In The Know with Kelly Grafton: How verbal cues drive cold call success

Tech Sales is for Hustlers

In this episode, Kelly Grafton sits down with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore how the words you choose can make or break your outreach.
You’ll learn:
- Why conversational language helps SDRs book more meetings
- How formality versus informality shapes connection with prospects
- The role of pitch in sounding both human and professional
- When casual cues work best and when to add structure
- Practical examples from real calls and data-driven takeaways
Backed by analysis of tens of thousands of calls, this episode will help every sales rep bring more confidence and authenticity to their outreach.