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 Also Listed as: Business City : Tonbridge State/Province : Kent Country : United Kingdom Country : EU User Tags: User Votes: RSS Feed Website People found this Podcast Searching for: Business | View this Podcast on a Google Map. Add to iTunes Text Only listing of The Cold Calling Podcast Podcasts Trumix.com listings available of The Cold Calling Podcast Podcasts Click Here to Update the directory of this podcasts programs.

Trumix.com listings available of The Cold Calling Podcast Podcasts Build your own playlists with this podcast. CCP034 - Overcoming the Limitations of Remote Selling In today’s edition of The Cold Calling Podcast, we look at??some of the issues that come up??when you are selling to people you cannot actually meet face-to-face. How do you get around the issues of trust when you are selling exclusively via remote channels such as telephone and e-mail? Thanks to Dan from Australia for the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP034 - Overcoming the Limitations of Remote Selling In today’s edition of The Cold Calling Podcast, we look at some of the issues that come up when you are selling to people you cannot actually meet face-to-face. How do you get around the issues of trust when you are selling exclusively via remote channels such as telephone and e-mail? Thanks to Dan from Australia for the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP033 - Interview with Dan Nye, CEO, LinkedIn As regular listeners will know, we’re both massive fans of LinkedIn, using it on a regular basis as one of our most useful cold-calling productivity aids. In fact, we did a whole episode on it back in November (Episode 18 - Linking Up to New Prospects). So we thought we would do something a little different [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP033 - Interview with Dan Nye, CEO, LinkedIn As regular listeners will know, we’re both massive fans of LinkedIn, using it on a regular basis as one of our most useful cold-calling productivity aids. In fact, we did a whole episode on it back in November (Episode 18 - Linking Up to New Prospects). So we thought we would do something a little different [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP032 - Pros & Cons of Outsourcing Telephone Prospecting In this week’s episode of The Cold Calling Podcast, we talk about the pros and cons of outsourcing your telephone prospecting activities to a third party or agency. Under what circumstances should you consider doing this? What qualities should you be looking for in the person or company who will be calling prospects on your behalf? [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP032 - Pros & Cons of Outsourcing Telephone Prospecting In this week’s episode of The Cold Calling Podcast, we talk about the pros and cons of outsourcing your telephone prospecting activities to a third party or agency. Under what circumstances should you consider doing this? What qualities should you be looking for in the person or company who will be calling prospects on your behalf? [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP031 - Terminology This week on The Cold Calling Podcast, we talk through the terminology you probably hear on a daily basis, to help you figure out what it all really means. What exactly is a suspect? When does a suspect become a prospect, and what constitutes a lead? When can you say a deal is actually closed? What’s [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP031 - Terminology This week on The Cold Calling Podcast, we talk through the terminology you probably hear on a daily basis, to help you figure out what it all really means. What exactly is a suspect? When does a suspect become a prospect, and what constitutes a lead? When can you say a deal is actually closed? What’s [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP030 - When to Stop Calling In this week’s episode, we talk about valid and invalid reasons for stopping cold-calling specific individuals and moving on to new targets. We discuss sincere versus insincere objections, and ways to pre-empt objections so that you’re not moving away from valid prospects. And we have a formula for you to determine when it is actually time to move on: [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP030 - When to Stop Calling In this week’s episode, we talk about valid and invalid reasons for??stopping cold-calling specific individuals and moving on to new targets. We discuss sincere versus insincere objections, and ways to pre-empt objections so that you’re not moving away from valid prospects. And we have a formula for you to determine when it is actually??time to move on: x=(I/N)-T Listen [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP029 - Hitting The Streets This week on The Cold Calling Podcast, we talk about the toughest kind of cold calling - actually hitting the streets and calling on your prospects face-to-face, unannounced. There are circumstances where this is a good strategy, e.g. when you’ve been trying to reach someone without success and you’re in their neighbourhood anyway. We discuss some of [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP029 - Hitting The Streets This week on The Cold Calling Podcast, we talk about the toughest kind of cold calling - actually hitting the streets and calling on your prospects face-to-face, unannounced. There are circumstances where this is a good strategy, e.g. when you’ve been trying to reach someone without success and you’re in their neighbourhood anyway. We discuss some of [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP Special Edition - Pamela Following on from??the recent??episode of The Cold Calling Podcast where we talked about using Skype “to fatten your pipe”, this week??we have a special edition of the show where we focus exclusively on Pamela, a unique application that can completely “turbocharge” your Skype usage and productivity. We interview Dick Schiferli, CEO of Pamela, who tells us [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP Special Edition - Pamela Following on from the recent episode of The Cold Calling Podcast where we talked about using Skype “to fatten your pipe”, this week we have a special edition of the show where we focus exclusively on Pamela, a unique application that can completely “turbocharge” your Skype usage and productivity. We interview Dick Schiferli, CEO of Pamela, who tells us [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP028 - The Queen of Cold Calling This week, we have a special guest on The Cold Calling Podcast - Wendy Weiss, “The Queen of Cold Calling”. Wendy has trained thousands of sales professionals and entrepreneurs in her cold-calling techniques and her clients include Avon Products Inc., ADP Inc., Sprint, Newmark Real Estate and thousands of entrepreneurs throughout the USA. We talk to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP028 - The Queen of Cold Calling This week, we have a special guest on The Cold Calling Podcast - Wendy Weiss, “The Queen of Cold