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Why Cold Calling Isn’t Dead (And How to Actually Win at It) with Giulio Segantini

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About this episode

Nitin speaks with Giulio Segantini, CEO of Underdog Sales, about the ongoing relevance of cold calling in recruitment and whether recruitment is fundamentally a sales job. They explore Giulio's journey from philosophy graduate to sales expert, and discuss how to build personal brand through embracing rejection and developing relatability with prospects.

The conversation covers call reluctance as a significant business problem, the difference between likability and relatability in sales, and how the 360-recruitment model can become a bottleneck for agencies. Giulio and Nitin examine multi-channel strategies for cutting through noise and share approaches for transforming anxious recruiters into confident closers.

Key takeaways

  • Cold calling remains effective in recruitment when paired with multi-channel strategies and confidence-building approaches.
  • Call reluctance is a widespread problem that damages agency performance and requires systematic solutions.
  • Building relatability with prospects matters more than general likability when pursuing sales conversations.
  • The 360-recruitment model may create bottlenecks that limit agency growth and effectiveness.
  • Personal brand development and embracing rejection are foundational to sales success in recruitment.

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