Take my FREE test now and find out what is holding back your recruitment business. 👉 https://bit.ly/bdstrategyassessment

_________________________________________________

In this episode of Recruiting Better, host Ben Browning sits down with Zac Thompson and Jack Frimston from We Have a Meeting to discuss the power of cold calling in modern sales. They break down why cold outreach remains one of the most effective ways to connect with decision-makers and how sales professionals can refine their process to achieve better results.

Zac and Jack share their thoughts on sales methodology, the importance of discipline in sales, and how businesses can create a structured approach to prospecting that delivers consistent results. They also explain the psychology behind effective communication, the role of pattern interrupts, and why cold calling is far from dead.

Whether you're a recruiter, sales consultant, or business leader looking to refine your business development strategies, this episode is packed with actionable insights to help you drive better conversations and close more deals.

Key Takeaways:

Cold Calling as a Competitive Advantage – Why a well-executed cold call stands out in today’s digital-first sales world.

Breaking Patterns for Better Sales Engagement – How to use psychology to create more engaging sales conversations.

Inbound vs. Outbound Lead Quality – Why outbound sales often result in better-qualified leads.

The Discipline of Sales – How structure, consistency, and intentionality separate top performers.

Motivation & Mindset in Sales – How discipline, stoicism, and self-awareness contribute to long-term success.

Sales Playbooks & Process Optimization – How to build a structured approach to cold outreach that maximizes conversions.

The Power of Data & Direct Mail – Strategies for obtaining the best contact data and leveraging personalized outreach.

Noteworthy Quotes:

"A well placed, well delivered cold call is now novel again." – Zac Thompson

"Not all meetings are created equally. Salespeople need to respect their time and the prospect's time by qualifying effectively." – Jack Frimston

"Discipline in sales isn’t just about making calls; it’s about creating a structure that ensures consistent success." – Ben Browning

"Most recruiters don’t have a sales problem; they have an input problem." – Zac Thompson

"Sometimes your USP isn’t your service, it’s how you sell." – Jack Frimston

Key Timestamps:

[00:00:00] Introduction and Episode highlights

[00:04:05] Why Cold Calling Remains Effective

[00:06:24] The Role of Pattern Interrupts in Sales

[00:07:40] The role of cold calling over the next few years

[00:12:55] Inbound vs Outbound Lead Quality

[00:17:08] The Importance of Structure and Process in Sales

[00:23:40] The Stoic Approach to Sales and Motivation

[00:28:04] Finding the Right Sales Data and Contact Information

[00:32:17] Direct Mail and Unique Sales Approaches

[00:41:26] How to Motivate Sales Teams

[00:50:19] The Common Mistakes Recruiters Make in Business Development

Follow the Guest Jack Frimston:

LinkedIn: https://www.linkedin.com/in/jack-frimston-5010177b/

Website: https://www.wehaveameeting.com/

Follow the Guest Zac Thompson:

LinkedIn: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Website: https://www.wehaveameeting.com/

Follow the Host Ben Browning on:

LinkedIn: https://www.linkedin.com/in/benbrowningrec/

Follow Recruiting Better Podcast on:

YouTube:https://www.youtube.com/@recruitingbetter

Email: [email protected]

LinkedIn: https://www.linkedin.com/company/recruiting-better/

Website: https://recruitingbetter.substack.com/