Cold Calling Still Works! How to Build a B2B Sales Pipeline with Targeted Outreach

Nicole Attias, founder of Prospect to Win, brings more than two decades of B2B cold-calling experience across manufacturing, office furniture, cybersecurity, roofing, recruitment, and commercial real estate. In one 2025 case study, her team helped generate $1.6 million in revenue from 95 leads, with 60 purchasing and an average deal size of $25,000.Attias uses a targeted outbound system built around three elements: clear messaging, qualified lists of decision makers, and consistent phone activity. She recommends 500 or more names per month, tracks response patterns and sales KPIs, and uses short scripts or bullet points to help reps build confidence while adapting their approach to each industry.The conversation breaks down how to distinguish effective prospecting from high-volume dialing, improve list quality, measure calling performance, follow up with older leads, and identify genuine buying signals. It also includes a live cold-calling role-play demonstrating Attias’s approach to uncovering potential customer needs.In this episode01:07 Introduction to Nicole Attias and Prospect to Win03:33 Why Cold Calling Still Works04:55 Scripts Versus Bullet Points06:26 Inbound Versus Outbound Sales08:00 Industries and B2B Applications09:38 Building a Client Base Through Referrals12:18 Ideal Client and Lead Requirements14:51 The 500-Lead Monthly Benchmark16:18 Cold Calling Mindset and Rejection18:06 Calling KPIs and Response Rates22:42 $1.6 Million Client Case Study26:46 Targeting and Market Research31:50 AI Lead Generation and Human Conversations35:31 Cold-Calling Role-PlayMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Nicole Attias’ Socials:Facebook | Instagram | Twitter | LinkedInFollow Jay Lee’s Socials:Facebook | Sales Ninja Community | Instagram | LinkedIn | YouTube | Sales Ninja