Why is prospecting important for salespeople?

Prospecting is essential because it helps salespeople identify and initiate contact with potential clients. Without prospecting, there’s no pipeline — and no pipeline means no sales.

What are the common ways salespeople find prospects?

Salespeople can find prospects through introductions, social media, networking, internal referrals, cold calling, email outreach, association memberships, purchased lists, and business networking groups.

What's the next step after finding a prospect's name?

The next step is to make contact — typically by phone or email — to engage the prospect, understand their situation, and determine if they are a good fit.

Why is prospecting so difficult?

Prospecting involves frequent rejection, emotional highs and lows, and a lack of immediate payoff. Salespeople face hang-ups, ignored calls, false interest, and cancellations — which makes the process emotionally taxing.

Do salespeople need to enjoy prospecting to be successful?

No, they don’t have to like it — they just have to do it. Discipline and consistency matter more than enjoyment when it comes to successful prospecting.

How can handling rejection improve sales performance?

Salespeople who are rejection-proof are more likely to ask tough questions, stay objective, push through objections, and recover quickly — all of which drive sales success.

What traits help a salesperson become rejection-proof?

Traits include emotional resilience, active listening, confidence, objectivity, and the ability to bounce back from failure without internalizing it.

What increases the chance of success when prospecting by phone?

Having a solid, distinctive phone approach that doesn’t sound like every other salesperson increases the likelihood of starting meaningful conversations.

10 Cold Calling Tips for Salespeople

Posted August 26, 2025 in Sales Brew

When it comes to prospecting, we always recommend warming your lead connections by asking for introductions or using social media. But at times, if you are in sales, you will have to make some cold calls. Cold calling can work if you approach it with the right mindset, skills, and process. While technology and social platforms have changed the sales landscape, the phone is still one of the most effective ways to create new opportunities.

ACTG’s Cold Calling Tips

Here are 10 cold calling tips built on the fundamentals we coach every day.

Start With the Right Mindset
Before you pick up the phone, check your attitude. If you believe cold calling won’t work, it won’t. Top producers expect success, commit to activity, and don’t let fear of rejection control their behaviors.
Pre-Call Planning Matters
Random dials won’t fill your pipeline. Take time to prepare: know who you’re calling, why you’re calling, what questions you will ask and what potential challenges your prospect may be experiencing. Our Pre-Call Planning guide will help.
Follow the 8-Step Phone Call Process
Success on the phone comes from following a process. Our 8-Step Process includes key elements like creating purpose in your opening, asking strong questions, gaining commitment for the next step, and confirming details before you hang up. When each step builds on the last, you are more likely to gain a qualified appointment.
Focus on the Prospect, Not the Pitch
Prospects don’t want to hear about your company in the first 30 seconds. They want to know you have some experience in their industry and understand them. Shift your focus by asking about their challenges and goals.
Ask Engaging Questions
Instead of yes/no questions, ask open-ended questions that require thought. Example: “How do you know your team is talking to enough qualified prospects each week?”
Embrace Rejection as Part of the Job
Cold calling isn’t about perfection; it’s about persistence. Every “no” gets you closer to the next “yes.” Keep going. Understand that if you call 20 contacts, you may only talk to 3. Set your expectations and keep dialing.
Short, Strong Voicemails Win
If you leave a voicemail, make it brief and focused on value. The goal is to spark enough curiosity to earn a call back, not to deliver your full pitch. Another idea is to tell your prospect that you will call them back at a certain time and date and then do that.
Tone and Energy Count
Salespeople who sound uncertain or scripted lose credibility fast. Stand up, smile, and treat the call like a real conversation. Confidence builds trust.
Follow a Consistent Call Cadence
One call is rarely enough. The best salespeople use structured follow-up with a mix of calls, emails, and LinkedIn touches. Persistence and discipline over time leads to results.
Always Clarify the Next Step
Never hang up without a commitment. It could be a scheduled appointment, a follow-up call, an agreement to send information, or a decision that there is no further step. Make sure you know what the next step will be, if any.

Cold calling in 2025 is not about gimmicks or tricks. It’s about preparation, discipline, and consistency. If you want better results, commit to a proven process, track your numbers, and don’t let fear stop you from making the calls. If you want further tips on prospecting, download our Prospecting eBook, linked below!

PROSPECT BETTER IN 2025: Download our Free Sales Prospecting eBook!

Download Now!

Learn More About Our Approach Here

ACTG’s Cold Calling Tips

Related Posts