Over the next few weeks, we will explore Outreach strategies in DACH.

🚨 Spoiler Alert: it wouldn't be me if it was 'just' about the basics. Instead we will look at our mindset and how we can walk through hardship and push when everyone else might feel anxious and doubt their abilities. 

You have to find your own authenticity in it to make it work - because Prospects in DACH smell sales pitches from miles away. 😅 #nopressure

That's why it is important to say - there is not the 'One way to rule them all' Cold Call Technique! 

Over the next 3 weeks, we will explore:

1. the 90/10 Cold Call Framework with Ben Meuthen
2. the Cold Calling Mastery with Jiri Siklar
3. the Buying Centric Cold Call with Cisar Lambert
   
   

Don't worry - we won't just cover Prospecting in this Newsletter. 😉

However, Cold Calling is a great way to understand a market's culture. 
Are they relationship-driven or task-driven? Small talk? No small talk?
All of this will help you build strong sales success for DACH. 

So... let's get right into it

Why the 90/10 Framework?

The 90/10 framework helps you balance the cold call.

It gives you a great understanding of how to steer the conversation with well-placed questions and a great pitch.

What is the 90/10 Framework?

The Framework defines a Cold Call in 3 distinct phases:

Opening: Set the Stage (90% of the time you will talk)

• Explain why you're calling—clear and concise.
• Use closed questions to confirm relevance.

Conversation: Engage the Prospect (10% of the time you will talk)

• Use SPIN questions (Situation, Problem, Implication, Need-Payoff) to uncover pain points.
• Let them talk!
• Listen actively and guide the conversation strategically.
  
  

Close: Assumptive Closing  (90% of the time you will talk)

• Summarize their pain points and lock in a time to go deeper.

• act as if the prospect has already agreed to take the next step

  • Instead of saying, "Would you be open to a meeting?", you assume you will meet:
    "Let’s book a quick call—does Tuesday or Wednesday work better?"

Example in a cold call:

"Great, sounds like this could be relevant for you. Let’s set up a quick 15-minute chat—does this afternoon work, or is tomorrow better?"

Pitch Perfect

In every successful Cold Call you will eventually come to the point of telling your prospect what you do.

However, the best salespeople in DACH don’t pitch. They ask the right questions to lead their prospects to realise that they need their solution.

Ben's way of perfecting your pitch in DACH is the Value Pyramid:

💡 Bonus Tip: Be Patient—DACH Buyers Think Before They Act
In DACH, decision-making is deliberate and logical. A rushed pitch won't work, but a well-structured conversation will.

Follow the 90/10 framework, and you'll see more productive cold calls and higher conversion rates in DACH.

P.S.
🚀 You're a German speaker and want to see this in action?
CLICK HERE for the full Masterclass and refine your cold call game today!

What’s Next?

We are looking for the best Sales Tech Stack in DACH! 🧐

You feel like you have the answers? Help other Sellers & submit your answers here!