Most people think cold calling is all about “hustle” and “grind.”
But the truth is that more hours dialing doesn’t always mean more success.
In fact, the real game-changer is knowing which calls deserve your time.
When I started out, I spent hours in circles with prospects who’d “just like some info” or “needed to explore options.”
I thought every conversation was a chance to close, but I was wrong.
Looking back, there were clear signs they weren’t serious—I just didn’t see them.
Here’s what I’ve learned from those experiences:
1. Spot the non-decision makers early
One morning, I called someone with the right title in the right industry.
Five minutes in, I realized they weren’t the decision-maker.
They kept saying things like, “I’ll check with my manager.”
Now, I don’t waste time here. I start by asking, “What are you responsible for?”
If they don’t mention decisions tied to my product, it’s time to move on.
2. Look for a clear problem
If a prospect can’t name a specific pain point, they’re probably not ready to buy.
I ask, “What’s your biggest challenge in [area relevant to my solution]?”
If they can’t answer, I know it’s not a fit.
3. Watch out for the endless “information” requests
If every conversation revolves around “learning more,” but they don’t take action, that’s a red flag.
Real prospects are interested in moving forward, not just gathering information.
4. Get comfortable with ‘no’
Sometimes, a “no” is a blessing.
Instead of pushing for a “maybe,” I’ve learned to accept "no” as it frees me up for prospects who are ready to engage.
By focusing on qualifying early, I’ve cut down wasted time by 50%.
My calls are shorter, my closes are quicker, and I don’t end up chasing leads that go nowhere.
So, here’s my advice: don’t just make the calls—make sure they’re the right calls.
You’ll get better results and way less frustration.
Who’s up for trying this next time?
Would love your feedback.
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