Calling”. Wendy has trained thousands of sales professionals and entrepreneurs in her cold-calling techniques and her clients include Avon Products Inc., ADP Inc., Sprint, Newmark Real Estate and thousands of entrepreneurs throughout the USA. We talk to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP027 - Using Skype to Fatten Your Pipe This week’s episode of The Cold Calling Podcast is devoted exclusively to a wonderful little application called Skype, which can literally turbocharge your telephone prospecting productivity. We talk about ways to use Skype (and SkypeOut in particular) as a simple but hugely effective call management system and power-dialler, and how you can integrate it into your workflow [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP027 - Using Skype to Fatten Your Pipe This week’s episode of The Cold Calling Podcast is devoted exclusively to a wonderful little application called Skype, which can??literally turbocharge your telephone prospecting productivity. We talk about ways to use Skype (and SkypeOut in particular) as a simple but hugely effective call management system and power-dialler, and how you can integrate it into your workflow [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP026 - Promoting a Prospecting Culture On this week’s episode of The Cold Calling Podcast, Greg and Mike talk about how, if you are a business owner or a sales manager, you can instill a culture of cold-calling within your firm. We cover the issue of realistic expectations, the “10/10″ rule, and a great way to incentivise salespeople to hit realistic calling [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP026 - Promoting a Prospecting Culture On this week’s episode of The Cold Calling Podcast, Greg and Mike talk about how, if you are a business owner or a sales manager, you can instill a culture of cold-calling within your firm. We cover the issue of realistic expectations, the “10/10″ rule, and a great way to incentivise salespeople to hit realistic calling [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP025 - Channel Selling This week, we have a special guest on The Cold Calling Podcast - Mark Whitehouse, Director of Channel Alliances. We talk with Mark about how “indirect selling” (i.e. using partners) can help you increase your sales pipeline and close more business. Mark explains why you??should add channel selling to your arsenal, discusses some of the criteria for [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP025 - Channel Selling This week, we have a special guest on The Cold Calling Podcast - Mark Whitehouse, Director of Channel Alliances. We talk with Mark about how “indirect selling” (i.e. using partners) can help you increase your sales pipeline and close more business. Mark explains why you should add channel selling to your arsenal, discusses some of the criteria for [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP025 - Channel Selling This week, we have a special guest on The Cold Calling Podcast - Mark Whitehouse, Director of Channel Alliances.We talk with Mark about how “indirect selling” (i.e. using partners) can help you increase your sales pipeline and close more business.Mark explains why you should add channel selling to your arsenal, discusses some of the criteria for [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP024 - Steering Conversations This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like them to go, rather than be at the mercy of the person you are calling. We stress??the merits of recording your conversations, so you can listen back and fine-tune your approach, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP024 - Steering Conversations This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like them to go, rather than be at the mercy of the person you are calling. We stress the merits of recording your conversations, so you can listen back and fine-tune your approach, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP024 - Steering Conversations This week on the Cold Calling Podcast, we discuss some techniques you can use to steer telephone conversations in the direction YOU would like themto go, rather than be at the mercy of the person you are calling.We stress the merits of recording your conversations, so you can listen back and fine-tune your approach, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP023 - Using Feedback Hello and Happy New Year! For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next and subsequesnt calls. Using this technique can make your cold calling much more effective. Leading in with “inside information” that is both relevant and topical to the prospect you are calling, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP023 - Using Feedback Hello and Happy New Year! For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next and subsequesnt calls. Using this technique can make your cold calling much more effective. Leading in with “inside information” that is both relevant and topical to the prospect you are calling, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP023 - Using Feedback Hello and Happy New Year!For our first episode of 2007, we discuss how to leverage information you might uncover on one call, on your next and subsequesnt calls.Using this technique can make your cold calling much more effective. Leading in with “inside information” that is both relevant and topical to the prospect you are calling, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP022 - The Sales Prevention Dept This week, we talk about how to deal with the “Sales Prevention Dept”, or more accurately, all those annoying things that make your selling job more difficult. These can include interfering line managers, changing territories, quarterly targets, CRM/Sales Tracking systems, timesheets, the 9 to 5 office mentality, internal meetings, exhibitions, and a whole host of other things that can generally get in your way and waste your time. If you have any comments, questions or feedba ... Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP022 - The Sales Prevention Dept This week, we talk about how to deal with the “Sales Prevention Dept”, or more accurately, all those annoying things that make your selling job more difficult. These can include??interfering line managers, changing territories, quarterly targets, CRM/Sales Tracking systems, timesheets, the 9 to 5 office mentality, internal meetings, exhibitions, and a whole host of other things [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP022 - The Sales Prevention Dept This week, we talk about how to deal with the “Sales Prevention Dept”, or more accurately, all those annoying things that make your selling job more difficult.These can include interfering line managers, changing territories, quarterly targets, CRM/Sales Tracking systems, timesheets, the 9 to 5 office mentality, internal meetings, exhibitions, and a whole host of other things [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP021 - Trapped! On this week’s episode, we talk about easy it is to get trapped when you’re