Cold Calling Playbook

Call recordings, interviews, research and your deal history, written down as one ICP.

• Gong call recordings and customer interviews show how your buyers describe the problem.
• Claude Code runs the market research: segments and personas.
• Closed won and lost deals in HubSpot show what separates buyers from non-buyers.
• The ICP is written once and kept in GitHub: titles, company size, industries, geography and disqualifiers.

• Gong
• Claude Code
• HubSpot
• GitHub

Data sources, live signals and your first-party data, combined so the dial list covers the whole market.

• Data sources: DiscoLike, LinkedIn and Google Maps pull every company that fits the ICP.
• Signals: RB2B, Teamfluence and Apify flag who is in market now.
• First-party data: old leads in HubSpot, past campaigns in EmailBison and Beehiiv newsletter readers, worked again by phone.
• Duplicates are merged by domain, then by name and state, then by phone.
• A list older than 60 days is refreshed before anyone calls it.

• DiscoLike
• LinkedIn
• Google Maps
• RB2B
• Teamfluence
• Apify
• HubSpot
• EmailBison
• Beehiiv

Every contact gets a direct number for the right decision maker before it reaches a caller.

• Jev and OpenRouter check each account against the ICP first, so no number is bought for a poor fit.
• Pick the decision maker by company size: the owner or CEO at small companies, a VP or director as they grow.
• Numbers already on file are used first.
• GetLeads is checked next for a mobile number.
• Only the gaps go to FullEnrich, which is asked for phone numbers only.
• Anything FullEnrich misses goes to BetterContact, which runs 20+ providers in its own waterfall and only charges for valid numbers.

• Jev
• OpenRouter
• GetLeads
• FullEnrich
• BetterContact

Nobody dials your list on day one.

• Each caller clears onboarding before touching your account:
  • The cold calling handbook, read and signed off
  • Live training with the sales lead
  • Recorded calls from live campaigns
  • Tonality and objection handling drills
• You approve the offer, the script and the list.
• Callers commit the approved script to memory and never ad-lib your positioning.
• The opener drops filler like "How are you doing today?" Anything that sounds scripted in the first five seconds gets cut.
• Your approved list loads in Salesfinity, and your calendar opens across Eastern, Central and Pacific time.

• Salesfinity

One dialer works five lists at once, from cold accounts to missed deals.

• Salesfinity dials in parallel, at 1,000 to 2,000 dials a day per caller.
• Five lists share the dialer:
  • The ICP cold list
  • Qualified newsletter readers
  • Positive replies from email campaigns
  • Website visitors
  • Missed opportunities
• Three script variants run live first, then the winner scales.
• Every call is recorded.
• Each lead gets two to three follow-up calls.

• Salesfinity

A booked call only counts when the lead understands what you sell.

• Hook in the first twenty seconds, then slow down and explain the offer clearly.
• Wrong person: get the right person's name, direct number and who referred you, so the next call opens warm.
• Right person: confirm and spell back their email before booking, so the invite doesn't bounce.
• Book the meeting live, in the lead's time zone, while they are still on the phone.
• A warm email follows each connected call and references that conversation.

Every call and every booked lead lands in your CRM, then moves through your sales process to closed won.

• Every call syncs to HubSpot.
• Each booked lead arrives in one fixed format:
  • Name, company, title, phone and the email confirmed on the call
  • City, state and time zone
  • The call recording and notes
  • The booked time, with a screenshot of the booking
• A follow-up log shows when each lead was last worked, and who was actually reached.
• A live tracker is open to your team at any time.
• Booked meetings move into your sales process through to closed won.

• HubSpot