The Art of Modern Cold Calling: A Conversation with Brianna Stout

Cold calling has long been written off as a relic of sales past. But for Brianna Stout, an Inside Sales Account Representative at Copy.ai, it’s thriving. In a conversation on Future Proofed, Brianna walked through her approach to cold calling, offering practical insights for frontline reps, team leads, and skeptics alike.

This isn’t the old-school hard sell. It’s a strategic, human-centered craft—fueled by relevance, humility, and AI.

1. Preparation Starts Before the Dial Tone

Before Brianna ever picks up the phone, she starts with research. Using Copy.ai’s platform, she gathers intel at both the account and contact level. This includes understanding the prospect’s role, company context, and any available details that can help her shape a more personalized message.

But preparation goes beyond gathering facts. It’s about making the interaction feel personal and natural. Checking LinkedIn for shared interests or professional milestones helps her strike a conversational tone and avoid sounding robotic. The goal is to create the feeling of a face-to-face meeting, even if it’s just over the phone.

2. Breaking the Ice with Clarity and Confidence

Rather than dancing around the fact that it’s a cold call, Brianna names it upfront. Her go-to opener is disarmingly candid: “This is a cold call. If you have a few moments, I’d love to show you XYZ. If not, feel free to hang up.”

This transparency lowers the temperature of the conversation. Some prospects laugh. Some hang up. But most appreciate the honesty. It sets the tone for a real, human conversation—one built on mutual respect rather than pressure.

3. Embracing the Right Mindset

Cold calling does require mental resilience. Brianna doesn’t take hang-ups personally. If someone isn’t ready to talk, she moves on. With dozens of potential contacts in the queue, letting one rejection derail the day just isn’t practical.

Her advice for new SDRs? Don’t approach calls with fear or intensity. Reframe the goal: rather than pushing for a result, aim for a good conversation. When the pressure comes off, confidence goes up.

That mindset also makes cold calling feel more collaborative than combative. Instead of delivering a pitch, she’s there to uncover a challenge and offer something useful.

Why Cold Calling Still Works

With inboxes flooded and LinkedIn messages piling up, a phone call offers something refreshingly direct. It cuts through the noise.

Cold calling creates space for real-time understanding. On a live call, Brianna can learn about a prospect’s specific pain points and business goals. This context allows her to offer relevant solutions that go beyond the generic.

Unlike email, a voice-to-voice conversation allows for nuance. It builds rapport quickly. And it often uncovers insights that prospects wouldn’t voluntarily write in a form or reply in a thread.

AI Makes Cold Calling  Easier

AI is a crucial enabler in Brianna’s process. It accelerates research, surfaces relevant details, and helps reps work more strategically. Instead of spending hours combing through data manually, Brianna can rely on tools to gather context—then spend more of her time where it counts: on calls.

AI improves the quality of outreach by enabling relevance at scale. Cold calling becomes less about volume and more about targeting the right person with the right message at the right time.

What Teams Need to Succeed

Brianna is clear: sales leaders play a key role in setting their teams up for success. That means providing the right tools, talk tracks, and training. Reps can’t speak with confidence about a product if they haven’t been equipped with the knowledge to do so.

Preparation should be built into the team culture. If reps are expected to sound credible and deliver value on calls, they need access to consistent messaging, effective strategies, and an understanding of what resonates with prospects.

Without that foundation, even the best talent will struggle.

Cold Calling Isn’t Dead—It’s Evolving

The belief that cold calling is obsolete misses the point. It’s not outdated. It’s underutilized. When done well—with preparation, empathy, and relevance—it’s one of the fastest ways to create real human connection in a crowded digital world.

Phone calls give sellers a chance to dig deeper, listen actively, and problem-solve on the spot. And with AI in the mix, they’re better equipped than ever to do it efficiently and effectively.

For those just getting started, Brianna’s advice is simple but powerful: focus on relevance. Whether through personalization, context, or tone, show your prospect in the first 30 seconds why this call matters to them.

Use tools to your advantage. Prepare thoughtfully. And keep things human.

Cold calling, at its best, isn’t about pushing a pitch. It’s about making a connection. And in that space—between voice and voice, problem and solution—it’s very much alive.