold call is around 43:57. You're present to listen, not speak. Listen for purchasing cues, urgency, and issues.
Ask Open-Ended Questions: Avoid "yes" or "no" questions. Ask something like "What does your process for [X] look like?" or "How are you currently handling [Y]?" to encourage a long response.
Emphasize Pain and Problems: People buy solutions to problems. It's your job to determine what those problems are and then relate your solution to them immediately. That's an important outbound sales tip.
Beat Objections with Confidence: "I'm not interested" or "We're all set" objections are not stoppers; they're a signal to dig deeper. Use a friendly, empathetic voice and ask a follow-up question to uncover the real reason behind their objections. Read our blog on “how to handle objections.”
Confirm Next Steps: Before you end the call, ensure that you have a clear commitment. For example, "Based on our conversation, it appears as though a deeper exploration would be valuable. Would next Tuesday at 10 a.m. be okay for a brief 15-minute call?"
Leave a Compelling Voicemail: A good voicemail is not a pitch. It should be brief, curious, and useful, and lead them to call back and mention the "why" from your research.

After the Call: The Follow-up Stage

It's not done when you hang up.

Take Detailed Notes: Immediately after the call, capture all you learned in your CRM. Write down their pain points, what was discussed, and agreed-upon next steps. This lays the groundwork for successful follow-up.
Send a Personalized Follow-Up Email: This follow-up email needs to summarize the call and remind them of the value you discussed. Don't send an auto-responder template.
Use a Multi-Channel Cadence: You get the one and only cold call. A sales cadence today is really a series of touches across multiple channels: a cold call, a message on LinkedIn, an email, and a follow-up call.
Measure Your Performance: Listen back to your calls, watch your metrics, and know what's working and what isn't. What openers are working best? Which objections are you hearing most often?
Utilize AI for Wiser Insights: That is where new phone selling techniques come in. AI-powered software can scan your calls, provide real-time guidance, and automate post-call admin tasks, so you can focus on doing what you're best at: selling.

Conclusion

Cold calling is not extinct, but old-school tactics are. In order to increase cold call success rates upward in 2025, reps must merge timeless human skills (listening, empathy, persistence) with modern technology (AI, intent data, automation).

With intelligent cold calling strategies and smarter workflows, every dial is a chance.

That's where Pepsales AI comes in.

With features like: