Checklists

Cold Calling Session

Pre-call and live-call checklist for consistent execution.

Before the Session

Environment Setup

  • ☐ Quiet space with minimal distractions
  • ☐ Good quality headset connected and tested
  • ☐ Standing desk or standing position (improves energy)
  • ☐ Water bottle nearby
  • ☐ Phone/notifications silenced

Tools Ready

  • ☐ Dialer/phone system logged in
  • ☐ CRM open with today's call list ready
  • ☐ Calendar open for booking meetings
  • ☐ Scripts and battlecards accessible
  • ☐ LinkedIn open for research
  • ☐ Notepad for call notes

Mental Preparation

  • ☐ Reviewed value proposition and key talking points
  • ☐ Practiced opening 2-3 times out loud
  • ☐ Positive mindset—ready for rejection
  • ☐ Session goal set (# of calls, # of conversations, # of meetings)

Pre-Call (Before Each Call)

  • ☐ Know the prospect's name and pronunciation
  • ☐ Know their company and what they do
  • ☐ Identified a trigger or reason for calling (if available)
  • ☐ Have a relevant case study or proof point ready
  • ☐ Know the backup (voicemail, email, next contact at company)

During the Call

Opening (First 15 Seconds)

  • ☐ Confirmed you're speaking to the right person
  • ☐ Introduced yourself and company clearly
  • ☐ Acknowledged the interruption / asked for time
  • ☐ Delivered a pattern interrupt or hook

Value Statement

  • ☐ Stated the problem you solve
  • ☐ Mentioned relevant results/proof point
  • ☐ Connected to their specific situation (if known)

Discovery

  • ☐ Asked about their current situation
  • ☐ Identified pain points or challenges
  • ☐ Understood their priorities and timeline
  • ☐ Qualified for budget and authority

Handling Objections

  • ☐ Acknowledged objection without arguing
  • ☐ Asked clarifying questions to understand
  • ☐ Responded with relevant reframe or proof
  • ☐ Checked if concern was addressed

Close

  • ☐ Summarised key points from conversation
  • ☐ Proposed clear next step (meeting, demo, follow-up)
  • ☐ Got commitment to specific date/time
  • ☐ Sent calendar invite immediately (if applicable)

After Each Call

  • ☐ Logged call outcome in CRM
  • ☐ Recorded key notes and intel
  • ☐ Set next task/follow-up reminder
  • ☐ Moved immediately to next call (no dwelling)

End of Session

  • ☐ Reviewed session metrics (calls, connects, meetings)
  • ☐ Identified what worked well
  • ☐ Noted areas for improvement
  • ☐ Prepared follow-up emails for voicemails left
  • ☐ Updated pipeline and forecasts

Session Success Tips

  • Block 2-hour sessions: Shorter bursts with breaks are more effective
  • Batch similar calls: Same industry or persona for better flow
  • Stand and smile: It comes through in your voice
  • Aim for 40-50 dials per hour: Keep momentum high
  • Celebrate small wins: Good conversations, not just meetings
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