cold calling. There are a number of ways you can be trapped, including:- By personal assistants and secretaries- By middle managers and control freaks- By decision makers who don’t move things forward- By voicemailWe discuss ways to avoid falling into [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP021 - Trapped! On this week’s episode, we talk about easy it is to get trapped when you’re cold calling. There are a number of ways you can be trapped, including: - By personal assistants and secretaries - By middle managers and control freaks - By decision makers who don’t move things forward - By voicemail We discuss ways to avoid falling into [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP021 - Trapped! On this week’s episode, we talk about easy it is to get trapped when you’re cold calling. There are a number of ways you can be trapped, including: - By personal assistants and secretaries - By middle managers and control freaks - By decision makers who don’t move things forward - By voicemail We discuss ways to avoid falling into [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP020 - Objection Handling On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. The five most common are:Send me something in the mailWe already have one of thoseWe don’t have that problemIt’s not a priority for us right now(on second call) I didn’t [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP020 - Objection Handling On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. The five most common are: Send me something in the mail We already have one of those We don’t have that problem It’s not a priority for us right now (on second call) I didn’t [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP020 - Objection Handling On this, our twentieth episode, we talk about five common types of objection you might face when cold-calling, and how to deal with each one. We also talk about the difference between sincere and insincere objections, and how to recognize, and deal with, each. If you have any comments, questions or feedback, or if you would like to suggest a topic for a future show, please e-mail mike@coldcallingpodcast.com or greg@coldcallingpodcast.com 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 [...] 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 linked in, we felt this would be a good time to explain again some of the more useful techniques for finding direct numbers, by fair means or foul! If you have any comments, questions or feedback, or if you would like to suggest a topic for a future show, please e-mail mike@coldcallingpodcast.com or greg@cold ... 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 [...] 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 [...] 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.[...] 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 [...] 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 [...] 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.[...] 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 [...] 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 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 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 hands” who have been cold calling for a long time, we talk about the dangers of getting complacent, and provide some pointers on ways to stop that from happening [...] 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 [...] 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 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 CEO of the firm to your advantage when cold calling?[...] 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 CEO of the firm to your advantage when cold calling?[...] 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 (www.zubka.com), 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 Zubka, is that is it provides a perfect way to monetize your contact network. The reason we are devoting an entire episode of the Cold Calling Podcast to Zubka, is that is it ... 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 (www.zubka.com), 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 Zubka, is that is it provides a perfect way to monetize your contact network.The reason we are devoting an entire episode of the Cold Calling Podcast to Zubka, is that is it p ... 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 feed back to mike@coldcallingpodcast.com. 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 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 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 you are calling. Humour is important![...] 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 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 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 useful when you know the job title of your target, but not their name. As usual, send any comments to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com ... 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 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 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. As usual, send any comments to mike@coldcallingpodcast.com and/or greg@coldcallingpodcast.com. 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 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 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 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 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 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 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 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 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 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 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 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 CCP002 - Finding Direct Numbers In this week’s episode, we give some tips on how to find direct numbers (and cellphone numbers) for the people you want to call. With direct numbers, you can avoid gatekeepers altogether, so it is definitely worth knowing some tricks on how to find them. We would love to hear about the experiences listeners have had [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP002 - Finding Direct Numbers In this week’s episode, we give some tips on how to find direct numbers (and cellphone numbers) for the people you want to call. With direct numbers, you can avoid gatekeepers altogether, so it is definitely worth knowing some tricks on how to find them. We would love to hear about the experiences listeners have had [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website CCP001 - Introduction to Cold-Calling Hello, and welcome to the first in our new series of podcasts dedicated to helping you improve the effectiveness of your cold-calling activities. In this episode, we give a brief introduction to some of the topics we’ll be covering throughout this podcast series. All feedback is welcome, so please leave a comment, or contact us direct at [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website