 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 :
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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 SellingIn 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, LinkedInAs 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, LinkedInAs 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 ProspectingIn 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 ProspectingIn 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 - TerminologyThis 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 - TerminologyThis 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 CallingIn 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 CallingIn 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 StreetsThis 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 StreetsThis 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 - PamelaFollowing 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 - PamelaFollowing 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 CallingThis 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 CallingThis 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 PipeThis 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 PipeThis 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 CultureOn 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 CultureOn 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 SellingThis 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 SellingThis 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 SellingThis 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 ConversationsThis 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 ConversationsThis 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 ConversationsThis 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 FeedbackHello 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 FeedbackHello 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 FeedbackHello 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 DeptThis 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 DeptThis 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 DeptThis 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 HandlingOn 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 HandlingOn 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 HandlingOn 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.comListen | 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 ProspectsThis 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 ProspectsThis 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 ProspectsThis 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 DifferencesOn 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 DifferencesOn 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 DifferencesOn 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 | |