The Cold Calling Podcast Podcasts

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produced for salespeople and marketers working in the business to business environment, is all about telephone prospecting. Mike OHara and Greg Grimer cover a wide range of topics around how to maximise the effectiveness of your cold-calling activities. Primary Format : Business Language : Unknown Also Listed as: City : Tonbridge State/Province : Kent Country : United Kingdom Region : EU User Tags: User Votes: RSS Feed Website People found this Podcast Searching for: View this Podcast on a Google Map. Podcast iTunes Link Text Only listing of The Cold Calling Podcast Podcasts Methings.com listings of The Cold Calling Podcast Podcasts If you like this podcast, you might also like:

View the full archive of The Cold Calling Podcast CCP015 – The Numbers Game This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it is not possible to double your calls? We look at three other ways you can get your numbers up, namely: Reaching the decision maker more often Making your value statement more compelling Doing more [...] Related posts:CCP002 – Finding Direct NumbersCCP019 – Direct Numbers II (The Sequel)CCP013 – Questioning Techniques Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP016 – Is The Water Too Cold? This week, we talk about the difficulties of actually dipping more than a toe into the Cold Calling water. We are aware that a lot of our listeners find it hard to actually submerge themselves in cold calling, so we talk through some tips and techniques to actually get yourself more into it. And for the “old [...] Related posts:CCP004 – Dealing With RejectionCCP011 – Staying On TrackCCP010 – Warming Up Your Cold Calls Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP017 – Cultural Differences On this weeks show, we talk about cultural differences. How should you change your approach when cold-calling decision makers who are based in a different country, or who come from an entirely different culture, to your own? What works in the US does not necessarily work in the UK, and vice versa. Additionaly, we talk about some of [...] No related posts. Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP018 – Linking Up to New Prospects This week, we focus exclusively on LinkedIn (www.linkedin.com) as a means of finding new prospects to call. LinkedIn is an absolute goldmine when it comes to finding target individuals, so long as you know how to get the best out of it. We talk you through how to use the People Search function to best effect. Please [...] Related posts:CCP019 – Direct Numbers II (The Sequel)CCP Special Edition – Zubka Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP019 – Direct Numbers II (The Sequel) This week, we revisit a topic we covered a while back in show number 2 – Finding Direct Numbers. Hot on the heels of last weeks episode, where we covered how to find target names using LinkedIn, we felt this would be a good time to explain again some of the more useful techniques for finding [...] Related posts:CCP002 – Finding Direct NumbersCCP015 – The Numbers GameCCP018 – Linking Up to New Prospects Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP003 – Working Practices In this episode, we discuss various working practices around calling activities. We cover areas such as call planning, tracking systems, and paper-based versus computer-based tools. We also discuss circumstances where it might be better to track activities on your own personal tracking system rather than the firm’s Sales/Pipeline or CRM system. Also on this show, our first listener feedback [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP004 – Dealing With Rejection This week, we discuss a range of issues to do with rejection, including types of rejection, how to deal with it, and ways to minimize the likelihood of it happening. We start the show with some feedback from a couple of listeners (thanks Jon and Katerina!), then go on to discuss: - Reasons for call reluctance - Ways [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP005 – Voicemail and E-mail In this week’s episode, we talk about how voicemail and e-mail can both help and hinder your cold-calling activities. We discuss when might be the right time and the wrong time to leave a voicemail message, and what the best kind of message might be. Also, we go over the advantages and disadvantages of e-mail, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP006 – Your Opening Pitch This week, Greg and Mike talk about ways to open the call and make the initial pitch. We discuss the opening 15-30 seconds (the “positioning” statement) and the lead-in to the value proposition. We also talk about a couple of our own pet hates, which we definitely would NOT recommend leading in with. Comments, suggestions and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP007 – Call Objectives In this week’s show, we talk about the objectives of the cold call. What exactly do you want to have achieved by the end of the call? We discuss how to stick to your objectives whilst keeping them realistic and achievable, and cover some useful techniques to use when closing for a meeting. If you have any [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP008 – The RIGHT Value Statement In this weeks episode of The Cold Calling Podcast, we go into more detail on the subject of value statements, and discuss some alternative approaches you could use, based upon your industry, product or service. We explore the following eight approaches (along with various combinations) and discuss when they might be most appropriate: Name-dropping approach Assumed problem approach Consumable/raw [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP009 – Cold Calling For Newbies Following requests from a number of listeners, this week we go right back to basics and talk about the key things to take into consideration if you are new to business cold calling. Here are the first few pieces of advice. Listen to the podcast to pick up some more… Don’t believe people who tell you [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP010 – Warming Up Your Cold Calls In this weeks episode, we talk about how you can use Social Networking websites such as LinkedIn and SoFlow to warm up your cold calls. These websites can be excellent sources of information, in that they provide you with ammunition to make your opening pitch more relevant to the person you are targeting. They are also really [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP011 – Staying On Track This week, we talk about how to stay on track when you are calling, and discuss some ways you can stop yourself getting distracted or derailed when cold-calling. From an equipment perspective, we explore the benefits of binaural headsets and telephones with “last ten” redial functions. We also look at ways to make sure you are mentally [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP012 – Pushiness and Aggression This week, we talk about the qualities of pushiness and aggression. Under what circumstances should you adopt a more aggressive position than you normally would on a call? We discuss the right time and place for this kind of approach. We also talk about some techniques you can use to diffuse aggression when you face it from the person [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP013 – Questioning Techniques In this weeks podcast, we talk about various different types of questioning techniques and when to use them. We dicsuss open and closed direct questions, as well as the following types of indirect or inferred questions: Tonal Latent Assumptative Injected/Interrupting Mindset We also introduce the concept of “Creditability”, and Greg does some poetry reading (!) Please continue sending your feedback to mike@coldcallingpodcast.com, or [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP Special Edition – Zubka This week, we have a special edition of the Cold Calling Podcast, where we focus exclusively on Zubka, a new company that will allow listeners to find better jobs for people they know and to find people for jobs they know about. The reason we are devoting an entire episode of the Cold Calling Podcast to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP014 – For Business Owners This weeks episode of The Cold Calling Podcast is directed squarely at business owners. If you own your own business, and you are hitting the phones in order to find new customers, what are some of the key things you should be thinking about? How can you use the fact that you are the President or the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP015 – The Numbers Game This week, we talk about numbers. Can you really double the number of appointments you get by doubling your number of calls? What if it is not possible to double your calls? We look at three other ways you can get your numbers up, namely: Reaching the decision maker more often Making your value statement more compelling Doing more [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP016 – Is The Water Too Cold? This week, we talk about the difficulties of actually dipping more than a toe into the Cold Calling water. We are aware that a lot of our listeners find it hard to actually submerge themselves in cold calling, so we talk through some tips and techniques to actually get yourself more into it. And for the “old [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website