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Cold Calling Is NOT Dead ft. Carlos Iborra
In today's episode, I chat with Carlos Iborra, founder at Sales Titans, about running outsourced B2B cold calling for SMEs and startups across every vertical - from AI agents and flow automations to machinery suppliers and fresh produce - using advanced tooling to automate internal processes while keeping the human touch exactly where it matters: the actual conversation.
We explore his signal-based calling approach where instead of dialing blindly, his team detects real-time trigger events (like a company actively searching for a sales trainer) and calls with a direct, relevant reason to reach out - turning cold calls into warm ones - and how 49 targeted calls off the back of those signals produced 20 highly qualified meetings. Carlos breaks down why relevancy isn't just good for prospects but protects his reps from burnout and his clients' brand reputation, and why his philosophy is that only 3-5% of companies are ever in the right moment to buy - so finding that 3-5% through automation is the whole game. His prediction for the future: call bots may eventually book appointments for low-ticket offers, but for high-ticket sales, buyers need a human to hold accountable if things go wrong - and that accountability gap is where human cold callers will always win. Carlos shares his 20-year sales career, consistently over-delivering as a rep until he realized he was hitting quota in a fraction of the time a full-time average rep needed, spending one year freelancing on the side before going all in on Sales Titans. His advice: pick up the phone - because even people listening to this conversation who understand it's a competitive advantage still won't do it, and that's exactly why it works.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:21) What Sales Titans Does: Outsourced B2B Cold Calling Across Every Vertical
(02:01) Signal-Based Calling: Detecting Trigger Events to Create Relevant Outreach
(03:25) Why Signals Make Cold Calls Warm and Protect Brand Reputation
(05:48) 49 Calls, 20 Qualified Meetings: What Targeted Outbound Actually Looks Like
(06:49) Carlos's Journey: 20 Years in Sales, Freelancing on the Side, Going All In
(08:53) Future of the Space: Automation Plus Human Touch for High-Ticket Sales
(10:53) Why Call Bots Won't Replace Humans for High-Ticket Anytime Soon
(12:19) Advice for Anyone Getting Started in Cold Calling Today
🔗 CONNECT WITH CARLOS
👥 LinkedIn
💻 Sales Titans LinkedIn
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
💻 Website
👥 LinkedIn
📧 Email - [email protected]
🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.
View all episodes
By Saurav GuptaIn today's episode, I chat with Carlos Iborra, founder at Sales Titans, about running outsourced B2B cold calling for SMEs and startups across every vertical - from AI agents and flow automations to machinery suppliers and fresh produce - using advanced tooling to automate internal processes while keeping the human touch exactly where it matters: the actual conversation.
We explore his signal-based calling approach where instead of dialing blindly, his team detects real-time trigger events (like a company actively searching for a sales trainer) and calls with a direct, relevant reason to reach out - turning cold calls into warm ones - and how 49 targeted calls off the back of those signals produced 20 highly qualified meetings. Carlos breaks down why relevancy isn't just good for prospects but protects his reps from burnout and his clients' brand reputation, and why his philosophy is that only 3-5% of companies are ever in the right moment to buy - so finding that 3-5% through automation is the whole game. His prediction for the future: call bots may eventually book appointments for low-ticket offers, but for high-ticket sales, buyers need a human to hold accountable if things go wrong - and that accountability gap is where human cold callers will always win. Carlos shares his 20-year sales career, consistently over-delivering as a rep until he realized he was hitting quota in a fraction of the time a full-time average rep needed, spending one year freelancing on the side before going all in on Sales Titans. His advice: pick up the phone - because even people listening to this conversation who understand it's a competitive advantage still won't do it, and that's exactly why it works.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:21) What Sales Titans Does: Outsourced B2B Cold Calling Across Every Vertical
(02:01) Signal-Based Calling: Detecting Trigger Events to Create Relevant Outreach
(03:25) Why Signals Make Cold Calls Warm and Protect Brand Reputation
(05:48) 49 Calls, 20 Qualified Meetings: What Targeted Outbound Actually Looks Like
(06:49) Carlos's Journey: 20 Years in Sales, Freelancing on the Side, Going All In
(08:53) Future of the Space: Automation Plus Human Touch for High-Ticket Sales
(10:53) Why Call Bots Won't Replace Humans for High-Ticket Anytime Soon
(12:19) Advice for Anyone Getting Started in Cold Calling Today
🔗 CONNECT WITH CARLOS
👥 LinkedIn
💻 Sales Titans LinkedIn
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
💻 Website
👥 LinkedIn
📧 Email - [email protected]
🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.