How to get great pitch, pace & tone in your B2B calls

B2B calls involve one to one communication. If it’s a cold call, then generally the receiver of the call doesn’t know the caller, and may not be aware of their business. At Blue Donkey, we specialise in intelligent telemarketing. Our B2B calls are often cold but they don’t resonate as cold calls do. We have a few moments to make a strong enough impact to deserve more time and attention from the buyer. As we dial we know one thing – they are not interested. Because we’re calling them and they’re not calling us!

For the campaigns we run, it’s essential that we generate interest as quickly as possible without cheesy gimmicks or promises. The majority of the information we communicate doesn’t even come from the words we say, but how we say them. Tone, pitch, pace, and body language are all used to help determine the exact meaning behind the words and phrases we use. Using the right vocal range in B2B calls can dramatically increase a telemarketer’s chance of success. Just a small change to how telemarketers handle a call can make a significant difference in how they come across. It will also affect how the prospect views the caller and the brand they represent.

Positive attitude

Before telemarketers even dial their B2B calls, they take a moment to remember the benefits and features of their product. If they’re in a positive frame of mind and feeling enthusiastic, this will come across in their voice. Being enthusiastic about a product or service will also help to get the call off on the right foot and set a productive tone for the conversation.


One of the most simple, effective ways to create the right tone when making a B2B call is to smile. Smiling affects the way the voice sounds and most prospects will be able to pick up on it in a call. More often than not, they’ll instinctively smile in return, something that can help the call to progress productively. In fact, it turns out that smiling is great for our health too. According to the experts at Very Well Mind “Studies have shown that smiling releases endorphins, natural painkillers, and serotonin. Together these three neurotransmitters make us feel good from head to toe. Not only do these natural chemicals elevate your mood, but they also relax your body and reduce physical pain. Smiling is a natural drug.”


The pace of B2B calls can be one of the most difficult things to get right. Go too quickly and the prospect won’t have time to process the information you’re providing. However, go too slow and it can be interpreted as a sign of boredom, disinterest, or dejection. Ideally, telemarketers should go fast enough to retain the interest of the prospect and to come across as enthusiastic, but slowly enough that their words hit their mark. One of the techniques trainers at Blue Donkey promote is reflection. Reflecting the pace of the prospect you’re speaking with uses, is a natural way to build rapport in B2B calls.


Like tone, pitch is affected by the telemarketer’s enthusiasm and the way they approach the call. As well as smiling during a call, pitch can be improved by telemarketers taking a genuine interest in the prospect they’re speaking to. This interest will come across in the way they speak and will help the prospect to feel that their company’s needs and requirements are at the heart of the call.

Getting the pitch, tone, and pace of B2B calls just right can go a long way to boosting its chances of success. Explore our site today to find out more or speak to one of the members of our team.

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