The key To Cold Calling Success by Emmanuel Durotolu

I hit 80% of My Target in January and maintained a 100% Demo Hold Rate. Here’s The Secret Sauce to my Success:

As SDRs, we’re the first touchpoint in the sales cycle- the initial connection for prospects. And for most of us, it all starts with a cold call.

Cold calling is a salesperson’s bread and butter, but let’s be honest, it can be daunting. The fear of rejection is real. But if you can focus on three key things and weave them into your calls, you’ll not only book more meetings but also have more meaningful conversations. These are things I use every day:

The Three Pillars of a Great Cold Call

Authenticity

A Consultative Approach

Asking Smart Questions

Authenticity

This was something I really struggled with when I first stepped into sales. I thought I had to put on a "sales voice" or use a different tone. Spoiler: It doesn’t work.

People can tell when you’re being inauthentic. Early on, I noticed prospects hanging up before I got a chance to pitch.

I still remember my first cold call- it was awful.I spent the first 45 seconds rambling about all things product in a voice that didn’t even sound like mine… and then…beep… beep- they hung up.

That day, I learned one of the most valuable lessons in sales: be your authentic self.

Speak the same way you would with a friend or colleague. Keep it relaxed, natural, and confident. When you’re not overthinking how you sound, it’s easier to have real conversations. And real conversations lead to real results.

The Consultative Approach

When I first started, I thought the goal of a cold call was to get to the point as fast as possible. But here’s the thing: your product isn’t going to be relevant for every prospect you speak to.

Instead of rushing into a pitch, I now take a consultative approach.

I don’t go into calls trying to sell. My goal is to learn as much as I can about my prospect and their processes. I don’t even mention our product until they bring up a challenge I know we can solve.

It’s tempting to launch straight into your pitch, but take a step back. Find the need first.

I follow the Challenger methodology:

Teach your prospect something valuable—not just about your product but their industry.

Tailor your approach based on what they tell you.

Take control of the conversation and guide them toward a solution.

This shift in mindset completely changed my results.

Asking Smart Questions

You want to encourage your prospects to open up, not make them feel like they’re being interrogated.

The key is open-ended questions that get them thinking about their current processes and any potential gaps.

And here’s where active listening comes in. The best questions aren’t scripted; they’re relevant to the conversation.

Instead of firing off a list of generic questions, I listen carefully to what my prospect is saying and build on it. This not only shows I’m paying attention, but it also helps them recognise challenges they might not have even considered. They should also encourage the prospect to think deeper about the answers they’ve given you and the impact their pains might be having on the business. How and why questions work best here, asking your prospects questions like ‘how are you currently managing this?’ or ‘how has this issue affected your business?’

The best questions make your prospect stop and think. They should spark insightful conversations, not just surface-level answers.

How Working at TAMI Changed My Perspective

TAMI has completely transformed how I approach sales.

For the first time in my career, I’m actually using the product I sell every day.

It has completely changed the way I look at sales and eliminated a lot of the frustration I used to feel. If I get rejected, I just hop on TAMI, find a new number, and try again. It massively helps to have a platform with accurate data, as well as data that are regularly refreshed to keep the contact information up to date.

Beyond that, I’ve realised that the team around you can make or break you in sales. A strong culture and support system are essential.

At TAMI, our CEO is actively involved with all aspects of the business, our sales manager is coaching us toward AE roles, and our team is constantly sharing new tips- and having a laugh while doing it. A great team makes a huge difference.

Final Thoughts

You'll be booking meetings in no time when you combine authenticity, a consultative approach, and smart questions- plus a strong product and a great team.

These small shifts have had a massive impact on my results. If you’re struggling with cold calls, give them a try- you might be surprised at the difference they make. Reach out to me on LinkedIn if you have any questions!

Learn more about TAMI here.